A

Project On

DEMAND ANALYSIS OF HONEYWELL PRODUCTS AND STUDY OF AFTER SALES SERVICE WITH REFERENCE TO THANE AREA
Submitted in the partial fulfillment for the requirement of The award of degree of Masters of Management Studies (MMS II) Of Mumbai University

Submitted by Mr. Sawant Kiran Sanjay Roll No: 09 MMS II Year: 2013-14 Under the guidance of Prof. D.C. Kute Changu Kana Thakur Institute of Management Studies and Research Plot 1 & 4, Sector 11, Khanda Colony, New Panvel (w) 410206

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CERTIFICATE

This is to certify that the project title Demand analysis of Honeywell products and Study of After Sales service with reference to Thane area is successfully done by Mr. Sawant Kiran Sanjay, Roll No.09 during the partial fulfillment of the course Masters in Management Studies (MMS II) under University of Mumbai through Changu Kana Thakur Institute of Management Studies and Research, New Panvel, Navi Mumbai.

(Prof. Dhiraj Kute) Project guide

(Dr. S. T. Gadade) (Director)

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Declaration

I, Mr. Sawant Kiran Sanjay , Student of Changu Kana Thakur Institute of Management Studies and Research, MMS II, has completed this project on title Demand analysis of Honeywell products and Study of After Sales service with reference to Thane area in the academic year 2013- 2014. The information submitted in this project is true and original to the best of my knowledge.

Mr. Sawant Kiran Sanjay, Roll No: 09

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Acknowledgement
I was fortunate enough to have guide like Dronacharya for guiding me in my learning and who helped me to reach the pinnacle of success like Arjuna did. Furthering the ageold guru shishya tradition. So in the same sequence at very first I would like to confer the flower of acknowledgement to faculty members who taught me that how to do project through appropriate tools and techniques. I am grateful to DR.S.T. GADADE (Director) and the Coordinator Prof. Mr. NILESH MANORE. I would like to express my sincere gratitude to Prof. D.C. Kute for being my mentor throughout the project. I would also like to thank each and every professor and other literary staff and computer lab staff who contributed in their own special way to guide and help me. No words of thanks will judge the support rendered by my friends, Specially Rohit jagtap and Pranit mhatre . With that, I thank my family member for undying support Thank you Vira Printers, kalamboli for giving the project such a beautiful look Finally, it is only when one writes a book that one realizes the power of MSWord, form grammar checks to replace-alls. It is simple without this software, this book would not be written. Thank you Microsoft Crop! I am thankful to these people for giving their kind support, cooperation and for being informative and tolerant. I would not have completed my project on the given time without the sincere efforts and guidance of the above mentioned people, whose presence was the blessing in disguise for me. I hope the same amount of cooperation in future also for developing my career prospects

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CONTENTS
Page No.

Chapter -1
Introduction about Subject 9

Chapter -2

Aim of the Project. Objective of the study. Hypothesis Literature review

12 12 13 14

Chapter -3
Importance of the study Scope of the study limitations of the study 18 20

Chapter -4
Research Methodology Data source Research approach Sampling unit Data completion and analysis 23 23 26 26 29

Chapter -5
Theoretical Aspect Subject (Theory)

Chapter -6
Company profile 38

Chapter -7 Chapter -8

findings and Data Analysis

59

Result Conclusion

70 71

Chapter -9
Suggestions Bibliography 73 74

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Executive Summary
In each and every management training scheme there is a provision for real job experience within the academics time period calls it summer training or corporate training or corporate interaction. The main aim of this is to introduce the corporate arena. This training To utilize and implement the theoretical knowledge of the classroom into real corporate world. It is well said nothing is much practical than a good theory. But on the very same we cannot deny practical in the better than theory. These phrases are opposing each other but also are complementary to each other .experiencing both in a good dedicated manner really plays a lot in ones profession carrier. In the field of marketing the scenario is no expectation. Field experience is very much necessary for the student of marketing too in this stream of business the application of theory is very frequent from the consumer behavior to consumer satisfaction all the theory can be explained in a day spend in the field of marketing. Marketing is now so much diversified that now it can be internet, but experiencing the real marketing tactics is the field. There force I am really thankful to my college and COSMOS company for providing me this opportunity. This project on Demand analysis and perform service analysis with market is basically done by two different surveys: 1. Dealer Survey 2. Consumer Survey Honeywell has had a presence in India for many decades and currently has businesses headquartered across four locations in India Bangalore, Chennai, Gurgaon, and Pune, employing over 7000 people. Honeywells business presence in India is roughly about US D 400 million and growing at an impressive rate. The Super brands Council of India have recognized Honeywell as a Business Super brand. Honeywell Automation India Ltd is a leading provider of integrated automation and software solutions that improve productivity enhance comfort and ensure safety and security of your homes and business premises. With over 2500 employees and an annual turnover of about Rs. 868 crores, HAIL is headquartered in Pune with 8 offices all over India. HAIL is a listed company on the Indian Stock Exchange and is part of Honeywell Inc. the technology leader with 120000 employees across 100 countries world wide Since November 2004, when the parent Honeywell acquired the remaining 40% stake from the Tatas, HAIL has come a long way, stepping out from the shadows and emerging as the market leader in most of the business areas it operates in, a fact that is underlined by the presence of Rashtrapathi Bhavan in its clientele list. With its five strategic businesses, namely, the Global Services, Honeywell Building Solutions, Honeywell Process Solutions, Control Products and the Honeywell Security Group, HAIL drives the nation's growth by playing a major role in the smooth running of
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the "core" business sectors of the Indian Economy, be it Infrastructure, Petrochemicals, Refining, Chemicals, Mining & Metals or Automobiles and Hospitality. The objective of this research is to determine company products demand in markets as well as proving services to client. . It involves the study the distributor channel and distributor relationship with customer regarding product and services in the market Collected the information from customer and dealer through questionnaire survey Later I went through the process of filling the questionnaires from 30 retailers as well as customer & 20 dealers selling and consuming both clients taken into account to making valuable research more effectively. Secondary data from various sources like magazines, a journal etc has also been taken. Ultimately, it can be said that the most important task of marketing research is to identify demand of the product. Although this study is conducted at small level (only some part of Thane) yet the findings and suggestions of it will help the management of the organization. The study will also help the organization in making decision regarding promotional schemes and also identified the hidden opportunity in the certain other area as well as company what types of services give to clients after selling the products It also includes the visits of the places where others competitors similar products were installed to get their performance feedback and identified the hidden opportunities for Honeywell company After done the research to find out which assumption should be right in selected market area and presenting the Researched report for the company .This report were will used full for company

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Chapter: - 1

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Introduction about Subject

Demand
The amount of a particular economic good or service that a consumer or group of consumers will want to purchase at a given price. The demand curve is usually downward sloping, since consumers will want to buy more as price decreases. Demand for a good or service is determined by many different factors other than price, such as the price of substitute goods and complementary goods. In extreme cases, demand may be completely unrelated to price, or nearly infinite at a given price. Along with supply, demand is one of the two key determinants of the market. The concept of demand takes on a very particular, and somewhat different, meaning in economics. Economically speaking, to demand something means to be willing, able and ready to purchase a good or service. Let's examine each of these requirements in turn:

Willing to purchase: Being willing to purchase simply means that one likes an item enough to want to buy it, and this is usually what people think of when they encounter the concept of demand. However, it's important to remember that, while it's good to want things, desire to purchase is not the only requirement for economic demand.

Able to purchase: Wanting to purchase an item doesn't mean a whole lot if one doesn't have the means to make the transaction happen. Therefore, ability to purchase is another important factor of demand. Economists don't specify how an individual must be able to pay for an item- she can pay with cash, check, credit card, money borrowed from friends or taken from the piggy bank, etc.

Ready to purchase: Demand is, by its nature, a current quantity, so an individual is only said to demand something if she is willing and able to purchase it now as opposed to some point in the future. Putting these three requirements together, it is reasonable to think of demand as answering the question "If a seller were to show up right now with a whole truckload of the item in question, how much would an individual purchase?" Demand is a pretty straightforward concept, but there are a few other things to keep in mind: Individual vs. Market Demand Not surprisingly, demand for any given item varies from person to person. Nonetheless, market demand can be constructed by adding together the individual demands of all of the buyers in a market.

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Implicit Time Units It doesnt really make sense to describe demand without time units. The formal definition is services are an economic activity offered by one party to another, most commonly employing time-based performances to bring about desired results in recipients themselves or in objects or other assets for which purchasers have responsibility. Time-based means something the firm does, which is within a certain time period. Desired results are outcomes desired by the customer. In exchange for their money, time and effort, service customers expect to obtain value from access to goods, labor, professional skills, facilities, networks and systems Organizations also use a wide array of business-to-business (B2B) services, varying to some degree according to the nature of their industry, but usually involving purchases of a much larger scale than those made by individuals or families. Nowadays, firms are outsourcing more and more tasks to external service providers in order to focus on their core business

Services:
Marketing has been considered to be an integral business aspect for long. Service marketing is the endorsement of economic activities offered by a company to its consumers, it is considered to be a special sub set of marketing because it focuses on how rendering of services can affect both the customer attitude and the marketing strategy. Service marketing includes building public relations, advancing customer loyalty, developing quality of service, handling relationships and complaint management. Service marketing involves 3 types of marketing: 1. EXTERNAL MARKETING 2. 3. INTERNAL MARKETING INTERACTIVE MARKETING

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Chapter: - 2

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Aim of the project

To analysis Demand of Honeywell product and perform service analysis with Thane area

refers to

Objective of the Study

To determine and analyze the Market Potential of the Honeywell Company in Thane To measuring demand and putting strategy in market To identify the factor which influence the purchase decision of customer with product and Services. To study and determine the competitor position in the market. To Recommendations on how to increase the sales of the company product and how to cater the recruitment of the people via distributor and retailers To find out the opportunity and captures the market To analysis distributor relationship and distributor channel with product and services in the market

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Hypothesis
Null Hypothesis:-

Honeywell has higher product demand in the market

Alternative Hypothesis:-

Honeywell has lower product demand in the market rather than competitor

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Literature Review
1. Supply chain management , Authors Name: Rahul V. Altekar

Chapter 2 demand management in supply chain Type of demand page no.12 Independent demand (items are generally finished goods) Dependent demand (items are generally components) Forecasting As manufactures, retailer and distribution companies move toward integration their supply chains, they realize that an accurate representation of future demand is necessary to reduce cost and prevent customer dissatisfaction Demand forecasting model 26 Supply chain strategy 34

2. Consumer behavior (4 editions) , Authors Name : DAVID L. Loudon and Albert J, Della Bittla Chapter 21 Organizational buying behavior The nature of organizational buying 658 Organizational buying is in some ways similar to consumer buying it is not organizations making the buying decisions but people within those organizations.But there are significant differences that must be understood by marketers in order to succeed in the organizational market. 3. Organization buying decision 673 Type of decision situations 673 Sales Management (decision, Strategies and Cases) Fifth Edition

Authors Name : Richard R.Still, Edward W.Cundiff Norman A.P.Govani Chapter 9 Distributive Networks Relation Developing Management Efficiency in Distributive Organizations 230

4. Marketing management, Introduction to Sales Management. 13 Editions

Authors Name: Philip kotler, Kevin L. Keller, Abraham koshy, mithileshwar jha.
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Chapter 4 Conducting research and forecasting demand 86 Chapter 7 Analyzing business Markets 172 Chapter 13 Designing and Managing Services 336 Web sites: www.pearsoned.co.in/marketingmanagementindia. Page number: 124

Product and service quality Product and service quality, customer satisfaction and company profitability are intimately connected. Higher levels of quality result in higher levels of customer satisfaction, which support higher prices and lower costs. Studies have shown a high correlation between relative product quality and company profitability." Quality is clearly the key to value creation and customer satisfaction".

From a management point of view, marketing is an organizational function and set of processes for creating, communicating, and delivering value to customers and for managing customer relationship in ways that benefit the organization and its stakeholders. Marketing management is the art & science of choosing target market and getting, keeping, and growing customers through creating, developing, and communicating superior customer value.

5. Marketing Management , Authors Name : Dr.K. Karunakaram Web sites www.himpub.com Chapter 3 understanding market environment 35 Chapter 5 marketing Research 107 Chapter 6 Demand measurement and sales forecasting 129 Chapter10 Service marketing 202 o Importance of Service Marketing o Marketing Mix in Services Marketing o Service Quality Distribution Management & Sales Promotion 197-221. The operational success of a company depends not only on well it performs in terms of production and sales but also on how well its entire channels of distribution compete with competitors channels. A company may produce the best products but still not do well if its dealers perform poorly in sales and services against the competitors dealers. A channel of distribution is a set of interdependent organizations involved in the
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process of making a product or service available for use or consumption by the consumer or business user. 6. Industrial marketing 2 Edition, Authors Name: Krishna K Havaldar Chapter 3 the nature of industrial buying and buying behavior 34 Chapter 4 Buying-seller relationship 52 Type of relationship Customer relationship management Chapter 8 Industrial Distribution channels and marketing logistics 154 Chapter 13 Business-to-Business (Industrial) Marketing though Commerce 285

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Chapter: - 3

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Importance of the Study

Scope
Honeywell International is a Fortune 100 diversified technology and manufacturing leader, serving customers worldwide with aerospace products and services; control technologies for buildings, homes and industry; automotive products; turbochargers; and specialty materials. Safety & Security Zone at India Warehousing & Logistics Show is your ultimate opportunity to scale up your business. Within its huge scope and space, a warehouse is prone to subdued but potential hazards like breach of access & security, fire and power shedding, which has adverse effects on its seamless operations. The 50 largest companies generate about 60 percent of industry revenue as a whole, although Honeywell generally stands above the rest. The study is conducted to evaluate the performance and market positioning of HONEYWELL in order to better scope to the investors, shareholders and the management about the rating of HONEYWELL and its performance in the current market situation. There is a Scope of future and detailed Study of the more retail outlets of other territories to study buying and consumption pattern of particular segment in that region and also the impact of communication in that region. Also there is a wide scope to study the marketing activity of other small and big companies in the other parts of country which would reveal how and why the particular brands are successful in particular regions only. So this study helps to Security System Services industry to know the market position of different companies. There is lot of scope to expand the market. Learned about Security products Industry and its relevance. Could understand Honeywell Company, their very attractive and specific plans and the functions. This project would help the company of what new innovations they can introduce in the market.

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Interacted with 50 potential investors and acquired good exposure in Sales. The company may also get an idea of investors demand

There are two places that scope is defined on project. High-level scope is defined in project charter. Low-level scope is defined in business requirements document. High-level scope consists of two main components. 1. Deliverables. If you cant remember anything else about scope, list your deliverables. Defining deliverables goes a long way toward defining the overall scope of the project. 2. Boundaries. The try to define the boundaries of project. Boundary statements help to separate the things that are applicable to project from those areas that are out of scope. There are two broad categories of research: applied and basic. Applied means you have a problem and you are trying to solve it. Basic means you are trying to understand the universe and have no immediate use for the information. Companies who want to make money generally do applied research; basic research is done universities, government agencies and not-for-profit think tanks. The scope of a research project outlines the extent of the project and the requirements necessary to achieve the goals and objectives The work that needs to be accomplished to deliver a product, service, or result with the specified features and functions During the project, this documentation helps the project team remain focused and on task. The scope statement also provides the project team with guidelines for making decisions about change requests during the project Terms of reference or statement of work, explains the boundaries of the project, establishes responsibilities for each team member and sets up procedures for how completed work will be verified and approved.

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Limitation
Low connectivity Less sampling The limitation faced while doing a research was that the people were not ready to give the information. Sometimes the required persons were not available in there office or place The respondents use to refuse to give the important information best known to them The sources of data collection and time are limited in this research.

Marketing Research (MR) is not an exact science though it uses the techniques of science. Thus, the results and conclusions drawn upon by using MR are not very accurate. Marketing Research (MR) is not a complete solution to any marketing issue as there are many dominant variables between research conclusions and market response.

Marketing Research( MR) is not free from bias. The research conclusions cannot be verified. The reproduction of the same project on the same class of respondents give different research results. Some respondent in corporate offices hesitate to give complete information. Some respondent has not given proper information. Unavailability of visiting cards from some respondent. Some of the retailers were busy and could not give appropriate information. And also very few retailers did not want to share any information

As study was done in Thane , it did not covered broader area to understand prescribing behavior of customer

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Inappropriate training to researchers can lead to misapprehension of questions to be asked for data collection. The Data collected from the Dealer might not be very accurate to obtain the desired information.

Difficulty in gathering the reasonable data. The period of the project was not sufficient to study all the factors in deep. Visiting various places for the study consumed a lot of time.

We cannot say that what the consumer have revealed will be right for each and every situation because their perception is influenced by many factors. Many consumer and dealers/retailers showed less interest in providing information and havent cooperated. Some of confidential information viz. credit period, schemes, policies and sales figure were not disclosed by the competitors.

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Chapter: - 4

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Research Methodology
A research design is the arrangement of condition for collection and analysis of a data in manner to combine relevance with research purpose with economy in procedure. Research methodology is considered as the nerve of the project. Without a proper wellorganized research plan, it is impossible to complete the project and reach to any conclusion. The project was based on the survey plan. The main objective of survey was to collect appropriate data, which work as a base for drawing conclusion and getting result. Therefore, research methodology is the way to systematically solve the research problem. Research methodology not only talks of the methods but also logic behind the methods used in the context of a research study and it explains why a particular method has been used in the preference of the other methods. Research Design: It is conceptual structure within which research is conducted. It constitutes the blue print of collection, measurement and analysis of data. Research design is needed because it facilitate the smooth selling of various operations, thereby making research is efficient as possible yielding maximum information within minimum time, effort and money. Research design stands for advanced planning of methods to be used for collecting relevant data and techniques to be used in the analysis. The design helps researchers to organize his ideas whereby it will be possible for him to look for flows and inadequate. Research Approach General Survey In this case, a general survey to gain knowledge about the market, commonly known as the pilot survey was and undertaken where particularly information was gathered with respect to the brands, peoples / consumers perception so that it serves as a foundation to prepare the questionnaire for collecting primary data and that it helps in deciding other methods to be adopted which may be useful in gathering the necessary information. Methods of data Collection: While deciding about the method of data collection to be used for the study, there are only two types of data Primary Data Collection Method Secondary Data Collection Method

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Primary Data Data that has been collected from first-hand-experience is known as primary data. Primary data has not been published yet and is more reliable, authentic and objective. Primary data has not been changed or altered by human beings; therefore its validity is greater than secondary data. Question Types The profiling Sheet contains the three types of questions: Multiple choice Numeric Open End Text Open/Close End There are two types of modes to collect the data. Survey Method Observation Method

Observation This method is used to get past and current information of company and product. For example What is brand image of the company? Which are services providing to customer? How do approach to customer? How do approach to dealer? Survey

This method is useful to gate actual information about market condition of that particular product.Survey involves some questions or we can say feedback report. As far as the data collection method is concerned, designing the data collection for Survey method is applicable to the project.
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 Questionnaire
Personal interview (structured/unstructured)

SECONDARY DATA SOURCE Data collected from a source that has already been published in any form is called as secondary data. The review of literature in nay research is based on secondary data. Mostly from books, journals and periodicals. The secondary data sources that came to be utilized by me in these were as follows Internet Various journals reports Magazine etc was used. news papers Files/document Company sources. External Sources Library For e- school library Internet services

SAMPLING METHOD
Random Sampling method

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SAMPLE SIZE
50 Dealer, 40 Client and 10 Consultants

RESEARCH TOOLS
Questionnaires

RESEARCH AREA
In order to make a comparative analysis studies the consumer perception as well as dealer & retailer perception of Honeywell products with respect to its competitors data for the study has been collected through a survey of Dealers/Retailers of Thane and surrounding. Thane Ghodbunder road Vashi Navi Mumbai Panvel Analysis The statistical comparisons you make here are the same as the ones you specified in your protocol before any data were collected. It is understandable that the choice of specific statistical tests may depend on the quality of the data in the end (whether continuous data were normally distributed or not), so the specific test often cannot be stated in advance This stage all the collected data had been analyzed and then a Report had been written. Understanding of the data analysis procedures

Appreciate the meaning of the scientific method, hypotheses testing and statistical significance in relation to research questions realize the importance of good research design when investigating research questions have knowledge of a range of inferential statistics and their applicability and limitations in the context of your research be able to devise, implement and report accurately a small quantitative research project be capable of identifying the data analysis procedures relevant to your research project

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show an understanding of the strengths and limitations of the selected quantitative and/or qualitative research project Be adept of working effectively alone or with others to solve a research question/ problem quantitatively.

Statistical Methodology Descriptive Method The research which carried in this project for that descriptive method of research is used. The term descriptive research refers to the type of research question, design, and data analysis that will be applied to a given Project. Descriptive research is also called Statistical Research. The main goal of this type of research is to describe the data and characteristics about what is being studied. The idea behind this type of research is to study Comparative study, Market share, Position in Segment. Frequencies, averages, and other statistical calculations. Although this research is highly accurate, it does not gather the causes behind a situation. Descriptive research is mainly done to gain a better understanding of topic. Analytical Method In this research the survey method is used to collect the data from the market so that data contains the different facts and numbers. Use in this data analysis is done to know the market position.

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Chapter: - 5

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Theoretical Aspect Subject

Demand
The amount of a particular economic good or service that a consumer or group of consumers will want to purchase at a given price. The demand curve is usually downward sloping, since consumers will want to buy more as price decreases. Demand for a good or service is determined by many different factors other than price, such as the price of substitute goods and complementary goods. In extreme cases, demand may be completely unrelated to price, or nearly infinite at a given price. Along with supply, demand is one of the two key determinants of the market price.

Aggregate Demand - The combined demand of all buyers in a market. Budget Constraint - The outermost boundary of possible purchase combinations that a person can make, given how much money they have and the price of the goods in consideration. Buyer - Someone who purchases goods and services from a seller for money. Competition - In a market economy, competition occurs between large numbers of buyers and sellers who vie for the opportunity to buy or sell goods and services. The competition among buyers means that prices will never fall very low, and the competition among sellers means that prices will never rise very high. This is only true if there are so many buyers and sellers that no one individual has a significant impact on the market's equilibrium. Complementary Good - A good is called a complementary good if the demand for the good increases with demand for another good.
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Demand - Demand refers to the amount of goods and services that buyers are willing to purchase. Typically, demand decreases with increases in price, this trend can be graphically represented with a demand curve. Demand can be affected by changes in income, changes in price, and changes in relative price. Demand Curve - A demand curve is the graphical representation of the relationship between quantities of goods and services that buyers are willing to purchase and the price of those goods and services. Diminishing Returns - Concept that the marginal utility derived from acquiring successive identical goods decreases with increasing quantities of goods. Economics - Economics is the study of the production and distribution of scarce resources, and goods and services. Equilibrium Price - The price of a good or service at which quantity supplied is equal to quantity demanded. Also called the market-clearing price. Equilibrium Quantity - Amount of goods or services sold at the equilibrium price. Because supply is equal to demand at this point, there is no surplus or shortage. Expected Value (EV) - How much a buyer thinks that a good or investment will be worth after a time lapse, based on the probabilities of different possible outcomes. Usually refers to stocks and other uncertain investments. Giffen Good - Theoretical case in which an increase in the price of a good causes an increase in quantity demanded. Firm - Unit of sellers in microeconomics. Because it is seen as one selling unit in microeconomics, a firm will make coordinated efforts to maximize its profit through sales of its goods and services. The combined actions and preferences of all firms in a market will determine the appearance and behavior of the supply curve. Goods and Services - Products or work that are bought and sold. In a market economy, competition among buyers and sellers sets the market equilibrium, determining the price and the quantity sold. Horizontal addition - The process of adding together all quantities demanded at each price level to find aggregate demand Household - Unit of buyers in micro economics. Because it is seen as one buying unit in microeconomics, a household will make coordinated efforts to maximize its utility through its choices of goods and services. The combined actions and preferences of all households in a market will determine the appearance and behavior of the demand curve. Income Effect - Income effect describes the effects of changes in prices on consumption. According to the income effect, an increase in price causes a buyer to feel poorer, lowering the quantity demanded, and vice versa. Although the buyer's actual income hasn't changed, the change in price makes the buyer feel as if it has.
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Indifference Curve - Graphical representation of different combinations of goods and services that give a consumer equal utility or happiness. Inferior Good - A good for which quantity demanded decreases with increases in income. Marginal Utility - Additional utility derived from each additional unit of goods acquired. Market - A large group of buyers and sellers who are buying and selling the same good or service. Market Economy - An economy in which the prices and distribution of goods and services are determined by the interaction of large numbers of buyers and sellers who have no significant individual impact on prices or quantities. Market-clearing Price - The price of a good or service at which quantity supplied is equal to quantity demanded. Also called the equilibrium price. Microeconomics - Subfield of economics which studies how households and firms behave and interact in the market. Normal Good - A normal good is a good for which an increase in income causes an increase in demand, and vice versa. Optimization - To maximize utility by making the most effective use of available resources, whether they be money, goods, or other factors. Resource - A supply of capital that can be used in an economy. Because resources are scarce, however, there is not enough to go around. Risk - Refers to the amount of variation in possible payoffs. A very risky investment will have wide variation in possible payoffs, but might have a higher expected value; a less risky investment will have a more predictable payoff, but a lower expected value. Scarcity - Goods, services, or resources are scarce if there is not enough for everyone to have as much as they would like. Seller - Someone who sells goods and services to a buyer for money. Substitute Good - Refers to a good which is to some extent interchangeable with another good, meaning that when the price of one good increases, demand for the other good increases. Substitution Effect - Describes the effects of changes in relative prices on consumption. According to the substitution effect, an increase in price of one good causes a buyer to buy more of the other good, since the first good has become relatively expensive, and vice versa. The buyer substitutes consumption of the second good for consumption of the first.

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Supply - Supply refers to the amount of goods and services that sellers are willing to sell. Typically, supply increases with increases in price, this trend can be graphically represented with a supply curve. Utility - An approximate measure for levels of "happiness." Wage - Price per unit of time when the good being sold is some form of labor or work (as opposed to a physical product.
The different types of demand

Direct and Derived Demands Domestic and Industrial Demands Autonomous and Induced Demand Perishable and Durable Goods Demands New and Replacement Demands Final and Intermediate Demands Individual and Market Demands Total Market and Segmented Market Demands Company and Industry Demands

Determinants of Demand
When price changes, quantity demanded will change. That is a movement along the same demand curve. When factors other than price changes, demand curve will shift. These are the determinants of the demand curve. Income: A rise in a persons income will lead to an increase in demand (shift demand curve to the right), a fall will lead to a decrease in demand for normal goods. Goods whose demand varies inversely with income are called inferior goods. Consumer Preferences: Favorable change leads to an increase in demand, unfavorable change lead to a decrease. Number of Buyers: The more buyers lead to an increase in demand; fewer buyers lead to decrease.

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Price of related goods: a. Substitute goods (those that can be used to replace each other): price of substitute and demand for the other good are directly related. b. Complement goods (those that can be used together): price of complement and demand for the other good are inversely related. Expectation of future: a. Future price: consumers current demand will increase if they expect higher future prices; their demand will decrease if they expect lower future prices. b. Future income: consumers current demand will increase if they expect higher future income; their demand will decrease if they expect lower future

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Introduction on Service
The world economy nowadays is increasingly characterized as a service economy. This is primarily due to the increasing importance and share of the service sector in the economies of most developed and developing countries. In fact, the growth of the service sector has long been considered as indicative of a countrys economic progress. Economic history tells us that all developing nations have invariably experienced a shift from agriculture to industry and then to the service sector as the main stay of the economy. This shift has also brought about a change in the definition of goods and services themselves. No longer are goods considered separate from services. Rather, services now increasingly represent an integral part of the product and this interconnectedness of goods and services is represented on a goods-services continuum.

Definition and characteristics of Services The American Marketing Association defines services as - Activities, benefits and satisfactions which are offered for sale or are provided in connection with the sale of goods. Intangibility: Services are intangible and do not have a physical existence. Hence services cannot be touched, held, tasted or smelt. This is most defining feature of a service and that which primarily differentiates it from a product. Also, it poses a unique challenge to those engaged in marketing a service as they need to attach tangible attributes to an otherwise intangible offering. Heterogeneity/Variability: Given the very nature of services, each service offering is unique and cannot be exactly repeated even by the same service provider. While products can be mass produced and be homogenous the same is not true of services. Perishability:
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Services cannot be stored, saved, returned or resold once they have been used. Once rendered to a customer the service is completely consumed and cannot be delivered to another customer.

Inseparability/Simultaneity of production and consumption: This refers to the fact that services are generated and consumed within the same time frame.

Types of Services
Core Services: A service that is the primary purpose of the transaction Supplementary Services: Services that are rendered as a corollary to the sale of a tangible product. Services marketing mix The first four elements in the services marketing mix are the same as those in the traditional marketing mix. However, given the unique nature of services, the implications of these are slightly different in case of services. Product: In case of services, the product is intangible, heterogeneous and perishable. Moreover, its production and consumption are inseparable. Hence, there is scope for customizing the offering as per customer requirements and the actual customer encounter therefore assumes particular significance. However, too much customization would compromise the standard delivery of the service and adversely affect its quality. Hence particular care has to be taken in designing the service offering. Pricing: Pricing of services is tougher than pricing of goods. While the latter can be priced easily by taking into account the raw material costs, in case of services attendant costs - such as labor and overhead costs - also need to be factored in. Thus a restaurant not only has to charge for the cost of the food served but also has to calculate a price for the ambience provided. The
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final price for the service is then arrived at by including a mark up for an adequate profit margin. Place: Since service delivery is concurrent with its production and cannot be stored or transported, the location of the service product assumes importance. Service providers have to give special thought to where the service would be provided. Thus, a fine dine restaurant is better located in a busy, upscale market as against on the outskirts of a city. Similarly, a holiday resort is better situated in the countryside away from the rush and noise of a city. Promotion: Since a service offering can be easily replicated promotion becomes crucial in differentiating a service offering in the mind of the consumer. Thus, service providers offering identical services such as airlines or banks and insurance companies invest heavily in advertising their services. This is crucial in attracting customers in a segment where the services providers have nearly identical offerings. We now look at the 3 new elements of the services marketing mix - people, process and physical evidence - which are unique to the marketing of services. People: People are a defining factor in a service delivery process, since a service is inseparable from the person providing it. Thus, a restaurant is known as much for its food as for the service provided by its staff. The same is true of banks and department stores. Consequently, customer service training for staff has become a top priority for many organizations today. Process: The process of service delivery is crucial since it ensures that the same standard of service is repeatedly delivered to the customers. Therefore, most companies have a service blue print which provides the details of the service delivery process, often going down to even defining the service script and the greeting phrases to be used by the service staff. Physical Evidence: Since services are intangible in nature most service providers strive to incorporate certain tangible elements into their offering to enhance customer experience. Thus, there are hair salons that have well designed waiting areas often with magazines and plush sofas for patrons to read and relax while they await their turn. Similarly, restaurants invest heavily in their interior design and decorations to offer a tangible and unique experience to their guests

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Chapter: - 6

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Company Information

Set up in 1987 as a joint venture between the Tata Group and Honeywell with manufacturing, design and engineering facilities in the industrial city of Pune (160 km southeast of Mumbai), Honeywell Automation is today the market leader in most of the business areas it operates in. In 2004 the joint venture ended, with Honeywell buying out the entire Tata stake. Honeywell Automation India (HAIL) is a leading provider of integrated automation and software solutions that improve productivity enhance comfort and ensure safety and security of homes and business premises. With over 2500 employees and an annual turnover of about Rs. 868 crore, HAIL is headquartered in Pune with 8 offices all over India. HAIL is a listed company on the Indian stock exchanges and is part of Honeywell Inc. the technology leader with 120000 employees across 100 countries worldwide. Honeywell International is a $36 billion diversified technology and manufacturing leader, serving customers worldwide with aerospace products and services; control technologies for buildings, homes and industry; automotive products; turbochargers; and specialty materials. Based in Morris Township, N.J., Honeywell hares are traded on the New York, London and Chicago Stock Exchanges. Innovation and adaptability are the hallmarks of HAIL and they aim at creating value for customers in an ever-changing market. The company drives the nation's growth by being responsible to its leadership position in running the 'core' business sectors of the Indian economy, be it infrastructure, petrochemicals, refining, chemicals, mining & metals or automobiles and hospitality. Honeywell's brands can be seen on the thermostats in buildings, in electronic voting machines, process control systems in refineries and factories or as sensors in automobiles. HAIL has an impressive 36000 sq ft. state-of-the-art manufacturing facility in Pune, and strict adherence to quality and being receptive to customer needs has helped the Company provide innovative solutions, high-end consulting and engineering designs to organizations, both in India and globally, leading to enormous savings to the customers through better productivity, optimal use of materials and energy, lesser wastage and better maintenance of equipment.

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1989 - Series 9000 systems were launched to meet the requirements of small control applications and the 620 LCS programmable controllers. 1990 - Several important projects for TDC-3000 systems were executed and new systems such as series 9000 and LCS-620 Series PLCS for the smaller market were introduced. 1991 - Honeywell's latest state-of-the-art "Process Manager" was introduced and the Company commenced marketing of smart transmitters in India which find application in chemical fertilizer and other process industries. - As a step towards indigenization, a printed wire assembly manufacturing facility was established for the manufacture of high volume PWAS of two products lines. - During the year, building automation systems were launched in India. 1992 - The Company Commissioned during the year a complex integrated system for the TISCO blast furnace `G' plant. - In April 1993, 20, 00,000 Rights shares allotted (prem. Rs 25 per share prop. 2:5). Another 80,000 shares offered to employees, etc. (prem. Rs 25 per share) (only 79,700 shares taken up). - During the year, the Company was awarded and executed several important orders for TDC-3000 systems in the refinery, petrochemicals, steel, power and pharmaceutical sectors. 1993 - Honeywell's new generation Automation Platform "Total Plant" was introduced and the company marketed Building Automation Control systems for Air-Conditioning, Fire Detection and security applications. - The Company successfully commissioned the systems for Tata chemicals cement plant, Indian Oil Corporations Hydrocracker Atmospheric Unit I and United Carbon's Carbon Black Plant. 1994 - The Industrial Control Systems is the largest segment of the company's business, accounting for 80% of its revenue. - The Company delivered 28 and commissioned 21 medium/large TDC-3000 systems during the year. - During the year the Company was awarded the prestigious ISO 9001 certificate which is the key to the TQM. - The Company is the first and only company in India in the field of Industrial Automation and Control to be awarded this certification. - For the third time in a row, the Company has won the Honeywell Asia Pacific Regional "Profitable Growth" Award.

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1995 - During the year Company successfully set up the Smart Transmitter Configuration Centre for local manufacture of Honeywell S 900 Series Smart Transmitters. 1996 - The Company established a new platform-SCAN 3000 for small and medium applications. - 17, 61,997 No. of equity shares of Rs 10 each at a prem. of Rs 60 per share allotted on rights basis. 1997 - The Company enhanced its product portfolio by introducing process analyzer as a result of Honeywell's acquisition of Leeds and Northrop Analyzer Division. 1998 - HPCL awarded Tata Honeywell a turnkey contract for off-site automation of their oil movement & storage systems at their Mahul refinery. - HPL has signed a MoU with Tata Honeywell under which all lumpsum turnkey contractors of HPL will procure their distribution control systems and smart transmitters from Tata Honeywell. 1999 - THL, a joint venture between Tata Industries and the US-based Honeywell Corp, has taken over distribution rights from Honeywell India for the systems business in its industrial automation segment from January 1999. - Tata Honeywell, a joint venture between Tata Industries and Honeywell of the US, plans to expand its industrial automation and control business to the oil and gas industry and to new power plants being set-up in the country. - THL was selected as the best affiliate/joint venture of 1998 for demonstrating the best overall business performance. - The merger of Honeywell Inc and Allied Signal internationally could signal additional new business opportunities for Tata Honeywell, the joint venture between Honeywell and Tata Industries. - The merger agreement between Honeywell and Allied Signal would lead to a global technology company with revenues of $ 25 billion. 2000 - Tata Honeywell signed a memorandum of understanding with Group4 Securities to form a joint venture company to address the emerging need for Central Monitoring & Response Services for electronic security solutions. - The Company launched electronic security solutions in Bangalore. - Tata Honeywell has entered into a 50:50 equity joint venture with the International security firm Group 4 Securitas to provide central monitoring and quick security response services using electronic security solutions to residents of India's major cities. - The Company is all set to expand its presence in electronic security solution segment with its new range of surveillance systems.

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- Tata Honeywell Ltd. a joint venture between Tata Industries and the US-based Honeywell, launched its "Total Security Solutions" consisting of sensors, control panels, signaling devices, panic switches and auto dialers. - Tata Honeywell's Hi-spec Solutions India entered into an agreement with US-based PSDI for offering the latter's "enterprise asset management solutions" process and manufacturing sector in the Indian subcontinent. - Tata Honeywell's Hi-spec solutions entered into an agreement with US-based PSDI for offering the Latter's "enterprise asset management solutions" to the process and manufacturing sector in the Indian subcontinent. - Tata Honeywell Ltd. and Group4 Securitas Guarding Ltd. have entered into a 50:50 joint venture to form a new company called central Monitoring Services Pvt. Ltd. - Tata Honeywell Ltd. the Industrial Security and Automation Company has entered the home and small commercial establishments security market with the launch of its Total Security Solutions. 2002 -Indian Oil Corporation ties up with Honeywell for its information technology reengineering project 'Manthan'. 2003 -Receives largest overseas order for automation of paper machine from Gaap insat Turkey valued at 1.8million USD with additional add on orders worth 1 million. 2004 -Tata Honeywell enters agreement with Gensym to sell automation solutions 2005 -Members of are hereby informed that the name of Tata Honeywell Limited shall be changed to Honeywell Automation India Limited and the trading symbol of the company be changed from TATAHONEY to HONAUT -Honeywell Automation India introduces Experion Process Knowledge System (PKS) R300 which features an innovative redesign of its automation and control platform hardware. 2007 -Honeywell Automation India Ltd has appointed Mr. Jack Bolick as the new Chairman of the Company. 2008 - Honeywell Safety Manager Attains Certification From Factory Mutual. - Honeywell Automation India Limited receives the Frost & Sullivan Brand Leadership and the Product Leadership Awards in the Indian DCS Industry. - Honeywell Introduces Advanced Energy Solutions For Industrial Power Generators. 2009 - Honeywell expands their Energy Efficiency Portfolio. 2011 - Honeywell Recognized For Dedication To Workplace Health And Safety With Two International Safety Awards. - Honeywell Launches New Remote Collaboration, Optimization And Operations Solution.
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- Honeywell Chosen By Krakatau Steel To Improve Energy Efficiency And Reduce Costs. - Honeywell Supplies Control And Safety Systems For Rwe Dea'S New North Sea Platforms. - Honeywell Boosts Smart Temperature Transmitter Portfolio with Enhancements To Stt 250 Line. 2012 - The Board of Directors of the Company at its meeting held on February 09, 2012, inter alia, has recommended dividend of Rs. 10 per share.

Products and Services offered by the company:

Refining, oil and gas, pulp, paper & printing, power generation, power transmission & distribution, chemicals & life sciences, petrochemicals, and metals, minerals and mining. Fire detection systems, security systems - access control systems, CCTV systems & perimeter control systems. a complete range of high quality and optimal cost engineering, Software development & programming and hardware design home and building control products & solutions. Electromechanical switches, electronic sensors, machine safety, controls, monitoring & lighting: Sensors for test & measurement applications.

Different divisions of the company:

Honeywell Process Solutions: Industry leader in the areas of process knowledge systems, safety systems, simulation technology, wireless field devices, integrated facility and process security systems. Honeywell Building Solutions: Honeywell Building Solutions (HBS) is the largest and most technically skilled building solutions player in the Indian sub-continent. Global Engineering Services: Provides a complete range of high quality and optimal cost engineering, software development & programming and hardware design with total focus on quality. Environmental and Combustion Control: In more than 100 million homes and 5 million buildings worldwide, Honeywell's products, components and systems deliver temperature control, comfort, energy conservation and safety. Sensing and Control: Provides electromechanical and machine safety switches, electronic and test and measurement sensors and vehicle controls, monitoring and lighting products for transportation, aerospace, military, industrial and medical applications. Honeywell Security Group Protects millions of homes, businesses and government facilities around the world. Awards & Achievements:
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It is the first automation and control solutions company in India to receive double certifications of ISO 9001 and OHSAS 18001 certifications. Honeywell Automation India received the Frost & Sullivan Brand Leadership and the Product Leadership Awards in the Indian DCS Industry 2007 Honeywell Safety Manager is first safety system in process industries to Receive NFPA 72 Certification from US certifying body ISCEA awarded the 2007 Ptak Prize to Honeywell, in recognition of significant Supply Chain improvements through Vision, Business Rules, and Technology.

Company Type Industry Sector Products / Services

Multi National Electronics 1. Distributed Control Systems 2. Building Control Systems 3. Smart Transmitters 2360 Regional Offices in Bangalore, Baroda, Chennai, Hyderabad, Jamshedpur, Kolkata, Mumbai, Gurgaon January 2008 - December 2008 Rs. 989 Crores Rs. 118 Crores

No. of employees Other locations of factories / offices Financial result for time period -Sales -Profit before tax

-Net profit after tax Rs. 82 Crores -CSR Budget

CSR Activities

Not Disclosed

Trust / Foundation for No CSR CSR Areas 1. Community Welfare 2. Education 3. Healthcare Three main CSR 1. Community welfare activities 2. Education 3. Healthcare
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Publish Sustainability No Report Member of Global No Compact CSR activities in brief Annual Report COMMUNITY DEVELOPMENT WORK : HAIL has started a Child Sponsorship Program in close co-ordination with Sadhana Village, an NGO. We have sponsored 50 children from Kolwan Valley in Mulshi Taluka. This sponsorship monitors child health and education. The funding has been made possible by the contributions from employees. This is used for various CSR activities that HAIL undertook in the past year. Manufacturing Facilities

With world-class engineering products for industries and homes manufactured at its stateof-the-art manufacturing facility, HAIL has an edge when it comes to giving their customers the best. HAIL's production facility at Pune is among the few certified not just by Honeywell but also by several government and defense establishments. Spread over 85000 sq. ft, HAILs manufacturing facility is equipped with, System Integration Services, Testing Facilities, and Systems Assembly & Staging Centre at two locations with dedicated export facility under Electronic Hardware Technology Park (EHTP). Printed Wiring Assembly (PWA) Manufacturing Facility, Smart transmitters manufacturing, Sensor assemblies such as LCD hour meter, Wheel speed sensor, Throttle Positioning Sensor, Testing & Calibration for outsourced products (Access, HVAC, HPM I/O) and a Smart Line Technology Centre. In 2003, the Companys GPS Manufacturing was certified by the DRDO, the premier defense research organization in India. In year 2008, Manufacturing lines for Global supply of products (HC 900, Temperature Transmitter, Load Computers etc.) Companys automotive manufacturing cell (Sensing & Control) has acquired TS 16949 certification. HAIL is also the first automation company in India to have received a double certification of ISO 14001 and OHSAS 18001. Safety Manager System certified with IEC 61508. The facility uses contemporary technology for design and manufacturing of components, transmitters along with marshalling and other cabinets. It also boasts of one of the most advanced testing
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facilities for engineered products and solutions. HAIL's manufacturing facility is well equipped to provide customers with value-added contract manufacturing services. The Companys expertise in diverse engineering needs provides a one-stop shop for assuring you of the best quality products and services, apart from global procurement and unique and timely delivery logistics. Major components at the facility include Test Assembly and Quality Equipments such as Semi Automatic Insertion Machine for PWA Wave Soldering System & PWA Cleaning System to carry out the Systems and Products Assembly, a Zehntel 850, Hot Cold Chambers for stress test , In-Circuit Component Tester, custom built Functional Test Equipment, Precise Pneumatic / Hydraulic Pressure Generation and Measurement Equipment. The quality and the reliability of the products are accurately tested by electronic components such as Test Equipments, Passive Components, Active Components, and PCBs Micro Sectioning, Digital Micrometers/ Vernier Calipers and Surface Coating Testers. Honeywell's stated Total Quality Policy is to continuously strive for excellence. The discipline of Total Quality permeates everything. The corporate aim is to be recognized as a world-class supplier of best quality products and services. Delivery and Quality initiatives such as Six Sigma, Lean through a systematic approach Honeywell Operating System, drives Business Process Excellence and form an integral part of the HAIL culture. Training Services

At HAIL, providing cutting edge solutions is a manifold commitment. Apart from assuring our clients of innovative technologies to help them stay ahead in the global competitive market, we also give them the extra edge by helping them constantly upgrade their skills. To help our customers keep a finger on the pulse of emerging technologies, our training services assess their training needs and provide customized training solutions. Our training initiatives are not restricted to clients alone. HAIL also conducts training programs for graduating students from various engineering streams. Our initiatives help students familiarize themselves with emerging technologies and understand how they apply and become integrated into the core of business, thus bridging the gap between institution and industry Energy management Energy Saving Performance Contracts Advance Process Control Solutions

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Smart Grid/Demand Response Gas Detection Personal Protective Equipment Remote Services and Wireless Video Analytics Automatic Identification and Data Collection

Honeywell Security Group Honeywell is committed to security. The Honeywell Security Group (HSG) is one of the worlds leading and most experienced manufacturers of electronic security systems protecting millions of homes, businesses and government facilities around the world. With over $40 million a year invested in research and development, the division strives to bring out the best and most innovative security products. The best global technologies are leveraged at the Engineering Centre of Excellence in the US, China, India, Scotland and France. New commercial products include: Integrated Digital Video Manager (DVM), Enterprise Network Recorder (NVR), Rapid Eye LT and the LobbyWorks visitor management system. These new products are all designed to drive up revenues while making installations and maintenance easier. Make the right choice for the future by partnering with the Honeywell Security Group a division that is committed to success and to building a world that is safer and more secure. Some of our value added services are mentioned below Video Systems Full range of products that meet requirements ranging from simple camera systems to a fully integrated system capable of working over LAN or Internet Camera Speed Dome Monitor Digital Video Recorder Matrix Access Control Systems Available for various environments from single door access to integrated systems capable of managing thousands of doors Small, medium and large scale access control system Proximity reader and card Smartcard reader and card
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Biometric reader Intrusion Detection System A complete range of intrusion detection products ranging from the simplest door contact to the central station receiver

Intrusion control system PIR Dual Tech Keypad Wireless system Central station receiver Door contact

Honeywell Life Safety, based in North ford, CT, is a global leader in the following lines of business: Fire Systems
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Providing a full range of solutionsincluding integration and networkingto OEMs and distribution in commercial, industrial, education, retail, lodging, government, and health care. Sensors and Devices Providing world-class gas, fire, and smoke detection to OEMs worldwide. Home Medical Care Producing remote patient monitoring products that serve clinical partners, end users, and hospitals.

Honeywell Safety Products One of the largest providers of personal protective equipment serving the fire service, electrical safety and general industrial worker segments. Honeywell Life Safety businesses design, manufacture, and market over 40 product families including: Conventional and intelligent fire alarm control panels Sensors and transmitters Toxic gas detection Power supplies Intelligent/Addressable Devices Conventional and intelligent fire alarm control panels Medical peripheral devices Telemonitoring Voice evacuation Controller Systems Personal protective equipment

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Access Control Solutions Honeywell provides healthcare administrators with the technology and tools to manage one of the most important aspects of security and safety appropriate access. Its all about the right people in the right places at the right times. And its no easy task. Honeywell Access Control Solutions put current information, effective controls, and swift response capabilities at your security staffs fingertips, helping to improve security across your entire organization. Our access control solutions include a wide range of access controllers, digital proximity readers and ID systems and advanced biometric solutions, as well as customized applications such as Lobby Work Visitor Management System.

Centralized Cardholder Management Honeywell Security Manager is our powerful, software-based application. It uses distributed server architecture to simplify management and access of cardholder functions for employees, contractors and visitors. The system stores an unlimited number of cards, and indexes them for quick access. Cardholder information is stored and updated centrally for easy access throughout the organization. Shared access speeds processing in operations where employees visit multiple sites, and helps ensure data consistency and accuracy. Centralized cardholder management also gives operators access to a wealth of customizable data and displays from a single window at their workstation. Unsurpassed Security through Integration Integrating access control operations with enterprise systems through the Honeywell (EBI) provides complete, single-window access to building information and enterprise databases. The result: vastly improved security response and control. Key Features of Honeywell Access Control Solutions:

Works with a wide range of Honeywell and third-party card and reader technologies, surveillance and alarm systems Provides fully-integrated support for fingerprint readers and biometric authentication systems using hand geometry Integrates photos and signatures into cardholder database for streamlined budging operations Provides constant real-time location and status of tagged equipment and people throughout your facility when integrated with Honeywell Asset Locator .Depend on Honeywell, the world leader in security technology, to provide reliable and affordable solutions that help protect your patients, visitors, staff, building and equipment.

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CCTV We are one of the traders and suppliers of qualitative range of Security Systems as Fire Alarm Systems, CCTV, Intruder Alarm Systems, Access Control & Time Attendance Systems, Public Address Systems and Video Door Phones. These CCTV cameras keep record of employees, entry ways, locations, and other areas in an efficient manner. These are widely appreciated for their outstanding audio as well as video image quality. Honeywell (Dome Camera) We are counted as one of the well-known suppliers, traders and distributors of a comprehensive and qualitative range of Honeywell (Dome Camera). These products are efficiently designed by our trustworthy vendors, who use outstanding raw material in the production procedure. Our quality controllers start quality checking process, from the first stage of procuring products till its final dispatch.

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Features:

Outstanding performance Durable Intricately designed

Honeywell Dome/C-Mount Camera Counted among the well-known organizations, we are engaged in supplying, trading and distributing an exclusive range of Honeywell (C-Mount Camera). Known for its, excellent performance and durability, these products are intricately designed by our certified vendors using quality raw material. Varied quality tests are conducted by our experts on defined parameters, in order to assure that, products are in compliance with the set industrial standards. Features:

Less power consumption High efficiency Dimensionally accurate

Honeywell DVR 4/8/16 Ch Being among the foremost companies, we specialize in supplying, distributing and trading an extensive array of Honeywell (DVD 4/8/16 Ch). After conducting a stern market survey, we have selected some of the reliable vendors, who remain adhere towards the suggested industrial norms in their production procedure. Before making the delivery of our products, our experts rigorous check them on prescribed parameters. Features:
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Outstanding quality Smooth functioning Easy operations

Fire Protection & First Responder Fire Systems

Honeywell ONYX FirstVision Navigation power Supplies System Sensors & Power

System Sensors Mass Notification

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Emergency Communications Honeywell Instant Alert First Responder Gear

Head-to-Toe Gear

Honeywell Integrated Building System Guides Residents to Safety & Minimizes Damages in Istanbul High-Rise Fire

Honeywells integrated building management system played a key role in safely evacuating residents and minimizing damage in a fire at the 42-floor luxury Polat Tower in Turkey last week. Honeywell supplied the residence with integrated building management systems for HVAC and lighting, fully integrated with other systems for fire alarm, card access, intrusion detection and CCTV.
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As the fire spread over buildings faade, the fire sensors connected to the Honeywell intelligent fire alarm system gave alarm signals to the control center, and then initiated a number of fire emergency operations across other key building systems. The smoke damper from the floor where the alarm was received was opened and exhaust fans on the roof were switched on as natural gas flow to the building was stopped. Pressure fans serving the fire staircase and elevator shafts were switched on to prevent spread of the fire to other floors, and the integrated public address/voice alarm system was activated to instruct the 1,500 residents to evacuate. Additionally, the speakers and strobe lights located through the staircases were activated to guide residents towards exits and all access controlled doors, including turnstiles on the ground floor, exit barriers in the car park and all other doors on the way towards the exits, were released automatically in order to enable quick escape of residents from building without creating any panic. No injuries were sustained during the fire, and Honeywells smart building system has been credited with avoiding a much larger disaster. The integrated smart building system was implemented in Plat Tower in 2002 and has been maintained by Honeywell since that time.

Fire and Smoke Detection Systems

Whether you manage a hospital or oversee operations for a commercial building, industrial plant, retail store, airport or school, youll find a Honeywell fire and smoke detection system that fits your application and improves safety and security for your people and property. Unique Compatibility, Many Choices Honeywell detection systems are uniquely compatible with existing building systems, so theres no need for costly and time-consuming rewiring at installation. And only Honeywell offers smoke detectors precise enough for high-sensitivity and harsh environments. Honeywell fire and smoke sensors can even adjust to your environment and differentiate between normal and dangerous conditions, providing an early and rapid response that helps prevent property loss and minimize secondary damage from water sprinklers.
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Our Broad Range of Advanced Fire and Smoke Detection Solutions Includes: Eclipse: Distributed intelligence and peer communication Acclimat: Multi-criteria, intelligent sensors Filtrex: Harsh environment smoke detectors Pinnacle: High-sensitivity, laser technology smoke detectors Projected beam: Smoke detectors for large area applications

Fire Detection Systems

Fire does not discriminate. It is a devastating threat that can end lives and demolish profitability in seconds. To protect employees and your assets from this destructive force, select a Honeywell fire detection system engineered by a Honeywell authorized commercial dealer. A Fire Detection system is similar to a nervous system for a building. Honeywells line of fire detection devices allows the alarm system to sense the presence of smoke, sense heat inside of a room and remotely control items like door releases and elevators. In addition to sensing the condition of the items, the system can monitor the trouble outputs of other whole systems, allowing you to create a status monitoring system for other systems within the building. Thus, you can create a sophisticated integrated system that controls the building based upon logical sequences.
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Incredibly sophisticated, the system alerts you to a fire and lets you quickly and efficiently pinpoint the exact location of trouble and fire conditions. This provides the ultimate protection of life and property. For more information on Honeywell Fire Detection Systems, call 1-800-610-8853 or contact a Honeywell Authorized Dealer for Commercial Security Systems near you. More information about Fire Detection Systems

FIRE DETECTION SOLUTION

Fire is a major cause for destruction of property and life and affects all sectors of our modern economy and society. Fire can be caused due to either human negligence or deliberate sabotage. Fire hazards need to be contained, detected and controlled to safeguard our infrastructure, economy, businesses and enterprises. Rapid response is necessary to prevent a minor fire from turning into a major catastrophe.
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Detection and Control

A range of cross corroborative sensor network is required to detect occurrences of fire with sufficient certainty. TIPL provides a range of these devices including

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Fire can be detected by these special sensors well before it can spread beyond control. Once detected, suppression solutions need to be activated which could be hydrant based, dry suppressant based, etc. High end sprinklers can ensure that the fire is under control & extinguished before it could cause extensive damage.

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Chapter: - 7

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Finding And Data Analysis Customers

1. What is reason of buying Honeywell Products? Sr.No 1. 2. 3. 4. Factors Services Price Quality Others Customer 11 8 6 5

Sales

16 38 20 Services Price Quality 26 Others

INTERPRETATION According Survey most of people buying Honeywell products because of company giving services ,quality ,price and others factors but 38 % people buying products because of company giving good services to customers and service like pre sales as well as after sales services

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2. Which brand of security products are you currently using? Sr.No

1. 2. 3. 4.

Company Name Honeywell

Samsung Siemens Voltas

Customer
15 8 2 5

Current Postion

16 7 50 27 Honeywell Samsung Siemens Voltas

INTERPRETATION According Survey local player like Samsung, Siemens and Voltas have taken most market share in Thane area covered 50 % market share. Samsung 27% market share because of its brand name and quality from so many years. Voltas holding 16% market share Siemens holding 7 % market share and Honeywell holding 50% market share with top position in market

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3. What kind of information do you look for on the shop when selecting a product/service? Sr.No 1. 2. 3. 4. Factors Detailed information Price comparisons Location of store Availability of Product/Service Customer 10 11 4 5

Selection of product/Service

17 13 37

Detailed information 33 Price comparisons Location of store Availability of Product/Service

INTERPRETATION According Survey client look for selecting products and services they finding most of time in shop like price comparisons with others available products as well as detailed information about products and services.

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4. Are you satisfied with Honeywell company services? Sr.No 1. 2. Factors Yes No Customer 20 10

Service

33

Yes

No
67

INTERPRETATION According Survey Honeywell Company giving good services to customer with compare to competitors. Services like pre sales services and after sale services to customers as well as company giving good AMC service to the client.

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5. Which type of services are you want? Sr.No 1. 2. 3. 4. Factors Warranty Guarantee Online purchasing Cash on delivery Customer 8 15 3 4

Service

13 10 27 Warranty Guarantee Online purchasing Cash on delivery 50

INTERPRETATION According Survey Honeywell Company giving good services to customer with compare to competitors. But 50 % client want the guarantee service and 27% customer want the Warranty but Honeywell Company gives only warranty services to customer.

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Retailers
1. Which products are available in the shop? Sr.No 1. 2. 3. 4. Factors Honeywell Siemens Samsung Voltas Feedback 14 5 8 3

Product Available

10 Honeywell 26 47 Siemens Samsung Voltas

17

INTERPRETATION According Survey finding out in retailer shop most of Honeywell products is available in market with 47 % market shares of Honeywell Company in thane area And Samsung having 26% market shares because of its brand name and quality from so many years .Siemens having 17% market share As well as Voltas having 10% market shares.

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2. What influences customers to buy the Honeywell products? Sr.No 1. 2. 3. 4. 5. Factors Advertising Services Advance technology Pricing Quality Feedback 5 8 5 5 7

Customer Influences

23

17

Advertising Services Advance technology 27 Pricing Quality

16

17

INTERPRETATION According Survey find out people for buying Honeywell products because of company giving the good services as well Quality to customer or retailer

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3. Which are Main reasons for loving or not loving Honeywell products? Sr.No 1. 2. 3. 4. Factors Services Quality Customer Relationship Others Feedback 14 5 6 5

Reasons For Living in Market

16 Services 47 20 Quality Customer Relationship Others

17

INTERPRETATION According Survey company understand the reasons for living Honeywell different products in market because of the company giving good services to customer or retailer as well as 20 % retailer say company maintain the relationship with customer

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4. What kind of service you get from company? Sr.No 1. 2. 3. 4. Factors Regular visit of Sales Executive On Time Delivery Credit period All of the above Feedback 10 8 5 7

Services

23

33

Regular visit of Sales Executive On Time Delivery Credit period

17 All of the above 27

INTERPRETATION According Survey company find out 33 % retailer want regular visit sales executive in shop and help to retailers regarding products or services and 27% retailer Want Company delivers product and services on the time.

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5. Do you think our price level is acceptable in comparison with our competitors? Sr.No 1. 2. Factors Yes No Feedback 20 10

Price Acceptable Level With Competitors

33
Yes No 67

INTERPRETATION According Survey find out 67% customer or retailer say Honeywell company product and services price in comparison with competitors its not high.

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Chapter: - 8

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Results

From the above analysis it is understood that effective product services its influences the customer buying behaviour up to certain extent and Honeywell having higher product demand in the market

Current Postion

16 7 50 Honeywell Samsung Siemens Voltas

27

Mostly customer is look price for Selecting Honeywell products and services There are 50% market shares for Honeywell products in thane area that sway higher demand in market for Honeywell company There around 67% customer are satisfied with Honeywell company services because company giving Services like pre sales services and after sale services to customers. Most of the retailers are getting their supply as per the demand regularly but sometimes variations occur. There are 47%Retailers say reasons for living Honeywell different products in market because of the company giving good services to customer or retailer The survey shows that the 38% customer are buying Honeywell products because of company giving good services to customers The analysis of the sales data reflects that the sale of Honeywell products is increasing year after year in comparison to its competitors

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Conclusion
The market Research which I carried in this Project that I have collected the primary data from the market using the structured question prepared for the direct interview so it help us to understand the current Market scenario of Honeywell company in thane So using this data I find out the demand and services of Honeywell Company in Markets. So as per research consent so many different competitors are available in the market and Honeywell company leader Player in thane area as well as this industry has lot of scope to expand their market. There is a huge competition in the market in this field mostly from local brands in terms of price and availability. Profit margin of the retailers by selling of Honeywell product is lower than the other competitors in the market. Most of the customers purchase decision depends upon the quality and services of products as well as Time availability also affects their purchasing decisions. Most of the customers are attracted towards Honeywell products because company giving good services comparison to competitors and highly demand by the customer. The high cost of the product result in decrease the sale as well as demand of products also low in the market

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Chapter: - 9

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Suggestion

The company should reduce the cost of their products and the margin of the retailers should be increased. There should be proper channel of information, whenever any scheme is introduced by the company for the retailers, they should be properly informed about the scheme. There should be proper feedback for the retailers as well as customers whenever any scheme is introduced for the retailers & customers they should be made aware of it. Sales representatives should be given guidelines to intimate each and every retailer of his area about the schemes. Increase number of distributors in the area like thane, navi Mumbai and vashi The Salesman should at least visit once in a weak to those retailers which doesnt stock Honeywell products with some new offers and schemes to increase the market share. The company representative like the area sales manager should visit once in 2 months to the corporate customers and retail customers for the overall satisfaction of the retailer and to check performance of the product regular meetings should be arranged with the company staff in order to know the practical problems faced by them and should be resolved suitably. Demand for security products will increase in the coming future therefore they should try to exploit this situation Build a variety of competencies (build core competencies into diverse product lines) Increase company recognition through a national advertising campaign. Company should target each and every class of the society Company should provide full information to the customers before targeting so they can take interest

Company providing services support to the customers and retailers Honeywell company doing targeting and searching market activity business opportunity. for expanding

The Companies should more concentrate on R&D rather than wasting their money in various Sales promotional techniques.

Company should try to providing discount on bulk purchasing product

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Bibliography

Websites: http://www.honeywell.com/sites/htsl/locations_CB5LSQASZHXZ3H0E7GZKKPKKD6 K9S3FQ9_HLQLM7JO5U7HP5P68BC3KB6YV3DJY79500731150855023.htm http://honeywell.com/sites/acs-India/pages/home.aspx http://honeywell.com/Products-Services/Pages/consumer-home.aspx http://honeywell.com/country/in/About/HoneywellLeadership/Pages/honeywellleadership.aspx http://www.techgig.com/company/Honeywell-Automation-India-Ltd-1319 http://honeywell.com/sites/acs-India/pages/home.aspx http://profit.ndtv.com/stock/honeywell-automation-india-ltd_honaut/reports http://honeywell.com/Products-Services/Pages/safety-security.aspx

Reference Books: C.R.Kothari :- Research Methodology Industrial marketing by Krishna K Havalda Market Research techniques by G.C. Beri Marketing research by Luck and Rubin Sales Management (decision, Strategies and Cases) by Richard R.Still , Edward W.Cundiff norman A.P.Govani Philip Kotler:- Marketing Management Consumer behavior by DAVID L.Loudon and Albert J,Della Bittl Marketing management by Dr.karunakarun,himalya publication

Magazine: Companys Journal & Magazine, Year 2012-13 Companys Catalogues & Annual Report Year 20011-12

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Annexure

Customers
1) Do you use Honeywell products? a) Yes b) No

2) Rank the following attributes according to their importance to you? a) Quality c) Brand Image b) services d) Price

3) What is reason of buying Honeywell products? a) Services c) Quality b) Price d) Others

4) Which brand of security products are you currently using? a) Honeywell c) Siemens b) Samsung d) Voltas

5) What kind of information do you look for on the shop when selecting a product/service? a) Detailed information c) Location of store b) Price comparisons d) Availability of product/service

6) Which one of the following policies affects your selection? a) Discount policy b) promotional

7) If a particular brand is not available with the retailer you will? a) Drop the idea of buying production c) Try another competitors brand
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b) Go to anothers retail outlet d) others

8) Do you want our certified professionals to install your surveillance system? a) Yes b) No

9) What type of special features would you like your cameras to have? a) Vari- focal c) IR Domes b) Pan/Tilt/Zoom d) Vandal-Resistant

10) How long did you have to wait for your product? a) Less than 24 hours c) Over 3 days b) Between 1 and 2 days d) more than 1 wee

11) Which type of services are you wanted? a) Warranty C) Online purchasing b) Guarantee d) Cash on delivery

12) Which kind of improvement in Honeywell product would you like in future? a) Performance c) Efficiency b) Technology d) flexibility

13) If particular brand is not available with retailer then you will? a) Purchase another b) you not purchase it

14) How did you find the performance of your Honeywell products? a) Excellent c) Average b) very good d) Poor

15) Are you satisfied with Honeywell company services? a) Yes b) No 16) What type of implementation Honeywell company do in markets a) Availability c) Advance technology b) quality d) delivery services

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17) What is your impression of the length of time needed to repair your product? a) Very good c) Average b) good d) poor

18) In your opinion, what should be the acceptable number of days to have your set repaired? a) Same day c) Within 3 day b) next day d) within 1 week

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Retailer
1) Which products are available in the shop? a) Honeywell c) Siemens b) Samsung d) Voltas

2) Which Honeywell products has maximum sale per month? a)CCTV c) Access control system b)Fire detection d) others

3) What influences customers to buy the Honeywell products? a)Advertising b)services c)Pricing d) Quality e) advance technology 4) What are customer's feedback regarding Honeywell products and services? a)positive b)Negative 5) Which are Main reasons for loving or not loving Honeywell products? a) Services c) Customer Relationship b) Quality d) others

6) How many Consumers buy Honeywell products in one month? a) 15-20 c) 1-5 b) 10-15 d) 20-more

7) Out of those brands which brand you sell more? a) Honeywell c) Siemens b) Samsung d) Voltas

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8) Which marketing strategy or schema dramatically affects the sales of products? a) Availability c) Low price b) good advertising d) others

9) Rank the following offers in order of your preference that attracts you the most to sell a particular brand a) Brand the offer discounts c) Brand that offer stock on credit basis b) brand the offer good promotion schemes d) brand that offer good marketing support

10) What kind of service you get from company? a)Regular visit of Sales Executive c) Credit period b) On Time Delivery d) All of the above.

11) Are you satisfied with incentives from the Honeywell Company? a) Yes b) No 12) Are you satisfied with the services of the Honeywell products you are selling? a) Yes b) No 13) If no then what are the suggestions you will give to the company? a)Transportation b)Scheme c)Margin d)Credit 14) Any Suggestion to the Company?

15) At which visit, customer generally finalize his/her decision for buying a Honeywell products? a) At Fist Visit c) At Second Visit b) At Third Visit d) Any Other (Please Specify)

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16) Does customer come with prior knowledge/information about particulars brands of security products? a)Yes b) No

17) If yes, what types of information/knowledge, they have? a) About Discount Offer c) About New Features b) About Exchange Offer d) Any Other (Please Specify)

18) Do you think our price level is acceptable in comparison with our competitors? a)Yes b) No

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