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A
PROJECT REPORT ON
Selling Process-SPANCO
in Marble Industry
For
Classic Marble Company
In Partial Fulfillment of MBA Program
Of
Indian Institute of Planning and Management (IIPM)
(Batch: Spring Summer 2010-2012)
Submitted
by
Love Jhanwar
Roll No.-19
2
ACKNOWLEDGEMENT
I express my sincere thanks to Mr. Subodh Shah (Director, classic marble company pvt.
Ltd.) for giving me an opportunity to learn in his company and believing in me to offer
internship.
I would sincerely like to thank my project guide Mr. Vikas Kesarkar (General Manager)
and the sales team with whom I have worked and learnt a lot about the project.
With deep respect I would like to thank Mr. Umed Sinai (Sales Manager) who endowed
me with the valuable opportunity to explore an interesting and critical topic as is the
subject of the present report. I also thank my institute IIPM (Indian Institute of Planning
and Management) for providing me all the necessary resources required in my study.
The most pleasant part of any project is to express gratitude and bestow honor towards
all those who directly or indirectly contributed to the smooth flow of the project work.
On the onset, I would like to take this opportunity to express my gratitude to all those
great minds and hearts that have touched this project in the path of its success.
Love Jhanwar
( SS 2010-2012)
3
Executive summary
The Project talks about the Marble Industry in India. It talks about the in house brands
of the Classic Marble Company which are ‘Kalingastone’, ‘Quartz’ and natural marble as
well. The basic motive of undertaking the project was to understand the all four types of
marble including artificial marble. The first few pages talk about the introduction about
the marble. This is followed by the process of making composite marble (artificial
marble). Next comes the competitors in both natural as well as in composite marble, the
purpose of which is to study the existing players in the industry especially in composite
marble because it is new concept in India. The last part consists of sales term called
‘SPANCO’ in detail and learning from it.
4
5
Index
Content Page No.
Executive summary ....................................................................................................................................... 3
Introduction of Marble Industry ................................................................................................................... 7
Marble Industry in India ................................................................................................................................ 8
Company Profile .......................................................................................................................................... 12
Product Range ......................................................................................................................................... 15
Process of making Composite Marble .................................................................................................... 20
Major Players in Marble Industry ............................................................................................................... 21
Major Players in Italian Marble ............................................................................................................... 21
Major Players in Composite Marble ....................................................................................................... 23
SPANCO ....................................................................................................................................................... 25
My learning of SPANCO .......................................................................................................................... 27
Identified clients ..................................................................................................................................... 31
Bibliography ................................................................................................................................................ 34
6
Title of the project : Selling Process-SPANCO in Marble Industry
Objectives : To study marble in brief
Duration : 2 months (Feb. 16 to April 15)
7
Introduction of Marble Industry
The word "marble" originates from the Greek, marmaros, meaning "a snow white and
spotless stone," marble can be found in a rainbow of colors.
Marble is a metamorphic rock made out of limestone. When limestone is subjected to
tremendous pressure for a long time (like if limestone is buried under a lot of other rock
or an ocean) it gets squashed into marble. Marble is more beautiful than limestone and
tougher, and so people like to use it for buildings. But marble is also rarer, and more
expensive. A lot of marble is white, but marble can come in all different colors. People
use marble (especially white marble) to make statues, and they used colored marble in
patterns to make hard floors that would last a long time. Sometimes people also use
marble in thin sheets on the walls of fancy buildings
Impact of Government Policies on the Industry Government in India has introduced
many laws in order to promote and expand marble industry globally.
1. Removal of Excise Duty – Government's decision to remove excise duty on
marble (up to the annual sales of Rs.1Crore) is a great relief for the industry. The
removal of the excise duty from marble will prove less costly to the one at
receiving end, which would ultimately increases the demand of marble in the
global market.
2. New Marble Policy- Under this new policy, the search for new marble regions in
the state is facilitated. This also permits the prospecting work for the new
findings of marble deposits. In short it can also be said that after realizing the
importance of the industry, Indian Government is now taking every possible
action to expand and promote the industry.
The government of India has set a target of raising Indian stone industry in the
next few years.
8
Marble Industry in India
Products
India possesses a wide spectrum of stones ~ granite, marble, sandstone, limestone,
slate, and quartzite. It is amongst the largest producer of raw stone material
Production areas
Marble deposits are widespread in India: concentration in states of Rajasthan, Gujarat,
Madhya Pradesh, Haryana, and Andhra Pradesh. Next Gujarat also produces some very
fine marble followed by Madhya Pradesh.
Rajasthan is the main depository of marble; accounts for over 90% of total marble
production in India [1100 m tons]. Newer varieties of marble are being developed in
Bihar, Jammu & Kashmir, Maharashtra, Sikkim, Uttar Pradesh & Bengal.
Production Technology
Industry has evolved into the production and manufacturing of blocks, flooring slabs,
structural slabs, calibrated - ready to fix tiles, monuments, tomb stones, sculptures,
artifacts, cobbles, cubes, pebbles and landscape garden stones.
Advent of sophisticated mining machinery & new mining fields has led to increase in
marble production. Although India produces machinery, there is an excellent
opportunity for exporting machineries for working stone: cutting, sawing, grinding and
polishing.
9
Indo-Italian Trade
Italy imports blocks and after cutting and processing exports these all over the world
including India. Italy imports large amounts of granite from India around € 62 million as
compared to imports of Marble which amount to only € 5 million (inclusive of
blocks/tiles/crude/trimmed).
The whole world economy is facing the recessionary trend since past few years. This has
affected most of the industries, but the commodities of necessity. As marble is not an
essential commodity, marble and related industries have faced a decrease in demand
due to decreased purchasing power of consumers.
10
Import statistics indicating opportunities for Italian companies:
[Finished, trimmed, tiles/monumental blocks]
11
12
Company Profile
Classic Marble Company (CMC), the
connoisseurs of the imported marble industry
in India have maintained their numero one
status as the Czarbles of the marble trade in
the country.
CMC began operations in 1994 with 3 people; Mr.
Amit Shah, Mr. Subodh Shah and Mr. K.M Swamy and today the company boasts of 700
employees. They have 3 factories which produce natural marble and granite and
composite marble & quartz.
The CMC showrooms in India have become a one stop shop for exquisite stones from
over 40 countries like Italy, Turkey, Spain, Greece, Brazil, USA, Sweden, Norway, Mexico
and so on...showcasing a range of more than 500 stones; thus offering an exuberant
variety of stones to choose from. And now with their new showroom in Italy they aim to
captivate international connoisseurs of stone by providing an array of natural and
composite stones, all under one roof.
To optimize development and improvement, all stones go through rigid quality control
tests. The company uses imported epoxy in order to impart strength to the stones and
automized resin and polishing line to give an international finish to its products. Under
the supervision of its European experts, high end machines are used to render varied
finishes to its product range.
Classic Marble Company aims to be a one stop shop for marble, onyx, travertine,
granite, limestone, composite marble and quartz and export to countries and regions all
over the world. And to reach towards this, CMC has already taken a few steps by
13
opening a showroom in Italy and putting in place numerous tie ups with quarries across
the globe. More importantly, most marble companies generally specialize in either
marble or granite but by offering an exuberant selection of stones below one roof, CMC
has carved an edge above all.
Classic Marble Company (CMC)
is a very familiar name in the
Indian marble industry. Often
acknowledged as the Czarbles,
the connoisseurs in marble, the
Company is the largest supplier
of imported marble in India for the
past 16 years. CMC has been a pioneer in more than one ways, first by exposing India to
imported natural marble and imported engineered stone and now CMC has created a
strong buzz with the launch of its engineered marble and quartz surfaces – Kalingastone
(formally known as EmporioStone).
For the first time in the history of engineered stone, an Indian company has
conceptualized and launched a brand with an array of around 150 different varieties in
Italy and India. Kalingastone has marble and quartz collection with 5 series under
Kalingastone Marble comprising of 54 different marble samples and 7 series under
Kalingastone Quartz comprising of over 51 samples. All Kalingastone samples are
available with several finish treatments.
The Kalingastone factory is a state-of-the-art plant spread over 3,00,000 sq.m. They
have installed the world’s latest polishing machines from SIMEC (Italy) with 36 polishing
heads which imparts glossiness of over 90 per cent. The factory produces 30,000 sq.ft of
14
Composite Marble per day (900,000 – 1000,000 per month) and 10,000 sq.ft of Quartz
per day (300,000 per month). Their 2nd line of production for Marble and Quartz will be
operational soon as a result of which the production figures will double.
After its launch in 8 cities in India and Verona Italy, Kalingastone will see a subsequent
phased out launch to over 63 countries all across the globe.
15
Product Range
Natural Marble (Italian Marble)
Composite Marble
Quartz
Granite
Natural Marble:-
During the Renaissance, marble was quarried by inserting wooden pegs into
naturally occurring cracks in the rock, then pouring water onto the pegs to make
them swell. Eventually the rock would split, liberating a piece of marble. The
principle tool of modern quarrying is a wire cable 1cm in diameter, fitted at 5cm
intervals with diamond-studded collars. Holes are drilled in the mountain, the
cable is threaded through the holes to form a loop, and the loop is driven at high
speed by an electric motor.
In an open pit quarry, the marble is extracted in rectangular blocks approximately
measuring 8' x 8' x 16'. Once the sides and back of a block have been separated
from the mountain using the wire cable, the bottom is undercut from the front
using a chain saw that translates along a horizontal rail. Eventually the block splits
away from the wall and topples to the ground. Marble is hard, but it is also
brittle. To prevent the 80 ton block from shattering on impact, a bed of rubble is
prepared beforehand. Too large to transport, this block will be cut into smaller
blocks measuring 4' x 4' x 8' and weighing 10 tons. The marble blocks will then be
transported by truck to a sawmill. Once at the sawmill, marble blocks are sliced
into slabs by a gang of parallel circular saws. The saws move slowly at the speed
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of 1 meter per hour. If the blocks aren't well squared, much time and marble is
wasted in the sawing process.
Composite Marble:-
Composite marble is made by mixing at least 90 percent of natural marble chips
or powder with polyester resin and color pigment. It is generally formed in blocks
with the size of around 304X125 cm and is cut and polished as of cutting natural
marble. The original idea of inventing composite marble is to eliminate the
downsides of natural marble such as inconsistency in color, porosity, color
limitation, uncontrollable veining, etc. Composite marble has gained popularity
among designers for its compatibility with today's modernity.
Quartz:-
Quartz stone surfaces are manmade. The manufacturing process to make quartz
to a slab or counter top makes use of raw quartz crystals, one of the hardest
substances available. After the quartz has been selected and ground, the crystals
are then combined with resin, a bonding agent, and color. All of this is heated
and vibro-compacted to create an impenetrable surface. The quartz stone have
to be composed of at least 93% quartz or they can't claim the durability,
impermeability or the hardness of a real quartz surface. The final product is non-
porous, has great durability and is stronger than granite.
Quartz stone surfaces are available in a wide variety of colors that can't be found
naturally because the crushed quartz stone is combined with dye. You should
take advantage of this versatility available for your kitchen, floors or wall design
when you are considering quartz stone surfaces, so that they are able to dazzle
17
the eye while still having the appearance of stone. The edge profiles on quartz
kitchen counter tops can range from simple bevels to ogee and bull nose just as
with natural stone.
Because the quartz stone surfaces are non-porous, its polished surfaces don't
have to be sealed, like granite or other natural stones, in order to keep them
from staining. Quartz stone surfacing is practically indestructible and pretty much
maintenance free. It resists stains that are caused by fruit juices, wine, food
coloring, fingernail polish and remover, tea and markers. The non-porous and
non absorbing nature of quartz stone surfaces is very hygienic; it does not harbor
bacteria, which makes it a safe choice for food handling in the kitchen. Cleaning
your quartz stone kitchen counter tops is quite easy. It involves using a little
soapy water or a mild cleaner.
Granite:-
Granite is one of the most durable stones, which has been incorporated well in
infrastructures of the present times. The word “Granite” originates from the Latin
word 'granum', referring to the coarse-grained structure of this crystalline rock. It
is composed of quartz, feldspars and micas, as well as traces of a variety of other
minerals, which contribute to the color and texture of natural granite stone.
These granite stones are available in pink, dark gray or even black, depending on
their chemistry and mineralogy. A broad range of elegant patterns and colors
makes granite the most versatile of all stones. The crystal size of the natural
granite stone is somewhat determined by the rate at which the granite cools: the
slower the cooling process, the larger the crystals grow. Occasionally some
individual crystals (phenocrysts) are larger than the ground mass in which the
18
texture is known as porphyritic. The density of granite is 2.75g/cm3 (avg) and its
viscosity at standard temperature & pressure is ~4.5*1019 Pa·s. Natural Granite
stone is typically the hardest of the dimensional stones and can withstand the
vagaries of nature, effectively. The natural property of this stone makes it the
real “maintenance-free” stone.
19
Difference between Natural and Composite Marble
Natural (Italian) Composite
Less harder than composite marble Harder then natural marble
More water absorption Less water absorption
No standard size of marble slab Standard size of marble slab
High wastage Less wastage
Polish has to done after lying Pre polished
Color variation Uniform in color
Less thickness available starting from 16 mm
More thickness available starting from 12 mm
Difference between Granite and Quartz
Granite Quartz
Less harder than quartz Harder than granite
Stain may occur Anti stain
Scratches may occur Scratch resistance
Limited colors A variety in colors
20
Process of making Composite Marble
21
Major Players in Marble Industry
Major Players in Italian Marble
R.K.MARBLE GROUP
R. K. Marble Group was established
in 1989 by Patni group to help serve
increasing national and international
demand for Indian marble. Since then they have enjoyed exponential growth and export
to many markets worldwide. The Company dedicated to bringing the finest marble to
the world. For over twenty years, the name is synonymous with grandeur, finesse and
quality that can only be expected from the most superior class of marble. An ISO
9001:2000 certified company, R.K. Marble has set benchmarks in the mining, processing
and finishing of marble. An annual production of over 1.5 Million Tonnes (equivalent to
more than 60,000 sq. meters per day) has earned the company a place in the Guinness
Book of World Records as the largest producer of marble in the world, the group is
now geared up to scale newer heights and achieve the impossible.
Their success is based upon their ability to respond flexibly to their customer's individual
needs for both large and small projects, their experience and detailed knowledge of the
marble industry, their competitive prices and the excellent comprehensive service they
provide for a very wide range of materials.
They have supplied marble for many major projects including palaces, temples,
mosques, embassies, international hotel chains and office buildings as well as
commercial works requiring large quantities of competitively priced materials.
22
MARBLE WORLD
Established in 1989, Marble
World group today is well
known as South India’s No-1
marble trading company.
With the inception of their
firms, Marble Centre, Marble World and RPG Marble Pvt Ltd, They are proud to be a
one-stop shop for this wonderful product of nature i.e. Marble and Granite. Their
reputation is, being the number one marble and granite trading house catering to the
overall requirements of large number of high profile customers in whole of South India
comprising of Karnataka, Andhra Pradesh, Tamilnadu & Kerala. Well known Architects,
Interior Decorators & Designers, Engineers, Builders & Contractors largely combine
together to make their exclusive clientele.
Their growth has always been based on their ability to respond flexibly to their
customer’s individual needs for both large and small projects, and also their experience
and detailed knowledge of the industry, the vast selection and the stock they offer with
exceptional service.
23
Major Players in Composite Marble
NITCO
Nitco Ltd., which is a limited liability company in
India, is today traded on two stock exchanges;
Bombay Stock Exchange (BSE) and the National Stock
Exchange (NSE). Nitco was established in Bombay
(India) in 1953 and is today one of the largest manufacturers of floor tiles in India. It has
a market share of 12% and its gross sales for the financial year 2008 were Rs.
6,510,000,000, which is USD 133,177,811.42 (www.xe.com on 27th Aug. ‘09) and for
2007, Rs. 4,704,000,000, which is USD 96,066,650.09 (www.xe.com on 27th Aug. ‘09).
Today, the Nitco Group consists of Nitco Tiles, Nitco Marble, Nitco Art (Mosaico and
Intarsia), Nitco Wall Tiles and Nitco Earth (Real Estate).
ASIAN
Asian Granito India Ltd. is one of the largest An ISO
14001:2004 & ISO 9001:2008 Certified Ceramic
Wall Tiles, Vitrified Tiles, Ceramic Floor Tiles &
Marble Stone manufacturers in India. They have
five state-of-the-art manufacturing plants, technically collaborated with SACMI, ITALY.
Result of the dreams of three entrepreneurs, materialized with the grassroots of
passion, experience & dynamism with starting a quest for excellence a decade ago,
today Asian tiles has blazed a trail in the tile industry.
24
Euro Composite Marble
EURO GROUP is a leading conglomerate of building material
products having manufacturing plants across India. Euro
Ceramics Ltd is the flagship company having integrated
manufacturing plants of Vitrified Tiles, Wall Tiles, Sanitary
ware and Composite Marble. The technology is from SACMI
of Italy and Euro has one of the most modern plants in the
world with captive Power plant of 10 MW. In view of the high quality standards
maintained right from the beginning, Euro has become the preferred choice of blue chip
companies, leading architects and major builders. Euro is the largest exporters of tiles
from India exporting to several countries across the globe.
25
SPANCO
SPANCO - Suspect, Prospect, Approach, Negotiations, Closure and Order.
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.
Suspecting
Prospecting
Approach
Negotiation
Closure
Order
26
1. Suspect: Here the job of the sales man 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.
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.
27
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.
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 sales are like SPANCO.
My learning of SPANCO
During the period of internship of 2 months I have covered around 110 sites (under
constructions buildings) in Mumbai. The following is my learning and personal
experiences from the SPANCO process
1) Suspect
Target suspect profile
By industry – Targets have to be explored based on the industry wise. Now
there are different industries in our country whose needs are different.
Moreover the target audience over here is mainly the builders who are into
real estate. The area where the construction is going on needs to be
identified, their type of constructions and what are their needs are to be
identified. So the first step to be taken is to identify the person or the
company to whom can we sell our product.
28
By revenue - Classic Marble Co is mainly focused on creating a niche for their
product. It wants to create a brand that can be identified by others as the one
have supplied marbles to prestigious and bigger projects. Hence the target
audience also needs to be identified as per the revenue that can be earned by
the company. This doesn’t mean that the company is only restricted only to
big projects. It obliges to everyone who needs the marbles but when the
company is in the search of the customer it targets the bigger
projects/constructions first.
Approach methods
Now the above mentioned process is done in two ways :
1. Online-research
2. Offline- networking
Online research includes finding out the target audience through various
websites where in we can get the knowledge where currently the
construction is going on. Secondly the offline method-networks include
identifying various construction sites through our wide network of contacts
and also by identifying it through the field work.
2) Prospects
Prospects are those who are willing to buy your product and have the money to pay
for it. A prospect is qualified if he has the right authority, need, ability and eligibility
to buy. These may be found from referrals, community cubs, organization etc. Now
after identifying the suspect we have to understand that whether there is a prospect
in that suspect to fulfill our aspect. Now the suspects get scrutinized into our eco
system and if the suspect is as per our requirement it becomes our prospect.
29
3) Approach
How to turn cold calls into warm-
These were the norms which were given to us on how to convince our
customers.
1. Determine and establish your objective and the purpose of your call- for
yourself
2. Determine if you want to close the sale on the first call or simply pave the
way.
3. Do a little homework before the call
4. Send a fax or mail prior to the cold call
5. While making the call, make sure you have all the right material
6. State your purpose quickly
7. Get prospects interested by asking questions that make them think
8. Make statements that build confidence
9. Use humor
10. Be sincere
11. Be friendly
4) Negotiate
Negotiating becomes one of the basic parameters to crack the deal and to
have the best out of the deal. The company was very much focused in the
training me the process of negotiating Following is the things that I have to
keep in mind while negotiating.
Getting what you want from the other person
A lot like bargaining
Attempted trade- off between getting what you want and getting along with
people
30
Discussion with the people with the goal of reaching an agreement
5) Close
Very important and crucial stage
Again some important norms that the company taught me:
Seller should be alert and use his judgement to know when and where to
attempt the close
This comes with experience, but right from the start the seller should be calm.
Patient, attentive and should listen more
Try your best to keep the “yes” attitude in the buyer’s mind
6) Order
A sale is not complete until you get the order from the customer
31
Identified clients
During the internship I identified various real estate players through primary and secondary
research. After that I have approached them for selling Classic Marble Company pvt. Ltd.
products.
Following is the list of builders whom I visited.
Sr. No. Project Name Builder/Architect Name Project Type
1 International Financial Center Shapoorji Pallonji & co Commercial
2 Sunteck Shapoorji Pallonji & co Residential
3 Sofitel Naman Group Hotel
4 The Capital Wadhwa Group Commercial
5 Kotak Mahindra B.G. Shirke cons. Tech pvt ltd. Commercial
6 Canara Bank B.G. Shirke cons. Tech pvt ltd. Commercial
7 Indian Oil Corp. Nish Constructions Commercial
8 Tirumala Suites Transcand developers Residential
9 Bank of India Kulkarni & co. Residential
10 Maqba Heights Grace property India pvt. Ltd. Residential
11 Skyper Qureshi Builders Residential
12 Anand Studio Shruti Constructions Residential
13 Build Tech India Nougil Residential
14 New Apsara Orra Residential
15 Gambs India Hafeez Contractor Commercial
16 Double Bull DLH Commercial
17 Corporate Lounge Hicons Developers Commercial
18 Empresa Bench Mark Developers Commercial
19 Moon Light Pllatinum Group Residential
20 Mehar Nihal Constructions Residential
21 Sukh Sagar Cello Earth Links Commercial
22 N-Square Parthesh Group Commercial
23 Man Dune Man Infra Projects ltd. Residential
24 Pioneer Heights Pioneer Developers Residential
25 Silver Sunshine Silvex Developers Residential
26 Maheshwari Villa Kamla Builder commercial
27 Laxmi Nivas Mall Kamla Builder commercial
28 Lewis Villa Trisons Builder Residential
29 Ramee Constructions Ramee Constructions commercial
32
30 Anand Villa Green Bird Developers com+resi
31 Hotel Horizon Man Constructions Hotel
32 Ramayana Re Constructions Ramayana Re Constructions Residential
33 Lodha 1 Lodha Group Residential
34 Nayan Naresh Barav Residential
35 Ciroc Rustamjee Residential
36 Sudhip Parini Reality Developers Residential
37 Man Excellensa Man Group Residential
38 Parle Square Agarwal Group Mall
39 Dariya Niwas S.S. Group Residential
40 Shanti Niketan S.S. Group Residential
41 S.S. Enterprises S.S. Group Commercial
42 Somaiya House B.I.I.D. Developers Residential
43 Shubh Residential Guru Krupa Builder Residential
44 Sai Shakari co. hsg. Shree Sai Group of companies Residential
45 Ever Sun DLH Residential
46 Titanium Tower Solarish Developers Residential
47 Lotus Group Ashok Agarwal Commercial
48 EssGee Group EssGee Group all type
49 Raheja Classic K. Raheja Residential
50 Samartha Aishwarya Samarth Builder Commercial
51 Millinium Care Kamla Landmark Residential
52 Meghdoot Shree Ji builders,parle Residential
53 New Heaven Realoters New Heaven Realoters Commercial
54 Acruti City Acruti Developers com+res
55 Arristo House Arristo Builders Commercial
56 Poonam Plaza Shelters makers builders Commercial
57 Inizio Rajendra Group Commercial
58 Arvind Atul Builders Commercial
59 Fairmont Constructions Fairmont Constructions Residential
60 Maredian Heights Maredian Group Residential
61 Suvidha Milind Business Venture Suvidha Milind Business Venture Commercial
62 Oberoi Reality Oberoi Commercial
63 Angel Arena Kamla Developers Commercial
64 Monal Appartment Shail Builders,parle-e Residential
65 Asmi Dreams Asmi Realtors Comm+Resi
66 Madina Towers U.B.S. dream constructions Residential
67 Kapil Vastu Sai Developers Residential
68 Kumar Builders Kumar Builders Residential
69 Ryan International School Amar nani School
70 Rustamjee Rustamjee Residential
33
71 Kalpatru Kalpatru Residential
72 Unity Heights United Developers Residential
73 Shiv shristi Residential
74 charkop sai baba Sai mangal enterprises Residential
75 Centre Plaza B.V. Enterprises Commercial
76 Jeevan Vibhuti Glass wood realty com+res
77 Arihant Ashish Prathmesh home makers Residential
78 Raheja reflection Raheja Univarsal ltd. Residential
79 Mit Niketan Jaynam enterprises Residential
80 Carlion Seth Group Residential
81 Rubby crescent Crescent Group Commercial
82 Morarji mill B.G. Shirke Residential
83 Hiramani Enclave Damji Hirji Commercial
84 Om sai charan C.S. Patil Residential
85 Kandiwali Kesar Ashish Mehta jai singh,belapur Residential
86 Sureshwari Villas Wadhwa+Thakur+Joshi joint venture Resi+comm
87 La Belleza Dimple Realtors Residential
88 Nand Dham Thakkar Group Resi+comm
89 Shri Mangal associates Red Brick Residential
90 Omkar Dhanashree Builders Residential
91 Nav jagruti co. hsg. soc. Raj Builder Residential
92 Ariisto Atithi Builders Commercial
93 Avirahi Accord Residential
This is the list of suspecting which I did during my internship. Then come prospecting.
Out of 93 sites around 50 sites come in prospecting area. Remaining Sites may already
have purchased marble or they will go for some other product like tiles. Thereafter I had
started approaching these 50 sites with my seniors. Out of these 50 sites we have
approached 35 sites. Remaining sites where not be interested in CMC products or still
not decided about flooring or they have some internal issues.
Generally the Complete process of SPANCO takes 3-4 months time in this industry. As
my internship period was of 2 months, I could handle the process upto suspecting,
prospecting and approaching the clients. However during my internship tenure I was
also able to participate in negotiation meeting along with my Seniors.
34
Bibliography
About the industry : Classic Marble Company
Product Type
Composite : Umed Sinai
Rajkumar Sharma
Quartz : Kiran
Web sites:
www.classicmarble.com
www.saching.com
www.rkmarble.com
www.marble-world.com
www.euromarbleindia.com
www.asiangranito.com
www.nitcotiles.com
s
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