RESEARCH PROJECT REPORT

on

COMPARATIVE STUDY OF MARKETING STRATEGY OF WILLS & GOLD FLAKE

Submitted in Partial Fulfillment of the requirement for the

Award of degree of

MASTER OF BUSINESS ADMINISTRATION (14 font size)of

(Gautam Buddha Technical University, Lucknow)

By(Name of the Student)

Roll No:

2011

Sardar Bhagat Singh College Of Technology &Management, Lucknow

CERTIFICATE

This is to certify that this project entitled “COMPARATIVE STUDY OF MARKETING

STRATEGY OF WILLS & GOLDFLAKE” being submitted by Mr. Mukesh Kumar,

fulfillment of the degree of M.B.A. assigned project report is a independent work done by his

under my guidance and supervision.

DECLARATION

I, Mukesh Kumar do declare that the Research Project Report entitled “COMPARATIVE

STUDY OF MARKETING STRATEGY OF WILLS & GOLFLAKE” being submitted to the

U.P. Technical University for the partial fulfillment of the requirement for the degree of Master

of Business Administration is my own endeavors and it has not been submitted earlier to any

institute for any degree.

(Mukesh Kumar)

ACKNOWLEDGEMENT

I was delighted to avail this opportunity to thanks all those who have contributed in our efforts

in the development of the project and making it a success, which would have been a difficult,

task otherwise.

I would like to express my gratitude to my guide Mr. AMIT SRIVASTAVA, who guided me

through out the project work and special thanks for the care and concern shown by them.

I am highly thankful to Head of department of management Mr. Prashant Srivastava and Ms.

Ankita Sachdeva M.B.A. Faculty, which provide a chance to work on I.T.C. group.

In last but not a least, I am thankful to shopkeeper, smokers (student, employee, teacher) which

provide a time for questionnaires.

Date-

Place- Mukesh Kumar

PREFACE

The curriculum of MBA is so designed that it besides providing theoretical knowledge gives

practical experience to the participants, with an opportunity to deal with real life situation

through field visitor or as research project dissertation are enriched and well equipped to face

the future challenge and counting excise which are enriched and inseparable and unavoidable

in business.

The objective of research project is to impart the student with the practical experience and an

exposer of the corporate world. The student has to complete research project under the

professor of his institute and do a project which he thinks would add to knowledge and he will

learn about how We work on market research of any particular topics.

I fortunately got an opportunity to do my research project on “COMPARATAIVE STUDY

OF MARKETING STRATEGY OF WILLS & GOLD FLAKE".

Working on this project was a rewarding time for me, where I came to know about the various

programmatic aspects of managerial work and management.

Mukesh Kumar

TABLE OF CONTANT

Introduction of topic

Objectives & Scope of study

Literature Review (Company Profile)

Research methodology(Hypothesis if any will be included here)

Data Analysis and Interpretation

Findings

Limitations

Conclusion

Suggestions & Recommendations

Bibliography

Annexure

INTRODUCTION OF THE TOPIC

Due to globalization world has become a village and whole world become a country. Due to

this we become very closer with the nations to interact and to share our ideas very easily.

With the liberalization of economy the Indian market scenario has changed. A large number of

Multinationals Companies have entered in the global market with advance Technology, New

innovative ideas, Strategies and Products.

Naturally competition become very tough, therefore it is necessary for the companies to access

the market before launching the product. And it is also necessary to the established companies

to make new strategies according to new market scenario and always access their products as

well as market, if we want to succeed in the new global market and then one should adopt new

technology or a new idea, which is used by your competitor. Liberalization made a nimble

market as well as nimble scenario where no any organization wants to loose.

In Indian market many popular products have failed due to this cause. So proper marketing of

the product is necessary to satisfy the basic needs of the customer and maintain steady demand

of the product. Now ITC is one of the leading company in India .it has already launched a

varieties of the products, no doubt their quality is good. So company has only one need and

that is to maintain their quality and to increase sales.

As the market for the tobacco product is growing day-by-day and will have great demand in

the near future. Definitely, we should have ambition become market leader in each and every

field.

Hence it is important to find out the company's position and the pros & cons of the policies

adopted by the company as well as the product of the company.

TOBACCOITC pioneered the cultivation and development of Cigarette Tobaccos in India. For the last 90

years, its Indian Leaf Tobacco Development Division has worked closely with farmers to grow

quality cigarette tobaccos. It is the largest buyer, processor and exporter of cigarette tobaccos

in India.

ITC buys nearly 40 per cent of all cigarette type tobaccos grown in India. It has a team of

experienced and highly skilled buyers and classifiers who source tobaccos to exacting

customer specifications. It has been India's single largest integrated source of quality tobaccos

for customers in 37 countries over the last six decades.

ITC maintains a large inventory of quality tobaccos, making it a "One-Stop-Shop" for Indian

cigarette tobaccos. This strategic policy insulates customers from crop fluctuations. ITC's

comprehensive and sophisticated R&D facilities cover all aspects of cultivation, processing

and packing. Thus, ITC's value proposition to its customers is timely delivery of quality

tobaccos at competitive prices.

ITC's Green Leaf Processing plants at Anaparti and Chirala in Andhra Pradesh, the

tobacco belt of India, are among the best in the world. State-of-the-art technology, including

sophisticated quality controls, enables ITC to process and deliver 100 million kgs of high

quality tobaccos per annum. These factories are supported with in-house warehousing which

are benchmarked to international standards to guarantee hygiene and infestation control.

ITC's quality emanates from its strategy of intimate involvement with the tobacco farmers in

India. Through technology and knowledge transfer, ITC enables the Indian tobacco farmer to

adopt best practices.

CIGARETTE

ITC’s Cigarettes business has won numerous awards for its quality, environmental

management systems and product excellence:

The Kolkata, Bangalore and Saharanpur factories have received the ISO 14001

accreditation for their environmental management systems. The Munger and Bangalore

factories have received the prestigious Sword of Honour Award from the British Safety

Council for highest standards of safety.

The Munger and Bangalore factories have been bestowed with the National Safety

Award, UK and the Gold Award from ROSPA (Royal Society for Prevention of

Accidents), UK.

All cigarettes factories have ISO 9002 quality certification. ITC's Tobacco Technology

Centre at Peenya, Bangalore has the distinction of being the first independent R&D

centre in India to get ISO 9001 accreditation.

The Kolkata factory has won the Rajeev Gandhi National Quality Award (Best in

Eastern Region) for 1998.

The Kolkata factory is the first among cigarette factories in the world to be awarded the

ISO 14001 certification.

The first 10 units in the world to bag the Social Accountability (SA 8000) certification.

Retail visionary of the Year from Images, India's only fashion and retail trade magazine.

ITC Chairman Y C Deveshwar has received several honors over the years.

OBJECTIVE OF THE STUDY

The main objective of the study is to find out comparative market share of WILLS & GOLD

FLAK and analyze how the market of tobacco will increase in global market.

The main objective of our study is to know that comparative market share of WILLS & GOLD

FLAK and if any step can be taken for the betterment of the company that would be good.

Thus there are following important objectives of the study: -

• To know the impact of marketing.

• Which type of strategy taken by the company to improve there market.

• To suggest remedial action against the existing problems.

SCOPE OF THE STUDY

The present research project appears to be an important programmed for the student of MBA.

Such type of project gives an idea of different marketing activities and taking tactful and quick

decision of any problem comes out before an executive.

The main scope of the study is to ascertain various methods to increase the sales volume of the

concern. However, only research project is not sufficient to understand fully but an over all

ideas can be developed.

ITC is one of India's foremost private sector companies with a market capitalization of around

US $ 4 billion and a turnover of US $ 2 billion. ITC has a diversified presence in Cigarettes,

Hotels, Paperboards & Specialty Papers, Packaging, Agri-Business, Branded Apparel,

Packaged Foods & Confectionery, Greeting Cards and other FMCG products. While ITC is an

outstanding market leader in its traditional businesses of Cigarettes, Hotels, Paperboards,

Packaging and Agri-Exports, it is rapidly gaining market share even in its nascent businesses of

Branded Apparel, Greeting Cards and Packaged Foods & Confectionery.

As one of India's most valuable and respected corporations, ITC is widely perceived to be

dedicatedly nation-oriented. Chairman Y C Deveshwar calls this source of inspiration "a

commitment beyond the market". In his words, "ITC believes that its aspiration to create

enduring value for the nation provides the motive force to sustain growing shareholder value.

ITC practices this philosophy by not only driving each of its businesses towards international

competitiveness but by also consciously contributing to enhancing the competitiveness of the

larger value chain of which it is a part."

ITC's diversified status originates from its corporate strategy aimed at creating multiple drivers

of growth anchored on its time-tested core competencies: unmatched distribution reach,

superior brand-building capabilities, effective supply chain management and acknowledged

service skills in hoteliering. Over time, the strategic forays into new businesses are expected to

garner a significant share of these emerging high-growth markets in India.

ITC's Agri-Business is one of India's largest exporters of agricultural products. ITC is one of

the country's biggest foreign exchange earners (US $ 2 billion in the last decade). The

Company's 'e-choupal* initiative is enabling Indian agriculture significantly enhance its

international competitiveness by empowering Indian farmers through the power of the Internet.

This strategy of e-enabling the farming community will eventually

Create a huge network of rural distribution, adding substantially to ITC's marketing muscle.

ITC's wholly owned information technology subsidiary, ITC InfoTech India Limited, is

aggressively pursuing emerging opportunities in e-enabled services and business process

outsourcing.

ITC's production facilities and hotels have won numerous national and international awards for

quality, productivity, safety and environment management systems. ITC was the first company

in India to be rated for Corporate Governance by ICRA, an associate of Moody's Investors

Service, which accorded it the second highest rating, signifying "a high level of assurance on

the quality of corporate governance."

ITC employs 15,000 people at over 60 locations across India. Ranked among the top five

sustained value creators in India by a 'Business Today- Stern Stewart ' study, ITC continuously

endeavors to enhance its wealth generating capabilities in a global zing environment to

consistently reward its 180,000 shareholders, fulfill the aspirations of its stakeholders and meet

societal expectations. This over-arching vision of the company is expressively captured in its

corporate positioning statement: "Enduring Value for the Share holder For the Nation."

ITC was incorporated on August 24, 1910 under the name of 'Imperial Tobacco Company of

India Limited'. Its beginnings were humble. A leased office on Radha Bazar Lane, Kolkata,

was the centre of the Company's existence.

The Company celebrated its 16th birthday on August 24, 1926, by purchasing the plot of land

situated at 37, Chowringhee, (now renamed J.L. Nehru Road) Kolkata, for the sum of Rs

310,000.

This decision of the Company was historic in more ways than one. It was to mark the

beginning of a long and eventful journey into India's future.

The Company's headquarter building, 'Virginia House', which came up on that plot of land two

years later, would go on to become one of Kolkata's most venerated landmarks.

The Company's ownership progressively indianised, and the name of the Company was

changed to I.T.C. Limited in 1974. In recognition of the Company's multi-business portfolio

encompassing a wide range of businesses - Cigarettes & Tobacco, Hotels, Information

Technology, Packaging, Specialty Papers, Paperboards, Agri-Exports and Lifestyle Retailing -

the full stops in the Company's name were removed effective September 18, 2001. The

Company now stands rechristened.

ITC LIMITEDThough the first six decades of the Company's existence were primarily devoted to the growth

and consolidation of the Cigarettes and Leaf Tobacco businesses, the Seventies witnessed the

beginnings of a corporate transformation that would usher in momentous changes in the life of

the Company.

In 1975 the Company launched its Hotels business with the acquisition of a hotel in Chennai

which was rechristened TTC-Welcomgroup Hotel Chola. The objective of ITC's entry into the

hotels business was rooted in the concept of creating value for the nation. ITC chose the hotels

business for its potential to earn high levels of foreign exchange, create tourism infrastructure

and generate large scale direct and indirect employment. Since then ITC's Hotels business has

grown to occupy a position of leadership, with 44 owned and managed properties spread across

India. It also has a marketing and reservation arrangement with the Sheraton Corporation, the

reputed international hotel chain.

In 1979, ITC entered the Paperboards business by promoting ITC Bhadrachalam Paperboards

Limited, which today has become the market leader in India. Bhadrachalam Paperboards

amalgamated with the Company effective March 13, 2002 and became a Division of the

Company, Bhadrachalam Paperboards Division. In November, 2002, this division merged with

the Company's Tribeni Tissues Division to form the Paperboards & Specialty Papers Division.

ITC's paperboards' technology, productivity, quality and manufacturing processes are

comparable to the best in the world. It has also made an immense contribution to the

development of Sarapaka, an economically backward area in the state of Andhra Pradesh. It is

directly involved in education, environmental protection and community development.

In 1985, ITC set up Surya Tobacco Co. in Nepal as a joint venture with the reputed Soaltee

group. In August 2002, Surya Tobacco became a subsidiary of ITC Limited. Its name was

changed to Surya Nepal Private Limited (Surya Nepal).

In 1990, ITC acquired Tribeni Tissues Limited, a specialty paper manufacturing company and

a major supplier of tissue paper to the cigarette industry. The merged entity was named the

Tribeni Tissues Division (TTD). To harness strategic and operational synergies, TTD was

merged with the Bhadrachalam Paperboards Division to form the Paperboards & Specialty

Papers Division in November, 2002.

Also in 1990, leveraging its agri-sourcing competency, ITC setup the International Business

Division (IBD) for export of agri-commodities. The Division is today one of India's largest

exporters.

Recently, ITC's Packaging & Printing business has launched a line of high quality greeting

cards under the brand name 'Expressions'. ITC has also entered the Lifestyle Retailing business

with the Wills Sport range of international quality relaxed wear for men and women. ITC has

spun off its information technology business into a wholly owned subsidiary, ITC InfoTech

India Limited, to more aggressively pursue emerging opportunities in this area.

ITC is a board-managed professional company, committed to creating enduring value for the

shareholder and for the nation. It has a rich organizational culture rooted in its core values of

respect for people and belief in empowerment. Its philosophy of all-round value creation is

backed by strong corporate governance policies and system. ITC's corporate strategies are

aimed at matching its core capabilities with market opportunities to produce superior

shareholder value.

The key corporate strategies are:

• Continue to focus on the core businesses of Cigarettes & Tobacco, Hotels, and

Packaging & Paperboard.

• Ensure that each of its businesses meets the three criteria of sustainability, namely

Market Standing, Profitability and Internal Vitality. Exit from businesses which do not meet

these criteria within an agreed time frame.

• Ensure that each business is internationally competitive in the Indian global market.

• Create distributed leadership within the organization by nurturing talented and focused

top management teams for each of the businesses.

• Institute and practice a system of corporate governance appropriate to ITC's character

and constitution. Such a system of governance must achieve a wholesome balance between the

need for executive freedom for management and the requirement of a frame work for effective

accountability.

• Secure the future growth of the Company by creating new businesses which leverage the

strength of its core competencies, residing in various businesses.

CORE VALUESITC's Core Values are aimed at developing a customer-focused, high-performance organization

which creates value for all its stakeholders:

TrusteeshipAs professional managers, they are conscious that ITC has been given to them in "trust" by all

his stakeholders. ITC will redeem the trust reposed in us by continuously adding value to ITC.

Customer focusThey will always be customer focused. They deliver what the customer needs in terms of

value, quality and satisfaction.

Respect for peopleThey will respect and value people and uphold humanness and human

dignity.

They will value differences in individual perspectives. They want

individuals to dream, create and experiment in pursuit of opportunities and

achieve leadership through teamwork.

Excellencethey will strive for excellence in whatever they do. They will do what is right, do it well and

win.

InnovationThey will constantly innovate and strive to better their processes, products, services and

management practices.

PREAMBLEOver the years, ITC has evolved from a single product company to a multi-business

corporation. Its businesses are spread over a wide spectrum, ranging from cigarettes and

tobacco to hotels, packaging, paper and paperboards and international commodities trading.

Each of these businesses is vastly different from the others in its type, the state of its evolution

and the basic nature of its activity, all of which influence the choice of the form of governance.

The challenge of governance for ITC therefore lies in fashioning a model that addresses the

uniqueness of each of its businesses and yet strengthens the unity of purpose of the Company

as a whole.

Since the commencement of the liberalization process, India's economic scenario has begun to

alter radically. Globalization will not only significantly heighten business risks, but will also

compel Indian companies to adopt international norms of transparency and good governance.

Equally, in the resultant competitive context, freedom of executive management and its ability

to respond to the dynamics of a fast changing business environment

will be the new success factors. ITC's governance policy recognizes the challenge of this new

business reality in India.

DIFINETION AND PURPOSE

ITC defines Corporate Governance as a systemic process by which companies are directed and

controlled to enhance their wealth generating capacity. Since large corporations employ vast

quantum of societal resources, they believe that the governance process should ensure that

these companies are managed in a manner that meets stake holder’s aspirations and societal

expectation.

CORE PRINCIPLES

ITC's Corporate Governance initiative is based on two core principles.

These are:

(l) Management must have the executive freedom to drive the enterprise forward without

undue restraints; and

(2) This freedom of management should be exercised within a framework of effective

accountability.

ITC believes that any meaningful policy on Corporate Governance must provide empowerment

to the executive management of the Company, and

Simultaneously create a mechanism of checks and balances which ensures that the decision

making powers vested in the executive management is not only not misused, but is used with

care and responsibility to meet stakeholder aspirations and societal expectations.

GOVERNANCE STRUCTERE

Flowing from the philosophy and core principles, Corporate Governance in ITC shall take

place at three interlinked levels, namely -

Strategic supervision by the Board of Directors Strategic management by the

Corporate Management Committee Executive management by the Divisional Chief

Executive assisted by the Divisional Management Committee It is ITC's belief that the right

balance between freedom of management and accountability to shareholders can be achieved

by segregating strategic supervision from strategic and executive management. The Board of

Directors (Board) as trustees of the shareholders will exercise strategic supervision through

strategic direction and control, and seek accountability for effective strategic management from

the Corporate Management Committee (CMC). The CMC will have the freedom, within Board

approved direction and framework, to focus its attention and energies on the strategic

management of the Company. The Divisional Chief Executive, assisted by the Divisional

Management Committee, will have the freedom to focus on the executive management of the

divisional business.

The 3-tier governance structure thus ensures that:

(a)Strategic supervision (on behalf of the shareholders), being free from involvement in the

task of strategic management of the Ccripany, can be conducted by the Board with objectivity,

thereby sharpening accountability of management.

(b) Strategic management of the Company, uncluttered by the day-to-day tasks of executive

management, remains focused and energized; and

(c) Executive management of the divisional business, free from collective

Strategic responsibilities for ITC as a whole, gets focused on enhancing the quality, efficiency

and effectiveness of its business.

Roles:

The core roles of the various entities at the three levels of Corporate Governance will be as

follows:

Board of Directors (Board):

The primary role of the Board of Directors is that of trusteeship to protect and enhance

shareholder value through strategic supervision of ITC, its wholly owned subsidiaries and their

wholly owned subsidiaries. As trustees they will ensure that the Company has clear goals

relating to shareholder value and its growth. They should set strategic goals and seek

accountability for their fulfillment. They will provide direction, and exercise appropriate

control to ensure that the Company is managed in a manner that fulfills stakeholder aspirations

and societal expectations .The Board must periodically review its own functioning to ensure

that it is fulfilling its role.

The ITC Board will be a balanced Board, consisting of Executive and Non-Executive

Directors, the latter including independent professionals. Executive directors, including the

Executive Chairman, shall not generally exceed l/3rd of the total strength of the Board. The

Non-Executive Directors shall comprise eminent professionals, drawn from amongst persons

with experience in business / finance / law / public enterprises.

Directors shall be appointed / re-appointed for a period of three to five years, and in the case of

Executive Directors up to the date of their retirement, whichever is earlier. The Board shall

determine from time to time the retirement age for both Executive and Non-Executive

Directors. The Board shall specify the maximum number of company Directorships which can

be held by members of the ITC Board.

Non-Executive Directors are expected to play a critical role in imparting balance to the Board

processes by bringing an independent judgment to bear on issues of strategy, performance,

resources, standards of Company conduct, etc.

The Board shall meet at least six times a year and as far as possible meetings will be held once

in two months. The annual calendar of meetings shall be agreed upon at the beginning of each

year. As laid down in the Articles of Association of the Company, the quorum for meetings

shall be one third of members and decisions shall be taken by simple majority, unless

statutorily required otherwise.

Meetings shall be governed by a structured agenda. All major issues included in the agenda

shall be backed by comprehensive background information to enable the Board to take

informed decisions. Agenda papers, as far as practicable, shall be circulated at least three

working days prior to the meeting. Normally items for the Board Agenda, except those

emanating from Board Committees, shall have been examined by the CMC. Minutes shall be

circulated within 15 working days of the meeting and confirmed at the next meeting. Board

decisions shall record the related logic as far as practicable.

The Board shall have the following Committees whose terms of reference shall be determined

by the Board from time to time:

Audit Committee:

To provide assurance to the Board on the adequacy of internal control systems and financial

disclosures. The Head of Internal Audit will act as coordinator to the Audit Committee, but

will be administratively under the control of the Director accountable to the Board for the

Finance function.

Compensation Committee:

To recommend to the Board compensation terms for Executive Directors and the senior most

level of management below the Executive Directors.

Nominations Committee:

To recommend to the Board nominations for membership of the CMC and the Board, and

oversee succession for the senior most level of management below the Executive Directors.

Investor Services Committee:

To look into redressal of shareholder and investors grievances, approval of transmissions, sub-

division of shares, issue of duplicate shares, etc.

Terms of Reference of the Board Committees shall include:

- Objectives, Role, Responsibilities

- Authority / Powers

- Membership & Quorum

- Chairmanship

- Tenure

- Frequency of Meetings

The composition of these Committees will be as follows:-

Committee Members Chairman

Audit Committee Directors of the Company, as One of the

may be decided by the Board, Independent Directors,

with at least 3 members all to be determined by

being Non-Executive Directors the Board.

with majority of them being

independent; and the Director

accountable to the Board for the

Finance function, Head of

Internal Audit and

representative of External

Auditors as Permanent Invitees

with the Company Secretary as

the Secretary.

Compensation Non-Executive Directors as One of the

Committee may be decided by the Independent Directors,

Board, with the Director to be determined by

accountable to the Board for the

HR Function as the Secretary.

Nominations The Executive Chairman and Executive Chairman.

Committee all the Non-Executive

Directors.

Investor Services Directors of the Company, as One of the non-

Committee may be decided by the Board, Executive Directors,

With the company Secretary as to be determined by

the secretary. the board.

Normally meetings of the Board Committees shall be convened by their respective Chairmen.

However, any member of the Committee may, with the consent of the concerned Chairman,

convene a meeting of the Committee. The Chairmanship of Board Committees shall be for two

years at a time. Signed minutes of Board Committee meetings shall be tabled for the Board's

information as soon as possible. However, issues requiring Board's attention/ approval should

be tabled in the form of a note to the Board from the Committee Chairman.

In the event there are no issues to be brought before the Board by the Audit Committee, the

Chairman of the Audit Committee (strikethrough:) shall submit 'NIL' report the Board.

Corporate Management Committee (CMC):

The primary role of the CMC is strategic management of the Company's businesses within

Board approved direction / framework. The CMC will operate under the superintendence and

control of the Board. The composition of the CMC will be determined by the Board (based on

the recommendation of the Nominations Committee), and will consist of all the Executive

Directors and three or four key senior members of management. Membership of the CMC shall

be reviewed by the Nominations Committee annually.

The CMC shall be convened and chaired by the Executive Chairman of the Company. The

Company Secretary shall be the Secretary of the CMC. The quorum for meetings will be 50%

of the members, subject to a minimum of three members. Decisions will be taken by simple

majority. Minutes of CMC meetings shall be tabled before the Board for its information.

However, issues arising from CMC Meetings and requiring Board's approval / attention should

be tabled in the form of a note from the relevant Executive Director. Agenda items shall be

backed by comprehensive notes from the concerned member / invitee, along with DMC

approval where applicable. Agenda papers, as far as practicable, shall be circulated at least

three days prior to the meeting. The CMC shall normally meet once a month.

Executive Chairman of ITC:

The Executive Chairman of ITC shall operate as the Chief Executive for ITC as a whole. He

shall be the Chairman of the Board and the CMC. His primary role is to provide leadership to

the Board

And CMC for realizing Company goals in accordance with the charter approved by the Board.

He shall be responsible for the working of the Board, for its balance of membership (subject to

Board and Shareholder approvals), for ensuring that all relevant issues are on the agenda, for

ensuring that all directors are enabled and encouraged to play a full part in the activities of the

Board.

He shall keep the Board informed on all matters of importance. He shall preside over the

General Meetings of shareholders. As Chairman of the CMC he will be responsible for its

working, for ensuring that all relevant issues are on the agenda, for ensuring that all CMC

members are enabled and encouraged to play a full part in its activities.

Executive Director:

a) As a member of the CMC, contribute to the strategic management of the Company's

businesses within Board approved direction / framework,

b) As Director accountable to the Board for a business (Line Director), assume overall

responsibility for its strategic management, including its governance processes and top

management effectiveness.

c) As Director accountable to the Board for a wholly owned subsidiary, or its wholly owned

subsidiary (Line Director), act as the custodian of ITC's interest and be responsible for their

governance in accordance with the charter approved by the Board.

d) As Director accountable to the Board for a particular corporate function (Line Director),

assume overall strategic responsibility for its performance.

Divisional Management Committee (PMC):

Executive management of the divisional business to realise tactical and strategic objectives in

accordance with CMC / Board approved plan. Composition of the DMC shall be determined by

the Line Director with the approval of the CMC. The Divisional CEO shall convene and chair

the DMC meetings. If the Divisional CEO, for any reason, is not in a position to convene a

required DMC meeting, he shall in writing delegate the power to convene and chair the

required meeting to one of the DMC members identified by name. Such

Delegation should be either for a specific meeting or for meetings to be held during a specific

period of time. It cannot be a general, open-ended delegation. The key functions of the

Division shall be represented on the DMC. Normally the Divisional Financial Controller, in

addition to being a member, shall act as the Secretary to the DMC and will be responsible for

circulation and custody of agenda notes and minutes. The DMC shall generally meet at least

once a month to review Divisional performance and related issues. Quorum for meetings shall

be 50% of the members subject to a minimum of three members.

Decisions will be taken by simple majority. Minutes of meetings shall be tabled before the

CMC for its information. Agenda items shall be backed by comprehensive notes from the

relevant member / invitee. Agenda papers, as far as practicable, shall be circulated at least three

days prior to the meeting.

Divisional CEO:

The Divisional CEO shall function as the Chief Operating Officer with executive responsibility

for day-to-day operation of the Divisional business, and shall provide leadership to the

Divisional Management Committee in its task of executive management of the Divisional

business.

BOARD COMMITTEE :

Audit Committee

P B Ramanujam Chairman

Y P Gupta Member

J B Stevens Member

B Vijayaraghavan Member

T M Nagarajan Member

K Vaidyanath Permanent Invitee (Director in charge of Finance)

P Chatterjee Permanent Invitee (Head of Internal Audit)

B B Chatterjee Secretary

Compensation Committee

B Sen Chairman

C R Green Member

Y P Gupta Member

J B Stevens Member

R S Tarneja Member

Investor Services Committee

BSen Chairman

A Singh Member

P B Ramanujam Member

Nominations Committee

Y C Deveshwar Chairman

T M Nagarajan Member

A Prasad Member

C R Green Member

Y P Gupta Member

P B Ramanujam Member

J B Stevens Member

B Sen Member

R S Tarneja Member

B Vijayaraghavan Member

MISSION

‘To enhance the wealth generating capability of the enterprise in a globalizing environment,

delivering superior and sustainable stakeholder value.”

VISSION

“Sustain ITC’s position as one of India’s most valuable corporations through world class

performance, creating growing value for the Indian economy and the Company’s

stakeholders.”

AWARDSITC's Cigarettes business has won numerous awards for its quality, environmental management

systems and product excellence:

The Kolkata, Bangalore and Saharanpur factories have received the ISO 14001

accreditation for their environmental management systems. The Munger and Bangalore

factories have received the prestigious Sword of Honor Award from the British Safety

Council for highest standards of safety.

The Munger and Bangalore factories have been bestowed with the National Safety

Award, UK and the Gold Award from ROSPA (Royal Society for Prevention of

Accidents), UK.

All cigarettes factories have ISO 9002 quality certification. ITC's Tobacco Technology

Centre at Peenya, Bangalore has the distinction of being the first independent R&D

centre in India to get ISO 9001 accreditation.

The Kolkata factory has won the Rajeev Gandhi National Quality Award (Best in

Eastern Region) for 1998.

Kolkata factory is the first among cigarette factories in the world to be awarded the ISO

14001 certification.

ITC is the market leader in cigarettes in India. With its wide range of invaluable brands, it has

a leadership position in every segment of the market. It's highly popular portfolio of brands

includes India Kings, Gold Flake, Wills, Scissors, Capstan, Berkeley and Bristol.

ITC's leadership is founded on its core strategy of continuously enhancing product values

through significant investments in manufacturing and packaging technology, marketing and

distribution. In just the last 5 years, ITC has invested Rs. 8.5 billion in its cigarettes business.

For ITC, one of the pioneers of market research in India, the consumer is still the King. The

Company continuously endeavors to provide its consumers products that are benchmarked to

international quality. This strategic focus on the consumer has paid ITC handsome dividends.

The most important of these is its enriched product mix, unmatched by competition. ITC's

share of filter cigarettes in the country is more than 70%.

In pursuit of international competitiveness, ITC has launched four brands -Checkers, Hi-Val,

Royal Classic and Gold Crest - in the extremely competitive US market. These brands are

currently notching up sales of over 1 billion sticks a year. ITC's cigarettes are produced in its

state-of-the-art factories at Bangalore, Munger, Saharanpur and Kolkata. These factories are

known for their high levels of productivity and very contemporary work environment.

ITC's cigarette business has one of the largest retail networks in the country, consisting of over

2 million retailers. Its reach covers a wide range of the retail spectrum, from premium outlets

in the metros to small shops in the interiors of rural India.

a 'will do ' attitude

IQ and EQ

team skills

ability to think strategically

high energy

creativity

leadership

ITC FOCUS ON VALUE ADDITION

ITC focus on value addition to enhance competencies. They believe professional growth is the

responsibility of both the individual and the organization. They provide opportunities for value

addition through:

• Exposure to World Class Manufacturing Facilities and Practices

• Exposure to Internationally Benchmarked Marketing Practices

• Formal Training and Development programmes in India and overseas

• Membership of Multidisciplinary Task Forces and Project Teams Focused Leadership Development initiatives.

• Cross Functional and Cross Business Opportunities.

THE KIND OF PEOPLE WE LOOK FORITC do not believe in stereotypes. We believe diversity is essential for building a wholesome

work environment. But there are certain basic attributes they look for:

integrity

intellectual rigor

CAREERS WITH ITCITC LTD has been the recipient of the following awards:

The Rajeev Gandhi National Quality Award in the "Best of All' category for

1994 and 1995 from the Government of India.

National Safety Awards from the British Safety Council

Swords of Honour from the British Safety Council

ROSPA Gold Awards from the Royal Society for Prevention of

Accidents(ROSPA)

Special Commendation Safety Certificate from the Ministry of

Labour,GovernmentofIndia.

Golden Peacock Environment Management Award in 1999 from the World

Environment Foundation.

Qualified and trained managers and support staff constantly assist the tobacco farmer in

assimilating new ideas in quality and productivity. ITC also co-operates with Government

agencies to develop new varieties of tobacco, and to develop new areas for tobacco cultivation.

AWARDS

ITC's Leaf Tobacco business has won national and international laurels for research and

development, quality, environmental management systems and product excellence. The more

important of these are:

ITC's R&D Center for leaf tobacco has received -

The Best Research and Development of New Innovation Gold award for its

contribution to farm productivity improvement through the introduction of improved

varieties and propagation of contemporary and cost-effective agro-techniques.

The Best Energy Conservation Implementation Gold Award for energy and eco-

conservation measures.

Its Green Leaf Threshing plants were the first of their kind in the world to receive the ISO

9002 quality accreditation. They were also internationally the first to get the ISO 14001

environment management system certification.

The processing plant at Chirala was the first unit in India to receive the Social

Accountability Standard Certification (SA 8000) from Det Norske Veritas.

The processing plant at Chirala has also been accredited with the OHSAS 18001:199

Certificate. This facilitates the integration of Quality, Environment, Social

Accountability and Occupational Health and Safety Management Systems.

Balance Sheet as at 31st March, 2006-07

31st March, 2007 31st March, 2006

(Rs.in Lakhs) (Rs.in Lakhs)

I. SOURCES OF FUNDS

1. Shareholder’s Funds

a) Capital 64541 64541

b) Share Capital Suspense 310 -

c) Reserves and Surplus 416647 481498 328910 393451

2. Loan Funds

a) Secured Loans 29924 56577

b) Unsecured Loans 9530 39454 29317 85894

Total 962996 479345

II. APPLICATION OF FUNDS

1. Fixed Assets

a) Gross Block 369458 252193

b) Less : Depreciation 110190 70742

c) Net Block 259268 181451

d) Capital Work-in-Progress 38727 14615

2. Investments 90693

3. Current Assets, Loans

and Advances

a) Inventories 118027 114463

b) Sundry Debtors 18430 10283

c) Cash and Bank Balances 4421 3541

d) Other Current Assets 75568 69635

e) Loans and Advances 91315 104138

307761 302753

Less :

4. Current Liabilities and

Provisions

a) Liabilities 163438 125842

b) Provisions 49613 34326

213051 160168

Net Current Assets 94710 142585

5. Defered Tax-Net (13546)

Total 469852 439345

Normally meetings of the Board Committees shall be convened by their

respective Chairmen. However, any member of the Committee may, with the

consent of the concerned Chairman, convene a meeting of the Committee. The

Chairmanship of Board Committees shall be for two years at a time. Signed

minutes of Board Committee meetings shall be tabled for the Board's

information as soon as possible. However, issues requiring Board's attention/

approval should be tabled in the form of a note to the Board from the

Committee Chairman.

In the event there are no issues to be brought before the Board by the Audit

Committee, the Chairman of the Audit Committee (strikethrough:) shall submit

'NIL' report the Board.

Corporate Management Committee (CMC):

The primary role of the CMC is strategic management of the Company's

businesses within Board approved direction / framework. The CMC will operate

under the superintendence and control of the Board. The composition of the

CMC will be determined by the Board (based on the recommendation of the

Nominations Committee), and will consist of all the Executive Directors and

three or four key senior members of management. Membership of the CMC

shall be reviewed by the Nominations Committee annually.

The CMC shall be convened and chaired by the Executive Chairman of the

Company. The Company Secretary shall be the Secretary of the CMC. The

quorum for meetings will be 50% of the members, subject to a minimum of

three members. Decisions will be taken by simple majority. Minutes of CMC

meetings shall be tabled before the Board for its information. However, issues

arising from CMC Meetings and requiring Board's approval / attention should be

tabled in the form of a note from the relevant Executive Director. Agenda items

shall be backed by comprehensive notes from the concerned member / invitee,

along with DMC approval where applicable. Agenda papers, as far as

practicable, shall be circulated at least three days prior to the meeting. The

CMC shall normally meet once a month.

Executive Chairman of ITC:

The Executive Chairman of ITC shall operate as the Chief Executive for ITC as

a whole. He shall be the Chairman of the Board and the CMC. His primary role

is to provide leadership to the Board

And CMC for realizing Company goals in accordance with the charter approved

by the Board. He shall be responsible for the working of the Board, for its

balance of membership (subject to Board and Shareholder approvals), for

ensuring that all relevant issues are on the agenda, for ensuring that all

directors are enabled and encouraged to play a full part in the activities of the

Board.

He shall keep the Board informed on all matters of importance. He shall preside

over the General Meetings of shareholders. As Chairman of the CMC he will be

responsible for its working, for ensuring that all relevant issues are on the

agenda, for ensuring that all CMC members are enabled and encouraged to

play a full part in its activities.

Executive Director:

a) As a member of the CMC, contribute to the strategic management of the

Company's businesses within Board approved direction / framework,

b) As Director accountable to the Board for a business (Line Director), assume

overall responsibility for its strategic management, including its governance

processes and top management effectiveness.

c) As Director accountable to the Board for a wholly owned subsidiary, or its

wholly owned subsidiary (Line Director), act as the custodian of ITC's interest

and be responsible for their governance in accordance with the charter

approved by the Board.

d) As Director accountable to the Board for a particular corporate function (Line

Director), assume overall strategic responsibility for its performance.

Divisional Management Committee (PMC):

Executive management of the divisional business to realise tactical and

strategic objectives in accordance with CMC / Board approved plan.

Composition of the DMC shall be determined by the Line Director with the

approval of the CMC. The Divisional CEO shall convene and chair the DMC

meetings. If the Divisional CEO, for any reason, is not in a position to convene

a required DMC meeting, he shall in writing delegate the power to convene and

chair the required meeting to one of the DMC members identified by name.

Such

Delegation should be either for a specific meeting or for meetings to be held

during a specific period of time. It cannot be a general, open-ended delegation.

The key functions of the Division shall be represented on the DMC. Normally

the Divisional Financial Controller, in addition to being a member, shall act as

the Secretary to the DMC and will be responsible for circulation and custody of

agenda notes and minutes. The DMC shall generally meet at least once a

month to review Divisional performance and related issues. Quorum for

meetings shall be 50% of the members subject to a minimum of three

members.

Decisions will be taken by simple majority. Minutes of meetings shall be tabled

before the CMC for its information. Agenda items shall be backed by

comprehensive notes from the relevant member / invitee. Agenda papers, as

far as practicable, shall be circulated at least three days prior to the meeting.

Divisional CEO:

The Divisional CEO shall function as the Chief Operating Officer with executive

responsibility for day-to-day operation of the Divisional business, and shall

provide leadership to the Divisional Management Committee in its task of

executive management of the Divisional business.

Though the first six decades of the Company's existence were primarily

devoted to the growth and consolidation of the Cigarettes and Leaf Tobacco

businesses, the Seventies witnessed the beginnings of a corporate

transformation that would usher in momentous changes in the life of the

Company.

In 1975 the Company launched its Hotels business with the acquisition of a hotel in Chennai which

was rechristened TTC-Welcomgroup Hotel Chola. The objective of ITC's entry into the hotels business

was rooted in the concept of creating value for the nation. ITC chose the hotels business for its

potential to earn high levels of foreign exchange, create tourism infrastructure and generate large

scale direct and indirect employment. Since then ITC's Hotels business has grown to occupy a position

of leadership, with 44 owned and managed properties spread across India. It also has a marketing and

reservation arrangement with the Sheraton Corporation, the reputed international hotel chain.

In 1979, ITC entered the Paperboards business by promoting ITC

Bhadrachalam Paperboards Limited, which today has become the market

leader in India. Bhadrachalam Paperboards amalgamated with the Company

effective March 13, 2002 and became a Division of the Company,

Bhadrachalam Paperboards Division. In November, 2002, this division merged

with the Company's Tribeni Tissues Division to form the Paperboards &

Specialty Papers Division. ITC's paperboards' technology, productivity, quality

and manufacturing processes are comparable to the best in the world. It has

also made an immense contribution to the development of Sarapaka, an

economically backward area in the state of Andhra Pradesh. It is directly

involved in education, environmental protection and community development.

In 1985, ITC set up Surya Tobacco Co. in Nepal as a joint venture with the

reputed Soaltee group. In August 2002, Surya Tobacco became a subsidiary of

ITC Limited. Its name was changed to Surya Nepal Private Limited (Surya

Nepal).

In 1990, ITC acquired Tribeni Tissues Limited, a specialty paper manufacturing

company and a major supplier of tissue paper to the cigarette industry. The

merged entity was named the Tribeni Tissues Division (TTD). To harness

strategic and operational synergies, TTD was merged with the Bhadrachalam

Paperboards Division to form the Paperboards & Specialty Papers Division in

November, 2002.

Also in 1990, leveraging its agri-sourcing competency, ITC setup the

International Business Division (IBD) for export of agri-commodities. The

Division is today one of India's largest exporters.

Recently, ITC's Packaging & Printing business has launched a line of high

quality greeting cards under the brand name 'Expressions'. ITC has also

entered the Lifestyle Retailing business with the Wills Sport range of

international quality relaxed wear for men and women. ITC has spun off its

information technology business into a wholly owned subsidiary, ITC InfoTech

India Limited, to more aggressively pursue emerging opportunities in this area.

ITC is a board-managed professional company, committed to creating enduring

value for the shareholder and for the nation. It has a rich organizational culture

rooted in its core values of respect for people and belief in empowerment. Its

philosophy of all-round value creation is backed by strong corporate

governance policies and system. ITC's corporate strategies are aimed at

matching its core capabilities with market opportunities to produce superior

shareholder value.

The key corporate strategies are:

• Continue to focus on the core businesses of Cigarettes &

Tobacco, Hotels, and Packaging & Paperboard.

• Ensure that each of its businesses meets the three criteria of

sustainability, namely Market Standing, Profitability and Internal Vitality. Exit

from businesses which do not meet these criteria within an agreed time frame.

• Ensure that each business is internationally competitive in the Indian global

market.

• Create distributed leadership within the organization by nurturing talented

and focused top management teams for each of the businesses.

• Institute and practice a system of corporate governance appropriate to

ITC's character and constitution. Such a system of governance must achieve a

wholesome balance between the need for executive freedom for management

and the requirement of a frame work for effective accountability.

• Secure the future growth of the Company by creating new businesses

which leverage the strength of its core competencies, residing in various

businesses.

ITC pioneered the cultivation and development of Cigarette Tobaccos in India.

For the last 90 years, its Indian Leaf Tobacco Development Division has

worked closely with farmers to grow quality cigarette tobaccos. It is the largest

buyer, processor and exporter of cigarette tobaccos in India.

ITC buys nearly 40 per cent of all cigarette type tobaccos grown in India. It has

a team of experienced and highly skilled buyers and classifiers who source

tobaccos to exacting customer specifications. It has been India's single largest

integrated source of quality tobaccos for customers in 37 countries over the last

six decades.

ITC maintains a large inventory of quality tobaccos, making it a "One-Stop-

Shop" for Indian cigarette tobaccos. This strategic policy insulates customers

from crop fluctuations. ITC's comprehensive and sophisticated R&D facilities

cover all aspects of cultivation, processing and packing. Thus, ITC's value

proposition to its customers is timely delivery of quality tobaccos at competitive

prices.

ITC's Green Leaf Processing plants at Anaparti and Chirala in Andhra Pradesh,

the tobacco belt of India, are among the best in the world. State-of-the-art

technology, including sophisticated quality controls, enables ITC to process and

deliver 100 million kgs of high quality tobaccos per annum. These factories are

supported with in-house warehousing which are benchmarked to international

standards to guarantee hygiene and infestation control.

ITC's quality emanates from its strategy of intimate involvement with the

tobacco farmers in India. Through technology and knowledge transfer, ITC

enables the Indian tobacco farmer to adopt best practices.

ITC’s Cigarettes business has won numerous awards for its quality,

environmental management systems and product excellence:

The Kolkata, Bangalore and Saharanpur factories have received the ISO

14001 accreditation for their environmental management systems. The

Munger and Bangalore factories have received the prestigious Sword of

Honour Award from the British Safety Council for highest standards of

safety.

The Munger and Bangalore factories have been bestowed with the

National Safety Award, UK and the Gold Award from ROSPA (Royal

Society for Prevention of Accidents), UK.

All cigarettes factories have ISO 9002 quality certification. ITC's Tobacco

Technology Centre at Peenya, Bangalore has the distinction of being the

first independent R&D centre in India to get ISO 9001 accreditation.

The Kolkata factory has won the Rajeev Gandhi National Quality Award

(Best in Eastern Region) for 1998.

The Kolkata factory is the first among cigarette factories in the world to

be awarded the ISO 14001 certification.

The first 10 units in the world to bag the Social Accountability (SA 8000)

certification.

Retail visionary of the Year from Images, India's only fashion and retail trade

magazine.

ITC Chairman Y C Deveshwar has received several honors over the years.

Notable among them are:

Year Award2001 Manager Entrepreneur of the Year from Ernst & Young

1998 Honorary Fellowship from the All India Management Association

1996 Distinguished Alumni Award from NT, Delhi

1994 Marketing Man of the Year from A&M, the leading marketing

magazine

1986 Meridien Hotelier of the Year

ITC's corporate website, www.itcportal.com, has received numerous accolades

for excellence of design, graphics and visuals and for its informative, well-

presented and easy-to-access content.

An Introduction

Meaning of research Research in common parlance refers to a search for knowledge.

One can also define research as a scientific and systematic search for pertinent information as a

specific topic. In fact, research is an are of scientific investigation. The Advanced Learner’s

Dictionary of Current English lays down the meaning of research as “a careful investigation or

inquiry specially through search for new facts in any branch of knowledge.”Redman and Mory

define research as a “systematized effort to gain new knowledge.” Some people consider

research as movement, a movement from the known to the unknown. It is actually a voyage of

discovery. We all possess the vital instinct of inquisitiveness makes us probe and attain full and

fuller understanding of the unknown. This inquisitiveness is the mother of all knowledge and

the method, which man employs for obtaining the knowledge of whatever the unknown, can be

termed as research.

Research is an academic activity and as such the term should be used in a

technical sense. According to Clifford Woody research comprises defining and redefining

problems, formulating hypothesis or suggested solutions; collecting, organizing and evaluating

data; making deductions and reaching conclusions; and at last carefully testing the conclusions

to determine whether they fit the formulating hypothesis. D.Slesinger and M Stephenson in the

encyclopedia of Social Sciences define research as “ the manipulation of things, concepts or

symbols for the purpose of generalizing to extend, correct or verify knowledge, whether that

knowledge aids in construction of theory or in the practice of an art” Research is , thus, an

original contribution to the existing stock of knowledge making for its advancement. It is

pursuit of truth with the help of study, observation , comparison and experiment. In short, the

search for knowledge through objective and systematic method of finding solution to a

problem is research. The systematic approach concerning generalization and the formulation of

a theory is also research. As such the term’ research refers to the systematic method consisting

of enunciating the facts and reaching certain conclusions either in the form of solutions(s)

towards the concerned problem or in certain generalizations for some theoretical formulation.

METHODOLOGY TO BE USED

The methodology refers to the techniques and methods needed for systematic Study of any

problem. In a business concern generally two different techniques are used for the study.

These techniques are questionnaire and interview. In the comparison of WILLS & GOLD

FLAK. One of these two techniques frequently adopted by me was interview, which was more

suitable in the study.

Interview was face-to-face interaction between the investigator and respondent. These

techniques help the interviewer to look in to into inner life of the respondent. In addition to it's

subjective as well as objective problems can be studied through the interview techniques.

The interviewing techniques are applied in different ways. In case the interviewer goes to the

field with a list of proposed questions and on the basis of this list of question he collected

responses this type of interview is called "Structure Interview".

DATA COLLECTIION METHOD

In this study the collection process, some structural approach has been adopted in which list of

the question were specified in the form of a questionnaire.

Questionnaire has been major tool for the data collection in our study .The main objective of

our questionnaire is to get the information about cigarette which the consumer currently

smokes.

ANALYSIS

Different variables such as quality satisfaction level and brand loyalty have been analyzed

considering consumer priorities, it's clear that the most of the consumer prefer quality product

and second priority to the price of the product. The third priority is given to the availability; the

consideration is given to the brand loyalty. The last most consideration is given to the solder

ability problem.

SAMPLE SIZE - 200

SAMPLE PLACE - LUCKNOW

RESEARCH TYPE - DISCRIPTIVE & EXPLORATIVE

MARKETING FUCTIONS

The most widely accepted classification of marketing function is given by Clark and Clark

which is given below

Marketing_________________________________________

Factions Functions of Facilitating

Exchange Physical supplies Function

1. Buying and 1. Transportation 1. Financing

Assembling 2. Storage or 2.Risktaking

2.Selling and Warehousing 3.Standardisation

Dividing or grading

4. Market

Information

A new list of marketing functions has recently been adopted to suit the changed concept of

marketing. These functions are:

1.Contractual - Searching of buyers and sellers.

2.Merchandising - the fitting of goods to market.

3. Pricing - the selection of price to induce customers

to Good.

4.Propaganda - the creation of customers.

S.Pysical Distribution - the transporting and storing of goods.

How Marketing Bridges the gaps between Producers and consumers

Gap How marketing bridges theSpace: - Assembly, transportation and

Distribution.

Time: - Storage, financing and risk

Taking.

Perception (knowledge):- Communication mass media

Ownership: - Customer contact, Termination of

Sale.

Value: - Price, terms of sale.

Thus, in order to satisfy consumer's products must be made available to consumers in the right

form, on the right time, at the right place and in the right manner. The very existence of

business lies in this process. Marketing performs this process.

DATA COLLECTION

It would not be wrong to say that the data collection act like blood in today's competitive world

big business houses and even small collect information about why their expected product failed

or succeed and just remained under average. A business organization can do this thigh by the

collection of information from the general public, which is technically termed as data

collection.

In today's world each industry set up its own different department, which is concern with the

collection of data, which may be by means of:

(l) Questionnaire

(2) Interview

(3) Scheduling

Now each of this method is explain as under.

QUESTIONNAIRE:

It is the most frequently used method of data collection. In this method a sequences of question

are prepared to collect the information from the prospective customer. The sequences of

question should be easy to difficult so that the customer find it easy to answer. In questionnaire

a set of question is printed on paper and is posted to customer.

SCHEDULING :

In scheduling a special person is appointed for this purpose and he him self goes to the

prospective customer and ask him the questions with eye-to-eye contact. This method is more

flexible because answer can be analysis on the spot.

INTERVIEW:

It is the most traditional used method for the collection of the information there is a room in

which there is only one interviewer and one interviewee. Interviewer asks the question, which

are not preplanned, and record the information.

In my project I have to find out the comparative market share of WILL'S & GOLD FLAKE in

market for this I have a Questionnaire, which includes questions like:

(1) Which brand of cigarette you smoke? (2)Why do you prefer it?

With all these and more questions we find out how many consumers are smoking wills and

how many smoking gold flake cigarette and why consumers prefer particular brand.

My method of data collection was the combination of questionnaire and interview, because the

customer fills the questionnaire and I deal with the person face to face so it is the combination

of both.

SOCIAL RESPONSE:

Well it's not all that easy to do work or to do your own work done through others, when we

talked to the consumers about his smoking brand they strictly refused. Some are easily give

information about his smoking, some thing that I may take their secret information and some is

so rude that we have to be very patience at some place but it was experience of life.

1. Pictorial representation of the market shares of Wills & Gold flake and its competitor:

INTERPRETATION:

In the Above figure the most of consumer used the Wills brand (52%), & the no.

of users of Gold Flake is 22% & the others 26% are used to others brands.

2. Pictorial representation of the market shares of Wills & Gold flake and its competitor

INTERPRETATION:

The maximum no. of share is on Wills, and in the 2nd position is the others brand & the

3rd position is Gold Flake.

In my project I have to find out the comparative market share of WILL'S & GOLD FLAKE in

market for this I have a Questionnaire, which includes questions like:

(1) Which brand of cigarette you smoke? (2)Why do you prefer it?

With all these and more questions we find out how many consumers are smoking wills and

how many smoking gold flake cigarette and why consumers prefer particular brand.

My method of data collection was the combination of questionnaire and interview, because the

customer fills the questionnaire and I deal with the person face to face so it is the combination

of both.

Well it's not all that easy to do work or to do your own work done through others, when

we talked to the consumers about his smoking brand they strictly refused. Some are easily give

information about his smoking, some thing that I may take their secret information and some is

so rude that we have to be very patience at some place but it was experience of life.

LIMITATIONS OF THE STUDY

Marketing has continuous process in any company. Marketing alone can't build up brand

loyalty. Marketing is only supplementary devices to find the market for the product.

Like wise the researcher during the course of his research project training has to complete his

study under the following limitations: ~

TIME: The time constraints the research from being extensive and elaborate as in a though

task to complete the study in a vast area of Grater noida.

FINANCE: The research being not a professional one was not adequately finance by the

company hence the researcher has to complete his study with limited finance.

HEAT: Excessive heat of the peak summer comes in the way of smooth functioning of the

study.

BIASNESS: Biasness on account of respondent was the most complicated factor that might

have restricted the result from being accurate.

CONCLUSION

My report making on this particular project is a mirror, which clear the picture of

cigarette smoker of wills and gold flake. The main objective of this particular report is to give a

practical training to the students who are under going MBA courses. And with this way the

respective companies carry: out their work through the trainee's. My survey makes it clear the

share of wills and gold flake market and which particular cigarette is more in demand and why

the consumer prefer it. There is certain problem, which is faced by me at the time of survey.

It would not be wrong to say that it is difficult to survive in the consumer, because my

experience of this survey is such. It is not difficult to convince people but some time there rude

behavior is such that we have to maintain my petitions. Some of the consumers feel the I have

waste their time and they don't want to waste their time with me so they don't want to talk me.

There are also some points to be improved in me also. Good communication to

convince them, must have good physical health and stamina so that we can work or do survey

for long period of time continuously, liveliness quality should be there because when you are

get refused from consumers, you should not loose heart and try for next consumer . On the

basis of present data and its analysis, the comparative percentage of Wills & Gold flake:

(a) WILLS 52%

(b) GOLD FLAKE 22%

(c) OTHER 26%

As for as the result of this research project is concern the both product of ITC, WILLS &

GOLD FLAKE are being used frequently. But I found Wills is consumed more by consumer

because the test & quality of Wills are batter then Gold flake. On the other hand the

advertisement of wills attracts more people in comparison of Gold flake.

So, I suggest ITC that to improve sales of gold flake in comparison of Wills must improve the

test & quality of Gold flake. And also suggest that ITC must improve the advertisement of

Gold flake in comparison to Wills.

Website—www. itc portal.com

Company profile

C.B.Gupta (TATA & Mac Hills)

KOTLER

BUSINESS WORLD

Name : ...............................................

Age :.................................................

Sex :

(l) Do you smoke?

Yes No

(2) Which Brand of cigarette you smoke?

ITC other

(3) If ITC then which ITC brand ?

Wills Gold Flak Other

(4) Why do prefer it ?

Adventism Attractive packaging

Easy availability Taste

Price Other

(5) How many times do you have smoke?

Once a day Twice a day

Once a week other

Suggestions:

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Signature