CHAPTER 1: INTRODUCTION

Polyplex Corporation Ltd. is a Public Limited Company listed in the Bombay Stock
Exchange and the National Stock Exchange. Its Corporate Office is located in National
Capital Region of Delhi.

Polyplex state-of-the-art and R&D facility is also located in Delhi, NCR. Its two
manufacturing facilities at Bazpur and Khatima are in the state of Uttarakhand in the
foothills of the Himalayas have a combined capacity of:

 PET film - 55,000 metric tons

 BOPP film - 35,000 metric tones
 Metallized film - 20,400 metric tons
 Coating - 270 million square meters
Polyplex is a famous name among plastic and polyester producers, it offers a continually
broadening extent of plastic film ; both standard plain motion pictures and what's more an
extent of noteworthy worth included motion pictures with detached covering and
metallizing limits.

The most important offering of Polyplex continues being its Sarafil extent of plastic
pictures which is the column business development for Polyplex. With plants across more
than 4 zones (and a fifth under use in the US); Polyplex is among the principle five
overall producers and one of the best in producing of thin PET films.Over the last 5
years, Polyplex has furthermore gone into PP based motion pictures bigly which has
enabled it to offer a variety of things and answers for its customers.

With interests in specialty coatings and metallizing, the in-house openness of various
base films has engaged Polyplex(PCL) to offer things for various applications running
from general packaging, quality packaging, electrical, liners, material and a whole
assembling of current applications like hot stamping foil, versatile circulating air through
and cooling conductors, book overlay, yarn. Polyplex is currently centered around
reliably upgrade its biological execution with a true objective to influence society, the
economy and a down to earth environment for the future.
Polyplex is continually trying to improve its environmental planning in order to have a
good and healthy impact on the society, the economy and to attain a sustainable life. In
order to make its operations sustainable, the Company ensures optimum utilization of
resources, waste management , recycling and re-using the material in a good way,
reducing of emissions and effluents, and making the employees aware through effective
communication and motivating them in order to maintain a sustainable environment.

1.1 Purpose of the Study

Objectives of my project:
 To find about the target market and the scope of Polyester(PET) Films.
 To know about customer awareness and the company’s product requirement in
the society.
 To know about the marketing plans and to analyse competitors position.

1.2 Context of the Study

The Company was consolidated on 18 October at New Delhi and got the Certificate of
Commencement of Business on 22nd July, 1985. It was advanced by Shri Sanjit Saraf in
relationship with NRI Corporate Body, Mahalaxmi Trading and Investment Company,
Ltd. It fabricates polyester film and lacquered film.

Polyplex initiated operation from its initially PET film line in Khatima in 1988. A
moment line was included 1996 taking the introduced ability to 20,000 tons for each
annum of PET film. The office was additionally in reverse coordinated to incorporate the
generation of PET gum.

In 2002, PCL appointed an in-house metallizer at Khatima with a limit of 4,800 tons for
every annum took after by 2 more metallizers at Bazpur.

In 2007, a best in class covering line with a yearly limit of 160 m0illion sq.meters for the
generation of Siliconised Polyester Release Liners was charged at Khatima.
In 2009 another, world class, high limit fabricating office was set up at Bazpur close
Khatima with a best in class 8.70 meter wide PET film line, and its own PET tar plant
The present limit of the two offices is 55,000 tons for each annum of base PET film

In 2009, PCL additionally enhanced into the creation of BOPP film items by setting up a
line with a limit of 35,000 metric tons for every annum at the Bazpur office

So as to improve the item portfolio, the Company has appointed a disconnected covering
line in 2014 with a yearly limit of 110 million sq. meters

1.3 Significance of The Study

This study is conducted to understand the Business to Business Market Strategies in

Bazpur and Khatima region. The aim is to explore the current market and gather
information about the current marketing strategies and their source of procurement. This
information holds a lot of importance for the company as this will help the company in
planning and developing the right approach to enter the given market. Competition is a
key factor to consider when the company has to enter an already established market place
so it is important for the company to develop an approach to withstand competition. The
market plans of the company and how the distribution of the products takes place. So
Pricing is of the films is also an important aspect on which the company will have to
focus in order to do good in the market.

1.4 Definitions

Busniess to Business marketing is the selling of one company’s products to the other
company. It is also called B2B marketing and the other company uses these products in
order to make the final product.

The marketing strategies involves the marketing plans which are to be incorporated and
which act as a support while taking decisions. A companys marketing strategy should
have a longer lifespan as it involves key marketing messages.

Vision- Continuously develop and make an incentive in all organizations and set up and
set up worldwide authority in the plastic film business

Mission- Creating an incentive for stakeholders (investors, clients, workers, group)

through conveying beneficial incentive to clients and expanding there fulfillment
 CHAPTER 2: LITERATURE REVIEW

The recent literature on business to business marketing is based on the theories which
were developed by earlier literature. Earlier business to business markeing was done in
the form of barter system. Thus, a detailed look at such studies is very important.The
succeeding literature can be divided into three distinct categories 1) General
Strategy/Opportunities 2) Packaging and more recently 3) Environment Friendly / Green
Marketing

2.1 General Strategy/ Opportunities

George P. Moschis has righty said that the aging population is capturing the attention of
marketers, but many company’s are unaware about this situation. To tackle the situations
the marketers develop marketing strategies. In order for marketing strategies to be
effective the marketer should take into consideration the mature market and specify the
product or service being marketed.

Tevfic Dalgic , according to him the mass market has shattered into small market
portions or niches in which companies could be more safer from cut-throat competition
and explore new market opportunities. He says the Niche marketing strategy can be used
as a means to create safe havens and business opportunities for many company’s.

2.2 Packaging

The designing of the product package from internal as well as external matter a lot. In
Polyplex the product packaging is done in order to prevent damage of the films.

Bo Rund in his studies has said that the packaging of the product attracts the customers,
so proper planning and designing of the product needs to be done , so that the product
competes in the market well. Customers get triggered to make a purchase and reinforce
the brand name for repurchasing the product. Packaging makes it easy to introduce new
and healthier solutions for multiple marketing and logistics problem in the supply chain.
Product design has become an important tool in the hands of number of companies. Good
design boosts up the sales and provides a base for segementation. The size of the package
also influences sales.

2.3) Environment Friendly / Green Marketing

Green Marketing has thus not been able to fulfill its initial promise but the companies can
take a more effective view towards maintaing a healthy environment.

Jill Meredith and Paul N.Bloom in there studies have tried to explain the green marketing
concept. The green products have not been able to develop a good market because
people think that the products are of lower quality or don’t really deliver the
environmental promises. The consumers are unwilling to compromise on attributes such
as price , quality , convinence and performance to buy green products. The companies
should keep into consideration the size of the green market in their industry as well as the
capability to transform the products on ‘Greenness’.
 CHAPTER 3: RESEARCH METHODS AND PROCEDURES

3.1 RESEARCH METHODOLOGY

This research is done for the purpose of knowing the scope of PET Films and the
company’s product requirement in the society. Also to know about whether the customers
are aware about the functioning of Polyplex Corporation Limited. The research is done
through a questionnaire in order to know the customer awareness towards the products
being produced by Polyplex. The data is collected from the company’s website ,
questionnaire and by studying various research papers.

3.2 RESEARCH DESIGN

This study is descriptive research design , this research design helps in obtaining
information about certain features and characteristics of a given set of population. This
research is conducted to know about the scope of PET Films produced in Polyplex and
the customer awareness about the products being produced by Polyplex.

Data/Interview Collection:

A study consists of the primary data collected through questionnaire which may either be
a multiple choice, dichotomous . Secondary data is collected from websites,Indiamart and
already available data

 Primary Data: Through Questionnaire.

 Secondary Data: Competitive analysis, company’s manual, data, and
websites,Indiamart
 Location Research: Polyplex Corporation. Ltd

Sampling Method:

This study is to know about the scope of PET Films and company’s product requirement
and how much the customer know about the company so according to the convenience
they are being picked so sampling method is used in this study is convenient sampling.
 Sample Size: 100
 Sampling Method: Convenient Sampling.
 Measuring Tool: Questionnaire.
 CHAPTER 4 : DATA ANALYSIS
The data collected for the Summer Internship is required to be analysed in order to draw
suitable conclusions for this study. The data is examined with the help of MS Excel and
the company’s SWOT analysis is done.

Q-1 Gender

Q-2 Age
Q-3 Are you aware about the company Polyplex Corporation Limited?

Q- 4 Do you know about B2B Marketing ?

Q- 5 How often are you influenced by the packaging of the product?

Q- 6 What is your first consideration when you buy a general product?

Q – 7 Are you aware about Poleyester (PET) Films used in packaging products?

Q – 9 Do you think Poleyester (PET) Films are used in electrical applications?

Q –10 According to you what is the target market of Polyplex?

Q-11 Is Polyplex a total packaging solution provider?

Q-12 How satisfied are you with the usage of PET Films in today’s context?

Q-13 Since how many years do you know about Poleyester Films Production?
Q -14 The Polyester Film production at Polyplex is

Q-15 When you think of quality products (PET Films) ,which company comes into your
mind first?
SWOT Analysis
The SWOT analysis of Polyplex will help us in identifying strategic planning techniques
used and the information related to project planning and business competition. The
SWOT Analysis shows the qualities, deficiencies,openings and perils. position. SWOT
analysis helps the organisation in achievement of objectives, it gives the knowledge of
what challenges an organisation may face and how they can be faced.

Strengths- Strengths refer to those aspects which helps the company to stand out in a
competitive market

 Enjoys Cheap Labour

 We see high industry improvement rates.
 This is an overall industry.
 India has a solid base in Polymers

Weakness- Weaknesses refer to those aspects which portray the inability or lack of
certain resources which causes hindrances in the business.

 High cost of the films produced

 Cost and wage structure could be fundamental.

Opportunity- Opportunities refer to those aspects which a company can capitalise upon
and attain a good position in the market.

 New trade understandings between countries are possible.

 The market changes fast.
 We see overall advancement openings.
 Demand generated by industries like retail.

Threats- Threats refer to those aspects which are negative in nature and can cause
hindrances in the operations of the organisation.

 Ever increasing crude oil prices

 Replacement threat from substitutes.
 Increasing costs might be possible.
 Tax changes and price changes
Competitor’s Analysis

It is very important to know about the competitor’s of the company , as knowledge of the
industry and potential customers can help the company gain an edge over it’s
competitor’s. It helps in knowing the strengths and weakness of present and potential
competitors. In this report a competitor analysis is done with the use of Porter’s Five
orces Model.

1. Rivalry in the industry

Significance- It is the competition which takes place between the existing firms, it can
lead to price cuts, an increase in advertising expenditure etc. This tells us about the
number of competitors prevailing in thr market. High Rivalry exists when there are few
competitors in the market or when the product/service differentiation is quite less and
even when the customers are highly price sensitive, when such conditions prevail it gives
rise to price wars in the industry.

Application- In this research it is seen that Filmquest Group is one the strongest
competitor of Polyplex. Though Filmquest generates less revenue than Polyplex. In PET
Films production in India it faces competiton from Garware Poleyester Limited. Though
Filmquest has a large market share in the industry. Other competitor’s in the market
are Cosmo Films, Flexi Pack Poleyester Film, MSFL, UFLEX , Powerbrand.

2. Power of Suppliers

Significance - Bargaining Power of suppliers determine the competitive landscape of an

industry. It refers to the amount of power a supplier can exercise over the prices in the
market. This is directly related to the profitability of the organization. However, lesser the
number of suppliers in the market, the more power they have.

Application- Currently in the PET Film market only Polyplex and Garware Poleyester
Limited have a major market share . Polyplex share in the market is more and it is doing
well in the market. Since there are very less quality suppliers of PET Films in the market,
this is helping the company in excercising some amount of power over the market.

3. Power of Consumers

Significance - The bargaining power of consumers refers to the amount of power the
customers can jointly exercise over the prices and quality in the market. The consumers
play a very important role in the market and there satisfaction is the main motive for
every company. The power of the customers is high when the customers in the market are
less and the suppliers are more. The bargaining power is less when the products supplied are
highly differentiated or the customer purchases the product in very few amounts.

Application - In the given Industry, the number of customers is high and the suppliers
are less but at the same time the products sold have a negligible amount of differentiation.
PET Films produced in Polyplex are used in daily life , either in the form of food
packaging or in electrical applications.The company deals with some major fooding
industries.

4. Threat of New Entrants

Significance – As the industry expands the market demand gets distributed among the
new industries , which results in a decrease in profit of the existing firms. An easy entry
of new firms will cause a situation of threat for the existing firms and reduce there market
share.

Application – Polyplex has developed a brand name for itself in the industry and
according to the study done customer’s first preference is brand.It has an established
brand name is the world’s major producer of BOPP Films .This has helped the company
in creating a barrier for the new companies, as Polyplex has captured the market very
well.

5. Threat of Substitute Goods

Significance – Factors such as price, product differentiation , number of substitute

products available in the market result as threat for the company. This refers to the ease
with which a customer can switch to other products which are made by the competitors.
For this , the company needs to analyse the products offered by the competitors , its price
and the quality offered
Application – The market being price sensitive causes a problem for Polyplex, gives rise
to cheap alternatives available in the market. Bio-Based Plastic is being used instead of
PET in some places. PP ( polystyrene) is being used as an alternative to PET Films , this
PP is produced by other companies like Kamdar Plastics. The product is cheap but it
lacks quality.
 CHAPTER 5 : FINDINGS

 It is observed that there is a high potential for PET Films , BOPP Films in the
market , there are many manufacturers in fooding and electrical industry who
require these films in there packaging or is used in some other way.

 Polyplex Corporation Limited has established a brand name in the polyester film
manufacturing. It is doing very well in the market , as in the research it is seen
that people are majorly influenced by brand.

 People are well aware about the company Polyplex and its operations .

 Polyplex has a good market share when compared to its competitors. It is a

leading producer of BOPP Films.

 The company has expanded globally and is situated in 4 other countries and is
looking very seriously into the recycling of industrial waste.

 Apart from products offered by Polyplex, there are a good number of substitutes
available in the market.

 Polyplex its leading its way towards a sustainable future by carrying out various
projects.

 The competitors of the company are already supplying in this industry and are
doing well in PET Films, they provide the films at a cheaper rate.

 End users are not much aware about the products(films) produced by Polyplex ,
they are dependent on the products offered by the formulators

 The PET and BOPP Films produced by Polyplex are majorly used in packaging.
 CHAPTER 6 : CONCLUSIONS

 The plastic and polyester film industry have a high potential as they are
consumed in a good amount and Polyplex Corporation Limited being a
manufacturer should look after the environment , which is a major concern
in today’s world.

 In this plastic film industry the company has to make sure that the
products are user friendly , they should not cause any type of harm to the
other party. They try to re-use the waste in order to ensure waste reduction

 The established brand name of Polyplex Corporation Limited will help

them to expand there production in PET Films globally by developing
more plants worldwide.

 The company has also launched its product Saraprint , which is a polyester
film designed for digital print media. The market for digital media is very
wide and the company is doing well .

 For this industry Sustainability is very important , so Polyplex has

successfully developed Green PET Film with a significant amount of bio
sustainable inputs or the usage of recyclate.The company has successfully
adopted the 3R(reduce, reuse , recycle) concept looking forward for better
packaging solutions.

 The competitors of Polyplex are not able to provide as many products

which Polyplex is providing. They are developing a good market for there
plastic films.
 CHAPTER 7 : LIMITATIONS

 The training period allowed limited time to conduct the research.

 In collecting primary data, it is really tough to get accurate information from the
people as they might not feel comfortable in providing accurate information.

 Lack of knowledge of the people sampled can be a major limitation

 CHAPTER 8 : REFERENCES