A Summer Training ReportOn

“Analysis of market potential of various products of Kores India Ltd.”

&

“Customer Need Identification”

ByAnshul Saxena

Deepika SharmaPGDM 2009-11

A report submitted in partial fulfillment of the requirements ofPGDM Program of

JIMJ

ACKNOWLEDGEMENT

It requires constant guidance and motivation at each step to accomplish a particular task. Thus I preface my report by expressing my deep gratitude to those who made it possible for me to complete this project.

I would like to express my sincere thanks to Mr. A.K. Garg,Vice President (Marketing), Kores India Ltd. for providing us this opportunity to pursue my summer internship at Jaipur Branch.

I am highly grateful to Mr. Manoj Agrawal, Branch manager (Office Product division) of Kores India Ltd. Jaipur for assigning us a challenging project and guiding us throughout by giving valuable inputs in the designated project. It was their constant interest, encouragement, help, invaluable insights and timely feedback that helped me to carry forward this project. Without their support, the project would not have seen the light of the day.

I am thankful to Mr. Nayan Sharma (sales Executive) and branch staff members of Kores India Ltd. who have provided us with the required resources needed to complete the project.

I would like to extend warm thanks to Mr. Anvay Bhargav ( TPO) and Mrs. Shubha Johri (Prof. Marketing), Jaipuria Institute of Management, who have given us valuable feedback during the course of the project which has gone a long way in improving the quality of the project. The project would not have been possible without their help and support.

Anshul Saxena

PGDM 2009-11

Jaipuria Institute of Management, Jaipur

EXECUTIVE SUMMARY

Project title: Analysis of market potential of various products of Kores India Ltd.

Objective:-

To identify customers need according to attributes of their organization.

To determine market potential of various products such as Projectors, Riso Digital duplicator and Walk N talk Voice Amplifier.

To identify customer’s perception on various products of Kores.

The Study

The research involved a study of 100 institutions in different areas of Jaipur city. Educational institutions covered include Engineering colleges, MBA colleges, Pharmacy Colleges, Schools and Coaching institutes.

Research Methodology

Research design – Exploratory and Descriptive

Sampling technique – Non probability (Convenience Sampling and Judgment Sampling)

Sample Size- 100

Measurement Instrument – Structured Questionnaire (Both open and close ended questions)

The Questionnaires were administered on officials from educational institutions – Director/ Head/Principal, Purchase Officer and Faculty.

Tools for data Analysis

In order to extract appropriate findings of the questions mentioned in the questionnaire, two major tools have been used in this research these are as follows:-

CHI-Square test through SPSS (statistical software) Analytical Hierarchy Process

Analysis and Findings

This section includes results drawn from questionnaire product wise. For each product market analysis is done and answers are influenced by respondent’s feedback. Results for various products are as follows:-

Kores Optoma projectors

38% and 25% of respondents find features of projectors relevant and highly relevant respectively.

Statistically it is proved that different institutes have different preferences for different features (as provided in the questionnaire).

Kores Risograph “Digital Duplicator”

In this segment it is being found that printing technologies adapted by various institutions depends on various factors such as strength of institute, budget, printing cost etc. and inference has been drawn for all these factors.

Kores Walk N Talk Voice Amplifier

Various aspects have been covered for this segment also and answers of questions for voice amplifier explored current technology used by customer, satisfaction level with current device, feedback on walk N talk amplifier, etc. in terms of percentage.

Analytic hierarchy process is used to find most relevant factor which customer would prefer in any voice amplifier and that feature is “low maintenance”. Also three options were provided in this segment “ Walk N talk”, Collar Mike and conventional mike out of which 55% of users preferred Kores Walk N talk.

Discussion

This section finds reasons behind the results found for three products and SWOT analysis of the company. Suggestions were also given here for company on the basis of whole research.

Submitted By-

Anshul Saxena

PGDM 2009-11

TABLE OF CONTENT

INDEX

I. Introduction I.1 Concept

Profile of Kores India Ltd Description of Products

I.2 Rationale of the StudyI.3 Objective of the study

II. Research MethodologyII.1 Sampling Methodology

Sampling technique Sample Size

II.2 Tools for Data CollectionII.3 Tools for Data Analysis

III. Analysis And Findings

IV. DiscussionIV.1 ConclusionIV.2 Suggestion

Bibliography

Appendices

References

INTRODUCTION

1.1 CONCEPT

Profile of Kores

Kores (India) Limited was incorporated in 1936 inter-alia with the object to takeover the Indian business operation of W. KORESKA then carried on in Kolkata and Mumbai mainly in the field of stationery products.

In 1956, the late Mr. Krishnalal Thirani acquired majority share holding and took over the management of Kores (India) Limited. Since then, it has grown rapidly and diversified into several fields.

The driving force behind the KORES of today is a dream. The dream ofMr. K.L. Thirani. He dreamt of India as a country developing innovative technologies and business practices that would eventually help become a strong economy. In realization of his dream, KORES has consistently grown by well planned approach of expansion and diversification.

KORES has the seal of excellence and reliability and above all the trust of its customers for the past more than 75 years. The deep rooted ‘trust’ of customers is earned through the high quality products and consistent service provided by dedicated employees.

VISION

Diversity is at the heart of our soul

Just as a single tree supports a variety of diverse life-systems, opening itself to nurture souls in every size and shape... At KORES, we live life in a similar vein. Diversity is at the root of our success. It has made us explore our skills, push our limits and test ourselves in every new field we stepped into. Each one of them supported by our singular, strong vision - Steady Growth. It has given us an impetus to explore new directions and experience a world of increasing opportunities. Inspiring us to create new avenues, strengthen the old and move towards

performing beyond perception .... sometimes even our own.

Mission

Inspiring entrepreneurial attributes in people. Making aspirational quality accessible to all.

Business Segments Of Kores India Ltd.

Kores India Ltd. has various business segments as company has diversified itself in various divisions. All the business segments of the company are shown in the diagram.

Financial

Kores (India) Limited since incorporation has been growing steadily in business while gaining deep rooted confidence of customers reinforced with trust factor. Year ending March 2010 we would be closing at a business value of INR 700 Crores. A steady growth is planned to achieve the long-term business objectives.

Social Responsibilities

Kores (India) Limited has identified ‘Education’ and ‘Health’ as the areas to concentrate on social cause and have been providing support for running educational institutions and primary health centers in rural areas.

DIVISIONS

These are the divisions on which this research has been done. The products taken for this project belongs to Office Product Division and Business and Computer science Division.

Office product Division

Starting with Carbon Papers, Stencil Paper, Ribbons & Inks, the Office Products Division at Kores has diversified and introduced newer and innovative products to suit the varying needs of its customers. With the tag of`STATIONERS TO THE NATION’, Office Products Division aims to become the only company in the country offering the complete range of Office Stationery under one roof. Office Products Division now has a huge basket of Stationery Products on offer which have been categorized into Office Stationery, Presentation Accessories, Gifting Solutions, Labeling Solutions and Student Stationery.

OPD has also launched its new innovative product “Walk N Talk Voice Amplifier”.

Business and Computer science Division

BCSD has a very strong presence in the office automation and Banking automation Industry. Some of the world’s best known companies like De La Rue cash systems U.K., walthar data GmbH & corporation KG- Germany, Riso Kagaku Corporation, Rototype S.P.A. Italy are represented in India by Kores India Ltd. Kores offer their customers the advantage of not only quality products and solutions with software development but effective service support all over India.

Automation Products

Kores supplies to all most all the banks in India currency management products like currency counting machine (both bundle note as well as loose note counters), currency sorting machine to sort fit and unfit notes, currency detecting machine to identify fake notes and currency

Divisions of Kores

Office Product Division Business And Computer Science Division

binding machines for binding packets as well as bundles. These machines are also used in non banking segments such as big departmental stores and educational segment and so on.

Introduction of Products

In this project we have done marketing and market research of various products of Office product division and Business and computer science division of Kores India Ltd. These products and their description are as follows:-

1. Optoma Projectors

FEATURES:

Transforming your living space with images comparable to cinema quality. Pure color, ultra high contrast , unprecedented detail, whisper quality.

Unsurpassed projection screen technologies.

2. Vivitek DLP Projectors

FEATURES:

Brilliant colors Improved Vivid color wheel technology provides outstanding vivid color suite for all

applications. True multipurpose model for office, school or home use. Rapid start and cool down Upto 3000 hours of lamp life for extended use.

3. Walk N talk

SPECIFICATIONS:

8 Watt Speaker (enhances your voice 6 times) Power Management: 4 x AAA chargeable batteries Charging Time: 4 to 8 hours Usage Time: Indoor – 10 hours, Outdoor – 6 hours Dimensions: 83mm width x 84mm height x 33mm Depth

Weight : Only 175 grams

FEATURES:

Portable & can be taken almost anywhere Clear Voice Reproduction Effective for an audience of 100 to 120 people Helps one save your energy and get through your day effortlessly Audience can hear and understand the speaker better Adjustable strap with quick release buckles (sling across the body or waist) for Women Stainless Steel belt clip for easy fastening for Men Flexi-arm neck-worn mikerophone piece for comfortable wearing

4. Kores Risograph Digital Duplicator

Feauters:

Prints exam papers, study materials, circulars. Prints 90 to 130 copies per minute. Print on any quality of paper starting from 40 GSM thin sheet to 157 card sheet. Copy cost as low as 6 paisa excluding paper. Rated life is 10 – 15 times higher than the copier No warm up time, no heat process, no rest, no paper jams, no wastage.

5. Kores Clear view projection Screens

Manual Pull down Screen Motorized Screen Compact tripod Screen

1.2 RATIONALE OF THE STUDY

Since Kores is a new entrant in the segment of office automation and Business and Computer Science division and it was needed to explore the market to find out the need of customer for these products and to search the competitor’s engagement into the market. Also it is essential to find out market potential for various products so that Kores can analyze marketing opportunity, select target market, design market strategies, develop marketing programs and manage marketing efforts.

This project and research done in it will help Kores to concentrate in various areas, such as:-

Strengthening the brand:-Through this project and work done for completion of this project has made people and various educational segments aware about this project. So this research report may help Kores to modify their marketing strategies in order to strengthen the brand for these divisions.

Measuring marketing effectiveness. Driving new product development based on customer needs. Gathering meaningful customer insights. Utilizing new marketing technology.

1.3OBJECTIVE OF THE STUDY

To determine market potential of various products such as Projectors, Riso Digital duplicator and Walk N talk Voice Amplifier.

To identify customers need according to attributes of their organization.

To identify customer’s perception on various products of Kores.

RESEARCH METHEDOLOGY

Sampling Methodology

Sampling technique

According to our products which were under Office product segment, so we have chosen educational segment such as MBA colleges, engineering Colleges, Pharmacy colleges, Schools and other institutes as target area.

After this we have planned to approach existing, non existing and potential users and designed questionnaire according to that.

Sample Size

For this project 100 educational institutes were approached. The pie diagram depicted below shows the percentages of type of educational institutes visited for this project.

MBA27%

Engi-neering

19%

School23%

Coaching15%

Pharmacy

6%

Other10%

MBAEngineeringSchoolCoachingPharmacyOther

Sampling Area

The area of the research was JAIPUR, (Rajasthan), India. There is only one area sales office of company in rajasthan, situated in Jaipur (Capital City of Rajasthan.)

Limitation of research

This research is confined to the educational institutes of jaipur only and does not necessarily shows a pattern applicable to the other educational institutions at various parts of the country.

Tools for data collection

The data for this research project has collected through self administered questionnaire used as tool, designed for 2 products projectors and voice amplifiers. Since research done in this project is exploratory and descriptive, therefore questionnaire is non disguised and both open and close ended.

The objective of exploratory research is to seek new ideas and to discover a new relationship. Descriptive research describes situation and provides information, which help in decision making of such research, requires a formal design which helps a researcher to identify cause and affect relationship.

The copy of questionnaire used for this research is shown below:-

QUESTIONNAIRE

Name:………………………………………………………………………………………………………………………………………….

Organization………………………………………………………………………………………………………………………………..

Contact No …………...........................................................................................................

PROJECTOR

Q1. Which Projector would you prefer?

a) DLP b) LCD c) Others

Q2. How frequently the projector is being used?

a) Daily b) Twice in a Week c) Weekly d) monthly

Q3. Projector of which Brand you are using ( and How many…….)?

a) Kores Optomab) Kores / VIVITEKc) Sonyd) Panasonic e) Sharpf) Other

Q4. Why you prefer projector of the brand you mentioned above?

……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Q.6 How do you find features of Kores OPTOMA/ VIVITEK Projector?

a) Highly Irrelevantb) Irrelevantc) Neutrald) Relevante) Is Highly relevant

Kores Risograph Digital Duplicator

Q.1 What is the strength of your institute/school ?

……………………………………………………………………………………..

Q.2 What is your printing mode (external and internal)?

…………………………………………………………………………………….

Q.3 What is your existing machine details ( photocopier / duplicator)?

…………………………………………………………………………………….

Q.4 Will your school / institution prefer to have newer / efficient ways of printing at an affordable price ( Yes / No) ?

……………………………………………………………………………………

Q.5 what is the criteria of purchase of printing machine in your organization?

Cost

Efficiency

Print Quality

Printing Speed

New Technology

VOICE AMPLIFIER

Q1. Do you use any sought of voice amplification technique for your sessions?

a) Yesb) No

Q2. How frequently you use voice amplifier ( like mike/ other device) for your sessions?

a) Neverb) Dailyc) Weeklyd) Monthlye) Others(……………………………)

Q3. How many such devices you have been using/ installed?

a) Noneb) 1 to 3c) 3 to 6d) 6 and more ( ……..)

Q4. What is average strength of your Sessions?

a) 25 to 50b) 50 to 75c) 75 to 100d) 100 and More

Q5. Are you satisfied with the performance of your current Voice amplification device?

a) Highly dissatisfied b) Dissatisfiedc) Neither Satisfied nor dissatisfiedd) Satisfiede) Highly Dissatisfied

Q.6 How do you find features of Kores Walk N Talk amplifier?

f) Highly Irrelevantg) Irrelevanth) Neutrali) Relevantj) Is Highly relevant

Q7. Rank the features by comparing them according to your preference in our voice amplifier.

Price/ AudiblePrice/ PortabilityPrice/ MaintenanceAudible / PortabilityAudible / MaintenancePortability/ Maintenance

Price

Walk And Talk/ Conventional Mike system

Walk And Talk/ Other Product

Conventional Mike System/ Other Product

Audibility

1- Satisfied

2- Neutral

3- Not Satisfied

Walk And Talk/ Conventional Mike system

Walk And Talk/ Other Product

Conventional Mike System/ Other Product

Portability

1-Easily Portable

2- Portable

3- Not Portable

Walk And Talk/ Conventional Mike system

Walk And Talk/ Other Product

Conventional Mike System/ Other Product

Maintenance

1- High Maintenance

2- Avg. Maintenance

3- No Maintenance

Walk And Talk/ Conventional Mike system

Walk And Talk/ Other Product

Conventional Mike System/ Other Product

Tools for Data Analysis

In order to extract appropriate findings of the questions mentioned in the questionnaire, 2 major tools have been used in this research these are as follows:-

CHI-Square test through SPSS (statistical software) Analytical Hierarchy Process.

CHI SQUARE TEST:-

In probability theory and statistics, the chi-square distribution is one of the most widely used theoretical probability distributions in inferential statistics, e.g., in statistical significance tests. It is useful because, under reasonable assumptions, easily calculated quantities can be proven to have distributions that approximate to the chi-square distribution if the null hypothesis is true.

The best-known situations in which the chi-square distribution is used are the common chi-square tests for goodness of fit of an observed distribution to a theoretical one, and of the independence of two criteria of classification of qualitative data.

For the chi-square goodness-of-fit computation, the data are divided into k bins and the test statistic is defined as

where is the observed frequency for bin i and is the expected frequency for bin i.

The key points for the Chi-Square test are :

Non Parametric Test Tests the association between two variables Used for categorical variable It assumes that the observations are randomly sampled from the population All observations are independent It does not make any assumptions about the shape of the distribution

Analytical Hierarchy Process

The Analytic Hierarchy Process (AHP) is a structured technique for dealing with complex decisions. Rather than prescribing a "correct" decision, the AHP helps the decision makers find the one that best suits their needs and their understanding of the problem.

Based on mathematics and psychology, it was developed by Thomas L. Saatyin the 1970s and has been extensively studied and refined since then. The AHP provides a comprehensive and rational framework for structuring a decision problem, for representing and quantifying its elements, for relating those elements to overall goals, and for evaluating alternative solutions. It is used around the world in a wide variety of decision situations, in fields such as government, business, industry, healthcare, and education.

Several firms supply computer software to assist in using the process.

Users of the AHP first decompose their decision problem into a hierarchy of more easily comprehended sub-problems, each of which can be analyzed independently. The elements of the hierarchy can relate to any aspect of the decision problem—tangible or intangible, carefully measured or roughly estimated, well- or poorly-understood—anything at all that applies to the decision at hand.

Once the hierarchy is built, the decision makers systematically evaluate its various elements by comparing them to one another two at a time. In making the comparisons, the decision makers can use concrete data about the elements, or they can use their judgments about the elements' relative meaning and importance. It is the essence of the AHP that human judgments, and not just the underlying information, can be used in performing the evaluations.[1]

The AHP converts these evaluations to numerical values that can be processed and compared over the entire range of the problem. A numerical weight or priority is derived for each element of the hierarchy, allowing diverse and often incommensurable elements to be compared to one another in a rational and consistent way. This capability distinguishes the AHP from other decision making techniques.

In the final step of the process, numerical priorities are calculated for each of the decision alternatives. These numbers represent the alternatives' relative ability to achieve the decision goal, so they allow a straightforward consideration of the various courses of action.

Uses and applications

While it can be used by individuals working on straightforward decisions, the Analytic Hierarchy Process (AHP) is most useful where teams of people are working on complex problems, especially those with high stakes, involving human perceptions and judgments, whose resolutions have long-term repercussions. It has unique advantages when important elements

of the decision are difficult to quantify or compare, or where communication among team members is impeded by their different specializations, terminologies, or perspectives.

Decision situations to which the AHP can be applied include:-

Choice - The selection of one alternative from a given set of alternatives, usually where there are multiple decision criteria involved.

Ranking - Putting a set of alternatives in order from most to least desirable. Prioritization - Determining the relative merit of members of a set of alternatives, as

opposed to selecting a single one or merely ranking them Resource allocation - Apportioning resources among a set of alternatives Benchmarking - Comparing the processes in one's own organization with those of other

best-of-breed organizations Quality management - Dealing with the multidimensional aspects of quality and quality

improvement

ANALYSIS AND FINDINGS

Analysis and findings of this research is done for three products, for which questionnaire has been designed, i.e. projectors, voice amplifiers and RisoGraph Digital Duplicator. Results for questions given for different products in the questionnaires are as follows:-

Kores Optoma/Vivitek Projectors

Q1. Which projector would you prefer?

This question directly ask customer about his/her choice of projector according to their choice and preferences. We have given 3 options for this question to be answered by the customer, these are DLP, LCD and other projectors (includes over head projectors).

Answer to this question will give us general idea about percentage of customer going for types of projector mentioned. We will draw inference statistically and mathematically. Statistically we have done by using SPSS software.

DLP; 25; 42%

LCD; 35; 58%DLPLCDOthers

Sample size for this segment is 60. From above pie chart we can see that Out of 60, 25 customers prefer DLP projectors (42%) and 35 customers prefer LCD projector (58%). No user prefer “over head projector”.

Statistically applying chi square test we have formed following hypothesis:-

H0 (null):- People have same choices for all the options.

H1 (alternate):- people have different choices.

Output depends on “p value”, if P value > .05 then null is accepted else not accepted.

Applying chi square test through SPSS we will get following output table:-

Test Statistics

VAR00001

Chi-Square(a)

1.667

Df 1

Asymp. Sig. .197

a 0 cells (.0%) have expected frequencies less than 5. The minimum expected cell frequency is 30.0.

Here p value =.197 ( > .05), hence null is accepted. Therefore people have equal choices for all the options.

Since null is accepted, therefore statistically there is no difference between the choices of the customers but mathematically there is difference.

Q.2 How frequently the projector is being used?

This question describes the frequency of usages of projectors by the customers. On the basis of four options (Daily, Twice in a week, Weekly, Monthly) we will draw our conclusion mathematically and statically that how much percentage of customers are using this product with given time frequencies.

Daily ; 30; 50%

Twice in a

week; 9;

15%

Weekly; 10; 17%

Monthly; 11; 18%

Daily Twice in a weekWeeklyMonthly

In the above pie chart it is inferred that 50% of people are using projector daily followed by

18% monthly, 17% Weekly, and 15% twice in a week.

Statistical interpretation

For this question Null and Alternate hypothesis are as follows-

H0 : Institutes vary in usage frequency of projectors.

H1: Institutes do not vary in usage frequency of projectors

The test for hypothesis has done through SPSS software. And output for this is shown in table below-

Test Statistics

VAR00001

Chi-Square(a)

20.133

df 3

Asymp. Sig. .000

a 0 cells (.0%) have expected frequencies less than 5. The minimum expected cell frequency is 15.0.

Here p-value is .000 (< 0.05 ) , which is less than acceptance level, so null hypothesis is rejected. This implies that the intensity and frequency of usages of projector are different for different groups of customers.

Q.4 How do you find the features of Kores OPTOMA/ VIVITEK Projectors?

In this question five options are provided for the customers who can rank the features of projector according to their needs and comparative analysis with other brands. It is a five point Likert scale judging the relevancy of features of projector according to customer’s need.

irrelevant; 1; 2%

Neutral; 21; 35%

Relevant; 23; 38%

Is highly rele-vant; 15;

25%

Highly IrrelevantirrelevantNeutralRelevantIs highly relevant

According the above pie chart 38% of people have found features of kores OPTOMA/VIVITEK projectors relevant and 25% found highly relevant whereas 35% of people could not make any opinion for the same. The percentage of people who found the product irrelevant is 2% which is negligible.

Statistical interpretation

For this question Null and Alternate hypothesis are as follows-

H0 : Institutes have same opinion for all the options.

H1: Institutes have different opinion.

The test for hypothesis has done through SPSS software. And output for this is shown in table below-

Test Statistics

VAR00001

Chi-Square(a)

19.733

df 3

Asymp. Sig. .000

a 0 cells (.0%) have expected frequencies less than 5. The minimum expected cell frequency is 15.0.

Here p-value is .000 (< 0.05 ) , which is less than acceptance level, so null hypothesis is rejected. This implies that people have different opinion about features of projectors.

Kores Risograph “Digital Duplicator”

Q. What is the strength of your institution ?

The purpose of putting this question is to examine how the strength of student is related to purchasing plan. For this section of project we have approached 50 educational institutions and for this question four options were provided which are given in the table shown below.

Total Strength of Institute Percentage of InstituteUp to 500 40%501 to 1000 26%1001 to 2000 24%

More than 2000 10%

Above data is also depicted in graphical form in the chart given below:-

up to 500 501 to 1000 1001 to 2000

More than 2000

0%5%

10%15%20%25%30%35%40%45%

40%

26% 24%

10%

Series1

According to above graph 40 % of educational institutions have upto 500 students, followed by 26 %, 24% and 10% having 501 to 1000, 1001 to 2000 and more than 2000 students respectively.

The reason behind this is that fees structure of different school is different. There are many schools in which the strength of student is low but their fee is very high and therefore they can easily afford this technology in comparison of those schools in which number of students is high but there fee structure is less.

Q.2 What is your printing mode (external and internal)?

The purpose of putting this question is find out the printing process (external and internal) . we find that 75% of the schools get printed there required documents both from internal and external sources. Only 20% are printing there required documents or papers internally.

Upto 500 501 to 1000 1000 to 2000 2000 and moreInternal 20% 30% 35% 40%External 5% 15% 0% 0%Both 75% 55% 65% 60%

up to 500 501-1000 1001-2000 More than

2000

0%

10%

20%

30%

40%

50%

60%

70%

80%

InternalexternalBoth Series4

During the analysis it is being found that the 1st segment of institutions are not interested in changing their existing printing process because they cannot afford the cost of machine and the cost of maintenance of printing machine. Only 5% prefer to go for external printing process. The third segment of schools wants to change their printing process.

In all the four sections where no of students are mentioned, institutions prefer both external and internal mode to get their matter printed.

Q.3 What is your existing machine details ( photocopier / duplicator)?

The objective of research is to find out the position of brands in the market/ schools.

To achieve this objective of the study of the study it is necessary to know the existing machine details in schools.

Computer Photocopier duplicator0%

10%20%30%40%50%60%70%80%90%

100%

percentage

percentage

If we analyze the graph of printing product available in schools we find that 90% schools are using computer printer and 25% using photocopier and 10% using the duplicator for printing.

Q.4 Will your school / institution prefer to have newer / efficient ways of printing at an affordable price ( Yes / No) ?

This question will help us in knowing that how many schools will be interested in newer printing technology.

20%

60%

20%

Yes nocan't say

By analyzing the research findings, we find only 20% schools are currently interested and 60% are not interested and 20% cannot say. By analyzing the data most of schools are not interested in changing their existing printing process. Due to some reasons;

Cost of machine

Maintenance of machine

Existing machine detail

Annualy budget of school

Q.5 what is the criteria of purchase of printing machine in your organization?

This question will help us to know the criteria for purchasing a printing machine.

cost Efficiency Print quality Speed Technology0%

10%

20%

30%

40%

50%

60%

70%

80%

80%

60%

40%

30% 30% Series1

By analyzing the data we find that the cost factor is most important for purchasing the machine.Most of the schools find it difficult to spend heavy money in one time if we leave economikeally strong schools. After the cost factor , schools are giving priority to efficiency and printing quality.As seem from data 60% respodents give the second priority to efficiency and

40% to printing quality.After the cost, efficiency and quality printing criteria, schools give the priority to 30% speed of machine (copy/min.) and 30% of technology of machine.

The finding from the project is majority of schools give the first rating to Cost factor and so on.

Kores Walk N Talk Voice Amplifier

Q.1 Do you use any sought of Voice amplifier technique for your session?

This question will give us idea about how many customers are using any kind of voice amplification technique. For this segment we have sample size of 80 out of which 53 are users and 27 are non users. Percentage of no. of users and non users of this technique are shown in given chart.

Users; 53; 66%

Non Users;

27; 34%

UsersNon Users

Statistical interpretation

For this question Null and Alternate hypothesis are as follows-

H0 (null) : There is no difference between no. of users and non users of this Tecchnique

H1 (alternate) : There is some difference.

The test for hypothesis has done through SPSS software. And output for this is shown in table below-

Test Statistics

VAR00001

Chi-Square(a)

8.450

df 1

Asymp. Sig. .004

a 0 cells (.0%) have expected frequencies less than 5. The minimum expected cell frequency is 40.0.

Here P value (0.04) is less than acceptance level i.e. .05, therefore null hypothesis is rejected. This implies that statistically there is difference between the number of users and non users of voice amplification technique.

Q.2 How frequently you use voice amplifier (like mike/other device)for you sessions?

This question describes the frequency of usages of voice amplifier by the customers. On the basis of four options (Never, Daily, Weekly, Monthly, Others……) we will draw our conclusion mathematically and statistically that how much percentage of customers are using this product with given time frequencies.

Mathematically graphical representation of frequency of usage of voice amplifier is shown in graph below. From the sample size of 80 customers 30 customers i.e. 38 % of customers use this product category weekly followed by 21% daily, 20 % monthly, and 16 % respondents never used such product in their organizations.

Never Daily Weekly Monthly Others0

5

10

15

20

25

30

Never1316%

Daily1721%

Weekly3038%

Monthly1620%

Others45%

Series1

Statistical Interpretation

For applying Chi Square test for interpreting data of this question null and alternate hypothesis are as follows:-

H0 (null) : There is no difference between frequency of ussge of product for given options.

H1 (alternate) : There is some difference.

Table shown below are output tables, when data collected by this question is processed by SPSS software.

VAR00001

Observed N Expected N Residual

4.00 4 16.0 -12.013.00 13 16.0 -3.0

16.00 16 16.0 .0

17.00 17 16.0 1.0

30.00 30 16.0 14.0

Total 80

Test Statistics

VAR00001

Chi-Square(a)

21.875

df 4

Asymp. Sig. .000

a 0 cells (.0%) have expected frequencies less than 5. The minimum expected cell frequency is 16.0.

Here P value is .000 which is less than .05 (acceptance level), therefore null hypothesis is rejected. This means there is some difference between frequency of usage of product for given options.

Q3. How many of such devices you have been using/ installed?

For this question four options are provided to the respondent. Options are:-

None 1 to 3 3 to 6 6 and more

As sample size of respondents is 80 therefore output of this question will give clear idea of what number of users are using how many such devices (along with percentage of users ). The graph shown below presents mathematical interpretation of no. of users and no. of devices installed/used by them.

Highly irrele-vant

Irrelevant Neutral Relevant0

5

10

15

20

25

30

35

14, 17%

45, 56%

14, 17%

2, 3%

Series1

Q4. What is average strength of your sessions?

In this question strength of sessions means no. of students per class in any organization. Four options are give here 25 to 50, 50 to 75, 75 to 100, 100 and more. Here it was required that

respondent should give answer by keeping in mind that how many candidates he/she has to address at a time either in regular class room session or at any other time.

Highly ir-relevant; 3;

9%

Irrel-evant; 18; 56%

Neutral; 11;

34% Highly irrelevantIrrelevantNeutral

Above given pie chart shows response of respondents and according to this in 49% organizations/institutions there are 50 to 75 students per class room session, followed by in 27%, 21% and 3 % institutions there are 25 to 50, 75 to 100 and 100 and more students remain present per class room sessions respectively.

Statistical Interpretation

For applying Chi Square test for interpreting data of this question null and alternate hypothesis are as follows:-

H0 (null) : There is no difference between no. of candidates per class room sessions in different organizations.

H1 (alternate) : There is some difference.

Table shown below are output tables, when data collected by this question is processed by SPSS software.

VAR00001

Observed N Expected N Residual

2.00 2 20.0 -18.017.00 17 20.0 -3.0

22.00 22 20.0 2.0

39.00 39 20.0 19.0

Total 80

Test Statistics

VAR00001

Chi-Square(a)

34.900

Df 3

Asymp. Sig. .000

a 0 cells (.0%) have expected frequencies less than 5. The minimum expected cell frequency is 20.0.

Here P value is .000 which is less than .05 (acceptance level), therefore null hypothesis is rejected. This means there is difference between no. of candidates per class room sessions in different organizations.

Q5. Are you satisfied with the performance of your current voice amplification device?

Interpretation through this question will give idea about level of satisfaction of customers having from their current voice amplification device other than Walk n Talk and this will also measure performance of their current device. Five point likert scales is used here for this description and these five points are:-

Highly dissatisfied Dissatisfied Neither satisfied nor dissatisfied Satisfied Highly Satisfied

Highly Diss

atisfied

Dissatisfi

ed

Neutral

Satisfied

Highly Satisfied

05

101520253035

3, 3%8, 10%

19, 24%

35, 44%

15, 19% Series1

From above graph we can see that about 44% people and 19 % people are satisfied and highly satisfied with performance of their current voice amplifier, which can be their conventional

mike system, collar mike or any other device, whereas 10 % people are dissatisfied and only 3 % people are highly dissatisfied. And 24 % people are there who are neither satisfied nor dissatisfied.

Statistical Interpretation

For applying Chi Square test for interpreting data of this question null and alternate hypothesis are as follows:-

H0 (null) : There is no difference between opinion of no. of respondents for performance of their current device.

H1 (alternate) : There is some difference.

Table shown below are output tables, when data collected by this question is processed by SPSS software.

Frequencies

VAR00001

Observed N Expected N Residual

3.00 3 16.3 -13.38.00 8 16.3 -8.3

19.00 19 16.3 2.8

35.00 35 16.3 18.8

Total 65

Test Statistics

VAR00001

Chi-Square(a)

37.092

Df 3

Asymp. Sig. .000

a 0 cells (.0%) have expected frequencies less than 5. The minimum expected cell frequency is 16.3.

Here P value is .000 which is less than .05 (acceptance level), therefore null hypothesis is rejected. This means there is difference between opinions of no. of respondents for performance of their current device.

Q6. How do you find features of Kores “Walk N Talk” voice amplifier?

The purpose of putting this question is to find the relevancy of the features of Walk N Talk voice amplifier. Since this is very new product, with good innovative features, so this question will explore customer’s perception about the features of this product. To judge the relevancy of the product, 5 point likert scale is used in question with five points as shown in the graph below.

Highly irrele-vant

Irrelevant Neutral Relevant Highly Relevant

0

5

10

15

20

25

30

35

3, 4%

18, 22%

11, 14%

32, 40 %

16, 20%

Series1

Mathematical interpretation from above graph can be done easily, 40% of people found the features of the product relevant and 16 % found highly relevant. On the other hand for 18 % of people the product’s features didn’t matched to their requirement, so these features are irrelevant for them and 14 % of people gave neutral opinion about the same. Percentage of people who didn’t liked the features of this product at all is very small i.e. 4 %.

Statistical Interpretation

For applying Chi Square test for interpreting data of this question null and alternate hypothesis are as follows:-

H0 (null) : There is no difference between respondents perception for different options provided.

H1 (alternate) : There is some difference.

Table shown below are output tables, when data collected by this question is processed by SPSS software.

Frequencies

VAR00001

Observed N Expected N Residual

3.00 3 16.0 -13.0

11.00 11 16.0 -5.0

16.00 16 16.0 .0

18.00 18 16.0 2.0

32.00 32 16.0 16.0

Total 80

Test Statistics

VAR00001

Chi-Square(a)

28.375

Df 4

Asymp. Sig. .000

a 0 cells (.0%) have expected frequencies less than 5. The minimum expected cell frequency is 16.0.

Analytic Hierarchy Process

Rests of the ranking questions given in the questionnaire are framed for this model. In this model first of all features (mentioned) are to be ranked ( ranking table is given in questionnaire) according to customer’s need and understanding of the product. These features are compared with each other and then comparative ranking is to be given to both the features. These features are basically selection criteria on which customer might judge this product. Selection criteria are:-

Price

Audibility

Portability

Maintenance

A voice amplifier is examined on above mentioned features and options given in the questionnaire for voice amplifier are:-

Kores “Walk N Talk” Collar Mike Conventional Mike System.

Apart from this, above mentioned 3 products are also compared with each other for the features like Price, Audibility, Portability and Low maintenance. And ranking criteria for all 3 products for different features are different. These are as follows (features wise) :-

For Price :

1- Satisfied

2- Neutral

3- Not Satisfied

For Audibility:

1- Satisfied

2- Neutral

3- Not Satisfied

For Portability:

1-Easily Portable

2- Portable

3- Not Portable

For Low Maintenance:

1- High Maintenance

2- Avg. Maintenance

3- No Maintenance

Final result of AHP model will give us most preferred feature by the customers and probability of selecting any of the given voice amplifiers.

Pair Wise Comparison matrix

This is retrieved when all the features are compared with each other.

PriceAudiable

Portability

Maintenance

Price 10.33333

3 0.5 0.5Audiable 3 1 1 0.5Portability 2 1 1 1Maintenance 2 2 1 1

SUM 84.33333

3 3.5 3

Priority Matrix

PriceAudiable

Portability

Maintenance

PRIORITY

Price 0.1250.07692

30.142857

10.16666666

70.12786

2

Audiable 0.3750.23076

90.285714

30.16666666

70.26453

8

Portability 0.250.23076

90.285714

30.33333333

30.27495

4Maintenance 0.25

0.461538

0.2857143

0.333333333

0.332647

Above matrix shows priority of different features and outcome is as follows:-

Low Maintenance is most preferred feature by the respondents as 33.26% of respondents ranked from sample size of 80.

Next most preferred feature by respondent is Portability with 27.49 %.

Audibility is preferred by 26.45% respondents and price got least preference among all the given features with 12.78%.

After comparing all these features simultaneously with given products ( Walk N Talk, Collar Mike, Conventional Mike ), we got following matrix:-

PriceAudiable

Portability

Maintenance

W n T0.68445

50.62731

50.321760

6 0.63159919Collar mike

0.223489

0.234516

0.3797782 0.32217071

Mike0.09205

60.13816

90.163834

20.10683557

5

And final output matrix which gives priority of three products for all features mentioned for customer is:-

Price AudiablePortability

Maintenance

PRIORITY

W n T0.08751

60.16594

80.088469

4 0.210099273 0.552033Collar mike

0.028576

0.062038

0.1044216 0.107168966 0.302204

Mike 0.011770.03655

10.045046

9 0.035538482 0.128907

From above matrix priority in terms of percentage for all three products are:-

According to need and understanding of the features, about 55% of customers prefer Kores Walk N Talk voice amplifier. And this is most preferred product by respondents in this product category among options provided.

Second preference by the customers is “collar mike” as 30 % of customer are satisfied by the features of collar mike.

Conventional mike system is preferred by only 13% of people, which is least as compared with other two products.

DISCUSSION

Discussion comprises of two categories Conclusion and Suggestion. For this project report both the categories are covered product wise. Conclusion is drawn from Analysis and findings done previously in this research process. And suggestions are for the Kores India ltd. which is inferred during this research process, based on respondent’s feedback, our perception during interaction with various officials and results of the research.

CONCLUSION

Product wise Customer need Identification.

    MBAEngineering School

Coaching

Pharmacy Other

               

yesProjector 52% 47% 39% 20% 33% 30%

no   48% 53% 61% 80% 67% 70%               

yesRiso graph 11% 26% 22% 33% 0% 10%

no   89% 74% 74% 67% 100% 90%               

yesWalk n Talk 56% 58% 57% 33% 33% 40%

no   44% 47% 43% 67% 67% 60%

Above matrix shows product wise and customer segment wise identification of customers need. Here we have find out preference of customer from a particular educational segment for a particular product.

Among all types of educational institutions mentioned, for projectors MBA colleges showed highest percentage of preference with 52 %, followed by engineering colleges with 47 % and so on.

Risograph digital duplicator is preferred mostly by coaching institutions with 33% followed by Engineering colleges with 26%, and so on.

Among all the three products taken for research, “Walk n Talk” comes out to be most popular product among all the segments of educational institutions. 58% of respondents from Engineering Colleges preferred “Walk n Talk voice amplifier”, followed by MBA colleges with 56% and schools with 57 %.

KORES Optoma/Vivitek Projectors

Kores provides both types of projectors DLP ( Digital Liquid Processing) and LCD ( Liquid Crystal Display). Brightness and visibility of projection of both the type of projectors depends on availability of visibility and light in the classroom. DLP projectors works in full light and do not require dark room where as for LCD projectors, it is required to switch off the lights of the room.

1. For first Question where preferences of customers for DLP and LCD projectors are asked, more people are willing to prefer LCD projector over DLP. There might be many reasons behind this, such as:-

For same level of luminosity of lamp and life of lamp in both the projectors, LCD projectors are cheaper compared to DLP projectors.

As in most of the institutions classrooms can be easily converted into dark rooms just by switching off the lights, therefore LCD projectors are preferred more.

2. From the survey results, it is being found that Kores Optoma/Vivitek projectors are facing very tough competition from projectors of the companies like Sony, Panasonic and Sharp. The reasons for this might be:-

The big players in this product division like Sony, Panasonic, Sharp and other big brands are easily recognizable by the customers due to their aggressive advertisement, good services post sales and high brand loyalty. On the other hand new entrants like Kores, who are just relying on the sales executives for creating awareness of the product among customers, are far behind to compete with these global players.

Prices of various models of Kores projectors, with same features as of other companies are relatively comparable, therefore customers automatically moves for the projectors of companies having big brand name.

3. From this research, it is being concluded that features of Kores projectors are new, innovative and highly advanced and are comparable with features of projectors of companies like Sony, Sharp, Panasonic and more. So, most of the respondents found the features of this product either relevant or highly relevant.

Kores Risograph digital Duplicator

From the survey we find that RISO graph (digital duplicator) is facing a tough competition from Gestadener as well as Photocopier machine. Although in the schools mostly consumer uses the external printing process (other service providers) but overall market – share of photocopier is more than duplicators. Mostly consumer told that they have some complaint about the price beside this; there are some other problems too in the consumer point of view. These are -

High Cost of machine (1 lakh 28 thousand)

Not satisfied with maintenance services.

Less awareness in the market.

KORES “WALK N TALK” VOICE AMPLIFER

From the analysis and findings for voice amplifier section, we have come to following conclusions:-

1. Most of the people have installed the voice amplifiers in their institutions, such as collar mike system and conventional mike system. Also some institutes hire these systems at the time of any occasion.

2. As the features of Walk N talk are very innovative (portability, small size etc.) and it can address more than 120 people at a time, therefore it is useful for most of the institutions. Also from our results it has come out that in most of the institutions classroom strength is between 50 to 75 and 75 to 100 candidates.

3. From AHP model we have find out most preferred feature by customers is low maintenance because most of the customer wish to have good services post sales and want that equipment should work without any problem. Also Audibility and portability proved to be a major cause of attraction towards Walk n talk amplifier as this is a very small device and being very small in size is easily portable and sufficiently audible for group of 120 people at a time.

4. Out of three product category Walk n Talk most preferred product by the customer because of its unique features.

SUGGESTIONS

1. Kores has a brand name in stationary segment and maintained a good reputation from years, therefore company will get advantage of its brand name for these new products. For this aggressive advertisement campaigning is needed to make people aware about these product categories.

2. Trade Fairs for business and educational segments can play a better role for making educational segments aware that Kores is also a emerging player in product category of office automation.

3. Kores should hold the different cultural and educational program like Book fair, management fair etc. as part of sales promotion campaign to attract customers.

5. Constant, regular and timely follow up should be done by the company officials to get feedback and performance of particular product from the customer, post sales. This will help company to monitor product’s functionality according to its usages and this process will also develop good customer relationship.

6. Company should open its business outlets in institutional areas of big cities. These business outlets should display all the products of various divisions of Kores India Ltd.

BIBLIOGRAPHY

Marketing Management by Philip Kotler www.koresindia.com

Appendices

Institution’s Database

organization Address   

RIET  Bhankrota, Sirsi Road, Ajmer Road, Jaipur-302001 S K IT Ram Nagaria, Malviya Nagar, Jaipur-302025 

ICMAI Plot No.1, Jhule Lal Marg, Shipra Path, MansaroverGyan Vihar Mahal, Jagatpura, Jaipur-302025 

Centurion Sector-18, Kumbha Marg, Near Rajasthan Medical University, Pratap Nagar, Sanganer

ISYS SOFTECH PVT.LTD Opposite Infosys BPO, chatrala circle, SitapuraNIMS 4, govind marg, near moti dungri circle, jaipur

Vidya Sager 6, vidhya sagar lane, behind apex mall, lalkothi, jaipur

GIT  ITS-1,IT Park,EPIP Sitapura,Jaipur (Raj)-302022

IIFA65, Greater Kailash Colony, Behind Apex Mall, Lal Kothi, Tonk Road, Jaipur

Shankara Instiute Of Technology SP-44, RIICO Industrial Area,. Kukas- Jaipur (Raj)

Pearl Acadamy of Design SP 38A, RIICO Industrial Area, Kukas , JaipurMahaarishi Arvind Sector 7, Madhyam Marg, Mansarovar Jaipur

Aayojan College of architectureRiico Institutional Block, Sita Pura, Goner Road, Jaipur -0141 2771755

St. wilfereds college Sector 10. Meera Marg Madhyam Marg Mansarovar Jaipur

Apex institute of Engineering & technology ISI-5, Riico Instituitional Area, Sita Pura, Jaipur BOSCH Sitapura, JaipurKamal Coach works pvt ltd Sitapura, Jaipur

IIHT Nehru Palace tonk road, Jaipur

Kautilya Institute of technology & Engineering SI-16, RIICO Institutional Complex, Sitapura, Jaipur

IIMETSI-11, Adjoining Mahatma Gandhi Hospital, Institutional Area, , -302022,

JECRC SitapuraTagore Public School Mansarover JaipurMahatama Gandhi pharmacy college JECRC Campus, sita puraJasoda Devi Group of Institutions Opp. Choki Dhani, Sita Pura, Jaipur

IILM 35/95, Sector-10, Kumbha Marg, RHB Colony, Jaipur,RCERT- Regional college Near Kautilya College, SitapuraRCEW BhankrotaPT Institute Lal Kothi, Near Nagar Nigam, Tonk rd.Lotus Institute Lal kothi, behind Vidhan Sabha BhawanTime Institute Lal kothi, behind Vidhan Sabha Bhawan

Neerja Modi School Shipra Path Near Building Technology Park Mansarovar, Jaipur

Deep International Shipra Path Near Building Technology Park Mansarovar, JaipurSpring Field School Kiran path, MansaroverCambridge Court School Opp. KV no. 5 mansaroverIIRM Thadi Market, MansaroverICG SFS MansaroverStani Memorial College Thadi Market, MansaroverIIIM Thadi Market, MansaroverSt, Anslems School, Mansarover Rajat Path, MansaroverTaxila Business School, Nirman Nagar Nirman Nagar, Kings Rd. Jaipur

ICFAI Business School 29, Chordia Enclave Janpath, Shyam Nagar Jaipur

Jyoti Rao Phule College Ram Nagar Ext., New Sanganer Road, Sodala, Jaipur.

Ambassy College Ram Nagar Ext., New Sanganer Road, Sodala, Jaipur.Saint Soilder School  MNIT  Jaipur National University  Sharda University, Noida  Spring Dales School  Udai Institute of Management Goner Fatak, Opp. Chokidhani, SitapuraMahatma Gandhi College Sitapura, JaipurCareer Launcher Lal Kothi, behind Vidhan Sabha BhawanSanghi Public School Sanghi Farm, DurgapuraMPS Jawahar NagarMHS Jawahar Nagar

ACA Edutech Ltd.  Kompass Avaition  Apex Pharmacy college RIICO Institutional area, sitapura

IIPM Rambagh Circle,Kapil gyan Pith School Near Ganga jamuna Pertol pump, MansaroverDelhi Public School Vidhyadhar NagarDelhi Public School Bhankrota

Adarsh Vidhya Mandir (Girls school) Vidhyadhar Nagar

Maharshi arvind College Vidhyadhar Nagar

Central Academy Vidhyadhar NagarCandlewick public school Vidhyadhar Nagar

Maheshwari girls school Vidhyadhar Nagar

Maharaja Institute of Engg. And Tech. Near Cinestar cinema, Vidhyadhar nagarGreen Gate School Vidhyadhar NagarJaipur School Vidhyadhar NagarIndobharat International School BhankrotaMedical and technology instt. of Nursing Kings Road, Nirman nagarIPS B school Kings Road, Nirman nagarRawat B. Ed College BhankrotaJyoti Vidhyapeeth womens University gyan Vihar, Nirman nagarNEW HORIZON nr. JDA Circle,JLN marg ,Bapu nager.ALESCO Lal Kothi .sahkar marg, jaipurInnovation  

Shree Karni College Karni palace, bye pass Gandhi Path, Vaishali NagerParishkar Shripa path, Saville hospital, mansarover

Academy of Interior DesignS-10 GURU Karpa chambers, opp. Hotel Jaipur place, Tonk Road

RV Institute of research and Management Science A-3G Sunder Path, Behind Crystal Mall, Bani park ,jaipur

EMDI institute of media & communication plot no c-2, nr. Galaxy Mansarover Industrial area

ORBIT H-4, 111rd floor,Akul Chamber, Sahkar marg, opp. J>P> Phatak

PD Institute 344-Adarsh nager, Bess Dukan, nr. Seva Sadan

PICASSO Animation college 471-472 Hanuman Nager Extn, Vaishali Nager

Siddharth Group of Institutions Bilwa jaipur, Pratap Nager, Mansarover campusJAsODA devi college & institutions B-22 Ganesh Marg, Bapu NagerBIFT & BRIGHT college Ved Vatika , New Sanganer Road, Sodala

Malviya College for Girls 2- Industrial Area , nr. Sudha sager colony. Maliya nager

AHP Datasheets (for Walk N Talk voice Amplifier)

Pair wise Comparision matrix

PriceAudiable

Portability

Maintenance

Price 10.33333

3 0.5 0.5Audiable 3 1 1 0.5Portability 2 1 1 1Maintenance 2 2 1 1

SUM 84.33333

3 3.5 3

PriceAudiable

Portability

Maintenance

PRIORITY

Price 0.1250.07692

30.142857

10.16666666

70.12786

2

Audiable 0.3750.23076

90.285714

30.16666666

70.26453

8

Portability 0.250.23076

90.285714

30.33333333

30.27495

4Maintenance 0.25

0.461538

0.2857143

0.333333333

0.332647

PriceAudiable

Portability

Maintenance SUM

Price0.12786

20.08817

90.137477

1 0.166323260.51984

1

Audiable0.38358

50.26453

80.274954

2 0.16632326 1.0894

Portability0.25572

30.26453

80.274954

2 0.332646521.12786

2Maintenance

0.255723

0.529075

0.2749542 0.33264652

1.392399

Price4.06565

2

Audiable4.11813

1 Portability 4.10199

8Maintenance

4.185822

AVERAGE4.11790

1LAMBDA

Consistency Index= λ−nn−1

Where λ is given above, and n=4

Consistency Index: 0.0393

Random Index: .91

Consistency Ratio= Consistency Index/Random Index

Consistency Ratio= 0.043667

Since CR = 0.043667 < .10 therefore research is feasible.

Output Sheet

Price AudiablePortability Maintenance

W n T 0.684455 0.627315 0.3217606 0.63159919Collar mic 0.223489 0.234516 0.3797782 0.32217071Mic 0.092056 0.138169 0.1638342 0.106835575

Final Table

PriceAudiable

Portability

Maintenance

PRIORITY

W n T0.08751

60.16594

80.088469

40.21009927

30.55203

3Collar mic

0.028576

0.062038

0.1044216

0.107168966

0.302204

Mic 0.01177 0.03655 0.045046 0.03553848 0.12890

1 9 2 7