A study on the problems of international marketing of ceramic sanitary wares with special reference to Muthoot APT Ceramics LTD.
Top of Form
Bottom of Form
A STUDY ON THE PROBLEMS OF INTERNATIONAL MARKETING
OF CERAMIC SANITARY WARES WITH SPECIAL REFERENCE TO
MUTHOOT APT CERAMICS LTD.
BY
ZIBY CHERRY PHILIPS
A Dissertation / Thesis submitted in partial fulfillment of the
requirements for the degree of
MASTER OF BUSINESS ADMINISTRATION of
CSM Institute of Graduate Studies, USA
TASMAC
Training and Advanced Studies in Management and Communications,
C-2, SHARDARAM PARK, 37/37-A, SASSOON ROAD, PUNE - 411 001
998
CHAPTER-1
NATURE OF THE
STUDY
CONTENTS CHAPTER - 1
TOPIC PAGE NO.
Background and aspects of the problem----------------------------- 3
Purpose of the study --------------------------------------------------- 7
Statement of the Hypothesis ------------------------------------------ 9
Rationale ----------------------------------------------------------------10
Definition of Technical terms & Acronyms -------------------------------11
Scope of the study ------------------------------------------------------------12
Outline of remaining chapters -----------------------------------------------13
Background and aspects of the problem
Direction of Indian Exports
(April - November1995)
The survey indicates the entry of two new nations in the Indian top 20 buyers' list, namely Indonesia and Spain. Indonesia closed in as fourteenth as exports surged by 131.8% while Spain was ranked as number eighteenth as Indian exports increased by 57.8%.
Rank
Rank Apr-Nov'95
Country
Exports ($million)
% Change
01
01
US
3613.4
3.3
02
02
Japan
390.5
2.3
03
04
UK
289.9
24.2
04
03
Germany
236.2
8.6
05
05
Hong Kong
172.7
32.1
06
06
UAE
876.8
1.5
07
07
Belgium
697.5
22.0
08
09
Russia
688.3
44.9
09
1
Bangladesh
670.7
94.2
0
08
Italy
639.8
25.4
1
0
Singapore
506.9
09.0
2
3
Netherlands
453.8
41.7
3
2
France
451.2
33.8
4
-
Indonesia
344.5
31.8
5
4
Saudi Arabia
308.6
6.0
6
5
Thailand
300.3
25.8
7
8
S.Korea
246.4
24.5
8
-
Spain
245.8
57.8
9
6
Australia
243.8
09.6
20
7
Srilanka
237.8
0.3
The researcher has understood from preliminary research that there is a sizeable market for ceramic sanitary ware in the International market. The Indian players are afforded a great deal of assistance in marketing their products abroad. However, the performance of Indian players in the export scenario is unimpressive.
This study sets out to find out what exactly are the reasons for the dismal performance on Indian players in the international market.
Purpose of the study
The volume of world merchandise exports grew by 9.5 per cent in 1997, the second highest rate in more than two decades with the exception of 1994 when trade expanded by 10 per cent. The U.S., Germany, Japan, France and U.K. are the leading exporters in that order. India only ranks 31st in the world with an export share of less than one percent in world exports.
It is abundantly clear that there is a great export market waiting to be tapped but it goes without saying that the sailing is not easy. The performance of India has been lackluster but is soon picking up. The purpose of the study is to find out the performance of Muthoot APT Ceramics Ltd., an Export Oriented Unit (EOU) situated in Cochin Export Processing Zone (CEPZ), Kakkanad, Cochin, in terms of its exports and their first hand feel of the global market. The Plant exports Ceramic Sanitary wares and allied products and has a tie up with Advanced Product Technology of Britain for technology transfer.
The study focuses at international trade from the viewpoint of Muthoot APT Ceramics Ltd. The activities of the EOU can spread light on the problems faced by the concern or the lack of it, in the global market.
The results of the study can help in better understanding the concept of international trade and in improving the efficacy and circumventing the problems in marketing the products. It goes without saying that some of the problems experienced by export units are common to other industries as well.
There is a serious lack of good information regarding the exports in the sanitary ware industry. Basic information provided in the trade yearbooks of each country lacks consistency in the degree of detail of information provided. Therefore it is difficult to develop a clear picture of world trade in ceramic sanitary ware and all those involved in future market planning would surely benefit from more orderly and timely information. The following points are considered for the study -
* Some relevant aspects of world trade today.
* India's performances in the most important export markets.
* The future price implications.
* India's supply
* Need for adequate demand stimulation program.
* Some aspects of market accessibility.
The study would also throw light on the market influences viz., socio-economic factors, structure of the sanitary ware market in terms of import and distribution system, packaging, price level, Government regulations and legislation in terms of input quotas, taxation, and safety measures. Furthermore, the study will also focus on the quality requirements of the ceramic sanitary ware industry.
Statement of the Hypothesis
Once the selection and definition of the problem have been accomplished, the derivation of the hypothesis is the most important step in the research process.
Etymologically hypothesis is made up of two words, "hypo" (less than) and "thesis", which mean less than or less certain than a thesis. It is the presumptive statement of a proposition or a reasonable guess, based upon the available evidence, which the researcher seeks to prove through his study.
The hypothesis is a powerful tool in research process to achieve dependable knowledge. It helps the researcher to relate theory to observation and observation to theory.
The null hypothesis of the present study is:
" The Indian exporters are not able to match foreign technology and quality of ceramic sanitary ware available in the international market".
The existence of a large international market for ceramic sanitary ware has been established. Therefore, the reasons for the lackluster performance of the Indian players need to be looked into.
RATIONALE
The study is based on a ceramic sanitary ware exporter based in Cochin Export Processing Zone, Kakkanad. The researcher feels that the outcome of the study will provide a positive influence on emerging exporters as well as a refreshing study for the old timers.
The study seeks to provide an impartial and unbiased study of the ceramic industry. The study is conducted in a professional manner using scientific tools. As the researcher is an outsider, it is possible that he is able to pin point certain aspects that were overlooked by those in the industry.
It is hoped that the matter researched will be of importance to the Company as well as the industry in the form of a reference tool. The recommendations of the researcher will also give an insight into the untapped markets.
Definition of Technical terms & Acronyms
Ceramics: Making of pots, tiles, sanitary wares etc., by shaping pieces of clay and baking them until they are hard.
Mold: A hollow container of a particular shape into which some soft substance is poured, so that when the substance becomes cool or hard, it takes this shape.
Sanitary fittings: such as lavatories and bidets
Kiln: box shaped heating apparatus for baking pots or bricks for drying wood.
Ceramics: may be defined as any inorganic, nonmetallic solids processed or used at high temperatures.
Scope of the study
The use of market research is reasonably widespread. The implications may be listed as follows:
a. It ascertains the position of a company in the ceramic sanitary ware industry.
b. It provides a birds eye-view of the ceramic sanitary ware industry as a whole.
c. The study provides an idea of the growth prospects of the sanitary ware industry, the factors influencing it, and the trends in the industry.
d. The study mentions the factors favorable to Indian players.
e. It helps in assessing and enhancing the effectiveness of marketing management.
f. It can reduce the risk involved in marketing management.
g. It offers guidance in market penetration and increasing product range.
h. It pinpoints strengths and weaknesses of the Company and the Indian ceramic sanitary industry.
Outline of remaining chapters
Chapter 2 is titled Review of Related Literature. The chapter deals with the industrial background of the study, and the theoretical aspects of the study. The profile of Muthoot Apt Ceramics is also mentioned.
Chapter 3 is titled Research Design and Methodology. The problem and hypothesis is discussed. There is a detailed description of the research design. The methodological assumptions and limitations are stated. The chapter summary provides a gist of the matter contained in the chapter.
Chapter4 is titled Sources of Data. Primary data, secondary data and the sampling procedure adapted for the study is explained in great detail. The target population, size of sample and the type of sampling technique used is explained along with the constraints and limitations of the sampling procedure.
Chapter 5 is titled Presentation of Tabulated Data. This chapter concerns the process of taking completed questionnaires and preparing them foe analysis. Raw data as they are received from the field in primary data collection are in no condition for interpretation. Tabulated data is one step towards making this data intelligible.
Chapter 6 is titled Analysis of data and interpretation. The tabulated data is analyzed and interpreted in this chapter. The primary data is transformed into meaningful information. The researcher is able to make conclusive findings from the analysis carried out here.
Chapter 7 is titled Results of the Study. The chapter deals with the findings of the study. The problem researched is studied and the outcome of the study is explained in detail. The hypothesis is tested and its acceptance or rejection is mentioned. In case the null hypothesis is rejected, then the alternative hypothesis is accepted.
Chapter 8 is titled Summary. The chapter provides a summary of the tabulation undertaken in chapter 5.
Chapter 9 is titled Conclusion. The chapter explains in detail the conclusions reached after the study. It provides in a nutshell the results of the entire study undertaken.
Chapter 10 is titled Recommendations. Based on the study the researcher offers recommendations to the Company in specific and the industry in general. These recommendations are based on the findings of the study and may help the Company in designing its marketing strategies.
Chapter 11 is titled Appendix. The appendix contains the blank questionnaire as well as other relevant information. It contains additional information.
Chapter 12 is titled Bibliography. The bibliography gives details regarding the materials researched for the study. A list of all written materials used for the study is included here.
CHAPTER - 2
REVIEW OF RELATED
LITERATURE
CONTENTS OF CHAPTER - 2
TOPIC PAGE NO.
Industrial Background of the study--------------------------------------II-2
Theoretical Background of the study ------------------------------------II-7
The Company - A Profile -----------------------------------------------II-12
Chapter Summary -------------------------------------------------------II-20
Industrial Background of the study
The ceramic industry has become competitive and players have understood the importance of constant innovation and state of the art technology to stay in the race. Well-proven machinery provided by manufacturers with long experience is preferred. The enormous range of designs and sizes permit utmost freedom of choice for each individual scheme.
Unstable demand at home and contracting markets abroad create strong downward pressure on unit sales prices and profits. The ceramic industry is highly sensitive to signs of political and economic uncertainty.
In 1996, most of the Building Materials Division companies saw the dollar value of their unit sales prices decline as a result of increasing competition in their domestic and international markets
An important development has been the establishment of marketing and distribution companies in Germany, the UK and, most recently, the US. By maintaining close contact with consumer groups and key distributors in the main export markets, the companies have ensured that they keep abreast with changing demand trends.
Strengthening the Customer Reach by expanding service coverage to include all of the company's products and create brand synergy, will further strengthen its position in the retail and distribution market.
Sharp rise in revenues is possible from successful export strategy, which seeks to increase the share of processed materials in its
Export mix.
Investments
Fully mechanized casting lines, defect-minimizing robots and energy-saving kilns can improve the plant's production flexibility and sharply raise its international competitive edge. Installation of CAD/CAM department, can also improve the productivity, as shown by the Turkish ceramic manufacturers
The Turkish company, EYAP-Artema's investments in 1996 were focused on improving production quality, flexibility and speed as well as on easing bottlenecks. In 1996, the company invested $4.5 million in modernization and expansion of its casting, buffering and polishing processes and installed CAD/CAM, MRPII, and automatic inventory systems. These improvements have made it one of the foremost players in the whole world.
Another development in the industry is the establishment of flexible and modern production lines that facilitate customized orders of premium products.
EYAP-Vitra , a Turkish firm has capacity to manufacture over 2 million big pieces per year, making it one of the single largest ceramic sanitary ware plants worldwide. Continual investments in advanced technology have sought to ensure EYAP-Vitra's international competitive edge through higher productivity, greater flexibility and improved quality. It was the first to adopt electrostatic glazing and to set up a fully automatic fettling and glazing line. With the plant's new fully-mechanized casting lines producing one unit every 20 minutes as compared to the usual 6-8 hours, its average worker productivity is roughly two times the industry average.
In addition to its large and flexible production capacity, one of EYAP-Vitra's key strengths is its high standards of quality. EYAP-Vitra was the first Turkish ceramic sanitary ware producer to be certified to ISO 9001 standards as well as to all the major standards of the European Union and North American markets. In 1996, the company received the prestigious quality certificate of the Ceramic Industry Certification Scheme.
Some well-known sanitary ware manufacturers and their product range: (International scenario)
Cisal Far East Office
Bathroom accessories
Conic Collection
Faucet
Connell Bros. Company (Hong Kong) Limited
Full range of sanitary wares
Dachong Ceramic Works Limited
Full range of sanitary wares
Dah Chong Hong Limited
Full range of sanitary wares, faucet, bathroom accessories, sink
Deacon & Company Limited
full range of sanitary wares, synthetic sinks
Dreyer & Company Limited
faucet, stainless steel urinals and sinks
Dynasty Industries (Hong Kong) Limited
full range of sanitary wares, elderly and disable sanitary wares, faucet, shower cubicle,
Euro Building Material Supplies Limited
sanitary wares
FIE Company Limited
bathroom accessories
Fitness Concept Leisure Supplies Limited
full range of sanitary wares
FRP (Hong Kong) Limited
full range of sanitary wares
German Kitchen (China) Limited
full range of sanitary wares, bathroom accessories and sink
Gloss Mind Industries Limited
jacuzzi
Grohe Pacific Pte. Limited
faucet
Hang Fat Hong
bathroom accessories
Hendler Seaporcel (Hong Kong) Limited
full range of sanitary wares
Hoechst China Limited
full range of sanitary wares
Honest Shower Door Company Limited
Bathroom accessories, shower door and cubicle
Honnin International Limited
bathroom accessories
In Bath Equipment Limited
full range of sanitary wares
Inchcape Building Products
full range of sanitary wares
Interform International Limited
bathroom accessories
Jardine Engineering
full range of sanitary wares, faucet, sensor flushing system
Jets Technics Limited
toilet cubicles
Jibpool Building Materials Limited
full range of sanitary wares
Key Technologies International Limited
washroom accessories
Kung Sheung International Company Limited
full range of sanitary wares, bathroom accessories
Lawdion (Regent Asia) Building Supplies Limited
bathroom accessories, jacuzzi, hotel hair dryer, shower door
Lemon Glass (MWAG) Company Limited
full range of sanitary wares, faucet, bathroom accessories, sink,
shower cubicle
Lock's Industrial (Hong Kong) Company Limited
shower cubicle, stainless steel washroom equipment, auto soap
dispenser and air fresher
Luen Hing Hong Building Materials Limited
full range of sanitary wares, faucet, sink
Main Plan Limited
bathroom accessories
Markway International Limited
full range of sanitary wares, bathroom accessories, hand dryer
Ming Hop Company Limited
hydromassage, shower cubical
Moflex (Hong Kong) Limited
full range of sanitary wares
Naka Corporation Hong Kong Branch
toilet cubicle and partitions, bathroom handrail , toilet handrail for
handicap
P & A Engineering Limited
jacuzzi
Parks Supplies Company Limited
toilet and shower cubicle
Polytek Building Supplies Limited
full range of sanitary wares
Portfolio Group Limited
faucet
Radnor Limited
stainless steel sink, trough and urinal
Regal Sanitaries Limited
full range of sanitary wares
Rontiff Limited
full range of sanitary wares
Sanitus Building Materials Limited
bathroom fittings and accessories, sanitary wares
Sellmax Limited
toilet and shower cubicle
Shougang Concord Construction Materials Limited
full range of sanitary wares
Siu Fung Ceramic Holdings Limited
full range of sanitary wares
Sun Kwong Bath Boutique Limited
full range of sanitary wares, faucet, shower door
Sunwall International Company
full range of sanitary wares
Swire Engineering
full range of sanitary wares, faucet
Titan International Limited
bathroom accessories
USC Asia Limited
full range of sanitary wares
Wideland Limited
faucet, water massage
William Jacks & Company (Hong Kong) Limited
full range of sanitary wares
Few Indian Ceramic Sanitary Ware Manufacturers
(as hosted on the internet)
INDIA (+91)
COMPANY: BRISK INTERNATIONAL (P) LTD
ADDRESS: 1101, Arunachai Building 19, Barakhamba Road. New Delhi - 110 001,India
TEL: 91-11-3723134 to 38 FAX: 91-11-3721607/3731994
TELEX: 031-61791 BRSK IN
ACTIVITIES/PRODUCTS: Brokers for: Designer Sanitaryware glazed Tiles - Coloured, Printed and Artistic Collection,
Designer Bathroom fittings - Chrome, gold & Silver plated, powder coated in matching colors. Stainless Steel Kitchen Sinks, Cement Asbestos Corrugate/ Flat Sheets, GI/SSW/PVC Pipes & fittings, Bath Tubs, Shower Trays, Water Tanks, Plywood, Decorative laminates, MDF & Partition Boards, Flush Doors, Vinyl Flooring, Float & Sheet Glass etc.
INDIA (+91)
COMPANY: DHAWAN SANITARY UDYOG
ADDRESS: T-29/N-4, Baljeet Nagar, Opp. Janta Park, New Delhi - 110008 INDIA
TEL : (91)-(11)-5728270 (R) 91-11-3267974 (O)
Bottom of Form
A STUDY ON THE PROBLEMS OF INTERNATIONAL MARKETING
OF CERAMIC SANITARY WARES WITH SPECIAL REFERENCE TO
MUTHOOT APT CERAMICS LTD.
BY
ZIBY CHERRY PHILIPS
A Dissertation / Thesis submitted in partial fulfillment of the
requirements for the degree of
MASTER OF BUSINESS ADMINISTRATION of
CSM Institute of Graduate Studies, USA
TASMAC
Training and Advanced Studies in Management and Communications,
C-2, SHARDARAM PARK, 37/37-A, SASSOON ROAD, PUNE - 411 001
998
CHAPTER-1
NATURE OF THE
STUDY
CONTENTS CHAPTER - 1
TOPIC PAGE NO.
Background and aspects of the problem----------------------------- 3
Purpose of the study --------------------------------------------------- 7
Statement of the Hypothesis ------------------------------------------ 9
Rationale ----------------------------------------------------------------10
Definition of Technical terms & Acronyms -------------------------------11
Scope of the study ------------------------------------------------------------12
Outline of remaining chapters -----------------------------------------------13
Background and aspects of the problem
Direction of Indian Exports
(April - November1995)
The survey indicates the entry of two new nations in the Indian top 20 buyers' list, namely Indonesia and Spain. Indonesia closed in as fourteenth as exports surged by 131.8% while Spain was ranked as number eighteenth as Indian exports increased by 57.8%.
Rank
Rank Apr-Nov'95
Country
Exports ($million)
% Change
01
01
US
3613.4
3.3
02
02
Japan
390.5
2.3
03
04
UK
289.9
24.2
04
03
Germany
236.2
8.6
05
05
Hong Kong
172.7
32.1
06
06
UAE
876.8
1.5
07
07
Belgium
697.5
22.0
08
09
Russia
688.3
44.9
09
1
Bangladesh
670.7
94.2
0
08
Italy
639.8
25.4
1
0
Singapore
506.9
09.0
2
3
Netherlands
453.8
41.7
3
2
France
451.2
33.8
4
-
Indonesia
344.5
31.8
5
4
Saudi Arabia
308.6
6.0
6
5
Thailand
300.3
25.8
7
8
S.Korea
246.4
24.5
8
-
Spain
245.8
57.8
9
6
Australia
243.8
09.6
20
7
Srilanka
237.8
0.3
The researcher has understood from preliminary research that there is a sizeable market for ceramic sanitary ware in the International market. The Indian players are afforded a great deal of assistance in marketing their products abroad. However, the performance of Indian players in the export scenario is unimpressive.
This study sets out to find out what exactly are the reasons for the dismal performance on Indian players in the international market.
Purpose of the study
The volume of world merchandise exports grew by 9.5 per cent in 1997, the second highest rate in more than two decades with the exception of 1994 when trade expanded by 10 per cent. The U.S., Germany, Japan, France and U.K. are the leading exporters in that order. India only ranks 31st in the world with an export share of less than one percent in world exports.
It is abundantly clear that there is a great export market waiting to be tapped but it goes without saying that the sailing is not easy. The performance of India has been lackluster but is soon picking up. The purpose of the study is to find out the performance of Muthoot APT Ceramics Ltd., an Export Oriented Unit (EOU) situated in Cochin Export Processing Zone (CEPZ), Kakkanad, Cochin, in terms of its exports and their first hand feel of the global market. The Plant exports Ceramic Sanitary wares and allied products and has a tie up with Advanced Product Technology of Britain for technology transfer.
The study focuses at international trade from the viewpoint of Muthoot APT Ceramics Ltd. The activities of the EOU can spread light on the problems faced by the concern or the lack of it, in the global market.
The results of the study can help in better understanding the concept of international trade and in improving the efficacy and circumventing the problems in marketing the products. It goes without saying that some of the problems experienced by export units are common to other industries as well.
There is a serious lack of good information regarding the exports in the sanitary ware industry. Basic information provided in the trade yearbooks of each country lacks consistency in the degree of detail of information provided. Therefore it is difficult to develop a clear picture of world trade in ceramic sanitary ware and all those involved in future market planning would surely benefit from more orderly and timely information. The following points are considered for the study -
* Some relevant aspects of world trade today.
* India's performances in the most important export markets.
* The future price implications.
* India's supply
* Need for adequate demand stimulation program.
* Some aspects of market accessibility.
The study would also throw light on the market influences viz., socio-economic factors, structure of the sanitary ware market in terms of import and distribution system, packaging, price level, Government regulations and legislation in terms of input quotas, taxation, and safety measures. Furthermore, the study will also focus on the quality requirements of the ceramic sanitary ware industry.
Statement of the Hypothesis
Once the selection and definition of the problem have been accomplished, the derivation of the hypothesis is the most important step in the research process.
Etymologically hypothesis is made up of two words, "hypo" (less than) and "thesis", which mean less than or less certain than a thesis. It is the presumptive statement of a proposition or a reasonable guess, based upon the available evidence, which the researcher seeks to prove through his study.
The hypothesis is a powerful tool in research process to achieve dependable knowledge. It helps the researcher to relate theory to observation and observation to theory.
The null hypothesis of the present study is:
" The Indian exporters are not able to match foreign technology and quality of ceramic sanitary ware available in the international market".
The existence of a large international market for ceramic sanitary ware has been established. Therefore, the reasons for the lackluster performance of the Indian players need to be looked into.
RATIONALE
The study is based on a ceramic sanitary ware exporter based in Cochin Export Processing Zone, Kakkanad. The researcher feels that the outcome of the study will provide a positive influence on emerging exporters as well as a refreshing study for the old timers.
The study seeks to provide an impartial and unbiased study of the ceramic industry. The study is conducted in a professional manner using scientific tools. As the researcher is an outsider, it is possible that he is able to pin point certain aspects that were overlooked by those in the industry.
It is hoped that the matter researched will be of importance to the Company as well as the industry in the form of a reference tool. The recommendations of the researcher will also give an insight into the untapped markets.
Definition of Technical terms & Acronyms
Ceramics: Making of pots, tiles, sanitary wares etc., by shaping pieces of clay and baking them until they are hard.
Mold: A hollow container of a particular shape into which some soft substance is poured, so that when the substance becomes cool or hard, it takes this shape.
Sanitary fittings: such as lavatories and bidets
Kiln: box shaped heating apparatus for baking pots or bricks for drying wood.
Ceramics: may be defined as any inorganic, nonmetallic solids processed or used at high temperatures.
Scope of the study
The use of market research is reasonably widespread. The implications may be listed as follows:
a. It ascertains the position of a company in the ceramic sanitary ware industry.
b. It provides a birds eye-view of the ceramic sanitary ware industry as a whole.
c. The study provides an idea of the growth prospects of the sanitary ware industry, the factors influencing it, and the trends in the industry.
d. The study mentions the factors favorable to Indian players.
e. It helps in assessing and enhancing the effectiveness of marketing management.
f. It can reduce the risk involved in marketing management.
g. It offers guidance in market penetration and increasing product range.
h. It pinpoints strengths and weaknesses of the Company and the Indian ceramic sanitary industry.
Outline of remaining chapters
Chapter 2 is titled Review of Related Literature. The chapter deals with the industrial background of the study, and the theoretical aspects of the study. The profile of Muthoot Apt Ceramics is also mentioned.
Chapter 3 is titled Research Design and Methodology. The problem and hypothesis is discussed. There is a detailed description of the research design. The methodological assumptions and limitations are stated. The chapter summary provides a gist of the matter contained in the chapter.
Chapter4 is titled Sources of Data. Primary data, secondary data and the sampling procedure adapted for the study is explained in great detail. The target population, size of sample and the type of sampling technique used is explained along with the constraints and limitations of the sampling procedure.
Chapter 5 is titled Presentation of Tabulated Data. This chapter concerns the process of taking completed questionnaires and preparing them foe analysis. Raw data as they are received from the field in primary data collection are in no condition for interpretation. Tabulated data is one step towards making this data intelligible.
Chapter 6 is titled Analysis of data and interpretation. The tabulated data is analyzed and interpreted in this chapter. The primary data is transformed into meaningful information. The researcher is able to make conclusive findings from the analysis carried out here.
Chapter 7 is titled Results of the Study. The chapter deals with the findings of the study. The problem researched is studied and the outcome of the study is explained in detail. The hypothesis is tested and its acceptance or rejection is mentioned. In case the null hypothesis is rejected, then the alternative hypothesis is accepted.
Chapter 8 is titled Summary. The chapter provides a summary of the tabulation undertaken in chapter 5.
Chapter 9 is titled Conclusion. The chapter explains in detail the conclusions reached after the study. It provides in a nutshell the results of the entire study undertaken.
Chapter 10 is titled Recommendations. Based on the study the researcher offers recommendations to the Company in specific and the industry in general. These recommendations are based on the findings of the study and may help the Company in designing its marketing strategies.
Chapter 11 is titled Appendix. The appendix contains the blank questionnaire as well as other relevant information. It contains additional information.
Chapter 12 is titled Bibliography. The bibliography gives details regarding the materials researched for the study. A list of all written materials used for the study is included here.
CHAPTER - 2
REVIEW OF RELATED
LITERATURE
CONTENTS OF CHAPTER - 2
TOPIC PAGE NO.
Industrial Background of the study--------------------------------------II-2
Theoretical Background of the study ------------------------------------II-7
The Company - A Profile -----------------------------------------------II-12
Chapter Summary -------------------------------------------------------II-20
Industrial Background of the study
The ceramic industry has become competitive and players have understood the importance of constant innovation and state of the art technology to stay in the race. Well-proven machinery provided by manufacturers with long experience is preferred. The enormous range of designs and sizes permit utmost freedom of choice for each individual scheme.
Unstable demand at home and contracting markets abroad create strong downward pressure on unit sales prices and profits. The ceramic industry is highly sensitive to signs of political and economic uncertainty.
In 1996, most of the Building Materials Division companies saw the dollar value of their unit sales prices decline as a result of increasing competition in their domestic and international markets
An important development has been the establishment of marketing and distribution companies in Germany, the UK and, most recently, the US. By maintaining close contact with consumer groups and key distributors in the main export markets, the companies have ensured that they keep abreast with changing demand trends.
Strengthening the Customer Reach by expanding service coverage to include all of the company's products and create brand synergy, will further strengthen its position in the retail and distribution market.
Sharp rise in revenues is possible from successful export strategy, which seeks to increase the share of processed materials in its
Export mix.
Investments
Fully mechanized casting lines, defect-minimizing robots and energy-saving kilns can improve the plant's production flexibility and sharply raise its international competitive edge. Installation of CAD/CAM department, can also improve the productivity, as shown by the Turkish ceramic manufacturers
The Turkish company, EYAP-Artema's investments in 1996 were focused on improving production quality, flexibility and speed as well as on easing bottlenecks. In 1996, the company invested $4.5 million in modernization and expansion of its casting, buffering and polishing processes and installed CAD/CAM, MRPII, and automatic inventory systems. These improvements have made it one of the foremost players in the whole world.
Another development in the industry is the establishment of flexible and modern production lines that facilitate customized orders of premium products.
EYAP-Vitra , a Turkish firm has capacity to manufacture over 2 million big pieces per year, making it one of the single largest ceramic sanitary ware plants worldwide. Continual investments in advanced technology have sought to ensure EYAP-Vitra's international competitive edge through higher productivity, greater flexibility and improved quality. It was the first to adopt electrostatic glazing and to set up a fully automatic fettling and glazing line. With the plant's new fully-mechanized casting lines producing one unit every 20 minutes as compared to the usual 6-8 hours, its average worker productivity is roughly two times the industry average.
In addition to its large and flexible production capacity, one of EYAP-Vitra's key strengths is its high standards of quality. EYAP-Vitra was the first Turkish ceramic sanitary ware producer to be certified to ISO 9001 standards as well as to all the major standards of the European Union and North American markets. In 1996, the company received the prestigious quality certificate of the Ceramic Industry Certification Scheme.
Some well-known sanitary ware manufacturers and their product range: (International scenario)
Cisal Far East Office
Bathroom accessories
Conic Collection
Faucet
Connell Bros. Company (Hong Kong) Limited
Full range of sanitary wares
Dachong Ceramic Works Limited
Full range of sanitary wares
Dah Chong Hong Limited
Full range of sanitary wares, faucet, bathroom accessories, sink
Deacon & Company Limited
full range of sanitary wares, synthetic sinks
Dreyer & Company Limited
faucet, stainless steel urinals and sinks
Dynasty Industries (Hong Kong) Limited
full range of sanitary wares, elderly and disable sanitary wares, faucet, shower cubicle,
Euro Building Material Supplies Limited
sanitary wares
FIE Company Limited
bathroom accessories
Fitness Concept Leisure Supplies Limited
full range of sanitary wares
FRP (Hong Kong) Limited
full range of sanitary wares
German Kitchen (China) Limited
full range of sanitary wares, bathroom accessories and sink
Gloss Mind Industries Limited
jacuzzi
Grohe Pacific Pte. Limited
faucet
Hang Fat Hong
bathroom accessories
Hendler Seaporcel (Hong Kong) Limited
full range of sanitary wares
Hoechst China Limited
full range of sanitary wares
Honest Shower Door Company Limited
Bathroom accessories, shower door and cubicle
Honnin International Limited
bathroom accessories
In Bath Equipment Limited
full range of sanitary wares
Inchcape Building Products
full range of sanitary wares
Interform International Limited
bathroom accessories
Jardine Engineering
full range of sanitary wares, faucet, sensor flushing system
Jets Technics Limited
toilet cubicles
Jibpool Building Materials Limited
full range of sanitary wares
Key Technologies International Limited
washroom accessories
Kung Sheung International Company Limited
full range of sanitary wares, bathroom accessories
Lawdion (Regent Asia) Building Supplies Limited
bathroom accessories, jacuzzi, hotel hair dryer, shower door
Lemon Glass (MWAG) Company Limited
full range of sanitary wares, faucet, bathroom accessories, sink,
shower cubicle
Lock's Industrial (Hong Kong) Company Limited
shower cubicle, stainless steel washroom equipment, auto soap
dispenser and air fresher
Luen Hing Hong Building Materials Limited
full range of sanitary wares, faucet, sink
Main Plan Limited
bathroom accessories
Markway International Limited
full range of sanitary wares, bathroom accessories, hand dryer
Ming Hop Company Limited
hydromassage, shower cubical
Moflex (Hong Kong) Limited
full range of sanitary wares
Naka Corporation Hong Kong Branch
toilet cubicle and partitions, bathroom handrail , toilet handrail for
handicap
P & A Engineering Limited
jacuzzi
Parks Supplies Company Limited
toilet and shower cubicle
Polytek Building Supplies Limited
full range of sanitary wares
Portfolio Group Limited
faucet
Radnor Limited
stainless steel sink, trough and urinal
Regal Sanitaries Limited
full range of sanitary wares
Rontiff Limited
full range of sanitary wares
Sanitus Building Materials Limited
bathroom fittings and accessories, sanitary wares
Sellmax Limited
toilet and shower cubicle
Shougang Concord Construction Materials Limited
full range of sanitary wares
Siu Fung Ceramic Holdings Limited
full range of sanitary wares
Sun Kwong Bath Boutique Limited
full range of sanitary wares, faucet, shower door
Sunwall International Company
full range of sanitary wares
Swire Engineering
full range of sanitary wares, faucet
Titan International Limited
bathroom accessories
USC Asia Limited
full range of sanitary wares
Wideland Limited
faucet, water massage
William Jacks & Company (Hong Kong) Limited
full range of sanitary wares
Few Indian Ceramic Sanitary Ware Manufacturers
(as hosted on the internet)
INDIA (+91)
COMPANY: BRISK INTERNATIONAL (P) LTD
ADDRESS: 1101, Arunachai Building 19, Barakhamba Road. New Delhi - 110 001,India
TEL: 91-11-3723134 to 38 FAX: 91-11-3721607/3731994
TELEX: 031-61791 BRSK IN
ACTIVITIES/PRODUCTS: Brokers for: Designer Sanitaryware glazed Tiles - Coloured, Printed and Artistic Collection,
Designer Bathroom fittings - Chrome, gold & Silver plated, powder coated in matching colors. Stainless Steel Kitchen Sinks, Cement Asbestos Corrugate/ Flat Sheets, GI/SSW/PVC Pipes & fittings, Bath Tubs, Shower Trays, Water Tanks, Plywood, Decorative laminates, MDF & Partition Boards, Flush Doors, Vinyl Flooring, Float & Sheet Glass etc.
INDIA (+91)
COMPANY: DHAWAN SANITARY UDYOG
ADDRESS: T-29/N-4, Baljeet Nagar, Opp. Janta Park, New Delhi - 110008 INDIA
TEL : (91)-(11)-5728270 (R) 91-11-3267974 (O)