DORMA VERSUS OZONE HARDWARE

A projectSubmitted In Partial Fulfilment of theRequirements for the Degree of

INTEGRATED MASTERS OF BUSINESS ADMINISTRATION MARKETINGBYDEEPANSHU ANAND (IMBA/4563/12)

DEPARTMENT OF MANAGEMENT BIRLA INSTITUTE OF TECHNOLOGY, MESRA, RANCHI-836125, NOIDA CAMPUS2014 DECLARATION CERTIFICATE This is to certify that the work presented in the project entitled DORMA VERSUS OZONE HARDWARE in partial fulfilment of the requirement for the award of Degree of Integrated Master of Business Administration (IMBA) of Birla Institute of Technology Mesra, Ranchi is an authentic work carried out under my supervision and guidance. To the best of my knowledge, the content of this project does not form a basis for the award of any previous Degree to anyone else. Date: 26th august 2014 Ms. pooja jha Department of Management Birla Institute of Technology Mesra, Ranchi Noida Campus

HeadDept. of managementBirla institute of technologyMesra ranchi-835215-noida campus

CERTIFICATE OF APPROVAL The foregoing project entitled DORMA VERSUS OZONE HARDWARE, is hereby approved as a creditable study of research topic and has been presented in satisfactory manner to warrant its acceptance as prerequisite to the degree for which it has been submitted. It is understood that by this approval, the undersigned do not necessarily endorse any conclusion drawn or opinion expressed therein, but approve the project for the purpose for which it is submitted. (Internal Examiner) (External Examiner) (Director) AKNOWLEDGEMENT I take this opportunity to express my profound gratitude and deep regards to my guide Ms. Pooja jha for his exemplary guidance, monitoring and constant encouragement throughout the course of this internship. The blessing, help and guidance given by him time to time shall carry me a long way in the journey of life on which I am about to embark. I also take this opportunity to express a deep sense of gratitude to Mr. Arihant darda of Dorma, for his cordial support, valuable information and guidance, which helped me in completing this task through various stages. I am obliged to staff members of Dorma for the valuable information provided by them in their respective fields. I am grateful for their cooperation during the period of my assignment. DEEPANSHUANAND (IMBA/4563/12)

EXECUTIVE SUMMARY TITLE : Dorma versus Ozone Hardware Organization : Dorma India Ltd Reporting officer: Mr. Arihant DARDAFaculty Guide : Ms. Pooja JhaStudent : deepanshu anand Objectives : 1) To know the market size of both companies. 2) To analyse Competition level in both companies. 3) To identify Marketing strategies of DORMA. as well as different competitors Research Methodology: Used in the project is both secondary and primary sources. In secondary sources, data has been collected from Internet, Magazines and textbooks related to marketing. In primary sources, data is collected through questionnaire. Analysis of the data: After the information was collected, the analysis was done as to transform it into data to achieve the objectives of the study. Data Interpretation & Preparation of report: The data emerged was interpreted, conclusions were made and recommendation were provided. Accordingly, the detailed report was prepared as per the prescribed format.

Contents PG NO Remarks1) Chapter 1: profile of the firm Nature of the Company. 2-3 Companys Vision and Mission 4-5 Companys Ventures.. 6 Marketing Department Of Company.. 7 Organizational Structure. 7 Product Range .. 8 Services Offered 82) Chapter 2: theoretical backgroundConceptual Framework.. 10-12Dorma and Ozone Hardware Price List. 13-16Marketing Segmentation 16Major Competitor of Dorma. 17Inspiration and Solution by Dorma. 18-32

3) Chapter 3: problem statement and objectivesNeed Of the Study.. 34Objectives .. 34Limitations... 35Market Survey Of Hardware Used In Residence.. 35-374) Chapter 4: MethodologyResearch Design 39-40Sources of Data Collection 40Sampling Procedure. 41Limitations of Study.. 41

5) Chapter 5: Analysis and InterpretationData Presentation and Analysis.. 43-526) Chapter 6: Conclusion and Recommendation

Findings & Conclusion. 53-55Recommendation.. 56 7) Appendix

Sample questionnaire 67-FIGURES OF CONTENTS NO. PARTICULARS PAGE NO.

1. FIG-1 Marketing Dept. 6

2. FIG-2 Org Structure 7

3. FIG-3 Price Of Dorma And Ozone 16

4. FIG-4 Marketing Segmentation 17

5. FIG-5 Market Survey Colony Wise 35-37

6. FIG-6 General Impression Of Product 43

7. FIG-7 Rate Of The Quality Of Product 44

8. FIG-8 Value Of Product 45

9. FIG-9 Customer opinion Towards Product 46

10. FIG-10 Incentives On Product 47

11. FIG-11 Respondent Opinion Over Other Brands 48

12.FIG-12 Purchased Similar Product Before49

13.FIG-13 Age Of Respondent50

14.FIG-14 Income Of Respondent51

15.FIG-15 Region Of Respondent52

20

CHAPTER 1 PROFILE OF THE COMPANY

DORMA PVT LTD. GLOBAL OFFICE : Germany (ennepetal)CORPORATE OFFICE : Chennai (India) REGISTERED OFFICE : Mumbai, Delhi, Kolkata(50 application centre in tier 1&tier 2 )CONTACT NO. : 9971444858EMAIL : assortentreprises@gmail.comWEBSITE : WWW.DORMA.COM

PREMIUM ACCESS AND DOOR SOLUTIONS(DORMA) DORMA is a German company that produces door technology systems and allied products. It was first founded as the Drken & Mankel KG in Ennepetal, Germany, in 1908. The family business is managed by owner Karl-Rudolf Mankel in third generation. As part of succession planning, previous sole DORMA proprietor Karl-Rudolf Mankel transferred the majority of his shareholding to his daughters Christine and Stephanie in March 2009DORMA is the trusted global partner for premium access solutions & services enabling better buildings. In the business segments of door control, movable walls and glass fittings the company is a member of the world elite. Tradition & technology. Service & security. Competence & comfort. No matter what sort of door application you are planning, DORMA has the door system to operate it.

MISSION, VISIONS AND OBJECTIVES Mission: DORMA is the trusted global partner for premium access solutions & services enabling better buildings.Trusted global partner | Customers and vendors around the world respect DORMA as a reliable, globally active business partner. Partnership means long-term relationship and special service.Premium | A superior offering (product, solutions, services, processes) in each price segment that we serve.Access solutions & services | DORMA ultimately supports the various stakeholders of every building from design to construction to ongoing service and support. Our solutions and services enable a building from smart product designs (aesthetics and technology) through to the safety, comfort and convenience of those using the building every day.

Better buildings | Begins by first understanding a customer need as it relates to managing the means from entering or exiting a room to an entire building. The solution provided is the best combination of products, services, supply chain processes and overall customer support that best addresses the customers need. Vision: DORMA is a high-performance global company creating value through our full range of premium access solutions & services.

We best serve our customers through "F I R S T": Ffull presence in strategic markets.Iinspiring designs and innovative technologies that convey safety, convenience and comfort.Rrelationships through our network of business partners, unsurpassed in mutual trust and respect.Ssuperior processes driving simplicity, efficiency and effectiveness.Tteam of global-minded, talented and empowered employees. Objectives: .Profitability.Customer service .Growth.Employee retention .Productivity

VENTURES OF DORMA:1997- Ogro (Lever Handles)1999- Groom (Door Closers)2002- Huppe (Movable Walls)2004- Mame(Malaysian Co-Designer Glass) MARKETING DEPARTMENT: DORMA In DORMA Marketing Management has the task of regulation of level, liming and character of demand in a way that will help the organisation to achieve its objectives. The aims of producer, without marketing totally depends on marketing DORMA marketing philosophy aims not to sell building tools only it aims to make good customer relationship by serving excel goods and services to its customer and proving full customer support because dorma believes in customer satisfaction it helps to retain its customer for long run FIG-1 ORGANISATIONAL STRUCTURE FIG-2

PRODUCT RANGE DOOR HARDWARE Door closer, floor spring, lever handle, lock, hinge, door accessories GLASS Glass door package, glass door accessories, shower fittings, folding and sliding AUTOMATIC DOORS Automatic sliding door, automatic door accessories SECURITY access control systems, security door fittings, emergency exit control systems, lock and electric keeps, security and detection systems CRANE DOOR SERVICES OFFERD BY DORMA Annual maintenance contract Spares supply Repair services Up gradation, modernization Replacement

CHAPTER 2 THEORETICAL BACKGROUND DORMA: WHAT IT IS & ITS BACKGROUND!!

THEORETICAL BACKGROUND DORMA: WHAT IT IS & ITS BACKGROUND!!

DORMA is the trusted global partner for premium access solutions & services enabling better buildings. In the business segments of door control, movable walls and glass fittings the company is a member of the world elite. Tradition & technology. Service & security. Competence & comfort. No matter what sort of door application you are planning, DORMA has the door system to operate it.Despite its rapid growth in the past few decades, DORMA has remained a family-owned company.

1908 1950Rudolf Mankel and his brother-in-law, Wilhelm Drken, founded Drken & Mankel KG in Ennepetal, Germany, on July 1, 1908. The first products to come out of the factory were double-action door hinges and milled screws. Right from the start, the two partners imposed the very highest quality standards on their products. The principle that applied even at that time - "Better the best at a good price than to disappoint our customers" - was destined to influence significantly the path adopted by the company.

In 1913, Drken & Mankel KG break ground on a new production facility in Ennepetal growing its manufacturing space to more than one million square feet.

The brand name DORMA, an acronym formed from the two surnames of the company founders, was registered with the German Patent Office in 1927. Then, in 1936, Wilhelm Drken left Drken & Mankel KG and Rudolf Mankel set about running the company as its sole proprietor.

1950 1970In 1950, after the upheavals of the Second World War, the company began manufacturing the TS 50 door closer, taking us into a sector in which - in revenue terms - we are today the world market leader. The product range was also extended to include, for a period, the "Mekanik" metal construction kit, and punched components for the radio and television industry. By 1962, DORMA had begun production of a range of door operators and so took its first steps into the automatics market. And here too, the company is among the world elite.

1970 2000In 1970 saw the establishment of DORMA GmbH Co. KG and in the same year Karl-Rudolf Mankel, grandson of the co-founder, joined the company. The ensuing period saw increased emphasis on global alignment and further extensions to the product segments. In 1976, the company moved into the field of glass door furniture and fittings, and 1977 saw the creation of a subsidiary specialising in this sector, DORMA-Glas. Also in 1977, we established our first foreign sales company in the form of DORMA France. And just one year later, our first foreign manufacturing facility was opened in Singapore.

DORMA gained access to further new markets by entering into the security and emergency escape technology sector in 1987. The year 2000 heralded a new management structure comprising a holding company, five divisions and 13 sales regions, established with the purpose of further improving DORMA's global position and better preparing it for the challenges of the future.

2000 20112008 saw celebrations at many of DORMA's sites around the world to mark its 100th year of existence. And at the beginning of 2009, the fourth generation of proprietors assumed a share of the responsibility for managing the company, with sole proprietor Karl-Rudolf Mankel passing on a majority of his participating interest in DORMA to his daughters Christine and Stephanie Mankel.In order to be even better equipped to meet present and future global market demands, in 2010 DORMA introduced its strategic program DORMA 2020 and, on January 1, 2011, a new management structure aligned to this new set of commitments. The new organization, consisting of an 11-member Group Executive Committee, five global sales territories with P&L responsibility and the business unit Movable Walls (EMEA), reflects the strategy adopted for growth through to 2020.

2011 2013

For the first time in its corporate history, the DORMA Group generated revenues in excess of one billion euros in fiscal 2011/12 (June 30), thus successfully continuing the growth program. In 2012, research and development centres in India and Singapore were established with a view to meeting the local and regional requirements. DORMA received numerous awards including the Axia Award 2012 and the Hidden Champion 2013 accolade.

DORMA AND OZONE HARDWARE PRICE LIST 2014:

TYPE IMAGE PRICE OF DORMAPRICE OF OZONE

OVER HEAD DOOR CLOSER12001000

FLOOR SPRING50003500

GLASS DOOR FITTING80007500

GLASS DOOR HANDLE35001000

SPIDER WITH FIN49993599

SPIDER WITHOUT FIN39992000

GLASS CANOPY20,00010,000

HINGES650250

AUTOMATIC SLIDING DOOR SYSTEM98,00086000

MANUAL SLIDING DOOR SYSTEM90007500

FITTING FOR GLASS ASSEMBLES19001500

LEAVERS AND HANDLES988750

REVOLVING AND CURVED SLIDING DOOR500000NOT AVAILABLE

MECHANICAL LOCK

790570

ELECTRIC LOCK700500

ELECTRIC ACCESS CANTROL40002000

ELECTRIFIED DOOR HARDWARE

25001500

FIG-3

Marketing segmentation: Market segmentationis amarketing strategythat involves dividing a broadtarget marketinto subsets ofconsumerswho have common needs and priorities, and then designing and implementing strategies to target them. Market segmentation strategies may be used to identify the target customers, and provide supporting data forpositioningto achieve a marketing plan objective. Businesses may developproduct differentiationstrategies, or anundifferentiated approach, involving specific products orproduct linesdepending on the specific demand and attributes of the target segment.FIG-4For capturing Indian hardware market dorma start focusing over its s3 segment after 2001 s3 segment focus over middle class around 70-300million India population lies b/w middle criteria

Major Competitor OF Dorma Hardware: There are many competitors of dorma hardware but the main competitors are ozone , hettich etc. and in this project I am comparing dorma with its major competitor ozone in India for competing ozone hardware dorma came up with the concept of dorma xlc in 2010 but it is not successful according to its expectation .

Ozone Hardware:Ozone is a young dynamic company offering Architectural Hardware Solutions through a wide range of standard and customized products. A solution centric approach has enabled us to grow from strength to strength and becoming Indias most popular Architectural Hardware Solution provider. Our focus on international standards has enabled us to establish a state-of-the-art manufacturing facility and simultaneously raise the entire work ethics as per global standards and best practices. We have a team of in-house architects and product designers who understand the design intent of our customers and after combining it with value engineering and practical utility, we try to deliver desired results at the right value. Our strong R&D and quality team ensures that the products adhere to stringent quality benchmarks.Customers form an integral part of our value system. A dedicated customer care and logistic network backed by SAP and a strong IT support enable us to supply products and services in time with proper after sales support. OZONEs manufacturing facility is a combination of modern CNC and robotic machines along with automatic finishing lines, which allow us to offer high quality with consistent finish in our stainless steel products. We have invested heavily in energy-efficient and pollution control measures as a part of our social responsibility. At Ozone, stress is also laid on following the international HR Standards. Child Labor is strictly prohibited in all divisions of the company. The company also takes special care in waste disposal and thereby adheres to environmental friendly techniques in Production.2013 ANNUAL SALES OF DORMA AND OZONE:

COMPANYSALES(IN RS)

DORMA250cr

OZONE220cr

According to above data sales by dorma has high sales but if we actually see through pricing ozone have high sales in India because dorma sales products to different segment with different price rate dorma have three different stores India for dealing with different levels of customer for high income customer there is dorma crown store and for middle income customer there is dorma pro and for low middle there is dorma xlc .But ozone deals in India with its price which are little bit less than dorma xlc .

Inspiration and solutions by dorma

Education :Educational environment need to not only have door openings and applications that function seamlessly but also that stand up to the high traffic and abuse of any educational environment. It provides a variety of products for any type of door application.

Dorma inspiring concepts and product used in schools and universities of Germany

HIGH SCHOOL (NEUES GYMNASIUM) - BOCHUM (GER)Schools and universities count among the most important buildings whether private or municipal of any metropolis. And architecture in this field too is undergoing something of a revolution, because people have become aware that good buildings promote the learning process.

Contribution of dorma:DORMA premium access solutions such as door closer and emergency & escape route systems are also able to meet the tougher requirements associated with school environments.The ITS 96 and TS 93 door closers with their EASY OPEN technology ensure student traffic keeps on moving as the learning day progresses.

Featured products in this concept This is contribution by dorma in education sector Products name areDorna ts93 series door closerDorma its96 series door closerThese are products used in high school

Office and corporate:Office and commercial environments require secure and compliant openings. DORMA's extensive line of door hardware products as well as our beautiful offering of glass wall systems and applications meet or exceed requirements.Top of Form

WEST BEND MUTUAL INSURANCE WEST BEND, WI (USA)The West Bend Mutual Insurance company recently completed a $57 million, 210,000 sq. ft. expansion of its headquarters in West Bend, Wisconsin. The original structure built 10 years previously had already been recognized for green innovations. Both enclosed offices and open area work spaces have separate climate controls, considerably reducing energy usage overall. The expanded West Bend Mutual headquarters duplicate this feature.

DORMA by ChoiceWest Bend Mutual pursued high quality construction for the expansionprocuring products that met its value expectations. With these goals in mind, West Bend selected DORMA Architectural Hardware for doorways throughout the new headquarters. The DORMA closers, exit devices, locksets, and dead bolts selected all combine durability, strength, reliability, and security with modern styling and a wide choice of architectural finishes.

Featured product in this concept

Dorma s900 series dorma 9000 series dorma c800 seriesDoor closer exit device locks

ArchitectPlunkett Raysich Architects, Milwaukee, WLocationWest Bend, WI, United States

Dorma c800 series dead bolts

SHOPPING / RETAILBusy retail facilities require entrances that provide easy access for customers and create a pleasant shopping experience. DORMA can supply the right products for ease of access as well as securing employee and goods entrances that require secure access.NOVA EVENTIS - LEIPZIG (GER)Covering 76,000 square metres of the former Saale Park in Gnthersdorf in the Halle/Leipzig region of southeast Germany, the nova eventis is a unique shopping and amenities centre comprising around 220 individual boutiques, department stores, service-providers, restaurants, bars and cafs.

DORMAs contribution to the projectArchitectECE Projektmanagement, HamburgLocationLeipzig, Germany

Easy-to-follow directional signage, green areas and seating arrangements turn shopping into a relaxing experience. High quality materials and advanced technology further enhance the ambience. This technical sophistication is also underlined by the DORMA CD 400 automatic swing door operator and the DORMA lever handles in aluminium and stainless steel, specially developed for fire and smoke check doors and also the emergency exits and escape routes.

TRANSPORTATIONBusy transport hubs need to have access that is reliable and safe. DORMA provides a variety of applications to meet these requirements.Top of Form

TRANSPORT FOR GREATER MANCHESTER CYCLE HUB MANCHESTER (GBR)As part of the 6 million Commuter Cycle Project, Transport for Greater Manchester (TfGM) opened a major new cycle hub in the iconic City Tower skyscraper in Manchesters Piccadilly Gardens. With large footfall expected at the high-profile redevelopment, a proven specification was required to deliver excellent, reliable performance in challenging conditions.

DORMA's contribution to the projectHaving specified DORMAs RST automatic space-saver doors at the 4.5 million Middleton Bus Station in 2005 and with the doors still fully-functional and performing strongly eight years later Aedas once again turned to DORMA.

DORMA RST automatic space-saver doors are designed so that the door leaves perform a swivel motion in the smallest of spaces. As a result, the clear passage width is minimally less than the overall structural width of the doorway. And as with all automatic doors from DORMA, the RST excels in terms of its fast, smooth, quiet operation and user-friendliness.

DORMA was also appointed to supply ED 100 low energy swing doors for two separate exits. Opening the door at precisely controlled speeds and forces, even in tough climatic conditions, the ED 100 assures safety for all users and removes the barrier ideal when carrying or riding a bicycle upon exit.

Featured product in this concept

ArchitectAedas ArchitectsContructor Globe ConstructionLocationManchester, United Kingdom

Dorma rst saving dorma ed/100/250aDoor automatic swing door system

SPORTS / ENTERTAINMENTSports and Entertainment venues demand that there is optimum visibility and the egress to and from events is safe and reliable.

NATIONAL STADIUM, BRASILIA (BRA)The Brazilian National Stadium built in 1974 in Brasilia (originally named after Man Garrincha, a famous Brazilian footballer) was almost completely dismantled and rebuilt for the 2014 FIFA World Cup. The arena is the largest building in the capital and the second largest stadium in the country.

DORMAs Contribution to the ProjectDORMA equipped the stadium with extensive glass architectural hardware, numerous floor springs and a sophisticated range of emergency escape route systems. Ensuring spectator safety means that the emergency exit and escape route systems must comply with the provisions of the Disability Discrimination Act. Because people with limited freedom of movement also need to feel safe and sound in the stadium. Barrier-free access is a non-negotiable must.

Featured products in this conceptArchitectvon Gerkan, Marg und Partner / Castro Mello ArquitetosContructorAndrade Gutierrez + Via EngenhariaLocationBrasilia, Brazil

Dorma pha2000 dorma bts 75v floor springCrossbar fitting

GOVERNMENTDORMA's wide range of door solutions provides many options for government buildings. Whether it is securing an entry or providing access control DORMA has a product to fit the requirement.

NATIONAL ASSEMBLY FOR WALES CARDIFF, WALES (GBR)Following the historic devolution referendum result for Wales, a design competition resulted in the creation of the National Assembly for Wales.Built of traditional Welsh materials such as slate, stone and Welsh oak, the building represents 3 ideals: accessibility, transparency and sustainability.

DORMAs contribution to the projectAs a public building which requires ease of use and is open for all, the internal doors are predominantly held-open during normal use and linked to the fire alarm system. DORMA automatic swing door operators were chosen for this aspect of the project. If the fire alarm is activated, the doors will automatically close, and once the system is reset, the doors will automatically re-open and hold open. This negates the need for personnel to walk around the building performing this function manually and thus ensuring that the building is kept fully accessible at all times.The ED100 Automatic and ED100 Low Energy operators embody key principles of the building: Accessibility and Sustainability.

Featured products in this concept

Dorma ed100/250 dorma ed 100/250aLe swing door operator automatic swing door operator

ContructorMITIELocationCardiff, United Kingdom

HEALTH CAREDORMA provides many door opening solutions for healthcare facilities and include products to ensure a safe and clean environment.ROYAL DEVON & EXETER HOSPITAL EXETER (GBR)At the Royal Devon & Exeter Hospital the DORMA door closers are proving that quality materials and a careful specification will provide best value in practice. In fact, a large number of DORMA TS 83 door closers and BTS 80 floor springs originally supplied in 1991 are still in operation and still meet all Building Regulations and Product Standards more than 20 years later, despite stringent changes in recent years.

DORMAs contribution to the projectDespite being supplied in 1991 and numerous changes to legislation since, DORMA closers still meet the necessary legal requirements. As all DORMA closers are CE Marked, Certifier Approved, and help door sets meet the requirements of ADM and BS8300, they offer the same reliability and peace of mind today.

Featured products in this concept

Dorma ts 83 door dorma ts 73v dorma ts 73 emfCloser door closer door closer

ArchitectSouth West Regional Health Authority ArchitectsLocationExeter, United Kingdom

Dorma bts80 emb Series door closer PRIVATEDORMA provides access solutions to provide security and safety at every entrance. Internal doors can be transformed to provide easy access whilst saving space and letting light flood through the living space.MAURITZ CONDOMINIUM - MNSTER (GER)The Mauritz condominium can be found in the Mauritz quarter of Mnster in the midst of a veritable grove of similar detached apartment complexes. Two independent apartments are nested within the building to create the external appearance of an integral unit. The only clue that there is more than one party living in the house is the separate entrances.DORMAs contribution to the projectWith the automatic glass sliding door from DORMA discreetly integrated within the interior concept, the strict lines of the architectural design have been adhered to down to the last detail, imparting to the building an attractive single-cast appearance.

The high Interior design requirements are met by DORMA with the ES 200 automatic sliding door operatorFeatured products in this conceptArchitectPBA (Peter Bastian Architects), MnsterLocationMnster, Germany

Dorma es 200

CHAPTER 3 PROBLEM STATEMENT & OBJECTIVES OF STUDY

NEED OF THE STUDY: 1. Most of the customers are unaware of the dorma hardware therefore dont use on continuous basis 2. Company lack marketing strategies as compared to ozone3. Company lack in advertisement OBJECTIVES: 1) To know the market size of both companies. 2) To analyse Competition level in both companies. 3) To identify Marketing strategies of DORMA. as well as different competitors

LIMITATIONS: 1. The survey and research has been done based on whatever information provided by the customers. They may not be true in answering the questions. Some customer even did not reply to anything. 2. Time constraint was one of the limitations

Marketing strategy used by dorma Cost cutting on packaging and bulk orders Vernacular language options on websites Better featured user interference Better infrastructure for dealership stores Better after sale services

MARKET SURVEY OF HARDWARE USED IN RESIDENCE

FIG-5S.NORESIDENCIAL/COLONYDOOR CLOSERHINGESSLIDINGDOORSSHOWERFITINGSCONTRACTOR

1.MODEL TOWN

Z-3 Model townkadsonkadsonkadsonYogesh kumar

c-8/6 Model townbharatbharatbharatinderjeet singh

m-4/24 Model townozonebharatdormadormaSunil chopra

k-3/6 Model townRk atlasbindrainRajiv chabra

d-13/11hoffillhoffillhoffillOwener itself

2.PITAMPURA

2997-a sant nagarHanumantopHanumantopHanumantopAshok nandwani

A 25/a sanik viharozoneozoneozoneozoneGulshan kumar

A -35/2 harsh viharhettichhettichhettichMetro estates

3000-b sant nagarAtal bihariAtal bihariAshok nandwani

C -112/1 lok viharhettichhettichhettichhettichOwener itself

3.ASHOK VIHAR

I -52 ph 1dormadormadormadormaRajesh gupta

B -3/36 ph-2ozoneozoneShanti devi goel

377 a gali no 1Kadson kadsonOwener itself

S -85 phase 2ozoneozoneozonePrakesh sharma

S -90 phase 2ozoneozoneozonePrakesh sharma

4.KOHAT ENCLAVE

h.no 75 aHanuman topHanuman topHanumantopJai ram sharma

30/6bozoneozoneozoneYogesh gupta

224/cdormadormadormaSurinder

34/dhettichhettichhettichOwener itself

35/dHanumantopHanumantopHanumantopOwener itself

CHAPTER 4 METHODOLOGY

RESEARCH DESIGN Research design is the arrangement of condition and analysis of data in a manner that aims to the research purpose with economy in procedure. The Research Design of the the entire topic under study seeks to answer as well as analyse which company is better dorma or ozone . which thing needs to be increased in the organization and the steps which should be implemented for improvement of the employees. The design was kept flexible as possible where the research problem is defined very broadly initially and is transformed into precise meaning. SOURCES OF DATA COLLECTION The methodology adopted in order to accomplish the objectives of this project report was through the collection of data from different sources. PRIMARY SOURCES Questionnaires Direct interaction with employees and customers etc. Personal Observation (during the entire time period of Training) SECONDARY SOURCES Sample projects manuals/catalogues given at dorma Various other books, magazines related to marketing SAMPLING PLAN Sample Size is 20 Limitations of Study The scope of analysis was restricted as the questionnaire was distributed to certain respondents. Small sample size. The opinion and views of the respondents is reflected in the outcome of the study and not in the depth analysis of each and every participative forum.

CHAPTER 5 DATA PRESENTATION AND ANALYSIS

Name1. rajesh kumar 2. prabhakar jha3. pradeep krishan 4. sunil kumar verma 5. natik arora 6. vikas7. rohit gabrani 8. hk Sinha9. ram kumar 10. durgesh kumar 11. nishant 12. rishi nagpal 13. anita 14. satish kaushik 15. suresh rana 16. akshay ganotra 17. mahesh sharma18. akhil malhotra 19. jitender sethi 20. rajat sharma

Contacts1. 98992570232. 83557761013. 9560570185 4. 9850693245. 84478251796. 99531184487. 85869398208. 83758561089. 965059834410. 989963816011. 847005512312. 989906064213. 783806796414. 9999857181215. 8860279321 16. 2702035317. 999015149018. 9612679805

Questionnaire resultQ-1 What is your general impression of the product?FIG-6

Excellent15%Good 7 35%Average1050%Poor 2 10%

Q-2 What would you rate the quality of the product?FIG-7

High quality 00%Good quality945%Average 945%Low quality 210%

Q-3 Which option best describes your opinion about the value of the product?FIG-8Excellent value15%Good value 420%Average value1260%Poor value 315%Not value 00%

Q-4 would you purchase this products?

FIG-9

Yes 5 25%No 15 75% Comments of respondents its a reputated co therefore i would like to purchase product because i havnt tried this product because of its price value because they do not provide good incentives and discounts because there are better options available because it is not under my budget because hanumantop is very cheaper than this brand because i found ozone hardware is better than this company since it is expensive i m brand conscious because i found other brands cheaper than this because it is not economical its competitors have better products at better price because its inovative brand because i like this co due to its customer satisfaction because i dont have knowledge about the brand

Q-5 Would you purchase this product if you were offered incentives?

FIG-10

Yes 9 45%No 11 55%

Comments of respondents other co hardware products are more cheaper than this if u give me more incentives than other brands because hettich is giving products at more discount because ozone is providing better incentives than this because i think other co give more incentives than this because after incentives hanumantop is cheep other companies are giving more incentives if i found incentives are more than the other brand

Q-6 Would you purchase this product over other brand?

FIG-10

Yes 16 80%No 4 20%

Comments of respondents its a German brand therefore i cant opt for other brand would go for other brand because i find these product of good quality i would like to purchase ozone hardware products

Q-7 Have you purchased similar products before?FIG-10

Yes1470%

No630%

Q-8 What is your age range?FIG-11

Under 18 0 0%19-29 6 30% 30-39 8 40%40-49 6 30%Over 500 0%

Q-9 What is your annual income?FIG-12

Under 30k525%30k-70k525%70k-1lakhs630%1lakhs or above420%

Q-10 Which region do you live in ?FIG-13North Delhi945%South Delhi420%West Delhi15%East Delhi630%

CHAPTER 6 Findings, Conclusion & Recommendations

FINDINGS from the above questionnaire through data analysis I found answer to question why dorma hardware couldnt able to capture India building tools market like ozone hardware, hettich etc. when we questioned to respondent about the general impression of the dorma products than height 50% form 20 respondent was saying average and only 5% said its excellent and 10% said its poor .I found the answer to this problem from question -4) of the questionnaire .In Q-4) I asked the respondent would you like to purchase this product than 25% replied yes and 75% replied no from 20 respondent. Comments of 25% respondents who replied yes are I would like to purchase this product because I am brand conscious Because dorma is Germany based company Because it uses good technology for innovation Because of its customer satisfaction Comments of 75% respondents who replied no are I am not aware about this company and its products Products of this company are not under our budget This brand is not economical Other brands products are cheaper than this After analysing this comments I come to know why only 5% said dorma is excellent and 50% said its average because they never tried dorma products because of its high price and some was not aware about the company Income and regional factor is also playing major role-In Q-9&10) I asked annual income and region of the respondent that where he put up .The survey was took place in Delhi four parts north, west, south and eastThere was 20% respondent from south Delhi are those who was ready to purchase the product because there annual income was more than 1lakhs& 45%respondent from north from which 20% was ready to purchase before incentives & 10% after incentives and 15% dont because in north side 25% respondents income was found under 70-1lakhs.in east Delhi no respondent replied to purchase the product before and after incentives because there income was less than 30k .

ConclusionThis project work has provided me an opportunity to interact with the professionals in the industry and thereby let me know the various facts of Marketing.Marketing can be looked at as an organizational function and a set of processes for creating, delivering and communicating value to customers, and customer relationship management that also benefits the organization. Marketing is the science of choosing target markets through market analysis and market segmentation, as well as understanding consumer behavior and providing superior customer value. From a societal point of view, marketing is the link between a society's material requirements and its economic patterns of response. Marketing satisfies these needs and wants through exchange processes and building long term relationships. During the entire period of my training, Ive learned how crucial is Marketing is for the products in the marketplace ,since marketing is needs to be done in such a manner that it effectively communicates the manufacturers message to the final customer in an Effective manner as well as it does not goes against the societys thinkings and believes.

RECOMMENDATIONS AND SUGGESTIONS Creating awareness about dorma hardware through the latest medium of advertising like social media advertising e.g. Facebook, twitter ,google+, whatsapp etc. and mobile advertising medium e.g. paisaswipe,freekall. Advertising campaigns like wall paintings, hoardings, crop literature etc. may be undertaken More sale promotional activities may be conducted to create awareness and brand image in the minds of customer. Reducing price of the products offered by dorma to survive in the Indian market because India have large no of s3 segment customers who demand product at low cost Providing good after sale services & handling of glass fittings should be done properly

REFERENCES & BIBLIOGRAPHY WEBSITES REFERRED: www.dorma.com www.wikipedia.com www.google.com www.googledrive.com BOOKS, BROCHURES, MAGAZINES ETC. : Principles of Marketing : By Philip Kotler Various brochures and magazines provided at dorma APPENDIX

QuestionnaireMarket research survey for analysing dorma hardware*RequiredName

Contact

Q-1 What is your general impression of the product? Mark only one oval. Excellent Good Average Poor

Q-2 What would you rate the quality of the product? Mark only one oval. High quality Good quality Average Low quality

Q-3 Which option best describes your opinion about the value of the product? * Mark only one oval. Excellent value Good value Average value Poor value Not value

Q-4 would you purchase this products? Mark only one oval. Yes No

please give reason based on opinion

Q-5 Would you purchase this product if you were offered incentives? Mark only one oval. Yes No

please comment

Q-6 Would you purchase this product over other brand? Mark only one oval. Yes No

please comment

Q-7 Have you purchased similar products before? Mark only one oval. Yes No

Please give details

Q-8 What is your age range? Mark only one oval. Under 18 19-29 30-39 40-49 Over 50

Q-9 What is your annual income? Mark only one oval. Under 30k 30k-70k 70k-1lakhs 1lakhs or above

Q-10 Which region do you live in? North Delhi South Delhi West Delhi East Delhi