A SUMMER TRAINING PROJECT

ON

“Promotional Strategies of BAWA Suppliers &

Contractors Private Limited”
Submitted in partial fulfillment of the requirement
of
B.COM (H)
Batch 2016-2019

UNDER THE GUIDANCE: SUBMITTED BY:

Ms. Garima Khatri Love Kumar Mishra

FACULTY (Management), CPJCHS Enrollment No. 51324288816

Batch No. 2016-19

CHANDER PRABHU JAIN COLLEGE OF HIGHER STUDIES& SCHOOL OF LAW

An ISO 9001-2008 Certified institute (Approved by the Govt. Of NCT of Delhi
Affiliated to Guru Gobind Singh Indraprastha University, Delhi)
 DECLARATION

This is to certify that Report entitled “Promotional Strategies of BAWA Suppliers &
Contractors Private Limited” which is submitted by me in partial fulfillment of the
requirement for the award of degree B.com (H) to GGSIP University, Dwarka, Delhi
comprises only my original work and due acknowledgement has been made in the text to all
other material used.

Date: Name of Student

Love Kumar Mishra

APPROVED BY Name of Subject

Teacher/Guide

2
 CERTIFICATE

This is to certify that Report entitled “Promotional Strategies of BAWA Suppliers &
Contractors Private limited” which is submitted by Love Kumar Mishra in partial fulfillment
of the requirement for the award of degree B.com (H) to GGSIP University, Dwarka, Delhi is
a record of the candidate own work carried out by him under my/our supervision. The matter
embodied in this thesis is original and has not been submitted for the award of any other
degree.

Date: Supervisor Signature

3
 ACKNOWLEDGEMENT

I offer my sincere thanks and humble regards to Chanderprabhu Jain College of Higher
Studies & School of Law, GGSIP University, New Delhi for imparting us very valuable
professional training in B.COM(H).

I pay my gratitude and sincere regards to Ms. Garima Khatri, my project Guide for
giving me the cream of her knowledge. I am thankful to her as she has been a constant
source of advice, motivation and inspiration. I am also thankful to her for giving her
suggestions and encouragement throughout the project work.

I take the opportunity to express my gratitude and thanks to our computer Lab staff
and library staff for providing me opportunity to utilize their resources for the
completion of the project.

I am also thankful to my family and friends for constantly motivating me to complete

the project and providing me an environment which enhanced my knowledge

Student’s Signature

4
 CONTENT
TOPIC PAGE NO.

DECLARATION 2

CERTIFICATE 3

ACKNOWLEDGEMENT 4

CHAPTER 1: INTRODUCTION 6-11

CHAPTER 2: REVIEW OF LITERATURE 12-14

CHAPTER 3: RESEARCH METHODOLOGY 16-20

CHAPTER 4: DATA COLLECTION 21-32

CHAPTER 5: FINDING AND SUGGESTIONS 33-34

CHAPTER 6: CONCLUSION 35

CHAPTER 7: BIBLOGRAPHY 36

37
CHAPTER 8: ANNEXURES

5
 Chapter 1
INTRODUCTION

1. ABOUT THE INDUSTRY

Air conditioning (often referred to as AC, A/C, or air con) is the process of removing heat
and moisture from the interior of an occupied space, to improve the comfort of occupants. Air
conditioning can be used in both domestic and commercial environments. This process is
most commonly used to achieve a more comfortable interior environment, typically for
humans and animals; however, air conditioning is also used to cool/dehumidify rooms filled
with heat-producing electronic devices, such as computer servers, power amplifiers, and even
to display and store some delicate products, such as artwork.

Air conditioners often use a fan to distribute the conditioned air to an occupied space such as
a building or a carto improve thermal comfort and indoor air quality. Electric refrigerant-
based AC units range from small units that can cool a small bedroom, which can be carried
by a single adult, to massive units installed on the roof of office towers that can cool an entire
building. The cooling is typically achieved through a refrigeration cycle, but
sometimes evaporation or free cooling is used. Air conditioning systems can also be made
based on desiccants(chemicals which remove moisture from the air) and subterraneous pipes
that can distribute the heated refrigerant to the ground for cooling.[2]

In the most general sense, air conditioning can refer to any form of technology that modifies
the condition of air (heating, (de-)humidification, cooling, cleaning, ventilation, or air
movement). In common usage, though, "air conditioning" refers to systems which cool air.
In construction, a complete system of heating, ventilation, and air conditioning is referred to
as HVAC.

6
1.1 HISTORY
Evaporative cooling

Since prehistoric times, snow and ice were used for cooling. The business of harvesting ice
during winter and storing for use in summer became popular towards the late 17th
century. This practice was replaced by mechanical ice-making machines.

The basic concept behind air conditioning is said to have been applied in ancient Egypt,
where reeds were hung in windows and were moistened with trickling water. The evaporation
of water cooled the air blowing through the window. This process also made the air more
humid, which can be beneficial in a dry desert climate. In ancient Rome, water
from aqueducts was circulated through the walls of certain houses to cool them. Other
techniques in medieval Persia involved the use of cisterns and wind towers to cool buildings
during the hot season.

The 2nd-century Chinese mechanical engineer and inventor Ding Huan of the Han
Dynasty invented a rotary fan for air conditioning, with seven wheels 3 m (10 ft) in diameter
and manually powered by prisoners of the time. In 747, Emperor Xuanzong (r. 712–762) of
the Tang Dynasty (618–907) had the Cool Hall built in the imperial palace, which the Tang
Yulin describes as having water-powered fan wheels for air conditioning as well as rising jet
streams of water from fountains. During the subsequent Song Dynasty (960–1279), written
sources mentioned the air conditioning rotary fan as even more widely used.

In the 17th century, the Dutch inventor Cornelis Drebbel demonstrated "Turning Summer
into Winter" as an early form of modern air conditioning for James I of England by adding
salt to water.

1.2 Development of mechanical cooling

Modern air conditioning emerged from advances in chemistry during the 19th century, and
the first large-scale electrical air conditioning was invented and used in 1902
by American inventor Willis Carrier. The introduction of residential air conditioning in the
1920s helped enable the great migration to the Sun Belt in the United States.

In 1758, Benjamin Franklin and John Hadley, a chemistry professor at Cambridge University,
conducted an experiment to explore the principle of evaporation as a means to rapidly cool an
object. Franklin and Hadley confirmed that evaporation of highly volatile liquids (such as

7
alcohol and ether) could be used to drive down the temperature of an object past the freezing
point of water. They conducted their experiment with the bulb of a mercury thermometer as
their object and with a bellows used to speed up the evaporation. They lowered the
temperature of the thermometer bulb down to −14 °C (7 °F) while the ambient temperature
was 18 °C (64 °F). Franklin noted that, soon after they passed the freezing point of water
0 °C (32 °F), a thin film of ice formed on the surface of the thermometer's bulb and that the
ice mass was about 6 mm (1⁄4 in) thick when they stopped the experiment upon reaching
−14 °C (7 °F). Franklin concluded: "From this experiment one may see the possibility of
freezing a man to death on a warm summer's day.”

In 1820, English scientist and inventor Michael Faraday discovered that compressing and
liquefying ammonia could chill air when the liquefied ammonia was allowed to evaporate. In
1842, Florida physician John Gorrie used compressor technology to create ice, which he used
to cool air for his patients in his hospital in Apalachicola, Florida. He hoped to eventually use
his ice-making machine to regulate the temperature of buildings. He even envisioned
centralized air conditioning that could cool entire cities. Though his prototype leaked and
performed irregularly, Gorrie was granted a patent in 1851 for his ice-making machine.
Though his process improved the artificial production of ice, his hopes for its success
vanished soon afterwards when his chief financial backer died and Gorrie did not get the
money he needed to develop the machine. According to his biographer, Vivian M. Sherlock,
he blamed the "Ice King", Frederic Tudor, for his failure, suspecting that Tudor had launched
a smear campaign against his invention. Dr. Gorrie died impoverished in 1855, and the dream
of commonplace air conditioning went away for 50 years.

James Harrison's first mechanical ice-making machine began operation in 1851 on the banks
of the Barwon River at Rocky Point in Geelong, Australia. His first commercial ice-making
machine followed in 1853, and his patent for an ether vapor compression refrigeration system
was granted in 1855. This novel system used a compressor to force the refrigeration gas to
pass through a condenser, where it cooled down and liquefied. The liquefied gas then
circulated through the refrigeration coils and vaporized again, cooling down the surrounding
system. The machine produced 3,000 kilograms (6,600 lb) of ice per day.

Though Harrison had commercial success establishing a second ice company back in Sydney
in 1860, he later entered the debate over how to compete against the American advantage of
ice-refrigerated beef sales to the United Kingdom. He wrote: "Fresh meat frozen and packed
as if for a voyage, so that the refrigerating process may be continued for any required period",

8
and in 1873 prepared the sailing ship Norfolk for an experimental beef shipment to the United
Kingdom. His choice of a cold room system instead of installing a refrigeration system upon
the ship itself proved disastrous when the ice was consumed faster than expected.

1.3 ABOUT THE COMPANY

BAWA Suppliers & Contractors Private Limited is an independent air conditioner dealer with
committed customer base. It is one of India’s most well capitalized air conditioner
companies. Today the name BAWA Suppliers is synonymous with Quality, Innovation and
Trust. Within a short time span, it has succeeded to ride on a high growth curve and has
witnessed significant investment interest and transaction activities from all parts of India and
across the globe. Strong financial support and engineering expertise makes us a quality
infrastructure provider with global presence. The group is known in the Realty fraternity for
its professional might. Implementation of new technology and innovation has been its
constant goal and this is evident in all its projects.

This success is the result of the leadership which understands the power of compelling vision
and it is the compelling vision and its execution that has made BAWA the “Investment of
Choice” (for the investors) “the employer of choice” (for the employees) and “Associate of
Choice” (for the channel Partners and associates).

The people-first, performance driven culture is spearheaded by the four Directors of BAWA
Suppliers & Contractors Private Limited, Mr. Amandeep Singh. Their expertise in their
respective fields, powerful intuitive sense, alert and intelligent thinking pattern and a hunger
to excel, has influenced the internal and external dynamics of the organization, synergizing
them with the success.

The Company’s ability to meet the special requirements of the air conditioner market and
clients demand comes from its strong foundations of professionalism.

The group’s strength lies in its panel of dynamic, young, qualified and highly experienced
management and dedicated marketing professionals that take care of the entire activities
keeping its main thrust on customer satisfaction, which is the main motto of the company.

9
“INNOVATION BEYOND IMAGINATION” is the core philosophy of BAWA Suppliers &
Contractors Private Limited.
Setting benchmarks by initiating the concept of green building technology in North India,
Earth has been the pioneer in bringing the first LEED CERTIFIED Residential and of its
dynamism and company’s vision to create the finest elements of urban living with state of art
structures and sustainable models.
Founded on Earth Day April 22nd 2010 with a vision to become the most innovative and
trusted brand in real estate sector by adopting state-of-the-art technologies, global trends and
continuous innovation with a dedicated focus to deliver at par with best trends around the
globe, BAWA Group of Companies today stands tall as one of the fastest emerging key
players in the Indian real estate landscape with 50+ offices across the country, 1500+
employees, 15000+ satisfied customers, and 20 million+ sq. ft. space under construction.

1.4 Vision
To be the most innovative and trusted brand in air conditioner industry by adopting new
technologies with a focus on green and eco-friendly construction with focus to fulfill the
expectations of the customers.

1.5 Mission
1.ONE FACE, ONE VOICE
There will be one face, one voice of BAWA for the outer world.

2. CUSTOMER CENTRIC ATTITUDE

To ensure complaint free operations with total customer satisfaction by resolving Customer’s
issues with utmost attention and speedy services round the clock.

3. BRAND VALUE
To deliver the projects „differently and make the customer to feel at ease and comfort and
create the „Earth Brand a most trusted brand.

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4. INNOVATION THROUGH TECHNOLOGY
BAWA would be effortful and creative to identify and deliver something new, matching the
technological up gradation in the Realty sector, all around the globe.

5. CORPORATE SOCIAL RESPONSIBILITY

BAWA would concentrate towards development of affordable houses for the masses, to reach
to the heart of all.

6. EMPLOYEE CULTURE
To keep on constantly searching for the talented employees, developing employee retention
policies, providing continuous training and development to facilitate them to contribute
completely in the growth of the organization.

7. CHARACTER, ETHICS AND VALUES

Earth be governed by its professional policies and procedures to ultimately benefit its valued
customers. The transparency of the policies would be maintained through the company’s
operational manual. Adhering to the manual would be mandatory for all, with an ultimate
objective to make the BAWA “Favorite of all” and to create

8.ETHICAL BRAND VALUE

Within a short span.

11
 CHAPTER 2
LITERATURE REVIEW

As a first step, an extensive computerized literature search was performed to identify

available measured data from field sites and laboratory tests regarding walk-in
refrigerator/freezer evaporator load and refrigeration system performance as a function of the
ambient dry-bulb and wet-bulb temperatures surrounding the walk-in and its condensing unit.

In addition, the research team conducted an industrial survey in which they interviewed
members of the commercial refrigeration industry to obtain measured data regarding walk-in
coolers and freezers from monitored field sites and laboratory tests.

Furthermore, specifications for walk-in coolers and freezers, and refrigeration systems as
well as load calculation software, equipment selection software and design guides were
obtained from manufacturers’ websites.

Also during the literature search, publications, documentation and user’s manuals for
software tools capable of modeling walk-in cooler/freezer refrigeration system performance
as a function of the ambient dry-bulb and wet-bulb temperatures surrounding the walk-in and
its condensing unit, were collected and reviewed.

The various laws and regulations regarding walk-in refrigerators/freezers were collected and
reviewed to ascertain the minimum prescriptive walk-in design parameters for the
development of a typical model walk-in to be used in the computer simulations.

Finally, the literature search also identified and reviewed publications regarding rating
metrics for refrigeration and air conditioning equipment/systems.

A computerized literature search was performed that revealed over 300 references published
between 1980 and 2010 pertaining to the operation, performance and refrigeration load of

12
walking coolers and freezers as well as refrigeration system simulation. The results of this
literature search are given in the ‘Bibliography’.

Validation of the model walk-in box load profile, shown in the first column of Table 2 for
coolers and Table 3 for freezers in the section ‘Analysis of Model Load Profiles’ and given in
the AHRI Load Spreadsheet (AHRI 2009a), is critical to the success of this research project
because this load spreadsheet was used as a basis for the Standard 1250/1251 rating equations
(AHRI 2009b, 2009c). Therefore, the research team devoted considerable effort to identifying
measured data in the literature regarding model walk-in cooler/freezer refrigeration load
profiles and refrigeration system performance as a function of the ambient dry-bulb and wet-
bulb temperatures surrounding the walk-in and its condensing unit. The various model load
profiles found in the literature were analysed and compared to the model walk-in box load
profile given in the AHRI Load Spreadsheet that was used as a basis for the Standard
1250/1251 rating equations. The results of this literature review and analysis are given in the
section ‘Analysis of Model Load Profiles’.
Furthermore, the research team conducted an industrial survey in which they contacted the
following individuals regarding measured data from field sites and laboratory tests:

• Jon McHugh, McHugh Energy Consultants, Inc.

• Doug Scott, VaCom Technologies
• Rebecca Legett, Navigant Consulting, Inc.
• Ramin Faramarzi, Southern California Edison
• Scott Mitchell, Southern California Edison
• Devin Rauss, Southern California Edison
• David Cowen, Fisher Nickel, Inc.
• David Zabrowski, Fisher Nickel, Inc.
• Emre Schveighoffer, National Resource Management, Inc.

Most of these individuals had no knowledge of any existing monitored data on walk-in
coolers and freezers.

13
Doug Scott mentioned that his company had developed a ‘simulation assumptions baseline
document’ for a walk-in cooler/freezer simulation study that he was doing for Southern
California Edison. The research team attempted to gain access to this document which could
have been useful, in lieu of monitored data, for the analysis of the model walk-in box load
profile given in the AHRI Load Spreadsheet (AHRI 2009a).

Rebecca Legett directed the research team to the DOE 2010 Preliminary Technical Support
Document (DOE 2010b) that gives an ‘energy use characterization’ that discusses the
assumptions used to calculate the walk-in refrigeration load. This information was useful, in
lieu of monitored data, for the analysis of the model walk-in box load profile given in the
AHRI Load Spreadsheet (AHRI 2009a).

Ramin Faramarzi informed the research team that the Southern California Edison Technology
Test Centre was in the process of starting a series of experimental tests on walk-in coolers
that could provide useful data for a carry-on project to supplement the results of this current
project, should such an opportunity present itself.

David Cowen provided monitored data from a series of laboratory tests performed by the
Pacific Gas & Electric Company (PG&E) on an instrumented walk-in freezer at the Food
Service Technology Centre (FSTC).

The research team also had several long conversations with Emre Schveighoffer of National
Resource Management, Inc., whose company monitors numerous walk-ins for various
convenience stores, restaurants, supermarkets and institutions. He offered to set up a guest
login so that the research team could access detailed measured data. These commercial field
site data were analysed to determine the operating characteristics and refrigeration load of in-
service 5 walk-in coolers and freezers. The load data from these field sites were compared to
the model walk-in box load profile given in the AHRI Load Spreadsheet (AHRI 2009a) that
was used as a basis for the Standard 1250/1251 rating equations (AHRI 2009b, 2009c) The
results of the analysis of this measured data are given in the section ‘Analysis of Monitored
Data from Field Sites’.

14
 CHAPTER 3
RESEARCH METHODOLOGY

3. PURPOSE OF STUDY:

The project will help to understand the promotional strategies, projected & implemented in
the air condition market. Then again while going for a deal with i.e. closing a deal the major
concentration on applying the promotional strategies properly & also to satisfy the customer
needs according to their risk appetite & earnings. As the aspects of this project is
multidimensional so as its purpose. It will take into consideration the mutual benefit of the
company coupled with gaining some practical knowledge about the air conditioner market &
their overall marketing strategies & processes. This project studies and analysis the
promotional sector of BAWA Suppliers at core level.

3.1 RESEARCH OBJECTIVES OF THE STUDY:

The main objective of the project is to study and analyse the promotional strategies of BAWA
Suppliers & Contractors Private Limited. The main objective will also enable the company to
analyse the below mentioned:
• To study the customer requirement in terms of residential facilities.
• To study the commission offered by company to intermediaries(interns) for different
projects as enhancement to promotional strategies.

3.2 RESEARCH METHODOLOGY OF THE STUDY:

3.21 What is research?

Research can be defined as a scientific and systematic search for pertaining information on a
specific topic. We define research as the systematic design, collection, analysis and reporting
of data and findings relevant to a specific situation facing the company. The main aim of
research is to find out the truth which has not been discovering yet.
Another definition of research is given by Creswell who states that - "Research is a process of
steps used to collect and analyze information to increase our understanding of a topic or

15
issue". It consists of three steps: Pose a question, collect data to answer the question, and
present an answer to the question.

2.22 Steps in Conducting Research:

Research is often conducted using the hourglass model structure of research . The
hourglass model starts with a broad spectrum for research , focusing in on the
required information through the method of the project ( like the neck of the hourglass
) , then expands the research in the form of discussion and results . The major steps in
conducting research are :

• Identification of research problem

• Literature review
• Specifying the purpose of research
• Determine specific research questions
• Specification of a Conceptual framework – Usually a set of hypotheses
• Choice of a methodology (for data collection)
• Data collection
• Analyzing and interpreting the data
• Reporting and evaluating research
• Communicating the research findings and, possibly, recommendations

3.3 TYPES OF RESEARCH

v Historical Research:
The historical method comprises the techniques and guidelines by which historians
use historical sources and other evidence to research and then to write history. There are
various history guidelines that are commonly used by historians in their work, under the
headings of external criticism, internal criticism, and synthesis. This includes lower
criticism and sensual criticism. Though items may vary depending on the subject matter and
researcher, the following concepts are part of most formal historical research:
v Identification of origin date
v Evidence of localization
v Recognition of authorship

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v Analysis of data
v Identification of integrity
v Attribution of credibility

v Exploratory Research:

Exploratory research is research conducted for a problem that has not been clearly defined. It
often occurs before we know enough to make conceptual distinctions or posit an explanatory
relationship. Exploratory research helps determine the best research design, data
collection method and selection of subjects. It should draw definitive conclusions only with
extreme caution. Given its fundamental nature, exploratory research often concludes that a
perceived problem does not actually exist.

Exploratory research often relies on secondary research such as reviewing available literature
and/or data, or qualitative approaches such as informal discussions with consumers,
employees, management or competitors, and more formal approaches through in-depth
interviews, focus groups, projective methods, case studies or pilot studies.
The Internet allows for research methods that are more interactive in nature. For
example, RSS feeds efficiently supply researchers with up-to-date information; major search
engine search results may be sent by email to researchers by services such as Google Alerts;
comprehensive search results are tracked over lengthy periods of time by services such
as Google Trends; and websites may be created to attract worldwide feedback on any subject.

v Descriptive Research :

Descriptive research is used to describe characteristics of a population or phenomenon being

studied. It does not answer questions about how/when/why the characteristics occurred.
Rather it addresses the "what" question (What are the characteristics of the population or
situation being studied). The characteristics used to describe the situation or population are
usually some kind of categorical scheme also known as descriptive categories. For example,
the periodic table categorizes the elements. Scientists use knowledge about the nature of
electrons, protons and neutrons to devise this categorical scheme. We now take for granted
the periodic table, yet it took descriptive research to devise it. Descriptive research generally
precedes explanatory research. For example, over time the periodic table’s description of the
elements allowed scientists to explain chemical reaction and make sound prediction.

17
3.4 RESEARCH DESIGN:
It is descriptive.
A survey research method was the basic research design. I interact with personally to people
through the questionnaire filling method. Questionnaire is having questions regarding the
respondent’s basic information such as contact details, designation, what type of information
they want from real estate project developer, what type of documents they check while
searching property, what type of marketing strategy attract them.

3.5 DATA COLLECTION TECHNIQUE:

1) Primary data collection:
Ø Direct interviewed with people associated with the BAWA Suppliers.
Ø Questionnaire filled by a selected people of related people.

2) Secondary data collection:

The data has also been collected from:
Ø Books
Ø Magazines
Ø Editorials
Ø Internet
Ø Company’s broachers
3.6 SAMPLE DESIGN:
v POPULATION
Study of the geographical area comprising of Delhi, Noida, greater were undertaken.
It has tried to cover corporate offices of different industries in these regions. I met
with the independent business owners, customers and others. I also visited GIP Mall
and Delhi Metro for interaction purposes.
v Sample Size
Survey
Sample design: Questionnaire method
Sample size: 50 respondents
Sample unit: independent business owners, customers and others.

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 v Sampling Method
I have tried to gathering data on the basis of questionnaire
It had been conducted by asking the people to fill in the questionnaire and express
their views about the company promotional strategy.

3.7 METHOD OF DATA COLLECTION

Instruments of Data Collection: Questionnaire
Drafting a Questionnaire:
My project involves the study of BAWA Suppliers marketing strategy. I had planned my work
on the project along the following lines
1) Data collection
2) Data analysis
3) Data compilation

My first step in data collection involved meeting my guide for having a general
understanding of what my product should be like and some specific understanding of the
company.

After deciding upon the broad frame work of my project, I proceed on a search for secondary
sources of data. After analyzing the data i prepared.
4) The preparation and presentation of the report

3.8 LIMITATIONS OF THE STUDY:

The project taken is very vast so considering the accuracy of all the aspects as required by the
study is a major limitation. However, every attempt will be make to overcome any flaw
which might occur due to this.
v Changing political, economic and legal environment.
v Secondary source of data
v Other market impacts like manipulation, inside trading etc. are not taken into
consideration.
v Sample Size was limited to 50. Hence, it may not provide the 100% true result as it
ignores the population study.
v Being a student I could not invest large funds for my project and research purpose.
v Study of air condition is not an easy deal. Air condition is one of the largest sector and
very dynamic.

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 CHAPTER 4
DATA ANALYSIS
AND INTERPRETATION

4.1 AGE (Which age group show more interested in air conditioner market?)
AGE (YEARS) NO. OF RESPONDENT NO. OF RESPONDENTS
IN%
20-30 3 10
30-40 10 16
40-50 27 42
50 ABOVE 10 32
TOTAL 50 100

AGE

10%

32%
16%
20-30
30-40
40-50
50 Above

42%

INTERPRETATION
The chart reflects age wise division of air conditioner investors, we can see that the number
of people having age between 40-50 years are more interested in air conditioner market. The
awareness of air conditioner market is more in this age group.

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 4.2 GENDER (Which gender show more Interested in air conditioner Market?)
GENDER NO. OF RESPONDENT NO. OF RESPONDENT
IN%
MALE 40 80
FEMALE 10 20
TOTAL 50 100

GENDER

20%

MALE
FEMALE

80%

INTERPRETATION

From the above depicted chart we can interpret that male gender are more interested in real
estate market than the female. The % of male gender is 80% which cover large market. Only
20% of women invest in air conditioner market that is a (+) sign that the women are also
interest in air conditioner market.

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 4.3 OCCUPATION (The persons show interest in air conditioner mostly from which
occupation?)
OCCUPATION NO. OF RESPONDENT NO. OF RESPONDENTS
%
BUSINESS 25 50
SELF EMPLOYMENT 8 16
SERVICE 13 26
STUDENT 2 4
HOUSE WIFE 2 4
TOTAL 50 100

OCCUPATION

4%
4%

BUSSINESS

26% SELF EMPLOYMENT

50% SERVICE
STUDENT
HOUSE WIFE

16%

INTERPRETATION

The 50% of the investors are doing business & 26% are doing services. The majority of the
persons investing in the air conditioner are as a broker who invest in air conditioner and sell it
at a higher rate.

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 4.4 ANNUAL INCOME (Main influencing factor in air conditioner market)
ANNUAL INCOME IN RS. NO. OF RESPONDENTS NO. OF RESPONDENTS
%
<LESS THAN 2 LACS 3 6
2 LACS -3.5 LACS 7 14
3.5 LACS-5 LACS 15 30
ABOVE 5 LACS 25 50
TOTAL 50 100

ANNUAL INCOME

6%

14%

< 2 LAKHS
2-3 LAKHS
50%
3.5-5 LAKHS
ABOVE 5 LAKHS

30%

INTERPRERTATION

The income criteria of the investors were 50% of the investors are having income of above 5
lacs and on second position 40% of the investors were having income between 3.5 lacs to 5
lacs. The income of the investors are the main influencing factor in real estate market.

23
4.5 What source of information do you prefer while searching for air conditioner?

Promotional Tool No. of respondents No. of respondents %

Print media 6 12
price 3 6
Voltage 4 8
Electricity consumption 5 10
Personal reference 12 24
broker 20 40
total 50 100

PROMOTIONAL TOOL

12%

6% PRINT MEDIA
40% TV
8% INTERNET
OUTDOOR ADD

10% PERSONAL REFERENCE

BROKER

24%

INTERPRETATION

In this survey 40% of the respondents were dependent on broker and 24% of the respondents
were personally referred, while searching for a property.

24
1) Do you think promotional strategies adopt by BAWA Suppliers attract customers to
make investment in it?

Options No. of respondent No. of respondents %

yes 35 70
no 15 30
total 50 100

No Of Respondent(%)

30%

YES
NO

70%

INTERPRETATION

70% of the respondent say yes to marketing strategies adopt by BAWA Suppliers to attract the
customers and remaining 30% do not agree.

25
2) What is your opinion on this statement “Investment in promotion for air conditioner
sector is successful”?

OPINION No. of respondents No. of respondents%

YES 36 72
NO 14 28
TOTAL 50 100

No Of Respondent(%)

28%

YES
NO

72%

INTERPRETATION

The 72% respondents say yes that “Investment in promotions for air conditioner sector is
profitable” and 28% say no, according to them air conditioner sector is not a profitable.

26
3) Which amenities are you looking for while buying a commercial air conditioner?

AMENITIES NO. OF RESPONDENTS NO. OF RESPONDENTS

IN %
Setup room 11 22
Voltage 25 50
SECURITY 14 28
TOTAL 50 100

Amenities

22%
28%

CAR PARKING
REST ROOMS
SECURITY

50%

Interpretation

50 % of the respondents are looking for rest rooms while buying a commercial air
conditioner, 28% for security and 22% for parking while buying a commercial air
conditioner.

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4) Which amenities are you looking for while buying air conditioner?

AMENITIES NO. OF RESPNDENTS NO. OGF

RESPONDENTS IN %
Security 20 40
Voltage 8 16
Electricity consumption 5 10
Cooling capacity 15 30
Air flow 2 4
TOTAL 50 100

AMENITIES

4%

SECURITY
30% 40% CAR PARKING
SCHOOL
MARKET

10% CLUBS
16%

Interpretation

While buying air conditioner, 40% of the respondents are looking for security and after the
security 30% are looking for market.

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5) Which feature of BAWA Suppliers & Contractors Private Limited. Makes it unique
from its rivals?

Feature NO. OF RESPNDENTS NO. OGF

RESPONDENTS IN %
DÉCOR 10 20
LOCATION 10 20
GREEN CONCEPT 15 30
PRICE 15 30
TOTAL 50 100

FEATURE

20%
30% DÉCOR
LOCATION
GREEN CONCEPT
20%
PRICE

30%

Interpretation

People were equally impressed by décor and location sharing 20% each and on the other hand
equally impressed by green concept and price sharing 30% each.

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6) Rate the companies as per their efforts in terms of promotional strategies?

Company NO. OF RESPONDENTS NO. OF RESPONDENTS

IN %
Earth Infrastructure 10 20
ANSAL 12 24
TDI 13 26
DLF 15 30
TOTAL 50 100

Company

20%
30% EARTH
ANSAL
TDI
24% DLF

26%

Interpretation

In customers eyes DLF (30) is the leading company when it comes to promotions. Followed
by TDI (26) then ANSAL (24) and finally by BAWA Suppliers (20).

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7) Do you think Earth can lead in air conditioner industry in future?

OPINION No. of respondents No. of respondents%

YES 22 44
NO 28 56
TOTAL 50 100

SUCCESS RATE

44%
YES
NO
56%

Interpretation

Majority of people believes that BAWA Suppliers wouldn’t be able to lead in future of air
conditioner market. 56% believes so. 44% believes it could win in long run.

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 Chapter 5
Findings and Suggestions

5.1 FINDINGS

My findings during the project were as follows:

v It was found that the company has improved to a larger extent in their terms of
capturing market and winning trust of customers.

v Most of the people having their budget 20-25 thousand. this is the reason that 1.5 ton
is the most demanded segment in the market and it can easily available in this cost in
normal region.

v building concept of BAWA Suppliers & Contractors Private Limited.

v All the projects of BAWA Suppliers are well developed and equipped with all new
needs and wants of evergreen society and covers all the facilities that serve as very
vital during promotion stages.

v BAWA Supplier use Banner, Radio, TV Ads, Newspaper, trade shows, etc. for their
promotion purposes and were used quiet effectively in 4 years since their
establishment.

v The satisfaction level of customer regarding the price charged by the earth infra
compare to other builders are moderate.

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5.2 SUGGESTIONS

From my point of view which may help them in future. Suggestions are as follows:

v They should show their legal and technical documents to the customers to make them
satisfied about the investing point of view to their company.

v They should deliver the project on time so as to win the confidence of prospective
investors.

v The air conditioner industry depends upon the person’ financial plan, family
background, disposal income and investor’s preference. So before targeting the
customers, the company should consider the factors.

v Adopt more aggressive promotional strategy like putting the canopies near the market
and offices, distribution of pamphlets and approaching the people to convert them into
our real customers.

v Use various tools like ghost calls etc. were used to understand the strategies and
offerings of competitors.

v They should also adopt the strategy to educate customers regarding different
investment opportunities they are having for them at different locations.

v They should go with the attractive scheme in the benefit of customer like gold coin,
laptop, Car and other attractive things.

v Always touch with rivals to adopt unique promotional strategies

v These are some of the suggestions to BAWA Suppliers & Contractors Private
Limited.

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 CHAPTER 6
CONCLUSION

CONCLUSION

While buying the air conditioner certain points are need to be kept in mind as these are the
major reasons for preferring the AC. These factors are:
Ø Economical
Ø Security of the residents
Ø Common facility being provided to them
Ø Community living
Ø Provide all general amenities
Ø High growth rate
Ø Good location
Ø Market easily available

We concluded that mostly male dangers are more interested in real estate market than female.
Having age mostly between 40-50 years (it means this age group mostly aware and interested
about air conditioner market.)

According to the survey, most of the persons prefer broker as a source of information while
searching for property. We can also see that the sales and promotional strategies adopted by
earth infrastructure given great support to increase the sales.

By adopt more aggressive promotional strategy, use various tools to understand the strategies
and offerings of competitors, understand the overall market, go with the attractive scheme in
the benefit of customer, adopt unique marketing strategies, delivering the project on time and
with same quality which was shown in the catalogue at the time of purchase. It is easily for
the air conditioner market to convert the client into the investor.

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 CHAPTER 7

BIBLIOGRAPHY

BIBLIOGRAPHY
• Marketing Management by TN CHABBRA
• Girish Ahuja
• Bimal Jain

WEBSITES
• www.carrierairconditioner.com

• www.lgairconditioner.com

• www.daikenairconditioner.com

• www.cruiseac.com

• www.panasonicac.com

MAGAZINES, JOURNALS AND NEWSPAPERS

• Business today
• Times of India
• Company Broachers and Leaflets, earth express one, about retail shops.
• Training Notes, BAWA Suppliers, about commercial and residential projects.

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 CHAPTER 8
ANNEXURES

1. How old is my current air conditioner?

• 1-5 years
• 10-15 years
• over 15 years
• Other (please specify)

2. How much longer do I plan on living in this home?

• Less than 5 years
• 5-10 years
• Longer than 10 years

3. How much am I willing to invest a new air conditioner?

• Less than Rs 15000
• Rs 15000 - 25000
• over Rs 25000

4. What was the cost of my most expensive electric bill last summer?
• Less than Rs 1000
• Rs 1000 - 2000
• Rs 2000 - 3000
• Rs 3000 - 4000
• More than Rs 4000
• Other (please specify)

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5. What was the cost of my least expensive electric bill last summer? (May -
September)
• Less than Rs 250
• Rs 250 - 500
• Rs 500 - 1000
• Rs 1000 - 2000
• More than Rs2000
• Other (please specify)

6. During the summer, which room in my home is the most comfortable?

7. During the summer, which room in my home is the least comfortable?

8. How noisy is my current furnace?

• My air conditioner is very noisy
• My air conditioner could be quieter
• My air conditioner is pretty quiet

9. Is there anything else that I do not like about my current air conditioner?

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