Professional Documents
Culture Documents
Marketing Strategy of Pen Industry
Marketing Strategy of Pen Industry
Presented by-
PRITIKSHA DAS
Project Report
(Submitted for the Degree of B.Com. Honours in Accounting & Finance
under University of Calcutta)
Submitted by
Name of the Candidate: Pritiksha Das
Supervised by
Name of the Supervisor: Rupasmiti Ghose Biswas
June 2022
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Supervisor's Certificate
Place: KOLKATA
Date:
Signature:
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Student's Declaration
I hereby declare that the Project Work with the title MARKETING
STRATEGY OF PEN INDUSTRY submitted by me for the partial fulfilment
of the degree of B.Com. Honours in Accounting & Finance under the
University of Calcutta is my original work and has not been submitted earlier to
any other University /Institution for the fulfilment of the requirement for any
course of study.
I also declare that no chapter of this manuscript in whole or in part has been
incorporated in this report from any earlier work done by others or by me.
However, extracts of any literature which has been used for this report has been
duly acknowledged providing details of such literature in the references.
Place: KOLKATA
Date:
Signature:
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Acknowledgement
Finally, I would be grateful to our Principal, Dr. Anita Chattopadhyay Gupta and
all of those who directly or indirectly have been of great help and obliged me
with their support and have helped me in converting my collection of data and
information into a finely polished project.
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CONTENT
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CHAPTER 1
INTRODUCTION
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1.1 DEFINITION
Marketing strategy is a long-term, forward-looking approach and an
overall game plan of any organization or any business with the
fundamental goal of achieving a sustainable competitive advantage by
understanding the needs and wants of customers. It also contains the
company's value proposition, key brand messaging, data on target
audience and customer demographics, and other high-level elements.
The broad marketing strategy is what used to fall under the term
“branding’’ back in the more ambiguous days of marketing. It's a practical
summary of the key details of the strategy and some of the broad goals
and methods used to achieve them. Sometimes marketers and
eCommerce owners get lost in the weeds, in the bits and bytes. They lose
track of the overall vision of the business and the large goals. They lose
track of the target audience and the main pain points that their product
solves for the customer. When that happens, the business employs lose
their effectiveness.
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4. Concentration: You focus all your energies, resources, budgets
and time on promoting your business. Moreover, it consists of
following and fixing on a goal or something specific and direct.
1.3 BACKGROUND
Tremendous progress has taken place in the Pen industry in India since
Independence. A number of large, medium, small as well as cottage units
scattered all over the country have started manufacturing a wide range of
pens. One such renowned pen industry is Cello. ‘Cello’ as a brand made
its inception through its founder Shri. Ghisulal Rathod and started the
company on May 10,1986 at small factory in Goregaon, Mumbai, with
just 60 workers and 7 machines, manufacturing casseroles or hot-pots.
Over the years, BIC Cello has expanded its product portfolio offering
world-class products in stationery categories like permanent markers,
white board markers, colour markers, mechanical pencils, roller pens,
fountain pens & office & school stationery products.
BIC, the no.2 worldwide leader in stationery combined with Cello ®, the
no.1 Indian writing instrument manufacturer, will help to accelerate
growth of Cello pens in India and support its integration within the BIC
Stationery Category, with a focus on investing in local manufacturing unit
with high safety standard & quality.
For more than 60 years, BIC® has honoured the tradition of providing
simple yet high-quality, inventive yet reliable choices for everyone,
everywhere, every time.
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1.4 OBJECTIVE OF THE STUDY
• To understand the marketing strategy of Cello,
• To study strategies to increase sales,
• To build up a brand loyalty,
• To study how they captured the market,
• Strategy behind increased sales and flagship in ball pen industry.
❖ Yun Sik Nam, Jin Sook Park, Yeonhee Lee, Kang‐Bong Lee–
Application of Micro‐Attenuated Total Reflectance Fourier
Transform Infrared Spectroscopy to Ink Examination in Signatures
Written with Ballpoint Pen on Questioned Documents, Journal of
Forensic Sciences
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Photography- with Emphasis on the Documents Authentication-,
The Journal of the Korea Contents Association.
❖ Jihye Lee, Seon Hee Kim, Youn‐Jeong Cho, Yun Sik Nam,
Kang‐Bong Lee, Yeonhee Lee– Characterization and sequence
determination of pen inks, red sealing inks, and laser toners by
TOF‐SIMS and ATR FTIR, Surface and Interface Analysis.
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1.6 CHAPTER PLANNING
The entire study is divided into four chapters -Chapter 1, Chapter 2,
Chapter 3, Chapter 4, Chapter 5. A brief description or content of the
chapters below:
Chapters Topic
Chapter 1 Introduction
Chapter 2 Conceptual Framework
Chapter 3 Data findings & Analysis
Chapter 4 Recommendations, Conclusions & Limitations
Chapter 5 Bibliography
Questionnaire
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CHAPTER 2
CONCEPTUAL FRAMEWORK
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2.1 HISTORY
Cello® started its journey in 1995 by manufacturing & marketing wide
range of classic ball pens with imported tips and German inks. Cello®
Pens is India's most recognized stationery brand and the leading
manufacturer and distributor of writing instruments.
When G.D Rathod, founder and chairman of Cello Group, introduced Hot
Pot category, this concept was very new to the Indian market. Through
aggressive media network, they spread awareness among the public
about the benefits and utility of the product which was a runaway
success.
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a larger share in value terms, in volume terms, the premium offerings-
like permanent markers, highlighters, fountain pens lead the net sales.
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CHAPTER 3
DATA FINDINGS & ANALYSIS
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3.1 RESEARCH METHODOLOGY
Research methodology is a systematic way, which consists of series of
action steps, necessary to effectively carry out research and the desired
sequencing to the steps. The marketing research is a process involving a
number of interrelated activities, which overlap and do rigidly follow a
particular sequence. It consists of following steps:
Objective of Study
Research Design
Sample Design
Data Collection
Data Analysis
Report of Finding
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3.2 SAMPLE DESIGN
A sample Design is a definite plan for obtaining a sample from a given
population. It refers to the technique to the procedure adopting in
selecting items for the sampling design are as below:
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3.4 DATA COLLECTION
This study was conducted by the means of personal interview with
respondents and the information given by them were directly recorded on
questionnaire.
For the purpose of analysing the data it is necessary to collect the vital
information. There are 2 types of data:
I. Primary Data
II. Secondary Data
II. Secondary Data: Secondary data means data that are already
available i.e., they refer the data which have already been collected and
analysed by someone else. When the researcher utilises secondary data,
then he has to look into various sources from where he can obtain
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information, in this case he is certainly not confronted with problems
which are usually associated with the collection of original data.
Secondary data may be published or unpublished data.
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3.5 COMPANY PROFILE
BIC Cello (India) Private Limited is an unlisted private
company incorporated on 1st April, 2008. It is classified as
a private limited company and is located in Daman, Daman
and Diu. Its authorized share capital is INR 47.63cr and the
total paid up capital is INR 41.49cr.
Business Type – Manufacturer
Product/Services – Pens (All kind), Books, Thermo ware, Banker boxes made of
PP, Stationary Items
Trade & Market – North America, South America, Eastern Europe, South East
Asia, Africa, Oceania, Eastern Asia, Western Europe
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3.6 COMPETITORS OF CELLO PENS
A. REYNOLDS PENS
Reynolds is the major competitor of Cello. G.M. Pens International Pvt.
Ltd. is the exclusive licensee of Reynolds, France, in India and the SAARC
countries Headquartered in Chennai G.M. Pens has pioneered the writing
instruments revolution in the Indian market. Commencing operations in
1986, G.M. Pens introduced to India, international quality writing
instruments, and marketed them under the brand name Reynolds. It was
also the first company to build a brand in a category that behaved more
like a commodity till then. Over the last 20 years, G.M. Pens has invested
substantially in building a large manufacturing base with facilities in
Chennai and Pondicherry. A state-of-the-art R&D facility, one of the most
sophisticated in the Reynolds family worldwide, has ensured that the
latest in writing technology is available to the Indian consumers.
G.M. Pens offers the widest range of writing instruments and accessories
in the Indian market. A variety of writing instruments including ball
pens, gel pens, fountain pens, mechanical pencils, markers, are marketed
under the brand name Reynolds. A continuous focus on consistent
quality and a constant endeavour to provide quality products at
affordable prices have ensured that Reynolds has been the numero uno in
the Indian writing instruments market. A substantial investment has also
been made in establishing the Reynolds brand name through the mass
media, especially through television and press ads, in an effort to convert
the category from a commodity to a brand dominated one. The
company's products are available in three hundred thousand retail
outlets across India covered through a network consisting of 1800
redistribution stockists and 27 main stockists. This is facilitated by a sales
and marketing team of over 300 professionals.
B. LINC PENS
Linc is one of India’s leading manufacturers and exporters of ball pens,
gel pens and all other Stationery Suppliers. It’s a leading Exporter,
Manufacturer of Ball Pen and other writing instruments in India.
Linc pen is India's Prime Manufacturer and Exporter of Ball Pens, Roller
Ball Pens and Gel Pens too. To endorse the commitment, Linc has already
taken up some programmes with leading educational institutions and is
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closely related to these programmes by financial support and writing
instrument.
C. MONTEX PENS
The goal to see the world proudly writing with the perfect writing
instrument led to the formation of Montex Group in the seventies,
headed by Mr. Raman Jain. Starting off as the world’s largest
manufacturer of nibs, the company carved its niche in offering a host of
quality writing instruments. Montex became the only Indian company to
have everything – from manufacturing accessories to assembling under
one roof. Under the camaraderie of Mr. Raman Jain, Montex today is a
force to reckon, with a product profile as versatile and innovative.
Montex has been the first in India to introduce Transparent Ball Pens,
Trendy Fountain Pens, Precision Tips, Gel Ink Pens, Roller Ink Pens,
Tank Pens, Rubber Grip Pens and Co-molded Pens. Montex is recognized
as a pioneer in the Indian pen industry with innovations to its credit.
In its endeavour to offer the best, the company has combined the
advantages of its infrastructure with the uniqueness of its raw material
Supplying associates, who are world-renowned names in their respective
fields. The machineries used for production are some of the biggest
brands from Switzerland and Germany. One up than all these is the
thrust on regular updates in the field, and also consistent research and
development. The company has 3 state-of-the-art manufacturing units,
located in the commercial capital of India – Mumbai, along with other
prominent locations.
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Montex is not only the most popular brand in India, but also recognized
world over. Its products reach out to over 35 countries in the world,
covering almost all the continents. Fountain pens, ball pens, gel pens and
free ink system pens are the broad categories, under which one could
have several models ranging in colours, design and packaging. All
categories have a choice of blue, black, red and green ink colours. While
price too plays an important role in defining the range, of most
importance is the distinctiveness of each product.
D. ROTOMAC PENS
Rotomac Pens Pvt. Limited, belonging to a multi –million-dollar turnover
VIKRAM KOTHARI ENTERPRISES, was incorporated in the year 1992.
The promoters and the manufacturers had conceived this project with an
objective to provide a good quality and economically priced ball pens in
the market. Rotomac today is a leading manufacturer of writing
instrument in lower price range and has now increased the product
portfolio under its umbrella. Rotomac is committed to manufacture and
supply products of consistently high and reliable quality to meet and / or
exceed the customer’s expectation and special needs – which confirm to
accepted international standard of Quality, Safety and Reliability.
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as well as batch-wise on write test machine. After this, there is random
checking of material that is packed and ready for dispatch.
Zero-Defect Manufacturing
All Rotomac plants are automatic for high precision work. The state-of-
the-art production has been sourced from Germany. Many critical
components are imported from Germany, Japan, Korea and Taiwan. The
result is a finely tuned instrument that delivers ‘super smooth and super-
fast’ writing instruments. The company is in the process of establishing a
Total Quality Management System and is a candidate for ISO-14000. It is
now a matter of great pleasure for the employees at Rotomac Pens
Limited to do everything possible to adopt TQM system with an objective
to deliver greater customer satisfaction. Efforts are on to ensure that the
complete packaging process is untouched by hand with a portfolio that
encompasses over 70 products, at any given point of time.
E. LUXOR
Founded in 1963 by Mr. D.K. Jain, the Luxor Group has emerged as the
undisputed market leader in the writing instruments industry – both in
India and abroad. During the journey spanning nearly five decades, the
Group has relentlessly pursued an upward growth path and our long-
term goal of building a globally acclaimed, well-diversified conglomerate
is turning into a reality.
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3.7 DATA ANALYSIS
Table 1 Regular buyers of pen
Yes 83.9
No 16.1
Total 100
83.9%
16.1%
Yes No
Interpretation-
From the above tabular and graphical representation of data, it is
analysed that the total number of consumers that have been surveyed is
100, out of which 84% consumers buy Pens regularly and remaining 16%
consumers don’t buy pens regularly.
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Table 2 Sales of different pen brands
Sales
10% 2% 3% 5%
20%
60%
Interpretation-
Above chart and table shows that sales of Cello pen are 60% which is
comparatively higher than the sale of other brands of pen. Other than
Cello, sales of Linc pens is relatively higher than that of rest.
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Table 3 Buyers of different types of pens
Types of pens Number of Buyers Percentages
Gel Pens 16 16.70
Ball Pens 75 74.09
Ink Pens 6 5.90
Markers 3 3.31
Total 100 100
Demand of pen
800 761
700
No. of buyers
600
500
400
300
200 171
100 61
34
0
Gel Pen Ball Pen Ink Pen Markers
Types of Pens
Interpretation-
Above chart and table shows that ball pen users are 74.09% of the total
pen market. Whereas users of gel pens are 16.70%, users of ink pens are
5.90% and users of markers is 3.31%.
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Table 4 Ball pen and Gel pen users
82%
72%
Interpretation-
Ball pens form biggest chunk of pen market in India and account for 72%
of total pen market followed by gel pen at 28%.
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Table 5 Gender wise buyers of different types of pens
80
70
60
No. of buyers
50
40
30
20
10
0
Types of pen
Interpretation-
From the above table and chart, it is obvious that 76.93% males and 70.2%
females use ball pens while 12.97% males and 21.7% females use gel pens.
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Table 6 Age wise buyers of pens
60
50
40
30
20
10
0
20 or below 20-40 40-60 60 or above
Age group
Yes No
Interpretation-
The total respondents are divided into four categories of age group. This
table represents that regular buyer of pen are in the age group 20-40
followed by 20 or below. Buyers of pen are least in the age group of 50 or
above.
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Table 7 Income wise buyers of different types of pens
50
40
30
20
10
0
5000 or below 5000-10000 10000-20000 20000-30000 30000 or above
Income
Interpretation-
The above chart and diagram show that out of 100 respondents in the
income group of 5000-10000, 85% users use ball pen, followed by 10000-
20000 income group. In income group of 30000 or above gel pen users are
38%.
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Table 8 Occupation wise buyers of pens
60
50
40
30
20
10
0
Student Businessman Professionals Housewife Serviceman Retired
Occupation
Yes No
Interpretation-From the above table and graph, it shows that pens are
mostly bought by students, businessman, serviceman and professionals.
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Table 9 Frequent purchase of pens
Number of days Number of buyers (%)
Once a week 25
Once in 15 days 50
Bulk purchase 10
Others 15
15% 25%
10%
50%
Interpretation-
From the above table and chart, we analysed that people prefers to
purchase pens for once in 15 days.
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Table 10 Factors considered while buying Cello Pen
Factors Number of buyers
Colour 6.67%
Design 9.22%
variety 14.12%
Price 11.68%
Smooth writing 19.59%
Easy availability 15.81%
Firm grip 12.80%
Life of refill 9.8%
Total 100%
20
No. of users
15
10
0
Colour Design Variety Price Smooth Easy Firm grip Life of refill
writing availability
Factors
Interpretation-
Smooth writing and easy availability are the most preferable factors that
consumers consider while purchasing Cello pen.
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Table 11 Consumer satisfaction level of price
Yes 74.94%
No 25.06%
Total 100%
25%
75%
No Yes
Interpretation:
Around 75% of Cello pen users agree with that price of Cello pen matches
with the quality.
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Table 12 Sources preferred for awareness of Cello pen
19% 27%
15%
39%
Interpretation-
The above table and chart show that most people came to know about
Cello pens through advertisements
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Table 13 Schemes offered by brands
Pen brands Schemes offered (%)
Cello 36
Linc 26
Reynolds 10
Rotomac 5
Luxor 3
Others 20
Sales
20%
3%
36%
5%
10%
26%
Interpretation-
The above chart and table show that Linc pens followed by Cello pens
offer most of the schemes by 26% and 36% respectively.
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CHAPTER 4
RECOMMENDATIONS &
CONCLUSIONS, LIMITATIONS
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4.1 RECOMMENDATIONS
Many customers are not satisfied with the pens that Cello provides.
Company should pay attention to the customers and dealers as well as for
their grievances.
Another aspect which they highlighted was that company does not work
towards their promotion. Neither does the banners nor stands for display
that matter for displaying on the shops due to which the attention and
focus of the customer could not be tapped. Advertisement of new product
lines under this range can create positive product impression along with
sufficient availability at the same time so that Cello can get into the race
under the given price category. Cello pen also should promote its low-price
range pens like Jolly and Cello Joy.
Moreover, single visit solution should give to the customers as over and
again visiting may cause irritation and rawness which might have bad effect
on company’s goodwill.
4.2 CONCLUSIONS
Considering the findings of the survey conducted among the consumers, it
has been observed that the awareness level of product is good and it is
increasing. People are aware about Cello Pens and have full faith in the
product.
In nutshell we can say that the product is doing well in the market.
Although much advertising campaign has not been done for the product
but still it has gained popularity due to its natural feature. A strong sales
promotion programme can play a major role to boost the sales of the
product.
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4.3 LIMITATIONS
Here are the limitations which I come across while undertaking my
research on the project.
• The sample size of 100 might not represent the behavior of whole
population as the sample size is very small.
In spite of these limitations, I tried to give best result to the reader of this
report.
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CHAPTER 5
BIBLIOGRAPHY
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BIBLIOGRAPHY
• Marketing Management by Philip Kotler
• Previous year’s projects
Webography
www.cellowriting.com
https://m.economictimes.com
https://www.forbes.com
https://www.aha.io
onlinelibrary.wiley.com
lifestyle.livemint.com
www.socialsamosa.com
https://www.marketing91.com
https://www.ukessays.com
https://www.pensxpress.com
https://www.slideshare.net
www.zauba.com
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QUESTIONNAIRE
1. Do you use pens?
Yes
No
Yes
No
Cello
Reynolds
Linc
Montex
Rotomac
Luxor
Ball pen
Gel pen
Ink pen
Roller pen
Ball pen
Gel pen
Gel pen
Ball pen
Ink pen
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Markers
Gel pen
Ball pen
Ink pen
Markers
20 or below
20-40
40-60
60 or above
5000 or below
5000- 10000
10000- 20000
20000- 30000
30000 or above
Student
Businessman
Professional
Housewives
Serviceman
Retired
Once a week
Once in 15 days
Bulk purchase
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12. What quality do you use is a good pen?
Smooth flow
Good grip
Stylish
Long writing
13.Do you think the price of Cello pen matches its quality?
Yes
No
Yes
No
15. From where did you come to know about the pen you use?
Advertisements
Colleagues
Friends
Retailers
Cello
Linc
Reynolds
Rotomac
Luxor
Others
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