A Study On Competition Analysis Done For Zuari Cements LTD
A Study On Competition Analysis Done For Zuari Cements LTD
A Study On Competition Analysis Done For Zuari Cements LTD
PROJECT REPORT
Submitted in partial fulfillment of the
Requirement for the Award of the Degree of
MASTER OF BUSINESS ADMINISTRATION
(Sri Venkateshwara University)
BY
J. KIRAN KUMAR
( Reg.No. 380998018 )
Under the Esteemed Guidance of
Mr. GURUNATHAM NAIDU, MBA
Assistant Professor
Department of management studies
SRI VIDYANIKETHAN INSTITUTE OF MANAGEMENT
( Affliated to Sri Venkateswara University )
Sree sainath nagar, A.Rangampet
TIRUPATI-517102
2008-2010
ACKNOWLEDGEMENT
(J.KIRAN KUMAR)
DECLARATION
I here by declare that the project report entitled “A STUDY ON
COMPETITION ANALYSIS DONE FOR ZURARI CEMENTS LTD” is actual
work done by me for the partial fulfillment for the award of Master Degree in Business
Administration Affiliated to SVU,TIRUPATI.
(J.KIRAN KUMAR)
CONTENTS
Chapter 1
Introduction
Industry profile
Company profile
Product profile
Chapter 2
Deals with topic under study
Need for the study
Objectives
Scope of the statement
Limitations
Chapter 3
Research methodology
Chapter 4
Data analysis & interpretation
Chapter 5
Findings
Suggestions
Conclusion
Appendix
Questionnaire
Bibliography
INTRODUCTION
Cement finds its use in various construction activities like building, dams,
bridges, Colonies, railway sleepers, aerodromes etc., Different grades of cement are
being use in different kinds of work depending on the strength and load - bearings
requirements. However in all colonial housing construction activities, it is the 43 and 53
grades of cement that are in prevalent use in the society, at large.
For various reasons, particularly population explosion and urge on the part of
major chunk of the population to build their own houses, however small may be, within
the budget constraints and also because of the housing loan schemes as offered by banks,
both nationalized and private and other co-operative societies and other cooperation etc.
The 43 & 53 grade cement market is fast expanding and managerial skills are supporting
its growth. But the branded cements are in developing stage.
Though there were only a few players in the cement market in sixties and
seventies, of late the competition, with so many players more or less the same quality of
cement, at least in the eyes of the individual and at more or less the same price.
What makes a particular brand click and what makes a particular brand a flop is
the subject of this project and the purpose of this survey meant elicit the perceptions of
individual and their preferences which have a substantial bearing on the sales turn over of
any brand cement.
The present study is descriptive in character all the information gathered from primary
sources and secondary sources. Because of time constrain, the entire population of
audience could not be covered and hence a stratified random sampling was restored to in
lien of census.
Though every care was taken to eliminate bias, both on the part of the interviewer
and the respondents, an element of the bias, to some extent might have crept in the
tendency on the part of humans to behave artificially particularly when observed can’t by
passed altogether. However, there was the enthusiasm on the part of the surveyor as a
business Study and a lot of encouragement was forth coming of the executive circles
spread across a spectrum of cement industries.
Based on the survey, an analysis, comprising graphical and statistical tools was
make and consequently the research has arrived at various findings and conclusions and
based on these, a list of recommendations were made to the ZUARI CEMENT in view of
the cut throat competition and the predicament of the dealers while selecting a brand of
cement.
INDUSTRY PROFILE
The cement industry has passed through various stages. Tight price and
distribution control in the 70’s with resultant sluggish growth, partial decontrol and
massive investment in the late 80’s and severe market recession and abrupt slow down of
pace of growth is the early 90’s and in the last two years. With firming up cement prices,
the industry witnessed a recovery in 1994, which turned up a boom in 1994-1995.
As such all the cement players have shown lower bottom lines and some even
have shown huge losses as the capacity addition outpacing the growth in demand. The
implication is that prices are likely to remain under pressure mainly northern and central
part of the country where the capacities are very high.
The Indian cement industry now in the midst of consolidation phase, has seen its
fortunes flagging in the 4 last 18-24 months, A full in construction activity and dismal
infrastructure development have led to poor off take and as result low capacity utilization
and falling prices have dogged the industry. However, recent developments. Suggest
signs of modest revival. The last five years of 2002-2008 have shown a definite change
for the better.
PERFORMANCE OF CEMENT INDUSTRY:
(Including mini and white cements, in million tones)
Price and distribution controls:
During Second World War, cement was declared essential under the defense of
India rules and brought under price and distribution controls which resulted in sluggish
growth. The installed capacity reached only to 27.9 MT by the year 1980-81 partial
decontrolling in February 1982, was announced under this scheme levy cement quota was
fixed for the units and the balanced could be sold in the opened market. This resulted in
extensively modernization and expression drive, which can be seen from the increase in
the installed capacity to 59 MT in 1988-89. In comparison with the figure of mere
27.9MT in 1980-81, an increase of almost 111percent.
At present there are 60 companies in large sector having 1230 plants constituting a
total installed capacity of 100.30 MT industry total turnover is around Rs.20,000 cores
the total production was about 96.73 MT during the 2005-06 which is around 14.61%
more than 2004-05. in 2006-07 the industry grew by 11 present in the current it is
expected to grow by 13 percent over the year between 1982-83 to 2006-07 the cement
consumption recorded a growth of 12-13 percent compounded annually against the
GDP growth. The demand as improved and there is pick in the rural market.
During the current year the production have increased to 37.64 MT in the first 6
months-registering 5.02 percent growth over the corresponding period in the year.
Export:
Cement, a high volume product is extremely thinly traded commodity recently India
did not export any cement at all. Therefore though the country is the third largest
producer of cement in the world yet its presence in the global market is negligible. Our
exports have reached 8 MT only in 2006-07.
Future:
The consumption of cement is determined by factors influencing the level of housing
and industrial construction irrigation projects, roads and lying of water supply and
drainage pipe etc. These factors in turn are determined by the level and the growth of
GDP and its sectional composition, capital formation, Development expenditure, growth
in population level of urbanization, cost of obtaining credit and other factors. But the
domestic market for cement is mainly from the housing and building activities. While the
consumption for infra structure development has been low. Exactly reverse is the
scenario of the developed nations where bulk of the cement is consumed for constructing
roads, bridges, dams etc.
Considering a huge capacity addition particularly in the northern region out; acing
the demand growth has created a surplus situation in the respective area, such capacity
utilization is likely to comedown and price realization also might continue to be under
pressure there by squeezing in the margins.
But the southern region is likely to enjoy the present status for some more time. At the
same time the inter region price differences is also likely to vanish more(or) less with
number of Gujarat based plants making in road to the southern marked by using sea route
transport. To sum up, the industry is heading towards a situation of competitions and
price wars. As such only cost efficient and strong brand image companies are expected to
perform well. There will be more mergers and acquisitions taking part as seen in the last
one year. Another major development in the industry will be the emergence of the new
concepts ready-mix concrete (RMC). RMC will be an eco-friendly and high quality
product with a lot of time saving. Another major development be large players will be to
set up bulk terminals to minimize the distribution chain.
COMPANY PROFILE
Zuari cement is running under the flagship of Zuari Agro chemicals Limited.
Zuari cement is strategically located 6Kms away from Yerraguntla town of Kamalapuram
Taluk in Kadapa, Andhra Pradesh. Railway line has been laid connecting the Yerraguntla
station.
Zuari cement formerly known as Texmaco Cement, taken over by Zuari Agro
Chemicals limited in year 1994. The plant was modernized and upgraded to increase the
production capacity of 1500 TPD to 5000 TPD. In 1994 Zuari Agro Chemicals Limited
took over Texmaco Cement on a lease basis and later in 1995 February 7th it acquired it
for amount of Rs.137.78 crores. Texmaco Limited commenced its production in 1985
with an installed capacity of 150 TPD. By the introduction of best technology, the
capacity enhanced to 5500 TPD. By the Acquisition of Vishnu cements the annuals
capacity of the plant has gone up to 3.5 million tones.
Zuari Groups have identified cement as one of the core business to grow. It has
therefore, been decided to constitute a separate corporate entity and hire off cement
business to it. To accelerate the growth and achieve capacity addition quickly, it decided
to from a joint Venture with Ital cement group was identified to be suitable partner for
pursuing growth.
Zuari and Italcementi group have agreed to form a 50:50 joint venture.
Italcementi group is the largest producer and distributor of cement in Europe and one of
the leaders in World Market place. The group operates in 13 countries including
Belgium, Canada, France, Greece, Italy, Moracco, Spain, Turkey and U.S. with recent
acquisitions, in Bulgaria, Kazakhastan and Thailand.
SOURCE OF RAWMATERIAL:
The core raw materials required for manufacture of Zuari Cement plant are
Limestone, Iron core bauxite and gypsum. The Lime stone is being excavated from the
plant which in the leased area another vital called coal is supplied by Singareni Collieries
Co Limited and Western Coal fields by surface transport to the plant.
The required water for the process is being met from bore well located in the
plant. The required water for the process is being met from bore well located in the plant
site. Zuari Cement manufactures both 43 and 53 Grade and Super fine and offers superior
quality products monitoring at each stage of production process with help of
computerized control system.
The later requirements for zuari cement are less because of very low lime
content. This leads to low heat of hydration and drying shrinkage, as a result, cracks don’t
appear in the concrete. Captive power plant with diesel gensets takes care of 80% of the
total power requirement state-of-the-art wagon tippler efficiently handles good quality
coal, which is the homozinized with stacker and reclaimed for generating power. The
plant it is also equipped with vertical coal mill.
Product profile
Product profile
Zuari Cement manufactures and distributes its own main product lines of cement .We aim to optimize
production across all of our markets, providing a complete solution for customer's needs at the lowest
possible cost, an approach we call strategic integration of activities.
Cement is made from a mixture of 80 percent limestone and 20 percent clay. These are crushed and
ground to provide the "raw meal”, a pale, flour-like powder. Heated to around 1450° C (2642° F) in
rotating kilns, the “meal” undergoes complex chemical changes and is transformed into clinker. Fine-
grinding the clinker together with a small quantity of gypsum produces cement. Adding other
constituents at this stage produces cements for specialized uses.
PPC Superfine
In the current scenario, there is heavy competition in the cement industry. Zuari
cement is one of the major companies in the cement industry facing cut-throat
competition. “Unless we tell them, we can’t sell them”, which means that people will not
buy products until they become aware.
➢ To find the retailers Brand awareness on zuari cement when compare to other
brands.
♦ This study also considers the comparisons of awareness of other cement brands
with zuari cement.
♦ This study also considers finding the major competitors for the zuari cement in
kadapa district.
LIMITATIONS
➢ The accuracy of the answers depends upon the mode and interests of
respondents.
RESEARCH DESIGN:
A research design is considered as the frame work or plan for a study. That guides
as well as helps in collection and analysis of data. A sound research is the basis of
success of any formal market research. The present study is descriptive type.
Nature of data:
The data collected for this study were mainly primary in nature. There are first
hand information which is retailers opinions, expectations and awareness to wards the
help line. Besides the secondary data were also collected from company brochures,
journals and websites.
Source of data:
Primary data collected from the target retailers in Kadapa district.
Secondary data were collected from company brochures, records and websites.
Methods of data collection:
The method adapted to elicit information from retailers in through a structured
questionnaire that contains closed, open ended questions. The reasons for choosing the
questionnaire method are primary due to qualitative nature of the study.
(1) primary data:
The primary data are that information which is collected afresh and
for the first time, and thus happen to be original in character. Primary data can be
collected in marketing research by three basic methods. Viz., survey, observations
and experiments.
SURVEY METHOD:
Survey is the most commonly used method of primary data collection
in marketing research. This method is highly flexible. Survey research is the
systematic gathering of data from respondents’ through questionnaires. A
questionnaire will contain a list of questions to be answered in the survey.
(2) Secondary data:
The secondary data are those which have already been collected by some
other agency and which have already been processed. In this study researcher used the
secondary method for collecting details from the company records, magazines and other
marketing journals.
Survey:
Wide range of information about retailers opinions, exceptions and awareness
were gathered through survey from kadapa district with structured questionnaire.
SAMMPLE DESIGN:
Sample unit:
The sample units were the retailer of Cement Company.
Sample size:
The sample size is 100, in kadapa district.
Sample method:
A simple random sampling was adapted in Kadapa district.
STATISTICAL TOOLS USED:
For the purpose of analysis, Chi-square test, weight average method and
percentage method are used for calculations and the results were interpreted. This test
was used to minimize the error of the data collected. Graphs were used to represent the
data for the better and accurate interpretation of the results.
Simple tools are used for analysis purpose. They are as follows:
1. percentages analysis
2. weighted Average method
PERCENTAGES ANALYSIS
Percentages refer to a special kind of ratio in making comparison between two or
more data and to describe relationships between the data. Percentage can also be used to
compare the relative terms, the distribution of two or more series of data.
Percentage = No. of Respondents X 100
Total Respondents
Xw =Σ WX / Σ W
TABLE-1
FIGURE-1
INFERENCE:
From the above table it can be inferred that 54% of respondents are
dealing through retailing and 48% are dealing through wholesaling.
TABLE-2
FIGURE-2
INFERENCE:
From the above table it can be inferred that 11% of respondents
are having below 1 year of experience, 42% of respondents are having 1-5
Years of experience, 31% are having 5-10 years of experience and 16% are
having more than 10 years of experience.
TABLE-3
Figure-3
INFERENCE:
From the above table it is clear that 72% of respondents are dealing the
product through exclusive cement shops, 24% are dealing through cement /hardware
shops and 4% through all building material shops.
TABLE-4
Figure-4
INFERENCE:
From the above facts, it can be inferred that 33.3% of the respondents are
dealing zuari followed by 24.3% dealing penna, 16.66% dealing ultratech, 12.5% dealing
coromandel, 3.47% dealing ACC, 9.72% dealing other brands.
TABLE-5
FIGURE-5
INFERENCE:
From the above facts, it can be inferred that 58% of the dealers have not
yet dealt with zuari cement and 42% have dealt with zuari cement at least once.
TABLE-6
FIGURE-6
INFERENCE:
From the table , it can inferred that 64% of respondents preferred the
product due to quality, 15% of respondents preferred due to price, 10% due to customer
choice, 8% due to sales volume,3% due to good service.
TABLE – 7
FIGURE-7
INFERENCE:
From the above table it is clear that 70.8% of respondents preferred zuari
cement due to quality, 12.5% due to customer service, 10.4% due to sales volume, 6.8%
due to good service and none for price.
TABLE – 8
FIGURE – 8
INFERENCE:
From the above facts, it is clear that 72% of customers are household
customers and remaining are builders / contractors.
TABLE – 9
FIGURE – 9
INFERENCE:
From the above table, it can be inferred that 65% of respondents revealed
that customers prefer opc 53 grade and 15% revealed that customers prefer for ppc
superfine and 20% revealed that customers prefer for others.
TABLE – 10
TABLE SHOWING PRICING OF ZUARI CEMENT
FIGURE – 10
INFERENCE:
From the above table, it can be inferred that 64% of the respondents
opines that pricing of zuari cement is high, 8% opines that it is moderate, none are opines
that it is low, 28% are not aware of pricing of zuari cement.
TABLE –11
FIGURE – 11
INFERENCE:
From the above table, it can be inferred that, 12% of respondents opines
that packing of zuari cement is excellent, 14% said it is very good, 25% said it is good,
14% said it is fair, 7% said it is poor and 28% are not aware of packing zuari cement.
TABLE – 12(a)
FIGURE –12(a)
INFERENCE:
From the above table, it is clear that 74% of respondents are think that
advertisements play a major role in improving sales and 26% are think that it is not plays
a major role.
TABLE –12(b)
THEN WHAT MEDIA PREFERENCE FOR CEMENT PRODUCTS
FIGURE – 12(b)
INFERENCE:
From the above facts, it can be inferred that 65% of dealers said that
outdoor media is good, 29% said that electronic media is good, 6% said that print media
is good for cement advertisements.
TABLE-13
FIGURE-13
INFERENCE:
From the above table it can be inferred that, for consumption the product,
18% of customers looks for in the brand for high quality, 29% looks for low price, 10%
for brand image,43% prefer for all the above.
TABLE-14
FIGURE-14
INFERENCE:
From the table it can be inferred that, 34% of the respondents are aware of
sales promotion techniques followed by the company and 64% of the respondents are not
aware.
TABLE-15
BEST BRAND PREFERRED BY THE DEALERS
FIGURE-15
INFERENCE:
From the table it can be inferred that, 33% of respondents prefer zuari as a
best brand followed by, penna with 24%, ultratech with 21%, coromandel with 12%,
ACC with 4%, others with 7% .
TABLE-16
FIGURE-16
INFERENCE:
From the above facts, it can be inferred that 15% of respondents said that
customers prefer for ultratech, 35% of respondents said that zuari, 27% said that penna,
10% said that coromandel, 4% said that ACC, 9% said that others.
Formula Weight = Σ Wx / Σ W
= 257/21
=12.23
Brands R1(X1) R2(X2) R3(X3) R4(X4) R5(X5) R6(X6) R7(X7) R8(X8) R9(X9)
W=9 W=8 W=7 W=6 W=5 W=4 W=3 W=2 W=1
Zuari
44 27 15 8 3 1 1 1 --
Ultratech
18 15 11 10 5 4 9 15 13
Penna
25 20 16 10 6 6 5 5 7
Coromandel
9 8 4 7 6 7 16 24 19
ACC
4 5 -- 5 4 5 19 36 25
Nagarjuna
-- -- 1 1 1 -- 1 37 59
Priya
2 -- 2 -- 8 4 5 30 39
Panyam
1 -- -- 1 2 2 9 40 45
DC
diamonds 1 -- -- 1 -- 2 2 44 50
Formula weights = Σ Wx / Σ W
Zuari = (44x9)+(27x8)+(15x7)+(8x6)+(3x5)+(1x4)+(1x3)+(1x2)+(0x1)
= 789 / 45
= 17.53
ultratech = (18x9)+(15x8)+(11x7)+(10x6)+(5x5)+(4x4)+(9x3)+(15x2)+(13x1)
= 530 / 45
=11.77
Penna = (25x9)+(20x8)+(16x7)+(10x6)+(6x5)+(6x4)+(5x3)+(5x2)+(7x1)
= 623 / 45
=13.8
coramandel = (9x9)+(8x8)+(4x7)+(7x6)+(6x5)+(7x4)+(16x3)+(24x2)+(19x1)
= 388 / 45
= 8.62
ACC = (4x9)+(5x8)+(0x7)+(5x6)+(4x5)+(5x4)+(19x3)+(36x2)+(25x1)
= 300 / 45
= 6.66
Nagarjuna = (0x9)+(0x8)+(1x7)+(1x6)+(1x5)+(0x4)+(1x3)+(37x2)+(59x1)
= 154 / 45
= 3.42
priya = (2x9)+(0x8)+(2x7)+(0x6)+(8x5)+(4x4)+(5x3)+(30x2)+(39x1)
= 202 / 45
= 4.48
panyam = (1x9)+(0x8)+(0x7)+(1x6)+(2x5)+(2x4)+(9x3)+(40x2)+(45x1)
= 185 / 45
= 4.11
Dc.diamonds = (1x9)+(0x8)+(0x7)+(1x6)+(0x5)+(2x4)+(2x3)+(44x2)+(50x1)
= 167 / 45
= 3.71
Brands Weight Percentage Overall Ranking
FINDINGS
Based on the information collected, it is clear that 52% are dealings through
retailing and 48% dealing through wholesaling.
16% of respondents have more than 10 years experience in their field and they
were in a better position to rate the attributes and satisfaction level regarding
varies brands of cements, 42% have 1-5 years of experience, 31% have 5-10 years
of experience and 11% have less than 1 year experience.
It is clear from the data collection that 33.33% of the respondents prefer zuari
cement.
Through the analysis I found that 70% of the respondents are said to quality of
zuari cement is good when comparing to other brands.
Media preference for cement products is mainly out door media which is
65%followed by outdoor media with 29% prefer to electronic media & 6%prefer
to print media.
Based on information collected, it is clear that most of the respondents said that
the price is high for all cement brands.
34% of dealers prefer to zuari, followed by penna with 24%, ultratech with 17%,
and coromandel with 13%, others with 12%.
Through weighted average method, it can be find out that quality is the main
factor that influences dealers to purchase zuari cement followed by sales volume,
good service, customer choice, price, packing.
In the ranking, among the most selling brands, zuari is the top selling brand and it
occupies first place followed by penna, ultratech, coromandel, ACC and others.
Suggestions
SUGGESTIONS
Company should try to make more dealers.i.e. the distribution network needs to
be strengthened and dealers should be encouraged by the way of incentive
schemes to rush the product.
The management should take care of smaller dealers along with bigger dealers.
The management should maintain consistent rating policy for all the dealers.
Zuari needs to maintain more flexibility in packing, so that the product will be
made more attractive to all the consumers, contractors and masons.
For creating high brand image, a clear promotional strategy and a planned
advertising campaign is necessary.
The company has to conduct different types of meetings in order to improve the
communication with the contractors, dealers, masons and engineers.
The company may go with a competitive scheme with price allowance for bulk
package, transport, warehousing facilities and gift schemes etc.,
Conclusion
CONCLUSION
In the recent years we will find a growing consumers demand for cement due to
the infrastructure development and housing. Because of intensive demand fort
cement more than 15 players came into the market with their marketing
strategies. The dealers are major sellers of the cement and whole perception will
really makes the difference. The dealers are becoming very conscious about the
quality, credit, price, strength and durability of cement. They need better cement
at competitive price.
In zuari cement, advertisements have to play a vital role to attract more no. of
consumers to purchase their products and also play an important role to improve
their sales.
The zuari cement is slowly setting the insights of builders because of its quality
and affordability. There was a good satisfaction among the dealers of zuari
despite its market reach is limited.
On the whole, the quality aspects of zuari cement are superior in the views of
dealers and it is positional as “quality-affordable cement” in the market.
Questionnaire
NAME :
ADDRESS :
PHONE NO. :
1.Type of business [ ]
(a) Retailing (b) Wholesaling
2. How long have you been in this field? [ ]
a)Less than 1 year b)1-5 years
c)5-10 years d)above 10 years
3. What type of shop is this ? [ ]
a)Exclusive cement shop b)cement/hardware
c)All building materials
4. At present Which brands of cements are you dealing ? [ ]
a)Ultra tech b) Zuari c)coromandel
d) penna e)ACC f)Others
5. If zuari , which factors influence you to be a dealer of Zuari cement? [ ]
a) Sales volume b) Quality c) Customer choice
d) Good service e) Others
6. If others, which factors influence you to be a dealer? [ ]
a) Sales volume b) Quality c) Customer choice
d) Good service e) Others
7. Who are the major buyers from you? [ ]
a) Household customers
b) Contractors/builders
c) Others
Zuari
Penna
Coromandel
ACC
others
16. According to you , which is the best brand taking into consideration all the factors
specified in the above questions ?
Brand: (1)
(2)
(3)
Comments:
Suggestions:
Thank you very much sir for spending your valuable time.
( Signature&seal )
BIBLIOGRAPHY