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INTRODUCTION

H R Hygiene is very nearest company. It is established in 2016 / 2017.

H.R. Hygiene is small scale industry. It products different kinds of products
such as sanitary pad, adult diaper and baby care products and it will launch
female care product as well.

It is private limited company. It is new manufacture venture. This

company products world class absorbent intimate Hygiene Product in Rajkot so
Indian consumers get advantages of international product of their threshold at
letter cost and quality.

All product are designed by world, renowned technical assistants from

Europe with dup study of the Indian dermatology and weather studies for better
performance. H.R. Hygiene has many product rival but it will command and
control market in new future.

Every business man and manager have to take taught decision

regarding. How much product, when to product, what to product. H.R. Hygiene
product has itself in the matter of cost analysis production analysis pricing
policy on and so forth.

I have prepared this project report under the program of B.B.A. study.
I have selected this company named H.R. Hygiene because this company
products comfort and best fit products for female, adult and baby.

H.R. Hygiene Product Pvt. Ltd. having manufacturing facility with ISO
– 900 / 2015 CE, WHO – GMP certificate company. It has facilities would class
research them with cutting edge technology. 21th century is belong to science
and technology means scientology. Not only that H.R. Hygiene also follows
Quality because now – a – days pay little more for best Quality.

Every company needs for factor of production like land, labor, capital
and entrepreneurship on the top of that it requires state – of – the - art
technology.

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 HISTORY & DEVELOPMENT OF COMPANY

H R Hygiene Product Pvt. Ltd. came into existence in 2017. It is a new

manufacturing venture that has taken birth from Marshal Steel and Tirupati
Agro – Rajkot. This establishment produces a world – class absorbent intimate
hygiene products in Rajkot, which is Gujarat in western region of India.

The prime focus of this company would be female friendly hygiene

pads and in addition to that other female care products will also be worked on.

Two young dynamic business woman’s minds gave birth to this

business and line expansion in hygiene care industry with back bone of Mr.
Nagjibhai Ranchodbhai Sheradiya, very powerful and hand working
personality who build the 60 Cr. Turn over making above units. With
considering changing factor he started working on this industry and shape H R
Hygiene Product Pvt. Ltd.

H R Hygiene Product Pvt. Ltd. is a private incorporated on 21 July,

2016. It classified as Non – Government company and is registered at registrar
of companies, Ahmadabad.

All products are designed by world renowned technical assistants from

Europe with deep study of the Indian dermatology and weather studies for better
performance. The products are manufactured by us to give all our customers the
best fit and comfort, offering freedom of movement with optimum absorption
capacity.

Excellency and advance quality assurance systems are in place to

maintain the products quality that will meet health and hygiene accreditation
from global and regional institutions.

H R Hygiene Products Pvt. Ltd. having manufacturing facility with

ISO 9001 : 2015, CE, WHO – GMP certifies company. Having an excellent
research team with state of art technology to caster Indian and global market.
All products are designed by world renowned technical assistants.

It is authorized share capital Rs. 17,500,000 and its paid up capital is

Rs. 17,500,000. It is involved in business activities N.E.C.

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 Our state of art facility gives priority to the hygienic environment
which is equipped with full automation in material to manufacturing products.

High advance technology from Europe, China and Asia build a unique
blend of all makes complete hygiene products in real sense.

SOME PHOTOS OF THE COMPANY :-

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 COMPANY PROFILE

Name of the company “H R HYGIENE PRODUCTS PVT. LTD.”

Address ( Corporate Office ) “Parthsarthi”
4 – Jalaram society, near, Michi’s restsurant,
University Road,
Rajkot – 360 005,
Gujarat , India
Address ( Factory ) Plot No. 1 to 3, Diamond – 2,
B/H Madhuvan Weighbridge,
Village – Lothda – 360 022,
Dist. – Rajkot,
Gujarat , India.
Year of Established 21 July, 2016
Company Category Company Limited by Shares
Class of Company Private
Founder of the Company Mr. Nagajibhai Ranchodbhai Sheradiya
Age of Company 5 year, 5 month, 16 Days
Company sub – category Non – Govt. company
Size of the Unit Medium Scale Industry
Company Director  Hemal Babubhai Borsadiya
 Rahul Kishorbhai Sheradia
 Parth Damjibhai Sheradia
 Binita Hemalbhai Borsadiya
Capital Investment 1.75 Corers
Auditors Ashvinkumar Vallabhbhai Vasoya
Accounting Year 1st April to 31st March
Accounting system Yearly
Market National level
ROC ROC – Ahmadabad
CIN U74999GJ2016PTC093028
Business Activity Hygiene Products
Permanent Account Number AADCGH9310E
(PAN)
Tax Deduction A/C Number RKTH02284C
(TAN)

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GSTIN Number 24AADCH9310f1ZZ
Company Status Active
Registration No. 93028
Bank Name Central Bank Of India
Company Platform 360 platform
Main products  Creams
 Sanitary pads
 Cotton swabs and
 Hygiene care lotions
Turn over 9000+ turn per year
Total Employees 80 +
Working hour 8 hour’s
Weekly off Wednesday
Additional business Exports & Manufacturer
Payment mode Cash, Cheque, DD, Credit Card
Balance sheet date 31-03-2018
Last AGM date 30-09-2018
Email wecare@[Link]
Contact No. 074900 29004 / 63528 72056 / 63528 78313
Segment of Company Personal Care and Skin Care
Logo

Product logo

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 SIzE OF THE UNIT

Size of the unit is the most valuation and most important factor of the
company, there are four size of business organization.

1. Tiny Industry / Cottage Industry

2. Small Scale Industry
3. Medium Scale Industry
4. Large Scale Industry

All the industry has different features different rules and regulation and
different circumstances and also various government rules and characteristics
we cane seen in the industries…

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 i. Tiny Industry / Cottage Industry :-

The investment of an industry in its fixed assets does not exceed Rs. 25
Lakhs is known as tiny industry. There are many tiny industry company in India.

ii. Small Scale Industry :-

The investment of an industry in its fixed assets does not exceed Rs. 25
Lakhs to 5 Cr. Are known as small scale industry. There are lots if small scale
industry in India.

iii. Medium Scale Industry :-

The investment of an industry in its fixed assets is more than Rs. 5 Cr.
But not exceed Rs. 10 Cr. Are known as medium scale industry.

iv. Large Scale Industry :-

The investment of an industry in its fixed assets is more than Rs. 10 Cr.
Are known as large scale industry.

From all above industry functions H R Hygiene Products Pvt. Ltd.

comes into the Medium Scale Industry. It’s total capital is Rs. 1.75 Cr.
Investment in plant and machinery.

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 ORgANIzATION STRUCTURE OF THE
COMPANY

Director

VP

CEO

Finance & Accounts

Factory Head

HR Production Quality Dispatch Procuremen Store Head of

Control Sales

Associate Helper Marketing

Admin Associate Associate Helper
Production Quality Procurement Staff
Staff Control

Receptionist

Peon

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 FORMS OF ORgANIzATION

Form of organization is the most important factor of the company. It’s

most important factor for counting is sole proprietorship or partnership,
different organization have different characteristic and different rules and
regulation.

There are three types of organization :-

Partnership
Join Stock
Sole
Company
Proprietorship

Forms of
Organization

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 1. Sole Proprietorship :-

It means a single owner in a form in this type of firm all decision are
taken by director their self. There are interfere of government. And all decision
are taken by the director. Government not interferes in decision related to
business.

2. Partnership ;-

It means a two or many together meet got profit objective. And take
every decision by at partners. Partnership proprietorship firm. Government not
interfere in partnership firm but partner must follow partnership act.

3. Join Stock Company :-

It means when the company collect fund with the help issuing shares,
debenture, public deposited etc. they take money form market by issuing share
and other sources and on the taking money they give dividend to public.

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 BOARD OF DIRECTOR

The company has Four directors and no reported key management

personal.

Board Of Director

Mr. Nagajibhai Ranchodbhai

Sheradiya

Mr. Hemal Babubhai Mr. Rahul Kishorbhai

Borsadiya Sheradia

Mr. Parth Damjibhai Miss. Binita Hemalbhai

Borsadiya Borsadiya

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 PRODUCT OF THE COMPANY

Company will produce sanitary pad and later on will add Adult Diaper
and Baby care products as well. Company will soon launched female personal
care products like, intimate lotion and cream, intimate wash, vaginal and breast
care products.

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 TIME KEEPINg SYSTEM

Time keeping system contain how many shift and how many hours in
each shift according to the rule of the government any unit cannot take work
more than 8 hours from the workers. This is benefits for the unit and worker
also.

Beneficial for unit because it is easy calculate the wage of worker on

the time of hour basis and beneficial for employee because it gives against their
exploiting.

Office Time 08:00 am to 12:00 am &

01:00 pm to 08:00 pm

Worker Shift 08:00 am to 12:00 am &

01:00 pm to 08:00 pm

Recess Time 12:00 pm to 01:00 pm

Weekly Off Wednesday

MANUFACTURINg / PRODUCTION PROCESS

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 (FLOw CHART)

AwARD & ACHIEVEMENT

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 COMPETITORS

In the market many companies sell same products but many products
have very good quality at competitive rate of good market value each and every
company wants to sale their products obviously.

 Whisper
 Stayfree
 Sofy
 Null

 Plush
 Paree
 Bella
 Peesafe
 Carefree

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 VISION & MISSION OF THE COMPANY

Vision of the company :-

“Serving Hygiene and quality products that can be part of lifestyle of

every. Female and make India healthy in feminine aspect. H R Hygiene also
emphasizes on corporate social responsibilities of women empowerment crating
lots of opportunities for women in India. Health and Hygiene care will be the
prime concern for the woman of India.

Mission of the company :-

“For the women by the women” our mission is to empower women by

providing them products that is manufactured by us. Let women help other
“Personal” matter. With a unique idea of women empowerment in the company
promoting women skills and strength, we aim at making H R Hygiene Product
Pvt. Ltd. reach each and every corner of the company.

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LOCATION CHART

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 EMPLOYEE BENEFITS & SERVICES

With the wages or salary some more facilities are given by the company
to the employee that is known as employee benefits.

If a company provides very helpful facility it may be good or

commodities or intangible services. It creates good efficiency.

 Some employee benefits are as under :-

 Bonus system

 Uniform facility

 Medical facility

 Canteen facility

 Insurance facility

 Allowance facility

 Travelling facility

 Resident facility

 Etc…..

H R Hygiene product Pvt. Ltd. is providing a resident facility and

insurance facility to his employee. And also gives bonus on Diwali.

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 PRESENT BODY OF MANAgEMENT

In any unit one person cannot handle the each and therefore each
organization is having its own managing structure and it is given below :-

Founder of the Company Mr. Nagjibhai Ranchodbhai Sheradiya

Managing Director Mr. Hemal Babubhai Borsadiya
Mr. Rahul Kishorbhai Sheradia
Mr. Parth Damjibhai Sheradia
Miss. Binita Hemalbhai Borsadiya

Production line Team leader Mr. Manish Sen

Marketing Department Mr. Sunny Patel
H. R. Department Mr. Ashvinkumar Vallabhbhai Vasoya
Auditors Mr. Ashvinkumar Vallabhbhai Vasoya

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 2. MARKETINg DEPARTMENT

INDEx

Sr. No. Particulars Page No.

2.1 Introduction 32
2.2 Organization of Marketing Department 33
2.3 Market Segmentation 34
2.4 Market Research 35
2.5 Distribution Channel 36
2.6 Product Decision 37
2.7 Pricing Policy 38
2.8 Advertisement 39
2.9 Promotion Mix 40
2.10 Marketing Mix 41
2.11 Personal Selling 43

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 INTRODUCTION

“The science and art of exploring, creating and delivering value to satisfy
the needs of a target market at a profit.”
Dr. Philip Kotler

“Marketing is the activity, set of instauration and process for creating,

communicating, delivering and exchanging offering that have value for
customer, client, partner and society at large.”

A marketing department promotes your business and drives sales of its

products or services. It provides the necessary research to identify your target
customers and other audiences.

Marketing department management is the process f decision making,

planning and controlling the marketing aspect of a business enterprise. That is
marketing management can be done in each of these sector.

Marketing is important function by which goods and services are

providing to the customer. Marketing I s link between demand and supply and
all types of goods and services are available in market so we can say that market
is very useful for society and also useful for all the human being.

“Marketing means to create consumer” and “Market is a place where

buyers and sellers come together for buying and selling their products.”

The modern concept of marketing is the satisfaction of consumers.

Marketing is concentrated on consumer.

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 ORgANIzATION OF MARKETINg
DEPARTMENT

Organization structure means a framework of firm’s employees.

Which shows the position of each of the employees of a particular department.
A marketing organization is like power station sending out energy
which is devoted to selling and distribution on particular lines and there is
tremendous gap between reaches the consumer. Therefore there arises a great
necessity of planning, organizing and controlling all sales efforts through a
sound organization to prevent wastage in distribution.
Organization Chart

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 MARKET SEgMENTATION

Market segmentation is the process of dividing a target market into

smaller, more defined categories. It segments customers and audiences into
groups that share similar characteristics such as demographic, interest, need or
location.
The importance of market segmentation is that it makes it easier to
focus marketing efforts and resources on teaching the most valuable audiences
and achieving business goals.

 The four types of market segmentation :-

Demographic Segmentation

Psychographic Segmentation

Behavioral Segmentation

Geographic Segmentation

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 MARKET RESEARCH

Marketing Research is the systematic gathering, recording and

analyzing of data about problems connected with market place. Those problems
is relating to products, price, promotion and distribution. It is the scientific and
controlled process of gathering of non – routine marketing, information, helping
management to solve marketing problems.
According to GREEN and TULL, “Marketing research is the
systematic and objective collection, recording and analysis of the data relevant
to marketing problems of a business in order to develop and appropriate
information.”
Following are some of the details collected for market research.

 Size of market

 Geographical location of customers

 Analysis of market demand

 Ration of competition
 Opinion and want of leaders

 Marketing segmentation on the basis of income, education, age

nationality, living standards etc…

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 DISTRIBUTION CHANNEL

Distribution mean to distribute or spread out or disseminate the

products or services of the unit. It undertakes the functions of delivery of
products to consumer at the right place and time.
Proper channels of distribution should be selected so that the
products of the company can easily reach into the hands of its customers.
Distribution channel is the set of marketing institutions participating in the
marketing activities involved in the movement or the flow of goods or services
from the producer to the consumer.
Distribution’s role within a marketing mix is getting the product to its
target market.
Channel of Distribution

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 PRODUCT DECISION

Product is anything that is capable of satisfying human need directly

or indirectly product is what a seller has to sell and what a buyer has to buy.
Some prefer to use the word production in place of product. Its rightly said by
someone that ‘It is utility not product which is sold and bought.’

“A product is anything that can be offered to a market for attention

acquisition use or consumption that might satisfy a want or need it includes
physical products services persons places organization and ideas.”

 Characteristics of product :-

 Commodity or Services
 Process
 Addition of value
 Use of vectors of production

Product decision is important for organization, consumer and

competitors. Product decision is goal oriented and for achieving goals.

When products decision is strong, it’s earning maximum profit and

development of the organization. And also product profitability is high.

So, it helps to development of firm and for maximum market

covering. It helps the maximum satisfaction forms marketing management.

“H R Hygiene Product Pvt. Ltd.” has got wide range of product.

They covered maximum market in India and they produce high quality and
loyal towards customer. They have much number of customers.

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 PRICINg POLICY

Pricing policy and the price are the most importance aspect of
marketing mix. A company has to set up his price policy considering various
factor such as demand, competitors etc… price I fact is the source of revenue
which the firm seeks to maximum again it is important device a firm can use to
expand its market, every company has its own price policy.

Since the company deals commodity market the price are fluctuating.
The price change every now and them. Moreover there is very much competitor.
In this field and therefore the company has to keep lower rate of margin. The
price are determined on the basis of cost of input like raw material, packaging
material and other over head expenses.

Price is “Exchange value of product.” Any company’s expenditure

are largely depends on price. Price is a matter to vital importance to both seller
and buyer.

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 ADVERTISEMENT

Advertising means to give information to people about the product or

services of the company. The main objective of advertisement is attention
public and created more and more customers and creates an image about
company’s products. So, advertisement is most beneficial and business no
survives without it. Now, advertisement is a of increasing sales of products. So,
we can say that advertisement is like of wheel of business.

Advertising gives basis ides about product as like how use product,
product price, quality, weight etc..

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 PROMOTION MIx

Promotion on active explicit from of marketing communication

promotion highlights the marketing elements in order to increase the odds that
consumers will buy and become committed to the product. The components of
the marketing program in order to facilitate exchange between the marketer and
the consumers.

Promotion is communication with individuals groups or organizations

to directly or indirectly facilitate exchange by informing and persuading one on
more to accept the product or the services.

All promotional tools must blend harmoniously into an effective

communication strategy to meet the promotional objectives. The components of
a promotion mix are advertising personal selling sales promotion and public
relations.

For types of activities provides the key tools to achieve the goals of
promotion.

 Advertising

 Personal selling

 Public relations

 Sales promotion

 Direct marketing

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 MARKETINg MIx

 Marketing mix has 4 elements :-

i. Product mix
ii. Price mix
iii. Place mix
iv. Promotion mix

Product Mix :-
Product is a basic element of marketing two important of the product
strategy are :

 To place a new product in the marketing i.e., products innovation.

 To make change in the existing product i.e., product planning and
development.

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 Products have many components also like,
- Product Range
- Product Variety
- Product Quality
- Brand Name
- Packaging

Price Mix :-
Price is the valuation placed upon the product by the offered. It has
to cover pricing, discount, allowances and terms of credit. It deals with price
competitions. This is very important element related with product.

Place Mix :-
Distribution is the delivery of the product and right to consume. It
includes sub elements like,
- Channel of Distribution
- Transportation

Promotion Mix :-
Identifying the correct target audience is promotion mix. Promotion
is an important ingredient of marketing mix as it refers to a process of informing,
persuading and influencing a consumer to make choice of the product to be
bought. Promotion is done through means of personal selling, advertising,
publicity and sales promotion.

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 PERSONAL SELLINg

Personal selling is a face to face selling technique by which a sales

person uses his or her interpersonal skills to persuade a customer in buying a
particular product.
This is because selling involves personal touch, a salesperson knows
better how to pitch a product to the potential customer.
The following points explain the importance of personal selling :-

 Two way communication

 Personal attention
 Detail demonstration
 Complementary to other promotional tools
 Immediate feedback

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 3. SALES PROMOTION STRATEgY
OR DECISION

INDEx

Sr. No. Particulars Page No.

3.1 Introduction 46

3.2 What is Sales Promotion ? 47

3.3 Types of Sales Promotion 49

3.4 How to prepare your sales force for a sales promotion 53

3.5 Sales Promotion Objectives 55

3.6 Importance of sales promotion to producers 56

3.7 Importance of Sales Promotion 58

3.8 Pros & Cons of sales promotion 59

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 INTRODUCTION

Promotion is an attempt by marketers to inform, persuade or

remind consumers and B2B users to influence their opinion or elicit a response.
Most firms use some form of promotion. Because company goals vary widely,
so do promotional strategies.

The goal is to stimulate action from the people or organizations of

a target market. In a profit – oriented firm, the desired action is for the consumer
too buy the promoted item. Mrs. Smith’s, for instance, wants people to buy
more frozen pies. Non - for – profit organizations seek a variety of actions
with their promotions.

Promotional goals includes creating awareness, getting people to

try products, providing information, retaining loyal customers, increasing the
use of products and identifying potential customer, as well as teaching potential
service clients what is needed to “Co-create” the services provided.

Sales promotion helps make personal selling and advertising more

effective. Sales promotion are marketing events or sales efforts – not including
traditional advertising, personal selling and public relations – that stimulate
buying.

Consumer sales promotion is targeted to the ultimate consumer

market. Trade sales promotion is directed to members of the marketing channel,
such as wholesalers and retailers.

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 wHAT IS SALES PROMOTION ?

Definition of Sales Promotion :-

“Short - term incentives to encourage the purchase or sales of a
products or a service. Sales promotion includes a wide variety of promotion
tools designed to stimulate earlier or stronger market response.”

What is Sales Promotion ? :-

A sales promotion is a marketing strategy in which a business uses
a temporary campaign or offer to increase interest or demand in its product or
services.
There are many reasons why a business may choose to use a sales
promotion (Or ‘Proms’) but the primary reasons is to boost sales. Sales boosts
may be needed to reach a quota as a deadline approaches, or to raise awareness
of a new product.
Sales promotion can have many objective and ideal outcomes.
Which we will explore in detail throughout this article.
Primarily, sales promotions are used to motivate buying behavior
or trigger an up itch in purchases in the short term, in order to reach a
benchmark or goal. Although the immediate purpose of a sales promotion in an
up itch in sales, there are plenty of other benefits to building out a strategic sales
promotion technique with your marketing team.
A sales promotion is a marketing strategy where a business will use
short – term campaigns to spark interest and create demand for a product,
service or other offers.

What are the Tools of Sales Promotion ? :-

The consumer – oriented promotion tools are aimed at increasing the
sales to existing consumer, and to attract new customers to the firms, it is also
called pull strategy.

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There are Two main types of promotion :-

 Persuasive promotion attempts to persuade the consumer that he or

she need the product.

 Information promotion attempts to give information about the

product, usually in an impressive sounding way. This is often used
by the government, for example to inform people of new laws.

A consumer – oriented promotion tools :-

 Free samples
 Coupons
 Exchange scheme
 Discounts
 Premium offers
 Personality promotion
 Installment sales

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 TYPES OF SALES PROMOTIONS

Regardless of the type of business or industry, you’re in, there are a

variety of sales promotion examples and techniques at your disposal that you
can align with your sales needs. Some great sales promotion idea includes.

 Computations and Giveaways

 Flash sales or limited – time reduction
 Bundling of Products or Service
 Free trial or demo
 Limited – time free shipping or transfer between platform or
service
 Limited – time freebies
 First purchase coupon
 Buy one, get one free
 Coupon or voucher code
 Tripwire (up sell)
 Recurring sale
 Portion of purchase goes to a charitable cause

1) Competitions and Giveaways :-

Customer competitions can be about getting the most engagement on a
social media post your brand is tagged in, or a social media challenge that enters
them in a giveaway. Thus is a fun way to both create buzz around your business
and reward customers for being avid supporters and promoters of your brand.

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 2) Flash sales or limited – time price reduction :-
A flash sale is a sales promotion that offers a discount, promotion or
rebate that’s only valid for a short period of time, ranging from just a few hours
to a few days. Flash sales work well to create a sense of urgency, which can
help nudge consumers to make a purchase decision.
Even though the buying window is short, marketers can build interest
ahead of time by sharing exactly when the flash sale will occur.

3) Bundling of Products or Services :-

If you have a product set that has the potential to create more value as
bundled offerings rather than standalone items, selling them as a package for a
discounted rate can help to increase overall sales.
This can be highly incentivizing for customers that were struggling to
choose between several of your products or services and a competitor’s and can
now get both (or many) at a discounted price.

4) Free trial or demo :-

Free trials are a great way to get a lead to try out your product or service
with no risk to or commitment from them. In practice, retailers can offer free
samples at the point of purchase, and B2B or B2C services might offer a free
trial or demo of their products or services so that their leads and potential
customers can take the product for a spin.
To support conversion, consider pairing the free trial or demo with a
limited-time discount.

5) Limited-time free shipping or transfer between platform or

services :-
In e-commerce, Bayard Institute estimates that nearly 70% of consumers
abandon their shopping cart and 50% of those consumers attribute their cart
abandonment to unexpected extra costs like fees, shipping and tax.
Sales promotions that use free shipping and free returns can help
eliminate one of the obstacles that cause people to abandon their cart. If you are
a B2B or Seas brand, the final hurdle for purchase might be your customer’s
resistance to deal with the challenge of switching providers.

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 6) Limited-time freebies :-
If you can’t be flexible on price, you can still generate a sense of urgency
by creating a limited-time offer for a free product added to an order.
For example, you could offer an existing product or service alongside a
free bonus feature or add-on. This adds perceived value without hurting your
bottom line or constraining your resources.

7) First purchase coupon :-

If someone becomes connected to your business in a way other than
making a purchase, such as a free trial, it might take time for them to warm up
to becoming a paying customer.
To speed up the process, offer a discount on their first purchase. In fact,
some brands even offer discounts on first-purchases in their welcome email as a
way to thank their new customer or lead for joining their community. For best
results, limit the offer to a couple of days. Even if they don’t use the coupon,
they may browse your products or services and learn more about your business.

8) Buy one, get one free :-

“Buy one, get one free” (also called BOGO), or “Buy two and get the
third free” are commonly-used sales promotion tactics. These campaigns are
useful when you want or need to sell several products at once.
This type of promotion can also work to build brand awareness, as your
customer may share the extra items with a friend or family member.

9) Coupon or voucher code :-

Coupons are versatile because they can be delivered in a variety of ways,
such as via your website, social media, or print materials like on your receipts or
product packaging. Coupons are a great way to thank current customers or
incentivize first-time customers to return.

10) Tripwire (up sell) :-

Tripwire refers to the idea of offering an entry-level product or service to
a potential customer. By doing this, your salespeople can get them into your
ecosystem or sales CRM and begin nurturing them through the buyer’s journey.
Once you build trust, you can show them why upgrading to a higher-
priced offer is in their best interest.

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 11) Recurring sale :-
If it suits your business, you might consider becoming known for your
one-time or biannual sale. A recurring sale can help build anticipation so that
when it does finally come around; people are ready and excited to spend.

12) Portion of purchase goes to a charitable cause :-

Running a sales promotion that dedicates a portion of your purchase to an
important cause or charity can be a great way to spark business. Your customers
will feel good about their purchase, and you’ll be able to enhance your brand
image by associating it with an important cause. This is also an easy way to
build customer loyalty with leads that support that cause themselves.
According to the 2018 Cox Business Consumer Pulse report, 71% of
people said they would spend more at a small business if they knew it supported
a social or environmental cause

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 HOw TO PREPARE YOUR SALES FORCE
FOR A SALES PROMOTION
When running a sales promotion, it’s important to have a solid grasp
on your customer journey and experience. Your sales team, having spent the
majority of their time moving customers along the buying journey, are perfectly
positioned to answer these questions.
As you prepare your sales promotion, ask your sales team to provide
any customer insights that may help with your promotion’s messaging and
positioning. For example, your sales team may have valuable observations into:
 The most common barrier to closing a deal. These could be budget
issues, time constraints, seemingly better offers from a competitor, the
fact that the product feels too complicated, and so on.

 The most common reason a deal successfully closes. For example,

they tried the product and loved it, got referred by a friend, competitor
pricing was too high, trusted the sales rep throughout the process, and
so on.

 Sales enablement resources that tipped the scales. If there is a

certain piece of sales collateral that helped to push prospects along the
sales pipeline, what is it and why was it so well received?
From these few examples alone, your sales team can add significant
value in terms of what motivates your target audience’s buying behavior, what
barriers they face when considering purchasing your product or service and
what kind of resources resonate with them (and why).
For example, if a sales objection is that the product feels too
complicated, and a sales enablement webinar helps to ease this strain, offering a
free sales demo is the perfect fit.

Of course, you’ll need to keep your sales team in the loop so that they
know what their role will be in the sales promotion and provide a clear
definition of when and how they will be integrated into the process.

53
 For example, do you want a rep to be the first point of contact when an
inbound lead from the sales promotion comes in, or do you want somebody
from the marketing team to have a conversation with them first? The more
specific you can be about the workflow, the smoother your sales promotion will
run.

Where to run your sales promotion :-

 Email Marketing
 Facebook and Instagarm Marketing
 SMS messaging
 Event, Trade show and Conference

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 SALES PROMOTION OBJECTIVES

Sellers may use consumer promotions to urge short – term customer

buying or enhance customer brand involvement. Objectives for trade
promotions include getting retailers to carry new items and more inventory, buy
ahead or promote the company’s products and give them more shelf space.
For the sales force, objectives, includes getting more sales force support
for current or new products or getting sales people to sign up new accounts.

 Creating interest
 To increase the sales volume in short term
 Attract more customer
 Encourage the customer for buying
 Encouraging repeat purchase
 Increasing loyalty
 Increasing volume
 Supporting database enhancement
 Emphasizing price

The marketer should determine his sales promotion objectives. He

should determine what is to be accomplished and what kind of buyer responses
are desired. Sales promotion tasks should be objective oriented. These tasks are
informing, persuading and reminding the customers about the products. The
sales manager should inform consumers about his product and should highlight
its special features. He has not only o inform the customers but persuade them
to buy it.

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 IMPORTANCE OF SALES PROMOTION TO
PRODUCERS

 Following are the advantages or importance of sales promotion to

producers:-

(1) Increase in Sales :-

Sales promotion plans to aid in personal selling efforts and makes
advertising effective. It attracts consumers and stimulates them to make larger
purchases, leading to increased sales.

(2) Improves the Effectiveness of Media Activities :-

The sales promotion plans make the advertisement and other media
activities more effective to achieve sales targets. These plans create “help” in
proving the information of advertising truthful. These give pulling power to ads.
Related: 28 Important Functions of Sales Promotion.

(3) Help Personal Selling :-

Trade and sales force promotions also support the firm’s personal selling
process. The salespeople can use demonstrations, distribution to free samples,
contests methods to push the sales.
Sales promotion aimed at the company’s own sales force might motivate
salesmen to get new customers, selling a new product. Sales promotion might
provide them sales portfolios, videotapes on new products, displays, and other
sales aids.

(4) Efficient Distribution :-

Sales promotion aimed at dealers encourages them to stock new items,
buy in larger quantities, buy early, pay early or stress a product in their own
promotion efforts. Dealers can be motivated to sell special items through
merchandise allowances or contests.

56
(5) Increase in Demand for New Products :-
Through the distribution of free samples, cash rebates, coupons,
premiums plans and consumer contests a producer can easily promote the
demand for new items.
Related: 13 Factors Influencing the Designing of Sales Territory.

(6) Regular Sale of Seasonal Products :-

A producer can maintain regular sales of seasonal products by giving off-
season discounts, price cuts or premium packs.

(7) New Uses of the Product :-

Sales promotion methods can suggest new uses of products to the
customers which increases sales.

(8) Direct Control :-

In the sales promotion program, the producer has direct and full control
over his promotional efforts and plans. Thus, he can achieve maximum results
at minimum costs, He has direct control in deciding the types, areas, time and
costs of promotional plans.

(9) Increases in Goodwill :-

The repeated use of sales promotion plans helps to build a good image
and identity of the products as well as of the firm. It ultimately influences the
sales volume and widens the market share.
(10) Cooperation from Middlemen :-
The various promotional incentives offered to dealers and channel
members help to achieve their cooperation in trading.
Promotional gifts and trade discounts will motivate them to sell the
products on a priority basis and to maintain maximum stock with them. Thus,
now you know the advantages or importance of sales promotion to producers.
Related: Sales Promotion: Meaning, Features, Importance, Objectives

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 IMPORTANCE OF SALES PROMOTION

The main purpose of sales promotion is to boost sales of a product by

creating demand, that is, both consumer demand as well as trade demand. It
improves the performance of middlemen and acts as a supplement to advertising
and personal selling.

 When sellers introduce new products or new brands in the market.

 When an economy is going through a recessionary phase, customer
become more price sensitive.
 Short – term orientation
 Demand for accountability.

 Consumer response to promotions.

 Increased power of retailers.

 Sales force promotions.

 Trade promotions.

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 PROS & CONS OF SALES PROMOTION

Advantage [Pros] of Sales Promotion :-

 Price discrimination
 Effect on consumer behavior
 Luring new customer with price.
 Creates a platform to cross sell and up sell…
 Creates a reason to buy…
 Creates communication opportunity.
 Creates a focused marketing approach.
 Creates a source of information
 Creates a greater revenue.

Disadvantages [Cons] of Sales Promotion :-

 Increase price sensitivity.

 Short term orientation
 Changes customer’s price perceptions
 Limits your revenue.
 Time and effort may not yield a return
 Costs of marketing
 Price sensitivity
 Decrease in brand loyalty

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\\

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 4. RESEARCH METHODOLOgY

INDEx

Sr. No. Particulars Page No.

4.1 Introduction 62
4.2 What is Research Methodology ? 63
4.3 Research Design 64
4.4 Types of Research 65
4.5 Sources of Data 67
4.6 Sampling Design 68
4.7 Data collection method 70

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 INTRODUCTION

Research Methodology is a way to systematically solve the research

problem. It may be understood as a science of studying how research is done
scientifically. In it we study the various steps that are generally adopted by a
researcher in studying his research problem along with the logic behind them.

The formulation of the problem is the first and for most step in the
research process followed by the collection, recording and analysis and drawing
the conclusion. The problem formulation starts with defining the problem or
number of problems in the functional area.

Research can be defined as, “ The manipulation of things, concepts or

symbols for the purpose of generalizing to extend, correct or verify knowledge,
whether that knowledge aide in construction of theory or in the practice of an
art.”

“Any organized enquiry designed and carried out to provide

information for solving a problem.”
- Willian Emory

Methodology in research is defined as the systematic method to resolve

a research problem through data gathering using various technique, providing in
interpretation of data gathered and drawing conclusion about the research data.

Research methodology is the specific procedures or techniques used to

identify, select, process and analyze information about a topic. In a research
paper, the methodology section allows the reader to critically evaluate a study’s
overall validity and reliability.

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 wHAT IS RESEARCH METHODOLOgY ?

Research is an art of scientific investigation. It refers to a search for

knowledge. The advance learner’s Dictionary English lays down the meaning of
research as, “A careful investigation or inquiry especially through search
for new facts in any branch of knowledge.”

Research methodology simply refers to the practical “How” of any

given piece of research. More specifically, it’s about how a research
systematically designs a study to ensure valid and reliable results that address
the research aims and objectives.

It aims to give the work plan of research. If provides training in

choosing methods materials, scientific tools and techniques relevant to the
solution of the problem developing your research methods is an integral part of
your methods there are two key decisions you will make.

i. First decide how you will collect data.

ii. Second decide how you will analyze the data.

Research refers to a search for knowledge. It is systematic method of

collecting and recording the facts in the form of numerical data relevant to the
formulated problem and arriving at certain conclusion over the problem based
on collected data.

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 RESEARCH DESIgN

Research Design refers to the framework of market research methods

and techniques that are chosen by a researcher. Research design also includes
the elements of data collection, measurement of data with the respective tools
and the analysis of the data.
The design of a study defines the study type and sub – type research
problem, hypotheses, independent and dependent variables, experimental design
and if applicable data collection methods and a statistical analysis plan. A
research design is a frame work that has been created to find answer to research
questions.

 Types of Research Design are a follows :-

 Exploratory Research
 Descriptive Research
 Causal Research
 Diagnostic Research
The design in such studies must focus attention on the following or
process in descriptive research design is as follows :-

 Formulating the objective of the study

 Designing the methods of data collection
 Selecting the sample
 Collecting the data
 Processing and analyzing the data
 Reporting the findings

A research design is the arrangement of conditions for collection and

analysis of data in a manner that aims to combine relevance to the research
purpose with economy in procedure. In fact, the research design is the
conceptual structure within which research is for the collection, measurement
and analysis of data.

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 TYPES OF RESEARCH

Applied Analytical
Descriptive

Types of Fundamental
Empirical
Research

Conceptual Qualitative

i. Descriptive :-
Descriptive research includes surveys and fact – findings enquiries of
different kind. The major purpose of descriptive research is description of the
state of affairs as it exists at present. The main characteristic of this method is
that the researcher has no control over the variables. He can only report what
has happened or what is happening.

ii. Applied :-
It aims at findings a solution for an immediate problem facing a society
or an organization / business organization.

iii. Analytical :-
In analytical research the researcher has to use facts or information
already available and analyze these to make a critical evaluation of material.

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 iv. Fundamental :-
Fundamental research is mainly concerned with generalization and with
the formulation of a theory. Research studies concerning human behavior
carried on with a view to make generalizations about human behavior is an
example of fundamental research.

v. Qualitative :-
It is concerned with qualitative phenomenon i.e., phenomena relating to
or involving quality or kind for instance when we are interested in investigating
the reasons for human behavior (i.e., why people think or do certain things). We
quite often talk of ‘Motivation Research’ an important type of quantitative
research.

vi. Conceptual :-
Conceptual research is that related to some abstract ideas or theory. It is
generally used by philosophers and thinkers to develop new concepts or to
reinterpret existing ones.

vii. Empirical :-
Empirical research relies on experience or observation alone. Often
without due regard. For system and theory. It is data based research coming up
with conclusions which are capable of being verified by observation or
experiment.

66
 SOURCE OF DATA

Data collection plays very crucial role in research. In research there are
different method used to gather information, all of which full into two
categories which are primary data and secondary data.

Primary Data :-
As the name suggests this data is fist hand information collected by
survey. The data so collected are pure and original and collected for specific
purpose. Primary data is called Raw Information the information gathered from
first. Source in control or uncontrolled situation.
 Primary data are gathered from :-
 Experiment
 Observation
 Questionnaire
 Interview

Secondary Data :-
Secondary data are opposite to primary data. They are collected and
published already by some organizations and they are used by surveyor to
collect the data and conduct analysis. This data are impure and analysis of
primary data. This data re related to past.
 Secondary data are gathered from :-

 Literature
 Website
 Government publication
 Journal articles

For collecting data I have used Primary Data as well as secondary data.
In primary data I have used Questionnaire and in secondary data I have used
literature review and different websites.

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 DETERMININg SAMPLE DESIgN

What is Sample Design….?

A sample design is define plan for obtaining a sample for a given

population. It refers to the technique or the procedure the research would adopt
in selecting items for the sample.

Steps in Sample Design :-

 Type of Universe
 Sampling unit
 Sampling Frame
 Size of Sample
 Budgetary Constrains
 Sampling procedure

Characteristics of A Good Sample Design :-

 Sample design must result in a truly representative sample

 Sample design must be such which result in a small sampling error
 Sample design must be viable in the context of funds available for
the research study
 Sample design must be such so that systematic bias can be
controlled in a better way
 Sample should be such that the result of the sample study can be
applied, in general, for the universe with a reasonable level of
confidence

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Types of Sample Design :-

SAMPEL DESIGN

Probability Probability
Sampling Design Sampling Design

 Simple Random Sampling  Convenience Sapling

 Systematic Sampling  Judgment Sampling
 Stratified Random  Quota Sampling
Sampling
 Cluster Sampling
 Area Sampling
 Multi Stage Sampling
 Sequential Sampling

69
 DATA COLLECTION METHOD

In dating with any real life problem. It is often found that data at hand
are inadequate and hence, it becomes necessary to collect data that are
appropriate. There are several ways of collecting data which differ considerably
in resources at the disposal of the researcher.

 Primary data can be collected through various methods like :-

 Questionnaire method
 Observational method
 Interview method
 Focus groups method
 Experiments method

In the present study primary data is collected through Questionnaire

Method.

 Secondary data can be collected through various methods like :-

 Books
 Magazines
 Newspapers
 Company Journals
 Business Documents
 Public Records
 Historical and statistical documents

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71
 5. SECONDARY DATA

INDEx

Sr. No. Particulars Page no.

4.1 Introduction of Secondary Data 73

4.2 Sales Promotion Strategies 74

4.3 Types of Sales Promotion 75

4.4 What makes a sales promotion work ? 78

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 INTRODUCTION OF SECONDARY DATA

Secondary data is the data that has already been collected through
primary sources and made readily available for researchers to use for their
own research. ... A researcher may have collected the data for a particular
project, and then made it available to be used by another researcher.

Using secondary data might not seem as exciting as collecting original

survey data or scraping the internet to understand online behaviors, but it should
form the core of any research. Secondary data lets you build on existing
research, which leads to better results, and saves time and money.

Secondary data is data collected by someone other than the actual

user. It means that the information is already available, and someone analyses it.
The secondary data includes magazines, newspapers, books, journals, etc. It
may be either published data or unpublished data.

Secondary data is collected by someone other than the researcher,

usually for a different purpose and it is always collected before the project. It is
not therefore tailored to answering a specific question or supporting or
contradicting a hypothesis.

73
 SALES PROMOTION STRATEgIES

 Sales promotion strategies can be divided into three broad types. These
are :-

Pull Strategy :-
The pull strategy attempts to get the customers to ‘pull’ the products
from the company. It involves making use of marketing communication and
initiatives like seasonal discounts, financial schemes, etc.

Push Strategy :-
The push strategy attempts to push the product away from the company
to the customers. It involves convincing the intermediary channels to push the
product from the Distribution Channels to the final consumers using
promotional and personal selling efforts. This strategy involves making use of
tactics developed especially for resellers, merchants, dealers, distributors, and
agents.

Hybrid Strategy :-
A hybrid sales promotion strategy makes use of both the pull and push
strategy to sell the product with the least resistance possible. It involves
attracting the customers using special coupons and also providing incentives to
the merchants to sell the brand’s products.

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 TYPES OF SALES PROMOTION

Sales promotion can be broadly divided into two types according to

whom the promotion is targeted to. These are :-

Types of Sales Promotion

Consumer Trade
Sales Sales
Promotion
Promotion

A. Consumer Sales Promotions :-

When the sales promotion strategies are targeted to the end consumers,
it is referred to as consumer sales promotion. An example would be offering
20% off on certain products to the customers. The main motive of consumer-
oriented promotion is to increase sales directly by attracting new customers and
wooing existing ones.

Sales Promotion Techniques Targeted To Consumers :-

a) Free Samples:-
Distributing free samples increases brand awareness and triggers
the psychology of ownership where the person chooses the promoted product if
he liked the sample.

75
 b) Free Gifts :-
Offering free gifts attract customers as they get more while paying for
less.
c) Discounts/Discount Coupons :-
Discount coupons are a great method of increasing sales for the short
term. People go for discount coupons as they let them buy the products they
couldn’t afford otherwise.

d) Finance Schemes :-
Finance schemes like no-cost EMI, low-interest EMI, etc. makes it
easier for customers to purchase expensive products.
e) Shipping Schemes :-
Sometimes huge shipping costs discourage the customers from buying
products. Such short term shipping schemes remove friction.
f) Bundle Discounts :-
These deals are a great way to reduce unsold inventory. It includes
selling bundled products at a price lesser than when those number of products
are bought separately.
g) Bulk Purchase Deals :-
This is a great sales promotion tactic to reduce unsold inventory. It
includes providing discount to customers who buy in bulk.

B. Trade Sales Promotions :-

When the promotions activities are strategized keeping in mind the

dealers, distributors, or agents, it is called trade sales promotion. In this type of
sales promotion, offers are provided within the trade channels with an aim to
woo retailers, wholesalers, agents, or distributors. This is done to get more shelf
space as compared to competitors, motivate the dealers to sell more of the
brand’s products and to increase the sales indirectly.

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 Sales Promotion Techniques Targeted To Traders :-

a) Point Of Purchase Displays :-

This includes providing free point of purchase (POP) display units to
the retailers to increase their sales.

b) Trade Shows :-
Trade shows are a great sales promotion strategy where the business
promotes its product to thousands of traders in the trade show. Trade shows
also witness huge discounts as compared to when bought usually.

c) Push Money :-
Also known as spiffs, this technique includes extra payments to
traders to motivate them to meet specified goals. For example, giving them a
$50 bonus per unit for selling product A and $30 for selling product B for a
specified time period.

d) Deal Loaders :-
These are the gifts provided to the traders (wholesalers and retailers)
for ordering a certain quantity of product.

e) Trade Deals :-
These are special concessions provided to the merchants to encourage
them to promote a specific product and increase its sales for a limited time
period.

f) Buying Allowances :-
Special discounts provided to the sellers when they order a specified
number of products.

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 wHAT MAKES A SALES PROMOTION wORK?

1. Select the right target audience :-

The difficulty with any marketing campaign lies in targeting who will
eventually become loyal customers. Many marketers cast a large net to catch
customers by virtue of percentages. Their strategy is to contact enough
prospects so that some of them convert. A smaller percentage of those
customers will become loyal customers.

This idea is inefficient, as only a small fraction of prospects and leads

become buyers – and don’t necessarily offset the initial investment. Instead, by
predetermining a target audience, businesses can put their finite marketing
resources to better use.

2. Set measurable goals :-

Ask yourself what the most important objective of your promotion

should be.

 Are you hoping to draw in new customers, or are you more inclined to
focus on customer retention?
 Do you want your customers to purchase more frequently, or would you
like for them to increase the average spend per purchase?
 Are you attempting to increase your business during slower seasons or
times of day?
 Are you interested in regaining the attention of former customers who
have taken their business elsewhere?

Determine exactly what you want to accomplish with your sales

promotion, then add a specific number — one that is ambitious but achievable
— to the goal. This will allow you to chart your success or failure, and identify
aspects of your campaign you need to change or develop.

3. Limit availability :-

Behavioral psychologists have found human beings tend to assign

greater value to things they perceive as being scarce. The only difference
between the two jars was that one had 10 cookies, while the other had only two.
While there was no apparent difference between the cookies or the jars,
participants assigned greater value to the jar with two cookies.

78
4. Don’t forget to promote your promotions :-

Your sales promotion is an effort to draw customer attention to your

organization’s product or service. But what about drawing attention to the
promotion itself? For a promotion to be effective, your target audience needs to
see it and understand it.

Market or advertise your promotions like any other product or service.

In-store signage, website, blogs, social media, email marketing campaigns, text
messaging, mobile apps, media releases, brochures, and print and online
advertising can all be effective ways to let prospective customers know about
your sales promotion.

5. Offer real value :-

When all is said and done, the customer is interested in just one thing
from your organization: value. If your sales promotion doesn’t offer them real
value, then all the targeted marketing and limited-time offers in the world won’t
make your sales promotion a success.

6. Review your results :-

Before you begin brainstorming your next big sales promotion, take
time to measure your results. Schedule a post-mortem on your campaign to see
how sales stacked up against your goals. Be sure you’re reviewing this at the
right time in your sales cycle.

As customers’ expectations of brands increase — along with

competition for their wallets elsewhere — ensure that customer experience is at
the heart of every sales promotion you design. Look beyond the traditional
boundaries of marketing and break down organizational silos. Ensuring your
promotions have a personalized and real-time component is always a smart
strategy.

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80
 SwOT ANALYSIS
S.W.O.T. is an acronym for Strengths, Weaknesses, Opportunities
and Threats. Strengths and weaknesses are internal factors; opportunities and
threats are external factors.

SWOT (strengths, weaknesses, opportunities, and threats) analysis

is a framework used to evaluate a company's competitive position and to
develop strategic planning. SWOT analysis assesses internal and external
factors, as well as current and future potential.

(S) Strengths :-
 Good relation with consumer and distribution
 Best quality product
 Provide satisfaction to their employees
 Good reputation among local community

(W) Weaknesses :-
 Limited advertisement
 Limited area for its distribution
 Limited product range
 Poor cost efficiencies
 Many product gap

(O) Opportunities :-
 Can increase profitability by more selling
 Can increase the customer base
 Company can cover the market globally

(T) Threats :-
 Increasing competitions in market
 Rising costs of ingredients
 Competition from substitute product

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82
 FINDINgS

After changes promotional strategies. We find that our sales is increased.

Many customer like, our free sample, free gifts, discount, coupons, etc…

we have many competitors but after new sales promotional strategies

customers are willing to purchase our products.

Company has also targeted traders, we have everyone discount to traders.

So that, they increase our sales.

Traders have accepted different method of selling like display, discount,

etc….

We have adopted new method to attract customer and we are successful

in our strategy.

It doesn’t four on rural area, under products.

They have to pay attention on price and quantity.

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84
 SUggESTIONS

Company must target working women college girls to increase sales.

It must target literate and illiterate mother to purchase H. R. Hygiene
baby products.

This product is best but lack of experience and proper marketing it

grows slowly. So that, it should concentrate on Advertisement.

H.R. Hygiene should attract today like wholesaler and retailers to make
maximum profit.
It must concentrate on under as well as rural area.
H.R. Hygiene must to hire, train, development. Sales promotion and
create best sales force for on compass targeted and non – targeted
customer.

I suggest that company should give satisfactory product to customer.

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86
 FUTURE PLANS

In future the company will decide to cover new segmentation in other

region area.

Now a day’s company producing 05 products. In future company is

thinking to introduce new baby products in a market.

By the help of advertisement the company will try to lead the market.

The company will increase their profit in the upcoming years by 25%.

Building relationship with customers.

Effective use of social media.

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88
 CONCLUSION

Sales promotion is an important instrument in marketing lubricate the

marketing effort. today sales promotion is a necessity and not merely luxury or
a fashion. It is not an expenditure; it is an investment which can pay rich
dividends. It is an integral part of the marketing effort.

The importance of sales promotion in modern marketing has increased

mainly on account of its ability in promoting sales and preparing the ground for
future expansion. The main objective of sales promotion is to attract the
prospective buyer toward he product, and induce him to buy the product at the
point of purchase.

At the consumer’s level, the main idea is to enable the consumer to buy
more of a product more frequently and also to introduce new used for the
product. Thus, it is “catch all” methods and is used as an effective tool of
marketing.

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90
 BIBLIOgRAPHY

website wecare@[Link]
[Link]
General Information wecare@[Link]
Research Methodology Website
Marketing Department  Philip Kotler’s reference
book of marketing
 Other Books

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