3M india ltd

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COMPANY PROFILE
3M is a diversified technology company serving customers and communities with innovative
products and services. Each of our businesses are committed to making our customers lives easier
and better.
3M is the global innovation company that never stops inventing because we are passionate about
making progress possible. Our people capture the spark of new ideas and transform them into
thousands of ingenious products and practical applications that help make people’s lives better.
Our culture of creative collaboration inspires a never-ending stream of powerful technologies that
combine in unique and imaginative ways to create innovations that transform people’s experiences.
With $30 billion in sales and operations in more than 65 countries, 3M employs more than 80,000
people worldwide who collaborate actively to design, manufacture and engage in the delivery of
products & services spread across 35 3M businesses. 3M sells more than 50,000 products
worldwide in about 200 countries and owns more than 45 technology platforms.
Our technology solutions hold leading positions in a variety of markets like Transportation,
Hospitals, General Industry, Construction, Aerospace, Railways, Highways, Defense, Security,
Mining, Health, Oil & Gas, Telecom, Marine and Homes. Our prominent brands include Scotch®,
Post-it®, Scotchgard ™, Scotchprint®, Nexcare™, Scotch-Brite®, Filtrete™, Command™
and Vikuiti™ which can be found in most homes, retail and office spaces.
Fact is, half the world's population today enjoys experiencing at least one of 3M's 50,000 products,
either directly or indirectly, every day. So when you choose 3M, you can rest assured that you
have chosen a company that pursues international standards of quality, reliability and consistency
in every product & service detail, providing customer value like never before.

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3M in India
3M India Limited, the Indian subsidiary of 3M Corporation was established in 1988. 3M has been
a steadfast partner in India’s progress for over 24 years, committed to solving problems unique to
the Indian customer. The Managing Director at 3M India is Mr. Ajay Nanavati.
3M Electro & Communications India Pvt. Ltd. is a privately owned subsidiary of 3M Corporation.
Together, these two companies market over 7,000 products in India with leading positions in health
care, industrial, retail, construction, transportation, energy, utilities, mining, general office and
home. In India, the magic of 3M innovation takes places at our R&D centers, situated
at Bengaluru and Gurgaon, NCR (National Capital Region). Our manufacturing facilities in India
are at Bengaluru, Pimpri (Pune), Ranjangaon (Pune), Ahmedabad & Pondicherry.
 3M India Sales: Turnover of Rs 1,410.36 crores for 12 months ended March 31st 2012 with
profits of Rs 63.7 crores.
 Plants in Bengaluru, Ahmedabad, Pondicherry and Pimpri (Pune) & Ranjangaon(Pune).
 Head office at Bengaluru
 Branch offices at Gurgaon (NCR), Mumbai, Kolkata, Chennai and Pune.
 R&D centers at Bengaluru and Gurgaon.
 Over 2000+ employees.
 Over 8000 products sold in India.
 17 patents filed in 2012.
 Innovations for India include the consumer range of floor cleaning products, infection
prevention products for hospitals, tamper evident labels, traffic & road safety products,
automotive fillers and underbody coatings, protective filler coatings for outdoor applications,
to name a few.
3M is fundamentally a science-based company. We produce thousands of imaginative products,
and we're a leader in scores of markets - from health care and highway safety to office products
and abrasives and adhesives. Our success begins with our ability to apply our technologies - often
in combination - to an endless array of real-world customer needs. Of course, all of this is made
possible by the people of 3M and their singular commitment to make life easier and better for
people around the world.

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3M Businesses in India
 Consumer & Office
From simplifying life at home to keeping you organized at work; simplifying life and work.
 Display & Graphics
From signs on the road to the images on your phone; enhancing visual communication and
interactivity.
 Electro & Communications
from connecting the world’s power grid to supporting high-tech electronic devices; enabling
tomorrow’s lifestyle today with electrical power, communications and electronics.
 Health Care
From preventing infections to making smiles brighter; promoting health and improving
quality care.
 Industrial and Transportation
From underground to outer space, changing how industry works.
 Safety, Security & Protection Services
from protecting information to protecting people at work and at play; protecting people and
facilities.
Values
 Act with uncompromising honesty and integrity in everything we do.
 Satisfy our customers with innovative technology and superior quality, value and service.
 Provide our investors an attractive return through sustainable, global growth.
 Respect our social and physical environment around the world.
 Value and develop our employees' diverse talents, initiative and leadership.
 Earn the admiration of all those associated with 3M worldwide.

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3M at a Glance (Year-end 2012)
 Global Sales: $30 billion.
 International (non-US) Sales: $19.376 billion (65% of company's total).
 Operations in more than 70 countries.
 3M products sold in nearly 200 countries.
 87,677 employees globally.
3M Businesses
3M serves customers through six business segments, which increase speed and efficiency by
sharing technological, manufacturing, marketing and other resources.
 Consumer and Office Business
 Display and Graphics Business
 Electro and Communications Business
 Health Care Business
 Industrial and Transportation Business
 Safety, Security and Protection Services Business
Consumer and Office Business
Supplying an array of innovative products that keep homes cleaner, offices
organized and buildings well-maintained, our consumer and office business is home
to some of the world’s best-known brands, including Post-it®, Scotch®, Scotch-
Brite®, Filtrete™, O-Cel-O™, Nexcare™, and Command™.
Display and Graphics Business
Drawing on 3M’s powerful technology platforms, we provide products—display
enhancement films, reflective materials, eye-catching graphics, projection systems
and more —that people around the world rely on every day.

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Electro and Communications Business
We turn 3M technology into solutions for customers in electrical, electronics and
communications markets around the world. We contribute to reliable sources of
electrical power, high-performance electronic devices, and speedy and dependable
telecommunications network.
Health Care Business
Supplying innovative and reliable products that help health care professionals improve the quality of
care, we are a global leader in medical and oral care products, and drug delivery and health
information systems.
Industrial and Transportation Business
We provide thousands of innovative products including tapes, abrasives, adhesives,
specialty materials and filtration systems to dozens of diverse markets –
from automotive to aerospace to renewable energy to electronics.
Safety, Security and Protection Services Business
Our products—personal protective equipment, safety and security products, track
and trace solutions and more — increase the safety, security and productivity of
people, facilities and systems around the world. We are also a leading supplier of
roofing granules for asphalt shingles.

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History of 3M Company
3M was founded in 1902 at the Lake Superior town of Two Harbors, Minnesota. Five businessmen set
out to mine a mineral deposit for grinding-wheel abrasives. But the deposits proved to be of little
value, and the new Minnesota Mining and Manufacturing Co. quickly moved to nearby Duluth to focus
on sandpaper products.
Years of struggle ensued until the company could master quality production and a supply chain. New
investors were attracted to 3M, such as Lucius Ordway, who moved the company to St. Paul in 1910.
Early technical and marketing innovations began to produce successes and, in 1916, the company paid
its first dividend of 6 cents a share.
The world's first waterproof sandpaper, which reduced airborne dusts during automobile
manufacturing, was developed in the early 1920s.
A second major milestone occurred in 1925 when Richard G. Drew, a young lab assistant,
invented masking tape – an innovative step toward diversification and the first of many
Scotch® Pressure-Sensitive Tapes.
In the following years, technical progress resulted in Scotch® Cellophane Tape for box sealing and soon
hundreds of practical uses were discovered.
In the early 1940s, 3M was diverted into defense materials for World War II, which was followed by
new ventures, such as Scotchlite™ Reflective Sheeting for highway markings, magnetic sound recording
tape, filament adhesive tape and the start of 3M's involvement in the graphic arts field with offset printing
plates.
In the 1950s, 3M introduced the Thermo-Fax™ copying process, Scotchgard™ Fabric Protector,
videotape, Scotch-Brite™ Cleaning Pads and several new electro-mechanical products.
Dry-silver microfilm was introduced in the 1960s, along with photographic products, carbonless papers,
overhead projection systems, and a rapidly growing health care business of medical and dental products.
Markets further expanded in the 1970s and 1980s into pharmaceuticals, radiology and
energy control.
In 1980, 3M introduced Post-it® Notes, which created a whole new category in the
marketplace and changed people’s communication and organization behavior forever.
products, including immune response modifier pharmaceuticals; brightness enhancement films for
electronic displays; and flexible circuits used in inkjet printers, cell phones and other electronic
devices.

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3M Leadership
Of all the pathways to growth, investing in our people is most important.
The premise is simple - if your people grow, your company will grow. The key: linking growth in
individuals to those things that unlock energy and activities that our customers value.
Clearly, 3M's first chairman of the board, William L. McKnight, was a unique leader and 3M has
had outstanding leaders at all levels of the company ever since.
Leadership development remains at the top of the company's agenda.
Find out more about 3M leadership.
CEO and Corporate Officers (US, English).
Board of Directors (US, English)
CEO and Corporate Officers
Julie L. Bushman
Senior Vice President, Business Transformation and Information Technology
Joaquin Delgado
Executive Vice President, Health Care Business Group
Ivan K. Fong
Senior Vice President, Legal Affairs and General Counsel
Nicholas C. Gangestad
Senior Vice President and Chief Financial Officer
Ian F. Hardgrove
Senior Vice President, Corporate Communications and Enterprise Services
Christopher D. Holmes
Senior Vice President, Supply Chain
Michael A. Kelly
Executive Vice President, Electronics and Energy Business Group

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Frank R. Little
Executive Vice President, Safety and Graphics Business Group
Jon T. Lindekugel
Senior Vice President, Business Development
Marlene M. McGrath
Senior Vice President, Human Resources
Frederick J. Palensky
Executive Vice President, Research and Development and Chief Technology Officer
Michael F. Roman
Executive Vice President, Industrial Business Group
H.C. (Hak Cheol) Shin
Executive Vice President, International Operations
Jesse G. Singh
Senior Vice President, Marketing and Sales
Inge G. Thulin
Chairman of the Board, President and Chief Executive Officer
James L. Bauman
Senior Vice President, Asia Pacific
Steven J. Beilke
Assistant Secretary
Michael M. Dai
Assistant Secretary
Patrick Deconinck
Senior Vice President, West Europe
Eric D. Hammes
Vice President, Corporate Controller and Chief Accounting Officer
Scott D. Krohn
Vice President and Treasurer

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Gregg M. Larson
Vice President, Deputy General Counsel and Corporate Secretary
Robert W. Sprague
Assistant Secretary
David G. Werpy
Vice President and General Auditor
James M. Zappa
Vice President, Associate General Counsel and Chief Compliance Office

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OBJECTIVES OF STUDY
 To Understand the need for decorative films in a market
 To Analyzethebuyingpatterninconsumers
 To understandtheroleofcompetitorsinthislineofbusiness
 Tosuggestandimplementchangesandinnovativetechniquesinprowmarketingandsales
 To understand hoe companies will benefit from this line of business
 Toanalyzethepurchasingbehaviorofthecustomer
 To analyze the product competitor in the market
NEED FOR STUDY
Thissurveyistoidentifyandfocusonthesalespromotionof3MIndiaLtd.Toaccomplishthis,asurveywasconducted
togathertheimpartialinformationaboutthesalespromotion.Thestudywasconductedforthebelowneeds.
 To improve the sales increase in competitive market.
 Tostudythepurchasingbehaviorofthecustomer.
 To study market potential for 3M India product
 Toimprovetoolsandtechniqueofsalespromotion
 Tostudytheproductcompetitor

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Value Chain
Value Chain is a bunch of benefits or value that a product carries this is essential to move the
consumer for customer satisfaction to customer delight and finally to the wow factor.
The amount of value that a product carters and delivers determines the customers
satisfaction factor there are five levels in the value chain
Core Value: Durable Films
Basic Value: Adhesive backs which stick to any Surface
Accepted Value: won’t wear out in rough weather
Augmented Value: Chose is a material you like
Potential Value: Chose the film which batter suits your personality
T
POTENTIAL VALUE
ACCEPTED VALUE
BASIC VALUE
CORE VALUE
AUGMENTED VALUE

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SCOPE
Thisreportcanbeusedbycompanyinimprovementofpolicyformulationforenhancingsalespromotionprograms.
It can be used as a starting script for carrying out in depth research on sales promotions for various
products
It can be used in designed better marketing & promotion strategies.
It can be used as a reference report for giving training to marketing managers.
It can be used to train prospective researchers for behavior resea

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INTRODUCTION
In a time when customers are exposed daily to a nearly infinite amount of promotional messages,
many marketers are discovering that advertising alone is not enough to move members of a target
market to take action, such as getting them to try a new product. Instead, marketers have learned
that to meet their goals they must use additional promotional methods in conjunction with
advertising. Other marketers have found that certain characteristics of their target market (e.g.
small but geographically dispersed) of characteristics of their product (e.g. highly complex) make
advertising a less attractive option. For these marketers better results may be obtained using other
promotional approaches and may lead to directing all their promotional spending to no advertising
promotions. Finally, the high cost of advertising may drive many to seek alternative, lower cost
promotional techniques to meet their promotion goals. Sales promotions are used widely in many
industries and especially by marketers selling to consumers. We will see that the objectives of sales
promotionarequitedifferentthanadvertisingandarespecificallydesignedtoencouragecustomer response.
PRODUCT PROFILE
• What are the different types of Materials?
• Questions.
– What is Decorative film?
– When, How & Where Film are used?
– What importance do they hold today?
• There is PVC (Polyvinyl chloride) material used for making decorative film.
• What is PVC (Polyvinyl chloride) material?
• What are its advantages and shortfalls of these material?

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Board of Directors
Linda G. Alvarado
President and Chief Executive Officer, Alvarado Construction, Inc.
Thomas K. Brown
Retired Group Vice President, Global Purchasing, Ford Motor Company
Vance D. Coffman
Retired Chairman of the Board and Chief Executive Officer, Lockheed Martin Corporation
Herbert L. Henkel
Retired Chairman and Chief Executive Officer, Ingersoll-Rand plc
Muhtar Kent
Chairman of the Board and Chief Executive Officer, The Coca-Cola Company
Edward M. Liddy
Partner, Clayton, Dubilier & Rice, LLC
Inge G. Thulin
Chairman of the Board, President and Chief Executive Officer
Robert J. Ulrich
Retired Chairman and Chief Executive Officer, Target Corporation

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3M India Milestones
1987 3M and Birlas become Partners.
1988 Foundation laid for Manufacturing Facility at Electronics City, Bangalore.
1990
 Inauguration of Customer Tech Centre, Bangalore, by Allen F. Jacobson, CEO,
3M, St.Paul.
 Production of UY connectors.
 First Shipment of MS2 Connectors.
 Commencement of Scotch-Brite Conversion.
 First Shipment of first Automotive Stripings.
 Installation of Tape Coater.
1991 Production of Box Sealing Tape Manufacturing of first batch of Light Water.
1992 First Shareholder's Meeting.
1993
 Self-Certification Approval for Telecom Connectors.
 3M increases equity holding to 51%.
 Warehousing Operation at Delhi.
 Warehousing Operations at Mumbai.
1994
 Opening of Chennai Customer Sales Centre.

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 Opening of Calcutta Customer Sales Centre.
 Opening of Bangalore Customer Sales Centre.
1995
 AS-400 Installed- E-mail and IFS2 Implemented.
 ISO-9002 Certification.
 New Warehouse, Bangalore.
1987
 Inauguration of Graphics Production Centre.New Warehouse, Mumbai.
 Printed Post-it® Notes.
 Opening of Second Customer Sales Centre in Bangalore.
1997
 Industrial land acquisition at Ranjangoon, Pune.
 Mumbai Customer Sales Centre Expansion.
 Chennai Warehouse.
1998
 Expansion of Bangalore Customer Sales Center-1.
 3M Increases equity holding to 76%.
 Opening of new Delhi Customer Sales Centre with expanded facilities.
 Inauguration of Innovation Center, Electronics City, Bangalore.
2000
 Acquisition of Auto Striping India Pvt. Ltd.
 Inauguration of Centralized Corporate Office.

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2002 Company name changed to 3M India Limited from Birla 3M Limited.
2004 Inauguration of Manufacturing Facility for Corrosion ProtectionProducts in
Ahmedabad.
2006 Acquisition of Mahindra Engineering & Chemical Products Limited.
2007
 Moved to a brand new Corporate Office at UB City in Bangalore.
 Expansion of our Bangalore & Ahmedabad Plants.
 Acquisition of Macroworx Media Pvt Ltd.
2008
 3M completes 20 years of operation in India.
 3M India's 5th Manufacturing facility at Ranjangaon begins commercial
operations.
2009 Phase 2 of 3M India's Corrosion Protection Manufacturing Facility at
Ahmedabad inaugurated.
2010
 3M India made its first foray into the retail space in India with the launch of the
3M Car Care Centre initiative.
 Filed 13 patents & launched over 23 new product innovations for the India
market.

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R&D at 3MCompany
The main challenges of 3M Company are:
high diversity of products and services (over 50,000 different products)
highly decentralized organization
different customer needs in local markets
The company will try to tackle those challenges and therefore keep a leading position as an
innovative company by developing customized product in local markets and transferring know-
how across business units and markets.
3M Company has a strong focus on research and development (R&D) and has consistently
invested in it for the past few years. The company’s R&D expenditure as a percentage of
sales accounted for 5.6% in 2007. The company’s R&D capabilities, with its strong knowledge
and understanding of technologies such as adhesives, materials science, light management,
micro replication and non-woven materials, has resulted in production of several innovative
products such as 3M Paint Replacement Film, Post-it, and Scotch-Brite. Further, through global
manufacturing facilities and R&D centers, the company has substantially reduced cycle
time, from innovation to commercialization, to two and a half years from a period of four years.
The company’s strong R&D capability provides it with a competitive advantage
And helps it to innovate and launch new products.
Here is the R&D intensity (R&D expenditure as a percentage of sales) of 3M Company during
the last five years. Unfortunately, the R&D intensity for each of the six business segments is
not available nor on the 3M’s website or in 3M’s annual report. We assume that the R&D
intensity of 3M Company is an average of the six business segments and does not really lect the
reality of each business.
The graph shows that the R&D intensity is on average of 6.33 during the last five years. However
there is a decline of one percentage point in 2007 when compared to 2006, due to the divestment
of the R&D-intensive Pharmaceuticals business.

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Corporate Responsibility
Corporate responsibility is now high on national and international agendas. Yet 3M has long held
the belief that reputation depends not solely on our financial performance but also on the way we
run our business. In 1975, 3M was one of the first major manufacturing companies actively to
address environmental issues and, as with our drive for innovation, we involved employees
through our benchmark program Pollution Prevention Pays.
We believe we have a sound record of achievement in corporate responsibility but continually
strive to improve our performance and address the ongoing challenges and opportunities. We are
committed to sustainable development through a proactive approach to environmental protection,
social responsibility and strong economic progress.
Vision
3M's commitment is to actively contribute to sustainable development through environmental
protection, social responsibility and economic progress. To us, that means meeting the needs of
society today, while respecting the ability of future generations to meet their needs.
Everything we do is underpinned by our corporate values and our day-to-day actions are guided
by our Business Conduct Policies.

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About Decorative Film
DI-NOC™ Architectural Finishes
Product Description 3M DI-NOC Architectural Finishes are durable, cleanable, flexible PVC
films with 3M's
Comply Adhesive air release channels for fast, easy and virtually bubble-free application.
Use DI-NOC architectural finishes in place of or to enhance natural materials. These architectural
finishes have excellent adhesion and flexibility, allowing them to be used indoors or outdoors on
flat or complex curved substrates, walls, furniture, fixtures, etc. Some of the architectural finishes
can also be applied to 3-dimensional surfaces and/or thermoformed.
These products are ideal for both new construction and remodeling.
3M offers a Basic Product Warranty for these architectural finishes. Please see page 4 for
additional details.
Product Line The current product line includes more than 500 unique designs and patterns
categorized in 20 major pattern types.
The following symbols indicate special restrictions or considerations for some DI-NOC products.
Please refer to the DI-NOC product catalog to determine which symbols are associated with the
product you are applying.
Suitable for outdoor use as well as PVC (poly vinyl chloride) coated steel.

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Suitable for outdoor use. Cannot be applied on PVC coated substrates. Film color will change
over time as it is exposed to UV light.
W Film will shrink over time. Apply a substrate primer at all film overlaps. Do not use butt joints.
! Do not use on 3-dimensional surfaces or for thermoforming.
General Product Description Fine Wood FW Wood grain appearance and texture closely
resembles authentic wood. Available in 73 different designs from 21 timber species.
Wood Grain WG Wood grain appearance that creates a warm and elegant atmosphere. 120
different designs of 33 timber species, in light to dark colorations.
Metallic Wood MW Wood grain look with a metallic finish. Use where a high quality, special
look is needed. Available in 2 designs.
Metallic VM / ME Colorful films with variations that include anodized and embossed appearance.
Available in 30 designs.
HM A high impact metallic finish. Available in 4 designs.
Single Color PS Solid colors that have built-in bacteria resistance, making them suitable for
hospital, clean rooms and food processing environments. Available in 90 soft and vivid color
groups.
Carbon CA Woven carbon fiber patterns produced with 3M's micro-replication technology.
Choose from 7 designs.
Chic PA A soft textured metallic appearance. Available in 21 designs, most of which can be used
outdoors.
Sand PC An authentic sandstone appearance in modern colors and realistic pattern. Available in
13 designs.

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PVC MATERIAL
Poly (vinyl chloride), commonly abbreviated PVC, is the third-most widely produced polymer,
after polyethylene and polypropylene.
PVC comes in two basic forms: rigid (sometimes abbreviated as RPVC) and flexible. The rigid
form of PVC is used in construction for pipe, and in profile applications such as doors and
windows. It is also used for bottles and other non-food packaging, and cards (such as bank
or membership cards). It can be made softer and more flexible by the addition of plasticizers, the
most widely used being phthalates. In this form, it is also used in plumbing, electrical cable
insulation, imitation leather, signage, inflatable products and many applications where it replaces
rubber.
Pure poly (vinyl chloride) is a white, brittle solid. It is insoluble in alcohol, but slightly soluble
in tetrahydrofuran.
OVERVIEW
At 3M Architectural Markets, our watchwords are Innovate, Inspire and Inform.
We are all about innovating beautiful yet practical products that meet the diverse needs of
designers, architects, building owners and operators, contractors and other professionals.
We seek to inspire all of these stakeholders to create attractive, dynamic, enduring exteriors and
interiors using materials that are as environmentally friendly as possible.
And behind it all, 3M supports our customers with the information and technology they need to
achieve their desired vision.
Our 3M™ DI-NOC™ Architectural Finishes mimic the aesthetics of natural and other materials at a
fraction of the price.
3M™ Fasara™ Glass Finishes & Crystal Glass Finishes provide the look, privacy and translucency
of etched, sandblasted or otherwise textured glass – at a price point that makes it an attractive
alternative to etched and sandblasted glass.
And when it comes to lighting, in the future 3M™ Lighting Solutions will be on the leading edge
when it comes to energy savings, safety, ease of installation and, above all, exciting, cutting-edge
aesthetics.
If we can help or support you in any way, please do not hesitate to contact us.

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PRODUCTS
 Architectural Finishes
DI-NOC Finishes
DI-NOC
3M™ Comply™ Adhesive Technology makes application easy‚ fast‚ and bubble-free. Over 500 designs to
choose from‚ resembling surfaces from natural to faux.
For renovations: Lightweight and self-adhering‚ DI-NOC architectural finishes can be applied in situ to the existing substrate‚
reducing labor and material cost compared to natural materials. With DI-NOC products‚ you create a whole new look‚ quickly
and inexpensively. But not at the expense of aesthetics‚ thanks to its uncanny resemblance to natural materials.
For new construction: Perhaps you prefer the authenticity of real wood‚ metal or stone. That’s only natural. Use them for select
areas. Specify DI-NOC architectural finishes everywhere else. You’ll get cost savings‚ speed of application‚ durability – and still
maintain the aesthetic look you desire.
DI-NOC™ E-Series
3M™ DI-NOC™
3M™ DI-NOC™ Architectural Finishes help preserve rare and exotic woods by providing an authentic,
natural look that applies easily to minimize waste. It requires no harsh chemicals to maintain, allowing the use of eco-friendly
cleaners. The new DI-NOC E-Series, available in more than 70 designs and natural textures, is made of polyolefin.
DI-NOC™ Whiteboard Film
3M™ DI-NOC™
New 3M™ DI-NOC™ Whiteboard Film turns walls, columns, tabletops – virtually any surface – into a
whiteboard that can be written and drawn on. Yet it avoids the pitfalls and problems found with traditional whiteboard and
whiteboard paints. Thinkers, talkers, presenters and idea-people of all types love whiteboard. Now, with lightweight, easy-to-apply
DI-NOC Whiteboard film, you'll love to specify it too!
 Decorative Glass Finishes
Dichroic Glass Finishes
3M™ Dichroic

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Dichroic glass films by 3M combine beauty, light and color with extraordinary 3M technology to create a
unique, affordable solution for interior glass surfaces. Designed to mimic the brilliant iridescent look of pigment-less butterfly
wings, the shimmering color-shifting films are made with premium materials and are available in warm and cool tones.
3M™ Fasara™ Glass Finishes
Fasara™ Glass Finishes
Aesthetics: Our decorative glass and window films transform plain glass, capturing the look of cut or
texturized glass to an astonishing degree at a fraction of the price.
Flexible: Fasara™ Glass Finishes allow you to tailor the amount of privacy a space possesses. Use Fasara glass finishes
monolithically to create serene "ricepaper wall" effects, or die-cut or layer the films to create exciting, dynamic effects.
Easy application: 3M expertise in adhesives ensures you of fast, accurate, beautiful and durable application to a variety of glass
substrates.
Materials: Constructed from durable and flexible polyester materials.
3M™ Crystal™ Glass Finishes
Crystal™ Glass Finishes
Dusted and frosted designs provide the look of sandblasted or etched glass, at a fraction of the cost. Digital
printing on dusted materials offers both customization and personalization options.
These permanent, pressure-sensitive films have a transparent synthetic liner for easy cutting. They are available in a dusted
crystal finish in translucent white (2 mil) or translucent frosted crystal finish (3.8 mil) in five colors.
 Design Lighting
Air
A wide band of exceptionally even light lets you create designs that speak volumes. A uniform, luminous
white glow created by this lightweight fixture.
Flex

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Illuminated curves and straightaways come together in any combination you can imagine to create completely
custom, beautifully luminous installations along walls, ceilings, or both.
Light Falls
Lightfalls capitalizes on the laws of physics to distribute light from a single LED source over a large space to
create a “Virtual LED” driven by ground-breaking 3M technology.
Advantages and Shortfalls of PVC Material
 PVC is the most widely used polymer for cables production in Europe.
 PVC is waterproof and fireproof.
 Low priced
 Long Life
Shortfalls
 Luxury Wood: By grafting fashion metal effect onto wood grain, manifested
enhanced elaborate wood pattern.
 Cubic Wood: By grafting visual dimensional effect onto wood grain,
exhibited distinctive design effect
 Deluxe Wood: Sense the natural pattern and texture, with design that manifest
the most, exterior and texture expression of real wood.
 My Wood: Exquisite dimensional sense and texture expression of real wood

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RESEARCH METHODOLOGY
The marketing research study can be based on exploratory research. The major emphasis of
exploratory research is on the discovery of idea. Market research devotes a significant portion
of their work on exploratory study when very little is known about the problem begun analyzed.
The main idea is to clear the concept and subsequent make more extensive research of them.
The primary advantage of exploratory study is less time requirement and low cost. The purpose
of exploratory study is to extract new insights into the problem. Here the research study will
need to adopt flexibility and ingenuity. Exploratory study may be conducted by means of
survey of knowledgeable persons, analysis of few cases and through secondary data. Primary
collection method is needed for meeting the specific objective of the research study. The
method collection of primary data is by survey method. This is the method of soliciting
information from the people by personal interviewing and mailing. This format of data
collection may be structured or unstructured, direct or indirect. Survey method is used to know
the customer awareness, attitude and their current and past behavior towards the project. The
survey conducted by me was based on the marketing objective. For primary method collection
questionnaire is popular method of collection of data and is called data collection instrument.
A questionnaire is made so as to record the verbal response. Then we must define the various
checks and rules that must be followed at the time of questionnaire construction.

31
DATA ANALYSIS CHAPTER
Brand of the Decorative Film
3M
(47)
LG HAUSAY
(7)
TEMAX
(5)
LOCAL
(10)
OTHERS
(21)
Analysis: From the detail we can see that In City of Mumbai most of the customers are uses
product of the Decorative Film i.e. 3M, Local and Others.
Since how many years you are using the Decorative Film
Total number of Variant : 60
A-Less than 7-10 year
(29)
B-Between 4-7 years
(18)
C-More than 4 years
(13)
Analysis for the warranty period
Is it comes under warranty period?
Yes
(35)
No
(25)

32
GRAPH 1
Analysis: From the above graph we can see that 48 % of the customers are the new user of
Decorative Film.
Warranty period is over and have contract
Total number of variant: 60
Total Number of Decorative Film usage by the sample: 183
Analysis on the basis of total number of customers
29, 48%
18, 30%
13, 22%
Yes
(14)
No
(11)

33
Graph 2
A: % of customer they have Decorative Film which comes under warranty period
B: % of customer they have Decorative Film which does not come under warranty period &
doesn’t have any Brand
C: % of customer they have Decorative Films which doesn’t comes under warranty period but
they uses Local Product
Conclusion: From the above analysis we can conclude that most of the company which has
Decorative Film is the new users of such product. So they don’t have much idea about related
product. And there is a big opportunity for the company to grow in the market of Mumbai city in
future.
CATEGORY A
59%
CATEGORY B
18%
CATEGORY C
23%
CATEGORY A
CATEGORY B
CATEGORY C

34
ANALYSIS ON THE BASIS OF SATISFACTION OF CUSTOMER
GRAPH 3
A: Number of customers not satisfied with Product
B: Number of customers satisfied with their current Product
C: Number of customers cannot say
Conclusion: From the above analysis for category A & B for the graph we can see that out of 11
customers who are having the service from other Decorative Film or having the product, 10
customers are satisfied with their current product and only 1 customer is not satisfied with their
current product. So we can conclude that the other Decorative Film i.e. our competitors in city of
Mumbai provides satisfactory product
0
5
10
15
20
25
30
35
40
45
CATAGERY A CATAGERY B CATAGERY C
1
15
44
NUMBERS
BRANDS

35
FINDINGES OF THE STUDY
The customer that comes is carpenters coming into the retail shop or wholesaler are i.e.54%,
contractors 30%, engineer 4% and architects 12%.
The customers have liked the quality of the product that is the main reason that they would like to buy the
product and compared to other product the work canbedonefaster.
Butthe Price of the product is high that why most of the customers don’t prefer tobuy theproduct.
The consumer would not like to increase their expense thought they like the product all want it at
a lower rate.
Most of the customer has not seen the brand at advertisement only 20% have knowledge about the
companyandtheproduct.
TheconsumerswillbuytheproductbecauseofitQualitythewaytheproductcanbeusedinvariousapplicationand
thebondingcanbedonefast.butsince the price is high only a few who can afford the product will buy
it .
The customers who know how the product is and what all can be done by the productwillbybutsome
oftheconsumerwillnotbuytheproductbecauseofit high price and their own principals.
The customersavethecost so onlythose who finethe product is affordable they will buy it. Majority of the
consumers are impressed with the product.

36
CONCLUSIONS
3M is a vary success full and well reputed company in the industrial area.
The customers of 3M are mostly satisfied with the product provided by 3M.
Though there is some dissatisfaction of the customers about product because the price of the
product is high.
3M is a pioneer in its field and keeps it employees motivated and satisfied, I see a bright and
successful future for this company.

37
LIMITATIONS OF STUDY
- Getting an appointment from the HR manager, Administrator, or any Technical
person was not so easy.
- As it is a newer services & products were not so easy.
- Busy HR mangers, Administrator were not in mood of wasting their time.
- Because of not getting the appointment from the right person I was not able to get
all the answers of all the questions.
- Single research work is not significant to make the accurate and logical.
- Sampling and non-sampling error that are presented due to the incalculable sample
size.
- Refusal of the respondent to answer the questionnaire.
- Time frame was limited to carry out detailed analysis and further probing into each
area of objective.

38
SWOT ANALYSIS
SWOT analysis is a basic, straightforward model that provides direction and serves as a basis for
the development of marketing plans. It accomplishes this by assessing an organizations Strength
(what an organization can do) and Weakness (what an organization cannot do) in addition to
Opportunities (potential favorable conditions for an organization) and Threats (potential
unfavorable condition for an organization).
SWOT analysis is an important step in planning and its value is often underestimated despite the
simplicity in creation. The role of SWOT analysis is to take the information from the surrounding
and separate it from internal issues (strength and weaknesses) and external issues (opportunities
and threats). SWOT analysis assists the firm in accomplishing its objectives (strength or
opportunity) and overcoming the obstacles (weakness or threats).
STRENGHTS -
a) Strength:-
1. Advantage of Proposition: No equivalent product in market
2. Capabilities: Instant water proofing
3. Competitive Advantage:
 Differentiation –
 All Weather Application
 Quick Setting Time
 DIY
 Emergency Water Proofing(Unique Product)
 Differentiation Focus-
Catering to niche requirement (EWP)
4. Unique Selling Points:
 All weather application
 Low temperature application
 Instant water proofing
 Single coat Application
 Ready to use
5. Innovative Aspect:
 3M technology gives touch dry surface in 4-6 hrs
 Works In wet as well as dry conditions
6. Location: Delhi and NCR areas nearby have huge requirement of such product

39
WEAKNESSES:
1. Disadvantage in Proposition: No awareness among the customers
2. Lack of competitive strength:
 Cost focus
 Cost Leadership
3. Timescale : Supplies of product are after monsoon.
4. Product durability : no guarantee.
5. Retail distribution channel is not available.
6. No staff for business development.
7. Price is much higher than competitors in market.
OPPORTUNITIES:
1. Competitors vulnerability:
 Their product works only in dry conditions.
 No equivalent product
 Setting time is 6 times
 Multiple coat application
 No DIY product
 No ready to use product
2. Seasonal Influence: The requirement for EWP is in monsoon season
3. Target market: Delhi (NCR)
Gurgaon
THREATS:
1. Competition Intensions: Short Product Life Cycle.
2. Market Demand: less market demand because product in Nish market.
3. There are two new company entering in market.
4. New companies are A) –Parma Building Chemicals
B) -Fair mate Chemicals

40
SUGGESTION
 A sales support team should be brought into picture to handle all after sales service and
renewal activities
 Other roles of sales support should include thorough follow ups with clients so as to
differentiate cold leads from the warm ones
 Marketing activity should be conducted in which various discounts and sales offers should
be given to attract customers
Sales are the front end of a company or firm. The company takes good number of initiatives to
meet the customers' expectations. Sales and Marketing are the parallel themes for a company to
run. But Sales is said to be toughest job. It involves lot of things to go through for a sales man.
Hence they need to take care of few steps to reach their target or to convince the customer. XEROX
is the company which has given a term for the sales people to handle sales in a professional and
perfect manner. They have defined it as SPANCO.
SPANCO - Suspect, Prospect, Approach, Negotiations, Closure and Order.
1. Suspect: Here the job of the counselor is to investigate about the particular account or
customer. Here they need to check the Contact persons, Authority, Money capability of the
company; Real need is there or not etc. Hence sales man should be in a sense of probing
that it is a yes account or no. Here they need to suspect the account well.
2. Prospect: Here the role of the sales man is to handle the account as yes to move forward
or to drop. They really have to look whether the need is there or not. After checking that
they need to prospect the account to handle by building good relationship with other
employees of the company too. Hence here the prospecting of account takes place.
3. Approach: Here the sales people need to look at the account to handle in a positive manner.
They need to be in touch with the customers to find out the competitors in the account.
They need to look at the things in a proper manner to handle the pricing. Here they need to
build relationship with Purchase, Marketing, H.R, and Finance/Accounts team. Checking
out or submitting your quote.

41
4. Negotiations: Here the pricing takes place, where the sales people need to be careful. Here
it all depends how you check your target, profit margin and customer. Hence the
negotiation happens on mutual understanding of both the parties.
5. Closure: After negotiation it comes the point of closing the deal. Here the sales man needs
to agree with the terms and conditions including price. After in agree with the party the
deal is said to be closed.
6. Order: Here the Purchase order comes into picture. Sales people need to pick the order
from the party by agreeing on the terms and conditions (Payment, Delivery). After picking
the order they need to be on their ethics to meet customer's expectations.
S.P.A.N.C.O in Sales
Hence SPANCO helps the sales people to handle the situation in a smoother and proper manner.
It helps the front end of the company to meet the profit and target. Hence the people need to handle
the situation with this tool. Hence a sale is like SPANCO.
Territory Management
Territory Management enables larger companies with a complex sales structure to organize their
activities along multiple dimensions. Whether your company organizes sales team based on
geography or product lines, Territory Management can handle any customer segmentation. It’s
simple. Just map the way your sales teams are set up in Zoho CRM, and set rules
to automatically place customers under territories. You can also easily share accounts among
territories, identify regions that make profit, plan resource allocation and ultimately exceed sales
forecasts, all while offering excellent customer service.
7 Essential Territory Management Tips
Without a well-considered strategy that takes into account the day-to-day details of territory
management, sales are going to be tougher and tougher to land. Here are seven tips for becoming
more effective in your territory management efforts.
1. Divide your territory in a way that makes sense
One of the first steps to effective territory management is to have a concrete view of current
customers, potential customers, competitors' activity, and the location of all of these. Because

42
time in front of qualified customers is the most productive, it's critical to maximize those
moments and minimize the hours spent driving, doing paperwork, and visiting with no- or low-
return customers and prospects. The question is, "How are you going to manage your time to
make the most of it?" asks, founder of Sales 2.0.
Nigel Edelshain
Based on geography and the number of your accounts and prospects, you may divide your
territory by area code, by industry, or by product ...as long as you're divvying it up in a logical
way. Minimize the amount of time spent on the road, or backtracking from city to city or
neighborhood to neighborhood.
2. Create a call rotation plan
at the beginning of your year, look at current customers and targets, and create a plan for
servicing each of these accounts. Decide if they need in-person visits, phone calls, emails, or
marketing promotions, and how often. For instance, a dormant account may need a phone call
per quarter, plus an annual promotional postcard. An active, high-volume account may need a
monthly in-person visit, plus regular phone calls.
Once you've assigned frequency, start confirming and slotting in meetings for your top priorities
(see #4 below) by quadrant. After you've scheduled your top priority accounts, fill in gaps with
lower-priority accounts and prospects. Each day, fill in gaps with phone calls, emails, and spur-
of-the-moment meetings.
3. Set priorities
Beyond knowing where you're going to be each day of the week, know how to prioritize your
efforts. "Pick the low-hanging fruit" is a typical recommendation. But even when you're
grabbing the easy fruit, you want to nab the big apples and skip over the ones that may be right
in front of your face but are small, rock-hard, or full of worms.
4. Leverage your relationships
beyond great customer relationships, Edelshain suggests using your successes internally. For
instance, build off of your sale to the company's Division A to make your way into Division B.
"Salespeople don't prospect across their own accounts," says Edelshain, possibly because it's not
as glamorous as reeling in another "big one," or maybe because they have trouble seeing beyond
the next new lead. Granted, going after the next big thing is exciting, "but it's also terrible for
your wallet," says Edelshain. His solution is to create case studies to highlight your wins.
"Sometimes you have to be a little creative to map the case study over to another application," he
says, but the payoff can be huge.
5. Stick to the big-picture view
With each phone call and each lead forwarded to you from the marketing department, it's
tempting to lose track of your overall plan and jump immediately on the next thing in your in-
box. But losing track of your strategy will, in the long run, result in losing control of your
territory.
One way of holding tight is to have a series of qualifying questions so you can determine how
critical it is that you drop everything. Consider these three categories to qualify a lead: 1. Do

43
they want what you sell? 2. Do they have the ability to effectively use your product or service? 3.
Is there a compelling event with a time deadline? If all three criteria are met, you can consider
rearranging your schedule to accommodate theirs. If not, then you can judge the immediacy of
the request and slate it in either the next time you're in the quadrant, or if necessary, on your
Friday flex day.
6. Do the tough stuff
Paperwork is no fun, but putting it off doesn't make things any easier. Tending to it regularly will
keep things from growing to outlandish proportions and will also ensure that you don't miss
critical details along the way Review meeting notes immediately after each client encounter,
record action items in the appropriate places, and update contact information. File receipts in a
designated spot. Make note of reorders for collateral or samples. Keep it current, and you'll keep
it manageable.
7. Make meetings count
when you're covering a large territory, you may see a customer or prospect just a few times a
year, and every meeting needs to be memorable (in a good way). Use every resource to learn
about your customer. Next, have a plan of attack. Set meeting-specific goals so you know what
you're trying to accomplish in each
Branding Campaign
Branding Campaign is conducted by a Company to generate leads and also to make masses
aver about your brand, product and service. That you want to sell the main motive of organizing
a branding campaign is to make your presents felt in a market the target segment and your
competitor should be made aware that your firm is a new player in a market.
The Branding Campaign that I would suggest for 3M India Ltd. Is:
3M should conducts a complimentary Game or an Activity that would attract the attention
of customers the game should be designed in a such mater that the prospect should show
keenness to know about it the name of the that game should be decorate your house.
The Rules for the same are as follow:
As name itself suggest, the main objective of that game is to decorate to dream home the
manner in which you want to.

44
The props will be given to the participants to play the game. The prose ____ a demo a module
of a random house, a state of miniature decorative film samples and a verity of small packed
wall paints to express their creativity and turns of designing their dream house.
At the end of your design will be given a rough estimate or a quotation if they want to design
their home the way in which they decorate the play home.
This is a fun way of greeting leads by setting up a kiosk to expand the business.
This should be a new B2B business.

45
RECOMMENDATIONS
According to 4ps of Marketing-
• People
Sales Hierarchy
Selection of Distributor
Relevant Experience –
2-3 years of Experience of Distributor required.
• Self-Involvement in the business
National Sales
Head
Regional Sales
Manager
Area Sales
Manager
Sales
representatives
Sales
Representatives
Sales
Representatives
Sales
Representatives

46
No Competitors Distributorship –
• Distributor should not be dealing with any competitors product
• The distributor should be able to function as dedicated channel partner of 3M
Infrastructure-
• Storage Go down
• Delivery vehicles
• Computer , telephone , net connection
Capital Investments-
• The distributor should be financially sound
Good Reputation in Market-
Very good and reputed distributor selected only for distributorship
Promotion
Promotional Meet –
• Demonstration of the Product
• Target Audience( Contractors, interior decorators , Engineers)
• Prelaunch meeting with Segment.
• Free sample for Segment.
Distribution of demonstration-
• C.D. and pamphlets in apartments, Independent houses society, free with
newspaper (Times of India).
• Big holdings in some area like DLF city entry gate, Sikender Chowk,
Pitempura, and Chatterpur.

47
Demonstration Videos on web sites –
• Demonstration videos on websites like: YouTube
Newspaper, radio, TV advertisements –
• Newspaper like Times of India “property” & Danik Jagran hindi.
• Radio channel like big FM, City FM.
• T.V. channel like Sony, Star & Business News channel
• Free samples along with some other 3m product
Attractive Incentives / Gifts on Sale-
• Target achieved by distributor then tour and big gifts for them.
• Some gift like calendar, holi, dipawali, chrisms gift.
Price of the Product-
• Because of the price sensitiveness of Indian customer I’m not suggest price
more than 340 Rs.
• According to my research if we see the segment perceived price for our
product is in the range of 150 to 450 so in the range of this scale our price is
good for the customers.
• If we see the competitor’s average price for end customer Local product - 45
Rs then our price 240 Rs satisfied all the constrain.

48
PLACE
Distribution channel
Manufacturing
Unit
Distributor
End Customer
Consignment
Agent
End Customer

49
BIBLIOGRAPHY
 Marketing management by Philip Kotler, Chapter 5
 Research Methodology by Dr. Dilip M. Sarwate, Part 1 and 3
 Websites visited - www.google.com
www.3M.com/in/interiors

50
ANNEXURE
1. What is your employment status?
a. Contractor
b. Architect
c. Interior decorator
d. Builder
e. Other
2. What would be your main reason for buying the product?
a. Quality
b. Quantity
c. Brand
d. Price
e. Workdonefaster
3. Did you purchase 3M product already?
a. Yes
b. No
4. How did you know about 3M product?
a. Magazine
b. Newspaper
c. Friend
d. Advertisement
5. Have you ever seen the brand name in advertisement?
a. Yes
b. No
6. Does Advertisement made any effect on your purchasing decision of brand?
a. Yes
b. No
7. Based on the description, what price would you expect to pay for the product?
a. 610
b. 500
c. 450
d. 430

51
8. How is the performance of 3M product in the market?
a. Highly satisfied
b. Satisfied
c. Dissatisfied
d. None
9. Which tool do you prefer to purchase our product?
a. Moneyrefundoffer
b. Productguarantee
c. Free gift
d. Discount

3M india ltd

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