PRESENTATIONON INTERNSHIP By

Mayur Shete

ABOUT THE COMPANY - KALPATARU LTD.

Established in 1969 by Chairman and Founder, Mr. Mofatraj P. Munot.

The company's Managing Director is PARAG. M. MUNOT .

With over 44 years of experience in real estate development, Kalpataru has built over 90 landmark addresses.

Operates mainly in India’s most attractive real estate markets: Mumbai, Thane & Pune. It is capitalizing on opportunities in other high-growth cities like Hyderabad, Jaipur, Surat, Ahmedabad and Bangalore.

Over 16 million sq.ft. developed till date. Over 38 million sq.ft. forecasted in the next 5 years.

CONTD. Today, the group has a turnover of over Rs.

7000 crore, a workforce of more than 6000 employees, and diversified businesses in real estate, property management, engineering, power transmission & infrastructure, warehousing & logistics.

Vision "To be a brand that is admired as an

industry leader for its thoughtfully designed high quality innovative life spaces, is recognized for its customer and people practices and is acknowledged for fostering long term relationship with stakeholders"

Values Business Ethics Quality Prudence Humility Respect Pride

ONGOING PROJECTS IN PUNE Kalpataru Splendour - Wakad Kalpataru Harmony - Wakad Kalpataru Serenity - Manjri Kalpatary Estate - Pimple Gurav

LONAVALA Amoda Reserve - Lonavala

 BASIC TERMINOLOGY USED FOR CLASSIFICATION OF REALTORS IN REAL ESTATE SECTOR -

Individual or non-proprietary –

Most of the people work in real estate sector as Broker/Agent. But they have another primary business or profession. The Generally they are non-registered or non-licensed. They are non-proprietary and don’t have separate office ex. Grocery shop or electronics shop owner works as broker. Most of the time retired person also works as broker due to their professional contacts and relation.

Proprietor -

Meaning of proprietary is ‘Protected by trademark or patent or copyright; made or produced or distributed by one having exclusive rights. An unincorporated business owned by a single person who is responsible for its liabilities and entitled to its profits’. Generally they are licensed and registered with association.

Partnership-

Two or more agents works together as proprietor on partnership basis. They operates their business together from one office only. If they have more office under same name then they known as ICP.

CONTD. ICP (Institutional Channel Partners)-

They are licensed and registered with association like proprietor type but main difference is they have many offices in city or others cities in same country under same name. They have their own business network.

IPC (International Property Consultant)-

International Property consultants are same like ICP but main Difference is they have offices or network in many countries. Most of the IPC are registered with international level association like IAREE (The International Association of Real Estate Experts).

ABOUT MY INTERNSHIP-

ABOUT MY WORK DURING INTERNSHIP

Registration of Channel Partners Competitors Product Analysis Market Research Lead generation & Relationship Development Tele-calling Sales Activity Data Validation Promotion for AMODA project, Lonavala

OBSERVATION AND

LEARNING

MOST OF REPORTS AND STUDY SAYS MOST OF BUYERS WHILE TAKING DECISION ABOUT PROPERTY PURCHASE USE INTERNET AS WELL AS GIVES PERSONAL VISITS AT PROJECT SITES BUT AT THE LAST, MOST OF THE BUYERS PREFERS REAL ESTATE AGENTS, BROKERS RATHER THAN DIRECT PURCHASE FOLLOWING ARE THE REASONS BEHIND THIS

FACT. Complex, ever-changing real estate regulations.  Help finding the right home, beyond square footage

and baths.  Pricing and selling a home. Contracts and negotiations.  Legalities Following a code of ethics. Connections Knowledge of Market Negotiation Edge

MAJOR COMPITITORS IN PUNE

DSK Builders(Dream City) Kolte Patil Developers ABIL Panchsheel Marvel Paranjape Developers Kumar Builders Goel Ganga Devlopers

SWOT ANALYSIS (KALPTARU LTD.) FOR PUNE MARKET

STREGTH- More than 45 years of experience in the field

of real estate along with excellent operational efficiency.

Strong brand image in Mumbai Land availability at prime locations across

Cities. Location of the projects and head quartered

at Mumbai adds value. Developed properties with world class

amenities.

WEAKNESS-

Lack of brand awareness in Pune. Weak distribution channel. Limited national presence. Lacked branding strategy and marketing

exercises. Limited sales force

OPPORTUNITIES-

Indian Real estate market is growing day by day

Expansion in other parts of India. Reduction in interest rates for home loans. More projects for middle income group. Use their Brand Image for expansion

THREATS-

High rise of local property developers Fluctuating interest rate Economic downturn Strong native competitors in other cities in

case of expansion.

KEY FACTORS BEHIND STEADY GROWTH OF PUNE REGION ARE AS FOLLOWS.

PUNE AIRPORT situated in this region Good ROAD connectivity (Highway) to other cities ex. Nagar,

cities in Vidarbha region of Maharashtra. Good Public & goods transport facilities.

IT PARKS Zensar IT Park EON IT Park Commerce Zone, Yerwada Almonte IT Park etc.

CONTD.

SHOPPING MALLS Inorbit Phoenix Pulse Amanora Seasons Mall

TOP STAR RANKED HOTELS Hyatt Regency Novotel Radisson Blue

IN MY INTERNSHIP I LEARNED…

Importance of Channel Management in real estate.

Importance of Competitive study its effect on prise determination, product development.

Flow of information in organisation (MIS) Basic calculation techniques and terminology

used in real estate world. Brand Awareness techniques and

importance. Selling techniques- Up selling, suggestive

selling, etc Importance of relationship management in

corporate world.

Importance of PLANNING for successful Completion of Project.

About Pune Real Estate Industry Consumer Behavior in Property Purchase. Importance of Motivation and Reward.

ANALYSIS & INTERPRETATION

SURVEY ANALYSIS BY CHANNEL PARTNERS: WITH RESPECT TO TOP DEVELOPERS NAME

Here, LODHA comprises 24 % of most favored Developer, as compared to Kalpataru’s 22% .

Kalpataru’s has 8 Projects as compared to LODHA’s 2 Projects in Pune.

Still due to regular Channel Partners visits by representatives of LODHA makes regular REPO for same to considered LODHA as their most favored Developers.

Other Factors: Financial Appraisal Regular updates on Projects. Discounted Price for CP’s Client

24%

13%

14%17%

5%

6%

22%

Channel Partner: Responses over DevelopersLODHA marval PANCHSHIL KOLTE PATIL ABIL PRIDE KALPATARU

  KALPATARU LODHA MARVAL PANCHSHILL KOLTE PATIL ABILPRID

EOTHERS

NO. of Sample

PRICE 203 116 247 187 110 87 169 19 1138

AMINITIES 184 191 158 186 141 89 131 58 1138

LOCATION 197 121 192 187 133 128 123 57 1138

AREA 174 143 149 145 125 116 121 165 1138

LOADING 154 131 122 148 124 138 143 178 1138

BRAND 168 175 134 154 158 112 126 111 1138

VASTU 137 115 118 148 164 109 120 227 1138

PARKING 172 186 163 131 143 64 110 169 1138

FLOOR PLAN

188 176 164 154 163 103 147 43 1138

TOTAL 1577 1354 1447 1440 1261 946 1190 1027 10242

MARKET SHARE

15.3973833 13.22 14.1281 14.05975395 12.31204843 9.2 11.62 10.0273 100

Market Share Analysis Over Pune Region : Matrix Technique

Categorization of Channel Partner into:

A+ (Hot Prospect) A (High Prospect) B (Medium Prospect) C (Low Prospect) D (No Prospect)

It is based on the Calculative responses over Attitude, Willingness & Potential to HIGH, MEDIUM & LOW Outfit.

A+ A B C D0

50

100

150

200

250

300

350

400

115

308

370

311

35

SUGESTIONS And Recommendation

s

On Channel Partner Network Management- The Channel Partners who do high primary sales are of

the most importance to the company and the company will have to develop and maintain good relationship with these channel partners as they have the potential for Primary sales.

Company needs to start a helpline service for its channel partners, as many CPs complained about not receiving information on time this will help the CPs in convincing the customers in a better way.

Company needs to contact its A and A+ category of CPs again and provide them with marketing content related to all relevant projects.

Company needs to start promoting its projects on websites like Sulekha.com, Housing.com and JustDial.com, as most of the channel partners are registered with these websites. Promoting projects on these websites will create awareness among channel partner as well as customers.

CONTD. (SUGESTIONS)

As in the current scenario, social networking sites like Facebook, Twitter have become important marketing media for direct sales; the Company needs to start promoting its projects through these sites as well.

As it is very important to be in constant touch of CPs to develop a relationship with them, the Company needs to increase its sales force... Good relationship with the CPs does influence their preference of builders

On Brochures- Existing brochures of Kalptaru ltd. projects are very large in

size. The quality of the brochures gets deteriorate (especially corners) while carrying in bags. They need to make convenient and handy size brochures

RECOMMENDATIONS Project Launching time: In near future may be in couple of years or so say 2016 to 2017. or even in 2015, best time to launch would be during Dassera or December or during april/may.

Flat Rate: Some brokers are expecting the flat rate to be a higher as compared to other projects because of our Brand Name.  On Layouts: Two windows should not be opposite each other, air ventilation should be good, balcony should be three side open, covered car park for all, amenities should be in center, parking in same building, shade should be provided for open parking, Huge and attractive entrance, distance between neighboring building should be more, minimum two car parks, floor plan such that we can combine two flats for a bigger configuration if needed. Builders should be trustworthy final product should be as promised by builder , service should be good ,the customers should be treated with respect and there should not be any fake promises and customer demands should be looked into.