PROJECT REPORT ON

MARKET SHARE OF
KHANNA PAPER
PRODUCTS IN AMRITSAR

SUBMITTED TO: SUBMITTED

BY: KAMAL KARMAKAR
SANDEEP SINGH
(DY.MARKETING MANAGER) (GLOBAL INSTITUTE OF MANAGEMEBT
ASR)

AND

NAVEEN
SHARMA
(SAI TECHNOLOGY CAMPUS ASR)
 ACKNOWLEDGEMENT

Any report or analysis cannot be completed without the guidance, assistance,

inspiration and co-operation from various quarters. This report also bears the
inspiration of many persons. I take this opportunity to express my deep
gratitude to all whom helped me in the compilation of this study.

First and foremost my intellectual debt to Mr. KAMAL KARMAKAR

DUPTY MARKETING MANAGER Amritsar for sharing his abundant
knowledge and experience with me and being a constant source of inspiration.

Last but not the least; I also thank all the people who, directly or indirectly,
contributed to the successful completion of the project work.

DATE SANDEEP SINGH

 ACKNOWLEDGEMENT

Any report or analysis cannot be completed without the guidance, assistance,

inspiration and co-operation from various quarters. This report also bears the
inspiration of many persons. I take this opportunity to express my deep
gratitude to all whom helped me in the compilation of this study.

First and foremost my intellectual debt to Mr. KAMAL KARMAKAR

DUPTY MARKETING MANAGER Amritsar for sharing his abundant
knowledge and experience with me and being a constant source of inspiration.

Last but not the least; I also thank to the all the people who, directly or
indirectly, contributed to the successful completion of the project work.

DATE NAVEEN SHARMA

 PREFACE

As MBA degree require equal attention practical as well as theoretical aspect of

the business, various problems are to be dealt with in these courses, that is why
research programs are there to give deep as well as thorough knowledge of the
subjects.

I have attempted to live up these requisites while preparing this report.

Industrial Training is a part of professional courses. With the help of Industrial
Training we can able to understand the work undertaken in a company.

Success of an organization depends largely on successful handling of its human

resources. Employee Training and motivation are vital tools for individual &
organizational development Training not only motivates the employees, but also
prepares them for future needs of the company.

In the first phase of the research project, there is an introduction of company

profile KHANNA PAPER MILL is given. The main objective of the research
is to study THE MARKET SHARE OF KHANNA PRODUCT SPECIALLY
IN COPIER Measures in Amritsar Market. In the last phase of the report
findings, suggestions and conclusions have been drawn.

INTRODUCTION
Amritsar-based Khanna Paper Mills Private Ltd, the single-largest location plant in India
using recyclable paper waste, is putting up a waste paper-based writing and printing paper
unit in Amritsar with a capacity of 250 tonnes per day.
 
The expansion will take the company’s capacity from 231,000 tonnes per annum to 313,000
tonnes per annum, with a total project cost of Rs 270 crore.
 
The project will be funded by internal accrual and institutional loans. Also, the company will
soon diversify into producing A4 copier paper, expected to be launched in the market later
this year.
Started in 1965 by founder chairman B M Khanna with a 200-kg-per-day sun dry board unit,
the company has expanded its capacity to 700 tonnes per day, 400 tonnes of paper and 300
tonnes of board per day.
 
It has a captive power generation plant producing 27.5 Mw. Also, the company has a capacity
of 500 bone dry tonnes per day.
 
Talking to Business Standard, Chairman Brij Mohan Khanna, said, “The new project is part
of our expansion plans and to meet the growing demand of paper in India, we will invest Rs
270 crore in putting up this plant, having a production capacity of 250 TPD. I am hopeful that
the new plant will start its production from January 1 2008.”
 
Khanna Paper Mills is an ISO 9001 certified company and registered export house recognised
by the directorate-general of foreign trade. The mill is the third largest single-location plant
and the largest user of waste paper in the country. It is also one of the leading manufacturers
of high quality writing and printing paper and duplex board in India.
 
The firm’s products are exported mainly to Sri Lanka, Bangladesh, and African and South
American countries. Exports contribute 15 per cent to the total production. With its expanded
capacity, the company is hopeful to achieve a turnover of about Rs 927.88 crore in 2008-09.
In the last fiscal the turnover of the company was Rs 425.20 crore, while in 2004-05 it was Rs
297.7 crore. Also, the company is projecting Rs 91.90 as EPS(earning per share) in 2008-09,
which is currently Rs 28.70.
 
In December it was reported that the firm would come up with an IPO, which Khaitan said
“is in the pipeline”.
 
The company imports waste paper. Commenting on the benefits, Khanna added, “Being a
recycled product it is environment-friendly, requires less power and hence creates a strong
economic and environmental sense.”
 
He added that for making 1 tonne of paper, 17 trees were felled, so by utilising waste paper
for manufacturing paper they were saving trees to a great extent.
 
“With a strong environmental policy, we are the market leader in the manufacture of paper
board out of recyclable paper, in India. We offer our customers a varied range of products
like coated wood-free recycle range of Duplex board, Ecobrite,

HISTORY OF KHANNA PAPER MILL

The story of Khanna papers begins with our Founder-Director Mr. Brij Mohan Khanna.
Born on October 13, 1947, in the dawn of India’s newly gained independence, he grew up
with ideals of service to the country and a fierce belief that India could and must excel.
Bright and intelligent, he sought and got admission for an M.B.B.S degree. However a re-
look at his family finances made him decide that he would put his fresh, young mind to
improvingthefamilyfuture.

Starting with a small sum of Rs.10,000/- culled from the family’s savings Mr. Brij Mohan set
up a small paper plant in 1968 with the capacity of 200 Kg, and named it " Khanna Small
Scale Industry". With his hard work and canny business sense, the plant flourished and
grew.

Never one to rest on his successes, in 1978 he started a Duplex Board Plant with a capacity
of 5 metric ton. In honour of his father, Shri Rattan Chand Khanna he named it "Rattan Paper
Mills".  As this second plant flourished, the time came to increase the capacity and the
product range. In1981, he put up another unit by the name of "Satya Paper Mills" with a
capacity of 8 TPD of writing Paper. This was named after his mother Shrimati Satyavati
Khanna.

In small ways are the inner workings of the mind reflected – Brij Mohan Khanna, remains a
strong believer in family values. The difference is that today, the family comprises not just of
his wife Renu Khanna and his two sons Rahul and Saurabh, but encompasses the entire staff
and workers of Khanna Paper Mills. This perhaps is the underlying reason for the success
of Khanna Papers – the loving guidance and far seeing vision of Brij Mohan Khanna,
whoisapatriarchinthetruesense.

In 1991 he set up another unit in the name of "R. C. Paper Mills Pvt. Ltd." with a capacity
of25TPD.

In a short span of five years, in 1996, “Khanna Paper Mills Pvt. Ltd.” was created by merging
togetherR.C.PaperMillsandSatyaPaperMills.

Conceptualized in 2000, this unique project was completed in 2002. This successful
experiment with utilizing waste, coalesced into our strong Ecological Policy, and is one of
thebasictenetsinourbusinessideology.

Khanna Paper Mills Private Limited, is now an ISO 9001:2000 certified company,
manufacturing quality paper and board not only for domestic consumption but also exporting
it to the SAARC countries, and to Africa and the Middle East. Our export Market continues
to grow at a rapid rate. Our newest product the “Flexible White Board” challenges the
domination of existing behemotth

VISION AND MISSION

VISON
Vison is to be a world eco largest organization that is a
benchmark for other organisationin country setting
standard for excellent and leading the trusting adapting run
friendly organization.

MISSION
To achieve our objective of becoming market leader.we eii
aggressively seek sustainable profit growth through
reventless persuit of our mission and attains our goals by
persieve strong business stratagies and leveraging our core
strength.
 COMPANY PROFILE
One of the largest paper mills of India estb in 1965 with a turnover of more than 500
crore Rupees a year. Plant is located in Amritsar. One of the largest importer of waste
paper and one of biggest Paper mill of India making Paper and Board out of recycled
Paper. Launched India's first eco friendly A 4 copier paper namely e copier paperBasic
Information

Company Name: Khanna paper Mills ltd 

Business Type: Manufacturer  
Product/Service
Paper And Board  
(We Sell):
Number of Employees: Above 1000 People 

Trade & Market

NorthAmerica
SouthAmerica
WesternEurope
EasternEurope
Main Markets: EasternAsia
SoutheasAsia
MidEast
Africa
Oceania

DIRECTORS PROFILES
Brij Mohan Khanna

The Founder- Director of the company Brij Mohan Khanna is a man of rare intelligence and
intuitive ability. The company has experienced tremendous growth under his able guidance
and hands-on involvement in the daily processes of production. His vision and pioneering
concern for the environment, lead to the conversion of Khanna Papers into a “green”
company which manufactures paper products out of paper waste.

As suppliers, vendors, employees reiterate - for Brij Mohan Khanna “there is no word like
impossible”. Never daunted, he is the force behind the company’s constant evolution and
continuing growth. He remains ambitious not only for the growth of the company but also for
the personal advancement of all employees. He is a true Patriarch and encourages his
Management team to adopt an “open door policy” whereby any employee can walk in with
ideas or a problem. Brij Mohan Khanna leads his company with canny foresight, enthusiasm,
energy and gentle benevolence.

Rahul Khanna
Rahul Khanna is the eldest son of Brij Mohan Khanna. He believes that “that there is more to
life than success and more to success than money”. And it is with this belief that Rahul
Khanna has grown to acquire an independent persona which has brought a generational
change in the working of the Khanna Paper Mills. Sincere and committed in all his ventures,
Rahul has the capacity for extreme hard work and tremendous focus. He believes strongly in
the Company and is confident of its success.

Rahul completed his graduation and attended business enhancement courses at IIM,
Ahmedabad, in order to be able to bring global standards to the energetically growing
company that he joined under the aegis of his father. Together with his brother, he forms part
of the young Management team that carries Khanna paper Mills forward with tremendous
zeal.

He is the Director of Marketing and Finance at Khanna paper Mills and has given
unstintingly of himself and his talents to the company. He is believes firmly in giving back to
society and is responsible for the free medical camp that is made available to employees.
Rahul Khanna character bespeaks of invincible honesty and visible outspokenness - a
combination rare on the business scene of India.

Saurabh Khanna
Energetic and Effervescent, Khanna Paper Mill's youngest Director, started work at KPM
while doing his graduation. Such was his zeal and enthusiasm to take the company forward
that he enjoined upon his father, Brij Mohan Khanna to let him join the company and start
working at the young age of 20 years. Saurabh is the younger of Brij Mohan Khanna's two
sons. Saurabh has an excellent in-depth understanding of the business, having started learning
about the business from the "nuts and bolts" stage and then moving on to understand to the
financial and management aspects. He has a practical, no- nonsense approach to business,
dealing with problems with a "lets get this done" approach. A quick decision taker, he brings
in progressive ideas and is responsible for Projects, Contractors, Procurement, and
Administration. Saurabh has fully adopted his father's open door policy and is quick to
appreciate a workers effort.

He is extremely focused with an intuitive understanding of the business he loves. His

excellent delegation skills that help him get the best out of his team. He is forward–looking
and hopes to achieve global standards in his business. He is responsible for the cutting edge
technology acquired by his company and is keen to continue implementing the best
technology. In his own words “I love challenges" and he would like to see "Khanna Paper
Mills grow to be one of the largest and best Paper companies" in India.

THE BASIC IDEA CONCIEVED BY BRIJ MOHAN

JI OF MAKING QUALITY PAPER FROM WASTE
RESOURCES. TO PRESERVE OUR NATURAL
RESOURCES

As he puts it – “If the world must have paper, and

we have chosen to fulfill that need, then the
responsibility lies with us to always be on the
lookout for ecological alternatives to
fulfillthatneed”.

KHANNA IS BASED ON FSC CERTIFIED

COMPANY
The FSC certified companies help in saving:-
 17 Trees
 463 Gallons of Oil
 4077KW Energy
 6953 Gallon of Water
 587pounds of Air Pollution
 3.06cubic yars of Landfill sapce
(Source: American Forest & Paper Association

LOCATION OF MANUFACTURING PLANT AND

ITS BRANCHES
Works sector : Fatehgarh Road, Amritsar.
Registered Office : Fatehgarh Road, Amritsar,
Punjab, India

ENVIRONMENT OF KHANNA MILL

Paper remains one of the most critically needed products reaped from the environment.
Whether it is notebooks used by children in school, or the books that entertain and
 intellectually sustain us, whether it is the carton of toothpaste or the box of medicines,
paper is an integral part of our lives. While we fulfill this critical need for society, we
also remain mindful of the huge losses suffered by the environment through
deforestation.

At Khanna papers, we utilize as raw materiel paper waste imported from other countries.
Thus we begin our manufacturing process by making use of waste, instead of wood
chips obtained from cutting down of trees.

Throughout our products, activities and services, we endeavor to minimise any

adverse impact on the environment by means of pollution prevention, energy and
water conservation. In this way, cost savings, increased operational efficiency and
improved quality of products and services are achieved as well as a safe environment
maintained for the community as a whole and a healthy workplace for the Company's
employees

pursuit of this policy, we believe:-

Environmental Protection and Waste Minimisation is the responsibility of every

employee and persons working for and on behalf of the company and should be
an integral part of their working life supported by training whenever appropriate.
Every endeavor will be made to ensure that the Company meets its responsibilities by
conforming to all applicable Environmental Legislation and regulatory requirements,
and with other requirements to which the company subscribes, in relation to its
environmental aspects.
Prime consideration will be given to the prevention of pollution and the elimination of
waste and emissions at source.
Customers and suppliers will be encouraged to support the same objectives by
minimising environmental impact through waste and reducing energy consumption
whenever possible.
Inform and educate all person(s) working for or on behalf of the company, about
environmental issues

MANUFACTURING PROCESS
Paper is manufactured using corrugated cartoons/waste paper, Chemicals and water. The
manufacturing process can be bifurcated in to four stages.

A) PULPING :

B) PREPARATORY TREATMENT OF STOCK :

C) PAPER MAKING :

D)FINISHING OF PAPER :

PRODUCTS OF KHANNA PAPER MILL

PAPER:-
Our paper touches customer's lives everyday. In more ways than ever know. Stationery,
Playing cards, High Quality coated paper for Brochures and magazines, Currency notes,
Copier Paper. We service these everyday instances across the length & breath of nation with
our wide product portfolio ranging from basic to high- end specialty paper.

 OPTIMA MAPLITHO
 ECO BRITE PAPER

OPTIMA MAPLITHO:

GSM Range: 60-140

Machine Deckle: 435
Applications:
Printing: Annual Reports, Journals, Novels, Books, Notebooks, Diaries, Leaflets,
Mailers, Calendars, Writing Pads, etc.

ECO BRITE PAPER

GSM Range: 54-90

Machine Deckle: 435 cms

Applications:
Notebooks, Textbooks, Novels, Examination material, Scribble pads, Computer, stationery,
Bills, Invoices, Cash books

BOARD:-

Packaging Board

 ABSOLUT Folding Box Board (AFBB)

 SBS Craze
 Miracle White Back
 Optic Graphic White Back
 Optic Graphic Grey Back
 Spectra Light Super
 Deluxe Duplex Board (LWC)

NEWS PRINT
Excellent appearance of the paper after printing due to its brightness, shade and
printquality
Superior bulk and Opacity
Good strength properties of breaking length and tear for high speed printing

GSM Range: 45-60

Machine Deckle: 667 cms

Applications:
Principle applications are in the News print publications, Magazines besides children
coloring books, Novels etc.

TECHNOLOGY OF KHANNA MILL

TheCoatedBoardMakingProcess

The Process of coated board making at Khanna Paper Mills involves various phases & steps
of converting Raw Material into a Finished Product. The various phases involved during this
process could be summarized as :

RAW MATERIAL & PULP MAKING

SHEET FORMING

PRESSING & DRYING

COATING & FINISHING

CONVERTING & PACKING

 REGULAR CUSTOMER OF MILL

A loyal customer base is KPM biggest quality endorsement. The institutional customers
comprise brand-enhancing names like J.K & Sons (Bombay), Golden Paper Mart (Delhi),
Amber Paper (Agra), Shri Banke Bihari JI Traders (Lucknow),Bharat Paper (Patiala).

DEALERS OF MILL

Now comes the most important part in the product’s life that is the distribution of the end
product. Khanna Paper Mill do not deals with the customers directly but it has dealers those
are covering most of the part of India to make the end product available to the customers. The
dealers deal with the customers on the behalf of the company. The dealers are provided with
the specific area to deal in. The dealers have to achieve the target that has been allotted by the
company to the dealer month wise. The dealers have the responsibility to make the product
reach the customer on time. It’s like a flow chart in which the cycle of demand and supply
goes on and it is:-

 The dealer looks out for the customer or the end user in the market.
 He will make a proposal in such a way so that the customer can’t deny it.
 After receiving the order from the customer, the dealer forwards the order to the
company.
 According to the order the company plans to produce the amount of the product which
has been required by the dealer.

NEW PRODUCT LAUNCHED BY KHANNA

PRODUCT:- COPIER PAPER
NAME :- GREEN PLANET
WIDTH :- 2.3kg
GSM :- 75
SHEETS :- 500
MRP :- 175 Rs. (including of all taxes)
 RESEARCH METHODOLOGY

Research Methodology is a way to systematically solve the research problem. The Research
Methodology includes the various methods and techniques for conducting a Research. "
Marketing Research is the systematic design, collection, analysis and reporting of data and
finding relevant solution to a specific marketing situation or problem". D. Slesinger and
M.Stephenson in the encyclopedia of Social Sciences define Research as "the manipulation of
things, concepts or symbols for the purpose of generalizing to extend, correct or verify
knowledge, whether that knowledge aids in construction of theory or in the practice of an
art".
Research Design
Research design is an arrangement of conditions for collection of and analysis of data in a
manner that aims to combine relevance to research purpose with economy of procedure. The
research design will be descriptive in nature.
Data Collection
Data will be collected by two ways: -
1. Primary Data
Primary data is defined as the data collected for the first time. It is new in nature. The primary
data for this study will be collected by questionnaire method. In questionnaire method, a
structured and non-disguised questionnaire will be personally produced do the respondent
with a request to answer the question given therein and then return it to the researcher.
2. Secondary Data
This type of data has already been collected by someone else and has already passed through
statistical process. The sources of secondary data are: -
 Books
 Websites
 Magazines
 Journals
 Newspapers
 ANALYSIS OF SURVEY REPORT

CUSTOMER NAME PRODUCT KHANNA BILT JK

UNIVERSAL STORE COPIER 70% 20% 10%

RINKU SALES CROP.

1 2 3

10%

20%

70%

CUSTOMER NAME PRODUCT KHANNA SPECTRA JK

COPIER 45% 30% 25%
V.K TRADERS

MAHAJAN MART

25% 1
2
3

30%
45%

CUSTOMER NAME PRODUCT KHANNA SPECTRA JK

COPIER 60% 25% 15%
ORIENTAL COPY

SHAKUNTLA STORE.

15%

1
2
3

25%
60%

CUSTOMER NAME PRODUCT KHANNA SPECTRA JK

RADHA COPY HOUSE COPIER 65% 25% 10%

RADHA COPY HOUSE

10%

1
25% 2
3

65%

PRODUC KHANN SPECTR

CUSTOMER NAME T A A JK
75% 15% 10%
COPIER
 MEHTA BOOK
DEPOT

MEHTA BOOK DEPOT

15%

1
2
3
15%

70%

SUGGESTIONS
FROM DIFFERENT CUSTOMERS
1.RATTAN STORES:-Rattan store which is located in the market of hall bazaar
Amritsar using 70% copier product of khanna paper mill.Their response about khanna
paper products is so good and they are satisfied about the qualities and the distribution

system of khanna paper products.

2.UNIVERSAL STORE:-Universal store which is located in hall bazaar Amritsar using

70% copier products of khanna paper mill and also satisfied from their rates and
distribution.

3.V.K TRADERS:-V.k traders having located in IDH market Amritsar usung 45%
copier of khanna paper products.They are satisfied about distribution system but they
suggest us to there would be expensive to us to making copies.

4.ORIENTAL COPY MANUFACTURER:-Located in IDH market using 60% of copier

products and also satisfied about all things of khanna paper products.

5.RADHA COPY HOUSE:-Located in IDH market Amritsar and using 65% of copier
products.they are having problem in rates about the discounts.

FINDINGS
 From the above data this is proved that the market reputation of khanna paper
mill is very very good and very fine as compared to anothers.

 They built their very good image in the Amritsar market.

 Paper quality is also better than other paper mills.

 Total amritsar market using 65% or more than khanna paper products.

 Distribution system of khanna paper mill is too good and facing no any problem
at the time of order.

 Some customers want is that the company should try to give discounts for
purchasing the heavy quantity of commodities because of when they buy 1 pallet
of paper from distributer they charged same price of 1 pallet and also when they
buy 100 pallet the distributer also charged same price according to the 1 pallet
they want to take fairly discounts.

ACCORDING TO THE SURVEY WE CAN SAY THAT KHANNA PAPER

INDUSTRY IS ONE OF THE BEST INDUSTORY AS LIKE ANOTHER
INDUSTORIES .THEY SATISFIED THEIR CUSTOMERS NEEDS AND
WANTS AS THEIR REQUIREMENTS.