IN COMPANY TRAINING REPORT

ON

“B2B MARKETING AND DEVELOPING MARKETING

STRATEGIES FOR AIRFIL SOLUTIONS PVT.LTD”

AIRFIL SOLUTIONS PVT.LTD

SUBMITTED IN THE PARTIAL FULFILLMENT OF THE REQUIREMENT OF BACHELOR

OF BUSINESS ADMINISTRATION (BBA)

GURU JAMBHESHWAR UNIVERSITY OF SCIENCE & TECHNOLOGY, HISAR

TRAINING SUPERVISOR SUMBITTED BY

SAHIL GANGWANI

Enrollment No.

SESSION 2009-2012

GURU JAMBHESHWAR UNIVERSITY OF SCIENCE & TECHNOLOGY,

HISAR-125001

STUDENT DECLARATION

This is to certify that the project Report entitled “B2B

Marketing and developing strategies for Airfoil Solutions

Pvt.Ltd “is my original work and this has not been submitted

in part or full to this or any other university/institution

for the award of any degree or diploma.

NAME:

ENROLMENT NO.:

ACKNOWLEDGEMENT

I would like to thank my project guide Mr. Mr. Apporva Garg

always for guiding me through my summer internship and

research project. His encouragement, time and effort are

greatly appreciated.

I would like to thanks Mr. Dinesh Passi for supporting me

during this project and providing me an opportunity to learn

outside the class room. It was a truly wonderful learning

experience.

I would like to dedicate this project to my parents. Without

their help and constant support this project would not have

been possible.

Lastly I would like to thank all the respondents who offered

their opinions and suggestions through the survey that was

conducted by me in Always

SAHIL GANGWANI

CONTENTS Page Number

Chapter 1 - Introduction

1.1. Overview of Industry as a whole - #

1.2. Profile of the Organization - # -

- Origin

- Achievements

- Mission & Vision

-Future Plans

- Products

- Organization Structure

-Competitors

-S.W.O.T

1.3 Conceptual discussion - # -

Chapter 2 - Objective & Methodology

2.1. Objectives of the Study

2.2. Scope of the Study

2.3. Significance of the study - # -

2.4. Research Methodology - # -

2.5. Limitations of the Study

Chapter 3 - Data Analysis & Interpretation

Chapter 4 - Findings

Chapter 5 - Recommendations

Annexure

Bibliography Questionnaire   

INTRODUCTION:-                            

1.1 OVERVIEW OF INDUSTRY AS A WHOLE

Clean room industry is a vast industry serving almost every

other industry present in the market. As now a days it the

mandatory to regulate the environment as per the WHO and GMP

norms and so as to control the contamination and to deliver

the quality product, the clean room product is mandatory for

all, and so it is being the basic requirement and the backbone

of almost all the industry so as to survive in the market and

to deliver the quality product.

Cleanroom technology is crucial to the global plans of both

pharmaceutical and biotechnology companies. 

The desire to deliver products of a consistently high quality

and credibility, has made quality control and quality

assurance a 'must have' for the pharmaceutical and

biotechnology industries. Among the many initiatives that

pharma industry took to comply with all international norms,

implementation of cleanroom technology may top the charts.

Organisations like the US Food and Drug Administration (FDA)

have formulated very stringent protocols for cleanroom

operations. Managing cleanrooms is not an easy task. Slight

irregularity in monitoring this vastly technical science could

well be a matter of life or death for the end user. However,

implementation of cleanroom technology is not an easy

operation. There are many dos and don'ts that will decide

cleanroom technology like cost of implementation, its

efficiency, the level of cleanroom requirement in a particular

project etc.

The clean room is a modern phenomenon. Although the origins of

clean room design and management go back for more than 150

years and are rooted in the control of bacterial infection in

hospitals, the need for clean environment for industrial

manufacturing led to the modern clean room in 1950s. clean

room are needed because people, production machinery and the

building structure all generate contamination, people and

machinery produce millions of particles and conventional

building can break up as well as ‘outgas’ chemical

contamination. A clean room controls the disperation of all

this potential contamination to allow manufacturing to be

carried out in a clean environment so that the correct quality

and reliability of the product is achieved, and, in case of

health care product the patient is not harmed.

Now a day’s clean room in used in every industry, so as to

reduce the contamination and to deliver finest product quality

wise. It is now a day the basic need of every industry.

Principle functions

Amidst stringent regulatory requirements pharma and biotech

companies have been forced to upgrade their product quality

and standards. Cleanrooms help them in a great way to achieve

this particular goal. Ajay Mehta, Director, GMP Technical

Solutions, says, "In biotech and pharma industries, cleanrooms

are used when it is necessary to ensure an environment free of

bacteria, viruses, or other pathogens. In addition, the

temperature and humidity may be controlled. GMP provides its

customers all such data and information at the conceptual

stage of the project." He adds, "Four fundamental rules apply

to clean rooms. First, contaminants must not be introduced

into the controlled environment from the outside. Second, the

apparatus within the controlled environment must not generate

or otherwise give rise to contaminants (for example as a

result of friction, chemical reactions, or biological

processes). Third, contaminants must not be allowed to

accumulate in the controlled environment. Fourth, existing

contaminants must be eliminated to the greatest extent

possible, and as rapidly as possible."

The definition provided broadly summarises the principle

functions of clean rooms. He says, "Cleanroom standard ISO

14644-1 specifies a ' A room in which the concentration of

airborne particles is controlled, and which is constructed and

used in a manner to minimise the introduction, generation, and

retention of particles inside the room and in which other

relevant parameters, for example, temperature, humidity, and

pressure, are controlled as necessary."

For successful cleanroom operations

Building a cleanroom is a complex exercise. Particulate count

by different standards decides the cleanliness of cleanrooms.

The particulate level has to be such that it will not affect

sterility of the product in any way. Presence or absence of

both viable and non-viable particles is detriment of

successful cleanroom operations. It enumerates some of the

crucial arrangements made to achieve successful cleanroom

operation:

a) The room is supplied with high quantities of HEPA filtered

air into the room. The resulted high room air changes, dilute

and remove the particles and microbial contaminates that are

released by personnel or the operating machinery.

b) The room construction is such that the enclosure material

does not emit or generate particles and could be easily

cleaned. Usually material like modular metal panels is used

for walls and ceiling while flooring could be of Vinyl or

epoxy. These components are brought together to form a

monolithic surface avoiding any cracks and crevices.

c) The operating personnel will have clothing and covering

like gloves, head mask to contain and minimise the dispersion

of particles and microbial into the room.

d) The room is pressurised to prevent the dirty air from

entering the room.

And finally

e) The operators are fully trained with regards to their

behaviour within the controlled area.

Expensive task

Cleanrooms guarantee high standards of product. However,

setting up the cleanrooms is an expensive task. Though bigger

players in the market can afford to invest huge sums, smaller

players are not always in a position to step into their 'big

brother's' shoes. This scenario is a challenge to cleanroom

designers who can greatly reduce cleanroom implementation as

well as operational costs. Patil feels that the optimisation

of the design of HVAC considering energy saving concepts is

necessary. Selection of equipment based on the requirements

matters most. Optimal utilisation of equipments and

accessories to control the energy and maintenance costs will

also make a big difference.

cleanrooms are not only very expensive to build and but are

also expensive to operate. Usually the user/ buyer spends

extensive time in keeping the initial construction cost to the

minimum without giving a second thought to the running and

operating cost. This cost can be a substantial chunk when

considered through the life of the plant. An experienced

cleanroom designer would normally have to study the type of

application and use their experience in selecting proper

classification and appropriate air changes. Over design

obviously works but it is like using eight tyres on your car."

"As the cost of cleanroom operations increases, management of

this space becomes a critical task. The state of cleanliness

can only be maintained through a deliberate programme of

training, personnel monitoring, proper gowning, cleaning and

sanitization, process controls and environmental monitoring.

One of the most important parameters in cleanroom HVAC design

is room differential pressure. It is easily understood that by

maintaining positive pressure over its adjacent space, the

infiltration of less clean air into a cleanroom is minimized,"

According to cleanroom service providers can and do go beyond

providing robust cleanrooms with energy wise operating system.

They are perfectly capable of providing the necessary

certification and validation documents in order to meet

various cGMP regulatory requirements.

In addition they need to cooperate with the user in keeping

the system in validated mode by maintaining and certifying the

system on regular basis. "It's well established that sterile

dosage forms became commercially viable due to Klenzaid's

introduction of Laminar Flow and Dehydrogenation technologies.

That put India on the international map. Cleanroom providers

have helped provide these affordable and fully supportable

technologies to Indian companies who have been able to

consequently produce products at lower costs and on par with

the western world"

The final goal of cleanroom is to exclude the external

environment. It is imperative to ensure that cleanrooms are

put up in such a way that upon completion they stick to all

regulatory requirements. Indian cleanroom service providers

are indeed doing so.

This trend will only grow in the coming future and cleanroom

service providers."Indian cleanroom providers have helped /

provided an indigenization of the requirements that at one

time were the sole domain of international consultants and

cleanroom providers.

1.2 PROFILE OF THE AIRFIL SOLUTIONS PVT.LTD

Airfil Clean Room Systems Pvt. Ltd. Is a reputed and

established name in India in the realm of Cleanroom Equipments

manufacturing and service provider, Airfil pride their selves

in providing the best technical services available by most

cost-effective solutions. Airfil additionally, with

manufacturing capabilities, can provide replacement and

upgrade for all type of clean room equipments required for all

levels of clean room environment.

Airfil are the well known providers of complete cleanroom

solution under the single roof. Airfil is in continuous

development of its products to meet the changing technical

demands in the market. Airfil is also in the race to fulfil

the needs of domestic market and simultaneously expand its

brand name.

Airfil engineers and field service technicians are factory

trained in all aspects of tests, certification and validation

of air filtration devices. Depth of experience ensures a quick

and economical solution to all your contamination control

requirements.

Airfil started its operation under the name of Airfil

Solutions for the past six years, and in a short span of 6

years Airfil has achieved a lead position and commissioned

more than 50 cleanroom project and served more than 80 Reputed

organizations. Airfil enjoys the association with prominent

and prestigious clients like, Themis Pharma, Teva Pharma,

Mankind Pharma, Max Hospital, Tirupati Medicare, who are few

amongst the valued patron.

Airfil is sound and capable enough to execute projects of any

capacity, be it a small or mega size project that fetches full

attention. And also Airfil can offer the most modern and

contemporary equipments with complete warranty, operation and

planned preservative maintenance as cost effective, economical

and ergonomical solutions to suit the clients requirements.

Clean room industry is a vast industry serving almost every

other industry present in the market. As now a days it the

mandatory to regulate the environment as per the WHO and GMP

norms and so as to control the contamination and to deliver

the quality product, the clean room product is mandatory for

all, and so it is being the basic requirement and the backbone

of almost all the industry so as to survive in the market and

to deliver the quality product.

Clean room makes aseptic processing possible. FDA prefers

parenterals to be terminally sterilized, but when that is not

possible with out affecting the product, the agency allows

aseptic processing in lieu of terminal sterilization. When a

medical product is ingested, any living organism in the drug

may die before reaching the body’s defence mechanism such as

saliva and stomach acid. Parenterals, however, bypass some of

these mechanisms and must therefore be manufactured under

clear conditions. Airborne particles need to be controlled to

reduce the possibility of contamination.

Clean room can be very large. Entire manufacturing facility

can be contained with in clean room with factory floor

covering thousands of square meters. They are used extensively

in semiconductor manufacturing, biotechnology, the life

sciences automobile lightning manufacturing, nano technology

and other fields that are very sensitive to environment

contamination.

The air entering a cleanroom from outside is filtered to

exclude dust, and the air inside is constantly recirculated

through high efficiency particulate air (HEPA) and/or ultra

low particulate air (ULPA) filters to remove internally

generated contaminants.

Staff enter and leave through airlocks , and wear protective

clothing such as hats, face masks, gloves, boots and

coveralls.Equipment inside the cleanroom is designed to

generate minimal air contamination. Even

specialized mops and buckets exist. Cleanroom furniture is

also designed to produce a minimum of particles and to be easy

to clean.

Common materials such as paper, pencils, and fabrics made from

natural fibers are often excluded; however, alternatives are

available. Cleanrooms are notsterile and more attention is

given to airborne particles. Particle levels are usually

tested using a particle counter.

Some cleanrooms are kept at a positive pressure so that if

there are any leaks, air leaks out of the chamber instead of

unfiltered air coming in.

Some cleanroom equipment are necessary to

prevent electrostatic discharge (ESD) problems.

Low-level cleanrooms may only require special shoes, ones with

completely smooth soles that do not track in dust or dirt.

However, shoe bottoms must not create slipping hazards (safety

always takes precedence). Entering a cleanroom usually

requires wearing a cleanroom suit.

In other cleanrooms, in which the standards of air

contamination are less rigorous, the entrance to the cleanroom

may not have an air shower. There is an anteroom (known as a

"gray room"), in which the special suits must be put on, but

then a person can walk in directly to the room.

Some manufacturing facilities do not use fully classified

cleanrooms, but use some cleanroom practices together to

maintain their cleanliness requirements.

Market overview for Airfil Clean Room Systems Pvt. Ltd. With respectto work process

MISSION AND VISION

Vision

To be the leader in the field of skill development in clean

room industry

Mission

To be a Learning and Development organization that imparts

practical and theoretical quality knowledge for the skill

development of the employed and unemployed thus upgrading

their employable skills to make them capable professionals

ORGANISATIONAL STRUCTURE

Marketing Department

The Marketing Department is responsible for creating a

“customer pull” for AIRFIL SOLUTIONS products. The main

functions of this department are:

Advertising research

Product Advertising and Promotion

Corporate Advertising

Formulating Corporate Identify Guidelines

Organizing sales training for dealers

Organizing exhibitions and rallies

Developing Socially Relevant Campaigns

Providing Support to dealers on advertising, promotion

and showroom up-gradation.

Regional Offices of Airfil Solution in India:-

In order to manage the sales and service network, AIRFIL

SOLUTIONS has divided the country into five regions, which

are further into territories. It has five Regional Offices

located in Delhi, Bombay, Calcutta, Chennai and Chandigarh and

Area Offices located at Lucknow, Hyderabad & Mumbai.

Each dealership operated in one territory, but does not have

exclusive selling rights in the territory. The dealer is

expected to service the entire territory through his

dealership.

The Regional Offices (RO) has the primary responsibility of

managing, monitoring and supporting the network in a region.

The RO has field staff for sales and services. A Regional

Manager (RM) heads each RO. The sales staff has primary

responsibility for all sales related issues, and report to RM.

The services engineering’s look after the workshops in the

region, and report to the Regional Service Representative

(RSR).

Sales & Dispatch Department

The sales & Dispatch department (S&D) is responsible for the

logistics of the sales function. The main areas of work in the

department, relevant to domestic dealers are described. Each

group of functions is assigned to a cell.

PRODUCTS

DISPENSING BOOTH:-

AIRFIL equipment is used for dispensing of powder and to

minimize the risk of contaminating the work zone and ensures

health safety for a person working with chemicals / powder.

This equipment is based on the recirculation of air. This

ensures that the cloud formed by the material dispensed, is

sucked in a natural pattern of movement and arrested through

Pre-Filters. The air is then supplied back at the work zone

through HEPA (Minipleat Filters). After the initial cycles, we

achieve class 100 hazard proof laminar movement of air and

handling of material.

SAMPLING BOOTH

Sampling booths are

designed to give

mixed air flow

stream for product, operator and environmental protection and

used to control the hazardous emissions of dust powder during

powder sampling process. 0.3 micron downward air stream

deflects air-borne dust away from the operator breathing zone

which is caused in handling operation. Dust particle available

is being filtered at three levels of filtration prior to being

circulated back to the booths air stream. For filling,

refilling, weighing & sampling of Raw material & Components

LAMINAR FLOW BENCH

Laminar Flow Station provides an economical work environment

that exceeds the most stringent contamination requirements in

the pharmaceuticals, biotech, electronics and semiconductor

industries. Powerful filter/blower filter/fan modules provide

a back-to-front laminar flow of filtered air across the work

surface. The adjustable multi-speed, direct-drive blower lets

you adjust air speed to meet your requirements. It also

provides an industry-best low noise level.

o Horizontal

o Vertical

LAMINAR FLOW (CEILING SUSPENDED)

AIRFIL made ceiling suspended LAF units are designed to provide

working area of up-to class 100 free from airborne particles.

The unit is ideal where clean air is required to protect the

product from particular contamination. The main HEPA filter is

installed with seals under negative pressure to prevent

leakage into the clean air zone. Generally ceiling suspended

LAF units are hanged from ceiling and used over working areas

like washing areas in pharma industries, conveyor belts in

various electronic and injectable plants and also over some

machines where laminar flow and clean air of class 100 is

required.

DYNAMIC PASS BOX

AIRFIL pass thru air locks minimize entry of contaminants into

the clean room by providing a means for pick-up and delivery

of products and supplies without personnel entry. Productivity

is increased because clean room personnel remain clean and on-

the-job, delivery personnel and contaminants remain outside.

o Adaptable to new construction or existing facilities.

o Fully-hinged, gasket-equipped, clear acrylic doors,

hung left or right, provide easy access and complete

visibility.

o Reinforced construction provides heavy-duty services

and extended life.

o Electro - Magnetic door interlock system.

o UV lamp.

o Solid SS 304 construction.

o Custom sizes and designs.

STATIC PASS BOX / HATCH BOX

AIRFIL pass thru air locks minimize

entry of contaminants into the

clean room by providing a means for

pick-up and delivery of products

and supplies without personnel

entry. Productivity is increased

because clean room personnel remain

clean and on-the-job, delivery

personnel and contaminants remain

outside.

AIR SHOWERS

Air Showers are self

contained chambers installed at entrances to cleanrooms and

other controlled environments. They minimize particulate

matter entering or exiting the clean space. Personnel and

materials entering or exiting the controlled environment are

scrubbed by high velocity HEPA-filtered air jets with

velocities of 20-22m/s (4000-4300fpm). Contaminated air is

then drawn through the base within the unit, filtered and

recirculated. Cleanroom Applications: the greatest source of

particulate contamination in a cleanroom is the operator . Air

showers are installed between change areas and the cleanroom.

The air shower enhances cleanroom

operating protocol by serving as a

reminder to all operators that

they are entering a controlled

environment.

BIOLOGICAL SAFETY CABINETS

Biological Safety Cabinets are partly recirculating laminar

airflow enclosures with high efficiency particulate air (HEPA)

filtration of exhaust air and

an air barrier at the work

opening. HEPA- filtered

vertical laminar airflow which is

recirculated in the work zone

creates an ultra- clean work

environment for product

protection. An air barrier between

the operator and the work zone is

maintained by a flow of room air

into a full width grille in the work opening.

GARMENT CUBICLES

Garment Storage Cabinets provide the premium solution to meet

your garment storage needs while making a positive

contribution to maintaining the cleanliness of your controlled

cleanroom environment. Cleanroom garments can accumulate

particulate contamination during storage and between laundry

washes, which in turn may lead to lower product yields and

increased product quality issues. These cabinets are equipped

with a blower and a HEPA filter in a fully contained enclosure

constructed of powder-coated steel sheets, which will not shed

particles or contaminate the environment of your cleanroom

CLEAN AIR TENT

CleanAirTent works by creating a positive pressure inside of a

tent that will 100% prevent contaminated outside air from

entering your clean environment within. In case of a terrorist

attack you will still have a few minutes to erect the tent and

place your children, your spouse and yourself into it. A

quiet, but powerful high-tech blower will pump clean, sterile

air inside the tent, keeping all contaminants without. Germs

or deadly radioactive dust will be filtered out by a special

filter combination that provides absolutely sterile, particle-

free air.

FAN FILTER UNIT

Fan Filter Unit(FFU) is

air cleaning

equipment to supply purified air to the clean room for

manufacturing semiconductor , liquid crystal, pharma etc.

Cleanair™ Fan Filter Units are self-contained, motorized

Supply Air Modules equipped with either HEPA or ULPA filters.

Our FFU's can be used in either horizontal or vertical flow

positions, wherever clean air is needed. The clean air fan

filter module includes a fan shroud, a fan/motor mount, a

centrifugal fan, a fan motor, and a HEPA filter, the fan

shroud having an air inlet and two inclined ends, the

fan/motor mounted below the air inlet on the fan/motor mount,

the centrifugal fan blowing air radially towards the fan

shroud, the HEPA filter constituting the air outlet.Fan Filter

unit is generally used to supply purified air to the clean

room for manufacturing semiconductor, liquid crystal, etc. The

installation space is the system ceiling grid. For a large

clean room, the number of required FFU is from several hundred

to several thousands.

PREFABRICATED MODULAR PANEL

A prefabricated modular panel, comprising a framework that

includes a plurality of lattices, with a lattice of the

plurality of lattices comprising a first elongated member and

a second elongated member that are spaced apart and juxtapose

laterally parallel, forming an axial length of the lattice.

Further included is a third member substantially transversally

oriented at an angle along the axial length of the lattice,

with the third member coupling the first elongated member with

the second elongated member to form the lattice, with the

plurality of lattices forming the framework. The pluralities

of lattices are coupled with one another in parallel by a

solidified filler material forming a single piece, unitary

modular panel.

Prefabricated PUF panels are specifically designed for

applications that require efficiency and hygiene. These panels

are packed with high density foam to ensure perfect

insulation. We offer world-class panels with standard

accessories making sure that the complete system is air-tight,

hygienic, highly energy-efficient and built for lifetime use

as is a durable product.

These are some industry specific examples:

Hospitality

Pharma Industries

Dairy/Ice Cream

Horticulture

Special Needs

FILTERS

AIRFIL CLEAN ROOM SYSTEM promises our customers with quality

and most fitting portfolio for any customer. Thus we are also

involved with various renowned multi-national companies for

filters.

o From the wide range of filters here are some which we

are providing to our customers with provev efficiency.

o Pre Filters (efficiency 90% down to 5µ

o Micro-vee Filters

o HEPA Filters (efficiency 99.97% down to 0.3µ

o Mini-Pleat Filters efficiency 99.997% down to 0.3µ

CLEAN ROOM FURNITURES

Vital everyday cleanroom furniture can go through

transformations and revolutions as designers and engineers

seek to create aesthetic, functional and ergonomic equipment

that will make the lives of all operatives easier, safer and moresecure. Airfil Cleanroom furniture is the highest quality and the

cleanest furniture in the industry. Many companies have a line of

cleanroom products because they already have stainless steel

production capabilities. Airfil furniture is designed and

manufactured by cleanroom professionals, this is all we do. If

anyone want cleanroom furniture built to the very high standard.

Clean room furniture incuding, cleanroom tables, gowning benches,

desiccator cabinets and clean room cabinets.

ACHIEVEMENTS

Airfil Clean Room Systems Pvt. Ltd., the company providing

complete manufacturing solutions has been serving the market

for the past 6 years and had grown its reputation to the

extent, it has just cracked two giant order of about 2 crore

jointly with the pharmaceutical giants AKUMS and TEVA, Airfil

won a price and certificate for its excellent work and

reputation from joint board of clean room equipments, and is

associated to many of the giants of the industry as Bluestar ,

segicofim (Italy), dwyer, American Filters etc.

Airfil has been awarded the Syrian project on turnkey basis

which includes conceptual design, basic engineering, detailed

engineering, supply of fill finish machines, sterile vessels

with magnetic stirrers , transfer piping with complete

automation right from charging, filtration and holding to the

filling buffer tank, programmed cip system to work without any

manual intervention, laminar flow units flushed to the

ceiling, autoclaves, inner walls in sandwich modular clean

room paneling system , heating ventilation and air-

conditioning with complete building management system

automation for temperature, relative humidity and pressure.

The scope also includes complete utility piping for purified

water, water for injection, pure steam, compressed air,

nitrogen storage and distribution system along with

Installation, validation and commissioning the entire plant. 

Asia Pharmaceutical Industries (API) is one of the pioneering

distinctive pharmaceutical companies in asia, which produces

about 300 pharmaceutical products. Its product range includes

pharmaceutical generic categories like hormones, sterile

injectables and recently the biotech products starting with

insulin. All products are designed as accurately optimised

facilities that conform to the current norms specified by the

international regulatory agencies, namely, the US FDA, Modern

Humanities Research Association (MHRA) of UK (and consequently

EU), Therapeutic Goods Administration (TGA) of Australia, etc.

AKUMS Drugs and Pharmaceuticals handed over its project on a

turnkey basis to Airfil among six international bidders for

Design, Planning, Supply and Execution of a Solid Dosage

Pharmaceutical Plant in Haridwar, Akums drugs is the biggest

drug manufacturer in India. It provides basic drugs and

medical equipment to people in developing countries. Action

Medeor is also involved in fighting the poverty-related and

tropical diseases HIV/Aids, tuberculosis and malaria,

particularly in Africa. The scope of work for the pharma unit

in AKUMS includes the entire gamut of work – from complete

interior works to HVAC supply and installation to production

equipment to service, maintenance and environmental safeguards

and warranty.

"Airfil is committed to providing total solutions in the area

of pharmaceutical & biotechnology facility design

and execution. We have been designing and constructing

sophisticated clean rooms for pharma companies for several

years

Airfil Clean Room Systems Pvt. Ltd. is in the business of

manufacturing innovative products for the pharmaceutical

sector, with internationally acclaimed and certified

technology. With an array of products to choose from and an

extensive marketing reach, Airfil has made its presence felt

in India and now the Middle East markets.

Brands attached with:

SAGICOFIM, ITALY

EBM NADI

BLOW TECH

GE MOTORS

SEPFILL FILTERS

DOLLINGER, GERMANY

RECENT PROJECTS

• MANKIND PHARMA

• THEMIS

• TEVA PHARMA

• WINDLAS Health care

• WINDLAS Biotech

• NITIN LIFE SCIENCE

• NITIN PHARMA

• APOLLO HOSPITAL

• MAX HOSPITAL

• FORTIS HOSPITAL

• INTAS

• TIRUPATI MEDICARE

• NEOLITE ZKW Pvt .Ltd.

• AKUMS DRUGS

FINANCIAL POSITION OF LAST 5 YEARS :-

Airfil has achieved great heights in respect to market shareas from the past 5 years it has gained its reputation in themarket and is serving many of the giants in the market list.

As per the statistics the Pi-Chart is as under

With Airfil acquiring 13% of the total Indian market, fab techacquiring 20% of the market where as champharma acquires about5% and all others are with 62%

Balance sheet of airfil solution  Mar ' 11 Mar ' 10 Mar ' 09 Mar ' 08 Mar ' 07

Sources of funds

Owner's fund

Equity share capital 113.01 113.01 113.01 90.41 70.41

Share application money - 0.57 - - -

Preference share capital - - - - -

Reserves & surplus 1,582.65 1,353.64 1,172.59 1,051.81 653.56

Loan funds

Secured loans - - - - -

  Mar ' 11 Mar ' 10 Mar ' 09 Mar ' 08 Mar ' 07

Unsecured loans 29,721.08 23,011.52 18,092.33 15,156.12 12,239.21

Total 31,416.74 24,478.74 19,377.92 16,298.34 12,963.17

Uses of funds

Fixed assets

Gross block 501.38 274.26 241.28 203.82 168.47

Less : revaluation reserve 151.62 18.07 18.41 18.77 -

Less : accumulated depreciation 144.54 121.73 104.96 91.07 78.88

Net block 205.22 134.47 117.91 93.99 89.59

Capital work-in-progress - - - - -

Investments 8,923.77 7,155.61 6,075.20 4,572.22 3,430.13

Net current assets

Current assets, loans & advances 584.74 415.30 284.11 248.55 268.47

Less : current liabilities & provisions 961.52 706.27 730.18 745.24 656.90

Total net current assets -376.77 -290.96 -446.06 -496.69 -388.43

Miscellaneous expenses not written - - - - -

Total 8,752.22 6,999.12 5,747.05 4,169.52 3,131.29

COMPETITORS:-

Some major competitors of airfil solution pvt. Ltd. are:-

Fabtech:- With more than 13 years of experience and a continuous investment in R&D, Fabtech is pleased to provide equipment that can bring advanced levels of protection to those who work with potentially hazardous and toxic materials. Our continuousgrowing products like Sampling booth, Dispensing booth, Vertical Laminar Air flow booths, Sterilizing Tunnels, Modular partition, Bio safety Cabinet & containment enclosures offer the highest level of operator and product protection within the industry, usedparticularly to suit many stringent applications.

Chempharm: - Started with a small manufacturing of Hepafilters facility with 20 resources. Manufacturing ofClean room equipments like Air showers / Pass box /Laminar flow etc.Company moved into turnkey projectsbusiness for clean rooms with low side refrigerationsystem.Specialized team was created for validations ofclean room. Turnkey systems team was expanded with Highside refrigeration / Air-conditioning. Started offeringStructural systems for the clean room turnkeyIn-houseteam for electrical Designs for our turnkey system wasformed.Started Offering Projects for Hospitals forModular OT / ICU and CCU. Entered into export market witha large Hospital project on turnkey in Bangladesh.Expanded project division in southern region by settingup new team and offices at Hyderabad. Expanded exportmarket to Sri-Lanka and South Africa. Startedmanufacturing Sandwich panels with Puf and Rock wool.Started manufacturing Industrial / Scientific Doors andOT equipments. Merged FIRETECH ENGINEERS pioneer in FireProtection Systems and Plumbing Solutions.

GMP:- GMP Technical Solutions (GMP) is an ISO 9001:2000Certified company and is one of the largest manufacturersof Clean Room Partitioning Systems and Turnkey SolutionProvider within the Indian subcontinent. Established inyear 2005, GMP has its corporate office at Mumbai &branch offices in major Indian cities like Noida, Goa,Bangalore, Indore, Hyderabad and a state-of-the-artmanufacturing facility at Baddi in Himachal Pradesh,INDIA. A team of over 700 professionals supports Indian &

International operations for our esteemed clients in thefields of Clean Room Technology, Building ManagementSystems, IBMS, IT & Networking, HVAC and Electricals. 

We provide cost effective Enterprise Solutions & Turn Keyservices customized for specific projects and typicalrequirements. GMP’s strong, customer-focused approach andthe continuous quest for achieving world-class qualityhave enabled us to attain and sustain lead in Clean Roomtechnology in the Indian subcontinent. Our thrust oninternational business has seen overseas earnings growsignificantly. The company's businesses are backed up bya wide marketing and distribution network, and thecompany has established a reputation of strong customersupport. 

At GMP, we believe that progress must be achieved inharmony with the environment. A commitment toenvironmental protection is an integral part of thecorporate vision. 

Apothecaries Sundries Manufacturing Co. (ASCO):- In theyear 1948 Mr.H.R.Narang, one of the millions of pennilessmigrants from partitioned India gave birth to 'ASCO'. Hissingle minded devotion to work, vast knowledge andinsight went on leading the organization forwarduntil`ASCO' became a known name worldwide for qualitysurgical/hospital appliances and allied products.

Cleantek :- Established in the year 2006, Cleantek is oneof the leading manufacturers, exporters and suppliers of an extensive assortment of cleaning systems like industrial dust collectors, dust collection systems, fumeextraction systems, conveying systems, wet & dry vacuum cleaners, industrial vacuum cleaners, fume extractor, wood dust extractor and regenerative blowers. Our range is durable and is used in automobile, textile, food &

pharmaceutical, engineering and rubber industries. Besides this they are available at the market leading prices and appreciated by our valued clients. Company also have a capacious warehouse having maximum capacity and play an important role in storing our range. Our research and development helps us in understanding the market demand and fabricate our range accordingly. We aresuccessfully serving long listed quality conscious clients that are spread across Nepal, Sri Lanka, and Bangladesh.

HMG: - Established in the year 1986, HMG, India, is an eminent manufacturer, exporter and supplier of superior quality laboratory equipment. Leveraging on our years of experience, we have been able to keep up with the constantly changing requirements of variegated industries. Latest technological advancement has impelledus to develop, design and customize equipment that catersto specific requirements of diverse laboratories and government institutions. Internationally, we have been able to carve a niche in this industry by being committedto quality and adhering to international quality norms.

SWOT ANALYSIS OF ORGANIZATION :-

STRENGTHS :

Strong brand name

Good reputation among customers

Cost advantage

Strong technical background

Pleasant work environment.

Strong research, production and marketing team.

WEAKNESSES :

Lack of patent protection

Low profit margins

Advertising

Media planning

OPPORTUNITIES :

Global market

Unfulfilled customer need

Developing field

Market segregation (regional)

Demand of new equipment

THREATS:

Emerging a substitute product

Upcoming new regulations

Increased trade barriers

Competitors

1.3 CONCEPTUAL DISCUSSION:-

Marketing strategy is a process that can allow an organization

to concentrate its limited resources on the greatest

opportunities to increase sales and achieve a

sustainable competitive advantage.

Developing a marketing strategy:-

Marketing strategies serve as the fundamental underpinning

of marketing plans designed to fill market needs and

reach marketing objectives. Plans and objectives are generally

tested for measurable results. Commonly, marketing strategies

are developed as multi-year plans, with a tactical plan

detailing specific actions to be accomplished in the current

year. Time horizons covered by the marketing plan vary by

company, by industry, and by nation, however, time horizons

are becoming shorter as the speed of change in the environment

increases. Marketing strategies are dynamic and interactive.

They are partially planned and partially unplanned.

See strategy dynamics.

Marketing strategy involves careful scanning of the internal

and external environments. Internal environmental factors

include the marketing mix, plus performance analysis and

strategic constraints. External environmental factors include

customer analysis, analysis, target analysis, as well as

evaluation of any elements of the technological, economic,

cultural or political/legal environment likely to impact

success. A key component of marketing strategy is often to

keep marketing in line with a company's overarching mission

statement. Besides SWOT analysis, portfolio analyses such as

the GE/McKinsey matrix  or COPE analysis can be performed to

determine the strategic focus.

Once a thorough environmental scan is complete, a strategic

plan can be constructed to identify business alternatives,

establish challenging goals, determine the optimal marketing

mix to attain these goals, and detail implementation. A final

step in developing a marketing strategy is to create a plan to

monitor progress and a set of contingencies if problems arise

in the implementation of the plan.

Marketing strategy opted by Airfil Solution:-

If the company has obtained an adequate understanding of the

customer base and its own competitive position in the

industry, marketing managers are able to make their own key

strategic decisions and develop a marketing strategy designed

to maximize the revenues and profits of the firm. The selected

strategy may aim for any of a variety of specific objectives,

including optimizing short-term unit margins, revenue

growth, market share, long-term profitability, or other goals.

To achieve the desired objectives, marketers typically

identify one or more target customer segments which they

intend to pursue. Customer segments are often selected as

targets because they score highly on two dimensions: 1) The

segment is attractive to serve because it is large, growing,

makes frequent purchases, is not price sensitive (i.e. is

willing to pay high prices), or other factors; and 2) The

company has the resources and capabilities to compete for the

segment's business, can meet their needs better than the

competition, and can do so profitably. In fact, a commonly

cited definition of marketing is simply "meeting needs

profitably

The objectives of all business are to makes profits and a

merchandising concern can do that by increasing its sales at

remunerative prices. This is possible, if the product is

widely polished to be audience the final consumers, channel

members and industrial users and through convincing arguments

it is persuaded to buy it. Publicity makes a thing or an idea

known to people. It is a general term indicating efforts at

mass appeal. As personal stimulation of demand for a product

service or business unit by planting commercially significant

news about it in a published medium or obtaining favourable

presentation of it upon video television or stage that is not

paid for by the sponsor.

          On the other hand, advertising denotes a specific

attempt to popularize a specific product or service at a

certain cost. It is a method of publicity. It always

intentional openly sponsored by the sponsor and involves

certain cost and hence is paid for. It is a common form of

non- personal communication about an organisation and or its

products idea service etc. that is transmitted to a target

audience through a mass medium. In common parlance the term

publicity and advertising are used synonymously.

Promotional mix of AIRFIL SOLUTIONS PVT.LTD

Advertising

Sales promotion

Publicity

  Product Advertising

The main purpose of such advertising is to inform and

stimulate the market about the advertisers’ products of

services and to sell these. Thus types of advertising usually

promote specific, trended products in such a manner as to make

the brands seam more desirable. It is used by business

government organization and private non-business organizations

to promote the uses features, images and benefits of their

services and products.   Product advertising is sub-divided

into direct action and indirect action advertising, Direct

action product advertising wages the buyer to take action at

once, ice he seeks a quick response to the advertisement which

may be to order the product by mail, or mailing a coupon, or

he may promptly purchase in a retail store in response to

prince reduction during clearance sale.

Product advertising is sub-divided into direct & indirect

action advertising & product advertising aims at informing

persons about what a products is what it does, how it is used

and where it can be purchased. On the other hand selective

advertising is made to meet the selective demand for a

particular brand or type is product.

Other Types of Advertising

The other types are as follows:

i)       Consumer advertising

ii)       Comparative advertising

iii)      Reminder advertising

iv)      Reinforcement advertising

1.      Identifying & Analyzing the Advertising target:

Under this step it is to decided as to whom is the firm

trying to reach with  the message. The advertising target is

the group of people towards which advertisements are aimed

at four this purpose complete information about the market

target i.e. the location and geographical location of the

people, the distribution of age, income, sex, educational

level, and consumers attitudes regarding purchase and use

both of the advertising product and competing products is

needed with better knowledge of market target, effective

advertising campaign can be developed on the other hand, if

the advertising target is not properly identified and

analyzed the campaign is does likely to be effective.

2.      Determining the advertising objectives:

The objectives of advertisement must be specifically and

clearly defined in measurable terms such as "to communicate

specific qualities about a particulars product to gain a

certain degree of penetration in a definite audience of a

given size during a given period of time", increase sales by a

certain percentage or increase the firms market shares."

The goals of advertising may be to :

i)        Create a favorable company image by acquainting the

public with the services;

ii)      Encourage immediate sales by encouraging potential

purchasers through special sales, getting recommendation of

professional people about company's products etc.

iii)      It secures action by the reader through associating

ideas, repetition of the same name in different contexts,

immediate action appeal.

3. Creating the Advertising platform:

An advertising platform consists of the basic issues or

selling points that an advertiser wishes to include in the

advertising campaign. A single advertisement in an

advertising campaign may contain one or more issues in the

platform.

4.       Determining the Advertising Appropriation:

The advertising appropriation is the total amount of money

which marketer allocates. For advertising for a specific time

period. Determining the campaign budget involves estimating

now much it will cost to achieve the campaigns objectives. If

the campaign objectives are profit relating and stated

quantitatively, then the amount of the campaign budget is

determined by estimating the proposed campaigns effectiveness

in attaining them. If campaigns object is to build a

particular type of company image, then there is little basis

for predicting either the campaigns effectiveness or

determining the budget required.

5. Selecting the Media:

Media selection is an important since it costs time space and

money various factors influence this selection, the most

fundamental being the nature of the target market segment, the

type of the product and the cost involved. The distinctive

characteristics of various media are also important. Therefore

management should focus its attention on media compatibility

with advertising objectives.

The media mix is known as “above the line” promotion consists

of the major methods advertising AIRFIL SOLUTIONS products

under the following headings:

Television: it is probably the most recognizable form of

advertising. Marketing opportunities have increased as TV and

computers have been combined in the internet and multimedia of

offerings. Television advertising have mass reach, the

products are advertised across the whole country with the

potential to reach 95% of the population. No other medium used

by AIRFIL SOLUTIONS PVT.LTD has the same capability.

Print media: AIRFIL SOLUTIONS gives print advertising in

newspapers, magazines and journals; AIRFIL SOLUTIONS uses

this medium of advertising less aggressively though it saves a

lot of money, targets accurately.

Cinema: research has shown that there is a clear customer

segment that regularly goes to cinema and it is good media to

advertise the product. AIRFIL SOLUTIONS advertisements are

also shown in premier cinema halls.

Outdoor: outdoor posters are used as reinforcement to the

primary medium such as TV or print. AIRFIL SOLUTIONS has been

extensively using this medium of advertising.

Sales promotion

The second major promotional mix method used by AIRFIL

SOLUTIONS, is the use of sales promotion also known as “below

the line” promotion. Sales promotions are short term

incentives used to boost sales. It takes the form of some kind

of extra value that is added to the product for the period of

promotional campaign. The AIRFIL SOLUTIONS sales promotion

strategy is to increase sales, either overall or on specific

models. Most of the schemes of sales promotion are at national

level. Local level scheme are formulated and implemented by

regional offices. AIRFIL SOLUTIONS does its sales promotion in

three different ways:

Consumer sales promotion: AIRFIL SOLUTIONS promotion is

usually a short term incentive that urgently trumpets the

message to the consumer ‘buy now rather than later

otherwise it will be too late and the opportunity will be

lost. Also customers are offered free holiday packages to

various destinations within and outside India, discount

coupons, free magazines subscription, etc.

Dealer sales promotion: most of the sales promotion

schemes are for dealers. Generally incentives are given

to dealers are based on the target achievement.

Finance company sales promotion: AIRFIL SOLUTIONS gives

incentives to finance companies & financial institutions

as subvention on certain models, which they use to

incentives customers.

Publicity

The next major promotional mix technique used by AIRFIL

SOLUTIONS is the use of publicity. Publicity is any form of

planned, unpaid for media exposure that promotes the company

or its products in favourable light. This consists of items of

news or stories that appears in newspapers, magazines and on

the television about the organization, their products, their

directors, their employees etc. AIRFIL SOLUTIONS understands

the value of good publicity. Marketing department of AIRFIL

SOLUTIONS is concerned in using public relations and publicity

as a planned element of the promotion mix specifically to

communicate favourable message to its customer about the

organizations existing & new products.

BRAND AWARENESS

Marketing professionals are taking advantage of the Internet

as a cost-effective way to create measures of brand awareness.

These measures are collected through time in order to see the

impact of marketing campaigns on brand awareness of the whole

population or a customer segment. Some examples of brand

awareness measures include:

Brand recognition - Brand name or brand name category

recognition.

Brand recall - A product category is given to respondents

who then list all the brands they can remember in this

product category.

Spontaneous brand recall - Similar to the above, except

only the first brand that pops into a consumers mind when

a product category is given.

Marketing Management is a business discipline which is focused

on the practical application of marketing techniques and the

management of a firm's marketing resources and activities.

Rapidly emerging forces of globalization have compelled firms

to market beyond the borders of their home country

making International marketing highly significant and an

integral part of a firm's marketing strategy. Marketing

managers are often responsible for influencing the level,

timing, and composition of customer demand accepted definition

of the term. In part, this is because the role of a marketing

manager can vary significantly based on a business'

size, corporate culture, and industry context.

Structure

Traditionally, marketing analysis was structured into three

areas: Customer analysis, Company analysis, and Competitor

analysis (so-called "3Cs" analysis). More recently, it has

become fashionable in some marketing circles to divide these

further into certain five "Cs": Customer analysis, Company

analysis, Collaborator analysis, Competitor analysis, and

analysis of the industry Context.

Business to business (B2B) Marketing Strategies opted by

Airfil Solution

B2B Branding

B2B Branding is different from B2C in some crucial ways,

including the need to closely align corporate brands,

divisional brands and product/service brands and to apply your

brand standards to material often considered “informal” such

as email and other electronic correspondence. it is mainly of

large scale when compared with B2C

Product (or Service)

Because business customers are focused on creating shareholder

value for themselves, the cost-saving or revenue-producing

benefits of products and services are important to factor in

throughout the product development and marketing cycles.

People (Target Market)

Quite often, the target market for a business product or

service is smaller and has more specialized needs reflective

of a specific industry or niche.[3] A B2B niche, a segment of

the market, can be described in terms of firmographics which

requires marketers to have good business intelligence in order

to increase response rates. Regardless of the size of the

target market, the business customer is making an

organizational purchase decision and the dynamics of this,

both procedurally and in terms of how they value what they are

buying from you; differ dramatically from the consumer market.

There may be multiple influencers on the purchase decision,

which may also have to be marketed to, though they may not be

members of the decision making unit.

Pricing

The business market can be convinced to pay premium prices

more often than the consumer market if you know how to

structure your pricing and payment terms well. This price

premium is particularly achievable if you support it with a

strong brand.[5]

Promotion

Promotion planning is relatively easy when you know the media,

information seeking and decision making habits of

your customer base, not to mention the vocabulary unique to

their segment. Specific trade shows, analysts, publications,

blogs and retail/wholesale outlets tend to be fairly common to

each industry/product area. What this means is that once you

figure it out for your industry/product, the promotion plan

almost writes itself (depending on your budget) but figuring

it out can be a special skill and it takes time to build up

experience in your specific field. Promotion techniques rely

heavily on marketing communications strategies.

Place (Sales and Distribution)

The importance of a knowledgeable, experienced and effective

direct (inside or outside) sales force is often critical in

the business market. If you sell through distribution

channels also, the number and type of sales forces can vary

tremendously and your success as a marketer is highly

dependent on their success.

B2B Marketing Communications Methodologies

The purpose of B2B marketing communications is to support the

organizations' sales effort and improve company profitability.

B2B marketing communications tactics generally include

advertising, public relations, direct mail, trade show

support, sales collateral, branding, and interactive services

such as website design and search engine optimization. The

Business Marketing Association is the trade organization that

serves B2B marketing professionals. It was founded in 1922 and

offers certification programs, research services, conferences,

industry awards and training programs.

Positioning Statement

An important first step in business to business marketing is

the development of your positioning statement. This is a

statement of what you do and how you do it differently and

better and more efficiently than your competitors.

Developing your messages

The next step is to develop your messages. There is usually a

primary message that conveys more strongly to your customers

what you do and the benefit it offers to them, supported by a

number of secondary messages, each of which may have a number

of supporting arguments, facts and figures.

Building a campaign plan

Whatever form your B2B marketing campaign will take, build a

comprehensive plan up front to target resources where you

believe they will deliver the best return on investment, and

make sure you have all the infrastructure in place to support

each stage of the marketing process - and that doesn't just

include developing the lead - make sure the entire

organization is geared up to handle the inquiries

appropriately.

Briefing an agency

A standard briefing document is usually a good idea for

briefing an agency. As well as focusing the agency on what's

important to you and your campaign, it serves as a checklist

of all the important things to consider as part of your brief.

Typical elements to an agency brief are: Your objectives,

target market, target audience, product, campaign description,

your product positioning, graphical considerations, corporate

guidelines, and any other supporting material and

distribution.

Measuring results

The real value in results measurement is in tying the

marketing campaign back to business results. After all, you’re

not in the business of developing marketing campaigns for

marketing sake. So always put metrics in place to measure your

campaigns, and if at all possible, measure your impact upon

your desired objectives, be it Cost per Acquisition, Cost per

Lead or tangible changes in customer perception.

CHAPTER-2

OBJECTIVE AND METHODOLOGY

OBJECTIVE AND METHODOLOGY :-

2.1OBJECTIVES OF THE STUDY:-

Primary objective:

To study the B2B Marketing and developing strategies of Airfil

Solutions Pvt.Ltd

Secondary objectives:

To study about the various products /services of the

organization.

To find the customer’s attitude towards products of the

company

To study the developing marketing strategies of the

company

To study the brand awareness of the company

2.2 SCOPE OF THE STUDY:- Extensive survey on Airfil Solutions will provide lot of

valuable information about the Marketing practices in

Airfil Solutions and it will be easy to find out all

aspects of Marketing Strategies of Airfil Solutions.

For company, it will provide through knowledge about

marketing practices in comparison with other competitors

in India and suggest valuable direction of the current

market trend.

It will provide lot of information about the market

trend. It will include valuable suggestions for the

company, how the company can strengthen their own

Marketing Practices.

2.3 SIGNIFICANCE OF THE STUDY:-o To analyze all information about Airfil solution.

o To know the Marketing Strategies in Airfil solution.

o Helping to improve the Marketing practices in Airfil

solution.

o Getting to know where the organization is lacking in

Marketing.

o To change the perception of applicants about Marketing in

Airfil solution.

2.4 RESEARCH METHODOLOGY:-

RESEARCH DESIGN:-

Types of research design:-

Quantitative design

Qualitative design

TYPES OF QUANTATIVE DESIGN :

EXPERIMENTAL DESIGN:

In an experimental design, the researcher actively tries to

change the situation, circumstances or experience of

participants (manipulation), which leads to a change in

behavior of the participants of the study. The participants

are assigned to different conditions, and variables of

interest are measured. All other variables are controlled

Experiments are normally highly fixed before the data

collection starts.

NON EXPERIMENTAL DESIGN:

Non-experimental research is almost the same as experimental

research; the only difference is that non-experimental

research does not involve a manipulation of the situation,

circumstances or experience of the participants. Non-

experimental research designs can be split up in three

designs. First, relational designs, in which a range of

variables is measured. These designs are also called co

relational studies, since the correlation is most often used

analysis. The second type is comparative designs. These

designs compare two natural groups. The third type of non-

experimental research is a longitudinal design.

QUASI DESIGN:

Quasi research designs are research design that follow the

experimental procedure, but do not randomly assign people to

(treatment and comparison) groups.

TYPES OF QUALITATIVE DESIGN:

CASE STUDY:

In a case study, one single unit is extensively studied. That

can be a case of a person, organization, group or situation.

Famous case studies are for example the descriptions about the

patients of Freud, who were thoroughly analyzed and

described.. Bell (1999) states “a case study approach is

particularly appropriate for individual researchers because it

gives an opportunity for one aspect of a problem to be studied

in some depth within a limited time scale”.

ETHNOGRAPHIC STUDY:

This type of research is involved with a group, organization,

culture, or community. Normally the researcher shares a lot of

time with the group.

A research design is the arrangement of conditions for

collections and analysis of data in a manner that aims to

combine relevance to the research problem with economies in a

procedure.

‘Descriptive Research’ design is used that is a type of

Qualitative Research design.

DESCRIPTIVE RESARCH:-

Descriptive research includes surveys and fact findings

enquiries of different kinds. It basically gives a description

of the state of affairs as it exists at present. A researcher

has no control over the variables so they can only report what

has happened or what is happening. We can also use the survey

method for this purpose. It may include:-

CORRELATION OR PROSPECTIVE RESARCH DESIGN: - It attempts to

explore relationships to make predictions. It uses one set of

subjects with two or more variables for each Causal

Comparative or Ex Post Facto Research Design - This research

design attempts to explore cause and affect relationships

where causes already exist and cannot be manipulated. It uses

what already exists and looks backward to explain why.

DEVELOPMENTAL RESARCH DESIGN: - Data are collected at certain

points in time going forward. There is an emphasis on time

patterns and longitudinal growth or change.

DATA SOURCES

A research design is one, which simplifies the framework of

plan for the study and adds itself in the quick collection and

analysis of the data. It is a blue print that has been filled

in completing the study. Data sources are:

Primary data

The primary data are those which are collected fresh for the

first time and thus happen to be original in character. In

other words, it is obtained by design to fulfill the data are

original in character and are also generated in a large number

of surveys conducted mostly by government and also by

institution and research bodies.

A questionnaire was prepared for the respondents, where there

views were collected.

Secondary data

The secondary data are those which have already been collected

for some purpose other than the problem in hand and passed

through the statistical process. In other words, data that are

not originally collected rather obtained from Published and

Unpublished Sources.

The secondary data has been collected through various sources:

Internet

Books

Newspaper

Magazines

Brochure

SAMPLE DESIGN

A sample design is a definite plan for obtaining a sample from

given population. It refers to the techniques or procedures,

the researcher adopt in selecting items for the sample.

i. Sample element /unit

The primary data was collected through survey that

systematically carried in north-east region of Delhi. The

data is collected through questionnaire. The responses of

the respondents recorded in the questionnaire prepared for

them.

ii. Extent

Extent refers to the area from the respondents belong.

Conducted the research mainly on the people of Delhi, that

too specifically, north-east region.

iii. Time frame

Time frame is the time spent on research. The time frame for

this research is 8 weeks.

iv. Sampling technique

Sampling technique refers to the technique or procedure the

researcher would adopt in selecting items for the sample.

Judgmental sampling is used for research because gathering

information from every individual is not possible.

v. Sample size

Sample size refers to the number of respondents. To get a

clear view conducted research on 100 people.

2.5 LIMITATIONS OF THE RESEARCH:-

• Since the sampling was done in Delhi only it does not

represent the entire picture of Indian market.

• The questionnaire might have been filled without much

attention to the questions due to lack of time by the

respondents.

• Incase of Primary data, respondents were not very much

interested in filling the questionnaire and sometimes it

was difficult to contact or meet the clients, because of

their work schedules and personal reasons.

• There may be biasness against some personal preferences

and which would have led to unjustified responses from

the respondents.

CHAPTER-3

DATA ANALYSIS &

INTERPRETATIONS

DATA ANALYSIS & INTERPRETATIONS

1. Do you use clean room equipment?a) Yes b) No

Use of Clean Room Equipments No. Of Respondents

Yes 100

No  

Clean room equipm entYES NO

According to the survey 100% of the section is using clean room equipments and 0% of public says that they are using any clean room equipments; it means 100% of public are using cleanroom equipments.

2. How important is Clean Room Equipment for your company?a) Very important b) important c) not important

Importance of Clean Room Equipments

No. Of Respondents

very important 50

important 35

not important 15

50%

35%

15%

Im portance of Clean RoomEquipm ent very im portant

im portant

not im portant

Maximum (50%) of the companies visited in this research saythat use of clean room equipments is very important and only15% says that its usage is not important.

3. How did you come to know about Airfil Clean Room SystemsPvt. Ltd.?

a. Industrial magazine

b. Websites

c. Industrial Fair

d. Word of mouth

Airfil Awareness No. of Respondents

Industrial Magazine 5%

Website 55%

Industrial Fair 15%

Word of mouth 25%

As per the survey maximum no. of companies got awareness aboutAirfil through website. And other through word of mouth, magazines etc. But maximum no. is through websites.

4. Which is the best brand according to you in industry(rate 1 to 4)?

a. Febtechb. Chempharmc. GMPd. Airfil Clean Room System Pvt. Ltd.

Best Brand

Brand 1 2 3 4

Febtech 60% 25% 10% 5%

Chempharm 55% 30% 10% 5%

GMP 35% 25% 20% 20%

Airfil 50% 30% 10% 10%

Industrial Magazine , 5%

Website , 55%Industrial Fair , 15%

Word of mouth, 25% Industrial Magazine Website

Industrial Fair Word of mouth

60%55%

35%

50%

25%30%25%30%

10%10%

20%

10%5%5%

20%

10%

0%

10%

20%

30%

40%

50%

60%

1 2 3 4

Febtech Chem pharmG M PAirfil

According to the survey of the maximum no. of companies (60%)Febtech is the best brand, the next best brand according tothe survey is Chempharm and Airfil.

5. How much according to you Airfil Solutions Pvt. Ltd. is

realistically able to attract people through their

advertisements?

(a) 0 to 10% of Revenue (c) 20% to 30%

of Revenue

(b) 10% to 20% of Revenue (d) 30% to 40% of

Revenue

Options No. of respondents

0 to 10% of Revenue 15

10% to 20% of Revenue 25

20% to 30% of Revenue 48

30% to 40% of Revenue 12

Every company has to decide a budget for marketing. A properbudget helps in effectiveness of the marketing schedule. 48%of the respondents agreed to the point that Airfil SolutionsPvt. Ltd. should invest about 20% to 30% of their revenue inmarketing because being a new company they need to build abrand name and to do that it takes a lot of funds andresources. While 25% people have a view that a little lessamount can also do the needful

6. Which of the following attributes do you associate withclean room equipments?

Affordable Dependable

Popular Essential

Attributes No. of Respondents

Affordable 10%

Dependable 20%

Popular 10%

Essential 60%

Affordable, 10%

Dependable, 20%

Popular , 10%

Essential, 60%

AffordableDependablePopular Essential

According to the maximum no. of companies in the survey thisproduct is an essential part of their organization. While someothers people say it is dependable, affordable and popular.

7. On a scale from 1 to 8, please indicate how satisfied you are with the way your problem was handled.

1. 2. 3. 4. 5.6. 7. 8.

Service Quality No. Of Respondents

rank 1  

rank 2  

rank 3  

rank 4  

rank 5  

rank 6 10%

rank 7 20%

rank 8 70%

rank 1, rank 2, rank 3, rank 4, rank 5, rank 6, 10%

rank 7, 20%

rank 8, 70%

rank 1rank 2rank 3rank 4rank 5rank 6rank 7rank 8

According to the survey maximum no. of companies are satisfiedwith the services provided by your company, as the maximum no.of companies have scaled your services highest i.e. 8.70%

8. Other than the product itself, which of the following wouldmost influence you when deciding to buy a [Product]?

Word of mouth Sales/Service representative Industry Publication Trades and Events

Suggested Media No. Of Respondents

Word of mouth 10%

sales/service representative 50%

Industry publication 10%

Trade & events 30%

W ord of m outh , 10%

sales/service representative , 50%

Industry publication , 10%

Trade & events, 30% W ord of m outh sales/service representative Industry publication Trade & events

According to the survey maximum no. of companies suggests sales/service representative is the best medium of creating brand awareness.

9. How can marketing help increase in sale for Airfil

Solutions Pvt. Ltd.?

(a) Increase in profit (c) Building a brand

name(b) Increasing customer knowledge (d) no use

Options No of respondents

Increase in profit 38

Increasing customer knowledge 23

Building a brand name 31

No use 8

Marketing has a core aim of increasing the sale of the

company. According to a large number of respondents (38%)

marketing will help the company to increase sale which will

result in increasing the profit of the company which can be

further used for expansion of the business. More over Airfil

Solutions Pvt. Ltd. being a new brand in the market has to

also understand the importance of building a potential and

sustainable brand name in the market. Marketing will

contribute in the cause according to 31% of the respondents.

10. What is the best medium for the advertisement according

to your point of view?

(a) Local Newspapers (c) Radio

(b) Hoardings (d) Campaigns

(e) Internet

Options No. of respondentsLocal Newspapers 34Hoardings 18Radio 23Campaigns 18Internet 7

Airfil Solutions Pvt. Ltd. According to the respondents

should advertise the product through local news papers. 34%

agreed to it. The reason being easy penetration of newspapers

amongst the people in the society, a very large percentage of

people read newspapers on daily basis and this can be a core

means of advertising the product. Radio in the present day has

become very popular amongst the people, with easy access in

every house and cars it has grown as a very strong medium of

advertisement, 23% of the respondents also share the same

view. 18% each agreed to the point that hoardings and

campaigns can also be used as effective means of

advertisement.

CHAPTER-4

FINDINGS

FINDINGS

Airfil Solutions Pvt. Ltd. is entering the market and

therefore has to necessarily preparing the entire costing

with an intention to provide the best goodwill.

I have seen the attitude and style of the working of this

company’s people is very good and target oriented. They

are full of zeal to work for the organization which is a

good sign for the development of the company.

Even in this recession period when most of the companies

are struggling to survive, this company is one of those

strong companies which is not only stable but making huge

profits.

The survey showed that 30% of the people who were surveyed

strongly agree to the option that Airfil Solutions Pvt. Ltd.

possess relevant resources to sell out their products that

is construction of housing societies and complexes to the

relevant customers

Relatively new company in the market and having high

competition, the respondents agreed to a certain level that

the easy availability and quality of the construction is the

main and leading beat selling point.

CHAPTER-5

RECOMMENDATIONS

RECOMMENDATIONS

Company should give more importance in Brand Building.

o Brand equity and Brand awareness should be created.

o Prices should go with the volume and according to

the competitors.

Dealer oriented schemes giving moral boost should be

encouraged on par with other companies.

100 % Transparency and accuracy in transactions to

dealers should be made available from time to time.

o Logistic arrangements should be assured to dealers/

consumers for intercity movements.

o Confidence building measures should be periodically

under taken.

Then main focus is on sales promotion of the products,

later comes the use of internet to advertise and market

the product so as to grow public relations with more and

more customers which in turn will be a great help

increasing the turnover of the company.

Marketing and proper advertisement will also make the

customers aware of the upcoming projects and will provide

them with the knowledge.

ANNEXURE

SAMPLE QUESTIONNAIRE

Name__________________________Company______________________

Designation_____________________City___________________________

1. Do Airfil Solutions Pvt. Ltd. has enough resources to

sell their products?

(a) Strongly Agree (c) Disagree

(b) Agree (d) Strongly Disagree

2. What according to you is the product’s best selling

point?

(a) Cheap (c) Easy availability

(b) Quality (d) Others

3. What is the target audience for Airfil Solutions Pvt.

Ltd. ?

(a) High income group (c) lower Income Group

(b) Middle Income Group (d) All

4. Where does Airfil Solutions Pvt. Ltd. sells their

products?

(a) In a business premise (c) Online

(b) Through Agents (d) through business

sources

5. What Does the Marketing plan of Airfil Solutions Pvt.

Ltd. Covers?

(a) Internet (c) Sales

Promotion

(b) Advertising (d) Direct

Marketing

(e) Public Relations

6. How can marketing help increase in sale for Airfil

Solutions Pvt. Ltd.?

(c) Increase in profit (c) Building a brand

name

(d) Increasing customer knowledge (d) no use

7. What is the best medium for the advertisement according

to your point of view?

(a) Local Newspapers (c) Radio

(b) Hoardings (d) Campaigns

(e) Internet

8. What according to you can be other modes of marketing

that can be used by Airfil Solutions Pvt. Ltd.?

(a) Direct Mail (c) Social Media

Marketing

(b) Brand Marketing (d) Mobile Web Marketing

9. How much according to you Airfil Solutions Pvt. Ltd. are

willing and realistically able to spend on advertisement?

(a) 0 to 10% of Revenue (c) 20% to 30% of

Revenue

(b) 10% to 20% of Revenue (d) 30% to

40% of Revenue

10. What according to you is the impression of the

advertisement by Airfil Solutions Pvt. Ltd.?

(a) Funny (c) Informative

(b) Interesting (d) Boring

BIBLIOGRAPHY

BIBLOGRAPHY

BOOKS:-

M. Barban, Arnold; M. Cristol, Steven and J. Kopec,

Frank; A marketing view point -Essentials of media

planning, ………….. 1993.

G. Hiebing, Roman and W. Cooper Scott; The one day

marketing plan -The marketing

strategies ................2004.

D. Kelley, Larry and W. Jugenheimer, Donald; Advertising

media planning - Perfect advertise plan................

2008.

INTERNET:-

http://en.wikipedia.org/wiki/Marketing_strategy

www.cleanroomsystems.com

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