Internship Report on Marketing Implications of Popular Developers Limited

EXECUTIVE SUMMARY

Food, Clothing and shelter or home, constitute the birth right of a human being. But it is matter of concern that in Bangladesh the shelter aspect is most neglected even over looked in our political agenda. But fact of the matter is the benefits of investing in the housing sector are unparallel led, not Justin social terms, but in economic terms as well. For example, negative wealth effect from falling shares price is being offset by booming housing prices and that keeps consumer to continue spending and to save the economy falling in to deep recession. The extent of development of housing is one of the major indicators in gauging of the health economy.

The ever growing population in capital Dhaka has cause the reduction of land and the acute housing problem. In a attempt to address the issue some private organization are working out besides government initiatives. The housing back by the government is so inadequate that it’s a rare chance to get that. Most of housing project that has been taken by private housing company is out of the reach of the middle class people. In this reality to fulfill the housing dream Popular Developer made its commencement in  2005 .PDL is going ahead with full efficiency and success capitalizing the “Believe in quality & commitment”. The main purpose is to uphold the promise given to its honorable stakeholder by delivering superior value.

PDL is a partnership business firm. Since inception the company strictly maintains all the associated rule and regulation and also complies with the building  codes and conduct and other pertinent imposed  by other utility service providers.

Real estate business us a vast growing area in today’s market . PDL is relative new entrant to this private dominant industry. Severe competition in the market compelled the real estate to strive for survive.  As a consequence the idea of real estate marketing emerged. Working experience in PDL are a bit different because their marketing strategy is different than the contemporary other housing business. They put most emphasized on the relationship marketing than the traditional marketing. The most interesting thing is that they have only 45 employees for carrying out the marketing activities for large housing project. With these few employees they are taking ahead their marketing effort and importantly they make a significance progress in terms of selling their Apartments.

Since the organization is a partnership firm, that’s why it has to conduct business activities by their own financial sources. Profits are a very big factor in the business because it is the only way to generate money to keep the business running. For this reason the organization completely depends on the selling of apartments. In the case of selling customers are the key to get the objective. So their business policy is to serve the target customers with full satisfaction and keep running the business in a legitimate way PDL relentlessly working for the achievement of its goal

The findings of the present study confirms the notion that housing needs have been increasing in Dhaka city which have led to the emergence of companies who are building and marketing apartment houses. Although apartment living is a recent social phenomena people are developing favorable towards apartment living which is gaining increasing cultural acceptance.

1.1 Origin of the Report:

The report is prepared to fulfill the partial requirement of the BBA program of Northern University Bangladesh Dhaka Campus. My supervisor has authorized me to prepare a Report about marketing strategy of Real Estate sector in Bangladesh. Marketing department of popular construction has assigned me to the sales department where I have worked as an internship from 15^th November 2009 to 15^th February 2009. I closely observed marketing activities who is one of the market leaders. I also observe the promoted activities of popular construction a newly and actively project. Observing marketing activities give me an opportunity to understand how a market leader uses the promotional tools. On the other hand observing this it show a market leader uses the promotional tools. Besides observing this it shows how the promotional tools used in the new business.

I have finished my project work mainly in two parts, in first part, I have study the theoretical aspects promoting and find out the tools of the promotional mix. In the second part, I analyzed the activities and observe the promotional program.

1.2 Objective of the Report:

The objective of the internship is to expose the students in the organization work situation and this report is a result of such company involvement. The primary objective of this report is to explain the real life scenarios in the organizational working environment. However, the objective behind this study may something be broader. Thus the objectives of the study are:

• To know the Marketing practice followed by Popular developers Limited.
• To identify factor affecting consumer behavior of PDL.
• To know how PDL find their target customers.
• To identified PDL’s price strategy.
• To find out PDL’s strengths, weakness, opportunities, and threats.
• To observed the promotional activities of PDL.

1.3 Scope of the Study

We have some scope and opportunities to collect the data for the report. For these we can collect very important data and information. We can collect it from public library, web-site, popular construction office, University library, etc. From the supporting organizations we collect our desire information according from the visitor’s interview, employee interview, and organizations collecting many important data, information & graphical representation. We get many effective aid like- from the supporting organizations web-site we got a lot of information which help us to prepare the report. We use our university library. From our university library we got many help from reserve reports & relevant books.  The scope of this report was limited to the investigation, observance and practices the activities during my internship period.

1.4 Methodology

The study requires a systematic procedure from selection of the topic to preparation of the final report. to perform the study, the data sources were to be identified and collected , to be classified , analysis, interpreted and presented in a systematic manner and key point were to be found out . The over all process of methodology has been give as below.

All this information collected to furnish this report is both from primary and secondary sources

• 1.5 Sources of data:

There are two types of data sources:

• Primary sources
• Secondary sources

1.5.1 Primary sources:

• Face to face conversation with the officer
• Practical desk data
• Relevant file study as provided by the concerned officers.

 1.5.2 Secondary sources:

 For the report prepares our secondary sources are text book, subordinate books, magazines, and company’s

• Text book and Subordinate book
• Magazine
• PDL ’s  web-site
• Annual report of PDL

1.6 Rational of the study:

As I am a BBA student, internship give me a chance to learn the work practically that is the requirement of the BBA programmer. There are many thing in theory but not applicable in practically. I wanted to gather knowledge from my internship program of the Business Administration Department in NorthernUniversity. After completion of our courses in the different areas of studies student are sent different reputed business organization to gather real situation. So I was pleased in popular construction Ltd.

1.7 Limitations:

• It was very difficult to collect the information from various personnel for their job constraint.
• There were some difficulties in understanding some activities due to not being relevant to the theoretical knowledge.
• Due to confidentiality, the PDL policy restricts disclosing some data.
• The study of such a short course of is not free from limitation. So time limitation is the main point of limitation.

2.1 Introduction

For partial fulfillment of the requirement for the every BBA program need to complete internship in an organization as an internee to get insight of practical aspects of business operation So that he knows the organization culture well. So I joined popular developers Ltd which is a brother concern of popular construction Group. Popular developer Ltd New Orpita city .The Company was involved with apartments. Now they involved with land and duplex project.

In a short time popular developers Ltd develops their business. There are many business are involve in housing business. This is the most promising business and above 2.5 million people is directly involved and thousand of organizations are involved in business. Day by day it is increasing rapidly because Dhaka is crowdie city and lots of people are live in there. They desire a good accommodation so there is a great opportunity .so I want to build up my career in this sector .so I have chosen a real-estate company.

2.2 Background of Popular Developer Ltd:          

The need of shelter is a fundamental right of all human being but there is an acute storage of affordable housing in both urban and rural areas of Bangladesh .It is very difficult for the government alone to ensure housing for all .Some Developers Company has taken up the responsibility to provide housing and thereby building better life for the people of our country .people in Dhaka city is increasing rapidly .To solve this housing problem developers companies are works beside government. In this housing crisis, to help government action popular arrange safe housing in Dhaka an out side of the Dhaka city.

Real state business in Bangladesh is recent phenomenon although such activities have been started sometime in 1964.

Popular developers Ltd. Was organized in 2001as a private Ltd company to facilitate the urban housing needs .The Company was established by some enthusiastic minded people their main objective is provided realistic and affordable solution for housing shortage and other related pressing problem in Bangladesh.

The company is committed to provide a good environment for living and working .Popular successfully continue its works .Popular is running by a well organized team of proficient architect, skilled, structural Engineers, management experts and many professionals are engaged. A number of high qualified consultants from various disciplines also contribute a significant role to enhancing the capabilities of the company .the company also have R&D department to develop design structure and other facilities. Popular has shown its work properly and its growth is remarkable with a short time.

2.3Management Style:

 I have seen that the management style of popular developers Ltd is democratic because when any decision it taken from the top level it is informed to the hierarchy level for their comment to take .Not only that I have also seen that for particular division like marketing division ,here when brand managers want to take any decision for developing their branded product they can consult to the senior vice President by Assistant vice president .so it is clear that popular developers Ltd Follow democratic style.

2.4 Competitors:

 Popular construction Ltd. Has apartments and land projects it generally face intense competition from other concern business entities.

For land projects its major competitor is the large project to address the housing problem. Though it’s an opportunity for the company due to the option for the customers having no access there for limited land .Even there is chance for being evaluating the projects. For its apartment the competitor is immense due to huge number of companies developing apartments around the PDL Project’s .like

•    Amin Mohammad Group
•   Asset Developers
•   Shahjalal Property Ltd
•   Biswas Builders Ltd.
•   Earth Holding Pvt. Ltd.
•   Nagor Home
•   Asset Developer
•   Many other

2.5.1 Application:

All interested buyer will need to apply for allotment on a prescribe application from (supplier &buyer) duty singed by applicant along with booking money .Allotment will be maid first serve basis .Buyer wishing to make one-time payment in full shall be given a special discount on the price of the apartment .allotment of apartment is made and confirmed only upon receipt of the advance money. The company reserve the right aspect or reject an application without assigning any reason there of.

2.5.2.1 One time:

Buyer can pay the price in one time. If he pays the price in one time, she/he will get some discount.

2.5.2.2 Installment:

In case of installment buyer will get the residual month of project hand over. After booking, he will pay the initial deposit with in a month. Then she/he will bind to pay the residual amount on the EME (Equal Monthly Installment) base. Booking money and initial payment vary with the location consideration and project importance.

The purchaser will make the payment as per payment schedule. All payment should be made A/C payee cheque or bond draft or pay order of cash in favor of popular developer ltd. payment from overseas in US Dollars will be calculated at the prevailing official conversion rare of Bangladesh taka on the date of payment.

2.5.2.3 Signature of Deed of Payment:

After confirmation of allotments, the has to sign the deed of agreement within 30(Thirty) days from the date of making the payment of Booking money.

2.5.2.3 Possession:

The Possession of the apartment will be handed over to the purchaser after completion of installments and other charges. Until and unless the dues are not paid. Possession of the apartment will not be handed over to the allotter.

2.5.2.4 Delay of payment:

The allotter undertakes to pay delay charges at the rate 1% per days on the amount of payment delayed beyond the due date. If the payment in delayed for 30 days, the company shall have the right to cancel the allotment without any notice to the allotter. In such case buyer’s posited amount will be refunded after sale out the same apartment to a new buyer. Also an amount of TK 1, 00,000.00 (taka one lac) only will be deducted from the buyers deposited amount for incidental charges.

2.6 Security system:

To ensure the constant security a modern security service will build up with a private security and also by establishing police outpost.

2.7For Emigrants:

Company will take care and give necessary general services for the Emigrant Customers on their behalf if required by them.

2.8 Utility Charge

Main supply line of Water, Gus, Electricity, Sewerage and internal road development of the project will be made with the help of concerned authorities. Customers will have to bear the related actual expenses.

2.9 Employees

Popular developers Ltd. has 14-16 people are involved to carry out the concerned management activities and implementing the strategy that’s taken by the hi-ups of the organization. To carry out the project development there are many people working including project engineers and laborers. Very close relation is being maintained between management and project management so that no deviation takes place. High co-ordination is maintained. CEO is the key decision maker in the organization.

2.11 Business Philosophy:

Popular Developers Ltd. run its business activities from its own financials sources since this is private ltd. organization. Making profit is a very big factor in the business because it is the only way to generate money to keep the business running .For this reasons the organization completely depends on the selling of the land & apartments .In the case of selling customers are the key to get the objective .so their business policy is to serve the target customers with full satisfaction and keep running the business in a legal way .Popular Developers Ltd. is uncompromisingly working for the achievements of its goal.

2.12Mission:

Company mission is to provide quality & innovative product for accommodation to the customers, maintain strictly ethical standard in business operation.

2.13 Vision:    

Company views business to the well being of the investor ,employee and the society at large ,leading to build up wealth though financial and moral gains as a part of the human civilization .

2.14 Departmentation:

Currently the organization has four departments .They are in the followings

•   Marketing
•   Accounting
•   Engineering
•  Lands
•   R & D

3.0 Internship position and Duties:

I joined PDL as an internee on the 2^nd November 2008. After joining I followed what they do, how to maintain the office discipline, how to handle the customer, behavior with employee etc. Day to day I adjusted with other and started my work. In PDL, the employee are mostly courteous, friendly in nature and eager in spite of the tremendous workload. They helped me as the tried their level best. I was tried to maintain the office time.

The internship period was three months. I worked in the bank mainly in one section.

• Marketing implication

I started my work at marketing division. I was tried to complete all the part of the marketing .they are following

1. Relationship marketing Department: I have worked 3 weeks in the relationship management department popular developers ltd.
2. Personal selling Department: I was engaged about five weeks in personal selling department.
3. Promotional Department: During my internship period I past almost 3 weeks in promotional department.

Firstly, I got a brief idea about the marketing division then started work. I have worked 12 weeks in PDL Company. They have total more than three hundred clients but on of employee only 14-16 and number of peons 2 and security guard .in every section I got a supervisor. They takes care me and checked my work. If I done any mistake then supervisor was corrected me. In these ways I completed my internship period in the company. The maximum internship period I spend my time in the general banking division and my supervisor was pleased about me and I really enjoyed it. I think that it will be help me at my future career.

3.1 Learning points:

Relationship marketing:

I have worked in the relationship management Popular developers ltd. When customer arrived or find target customer then we are collected personal information and compelling maintain customer Relationship Management (CRM), known as relationship marketing or customer management, is an information technology industry term for the methodologies, strategies, software, and other web-based capabilities used to help an enterprise organize and manage customer relationships. I collect information and distribution all of information to the marketing manager and call back the prospective customers. Receive information and answer customer enquiry about price, project by phone calls.

personal selling:

Personal communication plays a vital role in marketing division. It is oral communication with potential buyers of a product with the intention of making a sale, so sometime I go with personal selling team for personal selling. Personal selling team presented sales force for the purpose of making sales and building customer relationships. The Marketing people of Popular are devoting themselves to communicate person-to-person which means personal selling. Under this division I learn how to influence the customers, how to talk to the customers. I really enjoy this division and l learns lot of tactics, understand prospecting new customers through advertising, references, relationship, marketing, personal selling   etc      

Promotional activities:

 Popular developer’s ltd decided to make strong public relation as a new organization so they use magazine, newspaper those are the cheap way of reaching many customers. I am receive magazine, newspaper, calendar etc and distributed them to the customer. I learn lot of thing under the internee reason is PDL marketing manager is very friendly .he said me how to attract the customer through the public relation and how to design the magazine, newspaper, and calendar.

Communication Skill: During my interne period, I went different corporate office and met with ample corporate people. I also deal with company’s client. Moreover I attained some training program which also helped to increase my communication skill

Professional Attitude: Develop professionalism is the first task to work in this industry.  PDL environment helped to develop professionalism.

Basic idea about real estate industry : Though I worked on promotional department, so automatically I accrued some basic knowledge about real estate industry.

4.0 Function of the organization of the organization:

The key functions of the organization are in the following:

• Marketing
• Accounts
• Engineering
• Lands

4.1 Marketing Plan:

Marketing plan includes many things, these are as follows-

Pricing:

We should make our product pricing according to the customer’s paying ability. We also concern about the pricing strategy of our competitors. We should set the flexible price from the competitors.

Distribution:

We directly distribute our products. Because if distribute directly of our products we may get the pricing advantages from our competitors.

Promotion:

At first we want to say that our products & services are the main promotional tools of our business. That means if we provide quality products customer will interested about our product. Additionally we can use the news paper add. Magazine adds. Etc.

Control:

We should control of our whole business. We obviously maintain of our all business sectors. For our better performances, we should control & monitor all over of our business by which we can quality products & services.

4.2  Marketing Management Concept/philosophies/orientation:

In the organization, corporate bodies are the main or key strategy maker or decision maker and rest of employee do implement the decision. Here the PDL, corporate persons like Chairman, senior executive, director of marketing, director of finance take all the decision and push down these decision to the lower level for implementation. But the keep a very close eye in the implementation process and also work with the fellow employee for the achievement of the goals. The keep constant interaction with the subordinates and get the thing done by them. They are very much open and flexible in terms of communication with the subordinates. The corporate bodies make meeting when necessary also make appointment of employees and also assign work to the subordinates. They continently provide leadership to their respective departments and direct the fellow employees.

4.3 PDL’s marketing activities:

Production, product, and selling, marketing and social marketing concept. Popular constructions Ltd. conduct their marketing activities under the societal marketing concept. But when I was doing my internee I surveyed personally to know the current market situation and mainly to adjust the concept that how the market growing, after that I assume Popular construction ltd. conducts product concept because market consumers want product quality, performance, innovations features and continuous product improvements and I think they also follow this societal marketing concept.

4.4 PDL’s Marketing Strategy:

Real estate firms had to take certain vital decision in order to better market their products. PDL marketing strategies are discussed below

• Product consideration: PDL deals with marketing and selling only one product, which is flat.
• Place consideration:

Prospective buyers of the real estate property consider the location before taking a final decision to buy. It is well keep in mind, while land and improvement are stationary, the surrounding neighborhood or the community in which the property in situated is in a constant state flux and movement. Changes in the immediate environment have a significant effect upon property values.

A study shows that apartment houses are located in different areas in the city. The following table shows the distribution of apartment in different city areas.

Table 03: Distribution of apartment house in different city areas.

In determining the location, the firms under study consider whether the land is situated in near by residential or non residential area, then they evaluate the distance of educational institute, market place or shopping centre, hospital and above all communication network to and from the site. As a whole the firms try to select such a site which can be attached by the prospective buyers. Besides these, the firms want to be sure about the genuineness of the ownership right of the land.

4.4 Pricing decision:

Fixing the price of the real estate property is very complex compared to any other business. The real estate firms under the study determine the price in there different methods:

1. Land price + construction cost + margin is the widely used method of pricing followed by the real estate firms in the Dhaka city. About 75% of the firms using this pricing policy. It is to be noted here that land and construction cost is calculated at the cost price. That why, PDL charge higher margin under this method and that ranges from 75% to 100%.

2. Ascertaining the cost of construction per square feet including the land price is another method used in fixing the selling price of the apartments. Thus the prices of apartments vary with its size. At the moment PDL using these methods have been found selling the apartment @ TK 2600-3500 per square feet. This method is getting popularity and followed by about 17% of the real estate firms. Under this method PDL can face the competitive situation effectively.

3. Price escalation with land and construction cost is a method followed by only 8% of the firms in the Dhaka city. In this method the firms charges relatively low percentage of profit. Land price increased tremendously in Dhaka city.

The followed table 16 exhibits the increased rate of land price during 1974, 1990 and 2001 in different areas in Dhaka city.

Another study shows that a number of consideration followed by the companies in pricing apartment house 8% of the companies determine their price of apartment on the basis of the quality of the construction while 55% of the companies determine their price on the basis of location of the apartment building 40% of the companies determine were found to take demand into account in fixing price. It has been reported that 95% of the companies followed mark up policy in determine price while15% of the companies pricing policy were based on companies’ pricing and 10% of the companies followed a pricing method according to the convenience. It has been observed that the price of apartment of similar size in same locally way due to the variation of quality of constriction. The following table shows the current prices of apartment of varying size located in different city of area.

4.5 PDL Marketing Environment (Micro and Macro):

A company’s marketing environment consists of the actors and forces outside marketing that affect marketing management’s ability to build and maintain successful relationship with target customers.

4.5.1    PDL Micro Environment:

PDL micro environment consists of it’s the company’s suppliers, marketing intermediaries, customer markets, competitor and publics.

• The company (PDL) –

In designing marketing plans, marketing management to makes the apartment. PDL treat their to management, finance, purchasing and accounting. All these interrelated, suppliers as partner in creating and delivering clients value takes other company groups, such groups form the internal environment. PDL top management sets the company mission, objectives, broad strategies and policies.

• Suppliers of PDL–

 Suppliers form an important link in the PDL overall customer value delivery system. They provide the resources needed by the PDL.PDL is not big company so, when they get large offer than they do work with different construction firm.

• Abul raw materials supplier
• Rainbow construction Ltd.
• Concord construction Ltd.
• S.k. raw materials agent etc

• Market Intermediaries of PDL-

 Marketing intermediaries Aries help the PDL to promote and sell its apartments to the final buyers. They include physical financial intermediaries

• DBH,
• IDLC
• Bank housing loan
• Housing agent etc

• Customers / clients of PDL–

PDL study five types of clients markets closely. Consumers markets consist of individuals and household that buys apartments for personal use. Business marketer buy apartment for further possessing of use their production process, whereas reseller position in an industry can use certain strategies that smaller real estate firms can not afford.    Markets buy apartment to resell at a profit. Government markets are made up of government agencies that buy apartments to produce public service or transfer the apartments to other who countries, including consumers, resellers, and governments. Each market type has special characteristics that call for careful study by the PDL.

• Competitors of PDL :

PDL considers its size and industry position compared to those of its competitors, because large real estate company with dominant

Figure: PDL’s  Micro environments

4.5 PDL Macro environment:

Component of macro environment are discussed bellow…….

• Demographic environment –

Demography is the study of human population in terms of size, density, location, age, garden, occupation, and others statistics. The demographic environment is of major interest to marketers because it involves people and people make up markets. Before going to start any project PDL mainly consider population density, location and occupation.

• Economic environment-

The economic environment consists of factor that affects client’s purchasing power and spending patterns. Obviously PDL has the strong knowledge about the client’s income and pending pattern.

• Natural environment-

PDL always aware of several trends in the natural environment. These involve growing shortage of raw materials, increased pollution and increased government intervention in natural re4sourse management. More and more PDL are recognizing the link between a healthy ecology and a healthy economy.

• Technological environment-

PDL technological environment is perhaps the most dramatic force now shaping our destiny. PDL use latest technology to make their building views, for these reason today’s building is more attractive. The technology environment changes rapidly, new technology creates new markets opportunities. PDL always aware to adopt new technology because they are committed to provided better apartments from others.

Political environment: PDL marketing decision is strongly affected by developments in the political environment. The political environment consists of Laws, government agencies, and pressure groups that influence or limit PDL in a given society.

4.6 Target Market Analysis

I need to observe the market to know about information, for this reason we have survey some customers and different companies. From there i have collected the following information. I find that our targeted customers are based on two categories .these are

1) Customer’s age &

2) Customer’s occupation

4.6.1        Customer’s age: popular based on Customer’s age they are divided their targeted customer under three categories.

• 40+ ages- 70%
• 30-40 ages- 20%
• Under 30 ages- 10

Among the whole customers which are good established that means whose age are 40+ generally they purchase almost 70% of our product who are in 30 to 40 ages they buy our 20% product and least of the product purchased by the customers whose age is under 30 years.

4.6.2 Customer’s Occupation-

            Business Person- 60%

            Job Holder- 40%

From the market analysis we can ensure that 60% of our customers are involved in various types of business and another 40% customers are doing varieties sections of service.

4.6.3 Psy- ichnographic segmentation:

Psy- chographic is the study of human population in term of social class, life style and personality characteristics and other statistics.

The following are some example Psy- chographic variables often used in segmentation:

Social class: Segmentation according to the different types of social class .where people are used to live.

Life style: Different people have their different life style .Psy- chographic Segment varies person to person lifestyle.

   Table of psy-chographic segmentation of studio45

4.7 Marketing strategy of the PDL:

We know that one strategy is not best for all companies. There are different strategy is required for the different types of products. PDL Company ,s main overall strategy is to deliver quality products and wining long term customers loyalty.

 Target market strategy: PDL Company is a medium size company. Company does not produce huge amount products .So they target the customers who have upper- upper, upper- middle class people. Companies try to serve target segment perfectly and try to archive its Marketing Activities.

Positioning strategy:

PDL company competitive advantage are affordable price, Higher quality, Large sales promotional activities, own transportation service make their apartment products and distinctive than competitor and provide greater value to the target customer. The marketing mix that company sells its products below price list, quality discount, and transportation to promote the sales of the products. Company follows the marketing concept for this reason the target potential customers. PDL placed a desirable position to t6he customers. For this reason PDL become a competitive brand get greatest  strategic advantages in their target markets.

4.8 Levels and Types of product:

PDL always think about product and service on three levels. Each level adds more customer value. The most basis level is the core benefits, which addresses the question what is the buyer really buying? When PDL designing products, they first define core, problem solving benefit or service that Clint seek. A client buying apartment buys more than other feature.

At the second level, PDL turn the core benefit into an actual product. They develop product and service, feature design, a quality level, and a brand name. For example “Orpita house” it is a building name. Its name, parts, styling, feature and other attribute have all been combined carefully to deliver the core benefits of styling connected.

Finally PDL build on argument products around the core benefit and actual product by offering consumer service and benefits. Clint see apartment as complex bundles of benefits that satisfied there needs.

4.9 Relationship Management:

 Popular construction ltd. also maintain customer Relationship Management (CRM), known as relationship marketing or customer management, is an information technology industry term for the methodologies, strategies, software, and other web-based capabilities used to help an enterprise organize and manage customer relationships. The goal of PDL’s CRM is to aid organizations in better understanding each customer’s value to the company, while improving the efficiency and effectiveness of communication. PDL’s CRM captures, analyzes, and distributes all relevant data from customer and prospect interactions to everyone in the organization. This distribution of information helps an organization better meet customer, product, and service needs.
PDL’s CRM has replaced traditional marketing techniques that focused on key marketing mix elements, such as product, price, promotion and place. By being too functionally-based, traditional marketing techniques neglected the customer in the after-sales process and failed to meet customers’ desires. PDL’s CRM emphasizes customer retention over customer acquisition and is recognized as one of the most viable tools used to further a company’s success in the highly competitive business world.

There are three major areas of PDL that focus on customer satisfaction: sales, marketing, and service. The functionality of and between these three fields is essential to successfully connecting a company’s front and back offices to facilitate effective, enterprise-wide coordination. The professional sales force predicts and proposes the real-time analysis of information and distributes this information to the company and business partners. Marketing concentrates on personalizing customer preferences and offering them satisfying experiences. Service is associated with the companies’ call centers and coordinates interaction between Web, e-mail, and other communication Medias. These fields are developed further with the help of CRM automation

4.10 Organizational Plan:

Our organization is a partnership business. We are three partners-

• Mr. Basir Ullah
• Mr. Majba Hossine
•  Mr. Ruhul Amin

We all try to perform best from our level best. We should fulfill al of our responsibilities. We also maintain & follow all the rules & regulations of our business organization. Our business organization is a partnership business & agriculture firm. Our

4.11 Promotional objectives: 

Popular usually set promotional objectives which will help them to meet their broader marketing and organizational objectives and they have multiple objectives for doing this promotional activities e.g. building awareness of the potential customers, selling products

·         Informing:

The first objective is to provide information about the products of Popular to its existing as well as potential customers. The specific information can be what products are available, where they can be purchase, and what the prices of those products are.

·         Increasing Sales:

After providing information, encouraging prospective customers to purchase products is the most common promotional objective. Using advertisements and other promotional methods, popular attempt to persuade customers to try new products that have been on the market awhile.

·         Stabilizing sales:

Popular also rely on promotional activities to reduce or eliminate substantial variations in demand through out the year. During slow times company offers different types of gifts, discount, etc for stabilizing the sales.

·         Positioning the product:

Often popular uses promotional activities to create position a product as different or superior to competing products such as they offer low price to the potential customer, easy installment system, bank loan facilities etc

4.12 The Promotion Mix:

To inform, influence, and remain customers or general public popular use personal selling (Person-to person approach) and advertising, sales promotions, publicity (Non-personal approaches) .Popular are use all of these four elements for attracting customers. Because Popular thinks that every single option will carry weight and being customers. So Popular uses all of those four tools which are treated as Promotional Mix.

4.13 Advertising

Since all types customers are very much familiar with advertising and if the particular advertising is very much attractive the potential customer are more influenced. And usually Bangladeshi customers are emotional so any emotional TV advertising will create a place in the mind of customers which can be treated as positional for popular.

But advertising quite expensive ,especially using national media with immense audiences .But popular has found advertising to be cost effective because it can be reach a vast number of people at low cost per person and it is also quite flexible.

Popular uses different types of advertising e.g. primary–Demand Advertising, Selective Advertising, and Institutions Advertising .The reasons are that popular at first wants to create or increase demand for all its products. Like in a social awareness advertising, popular sponsor it and using its name for Courtesy only. They are not using specific their brand name here but to introduce their name to the potential customers. Not only has this popular also used their name advertisement in different media to selling the product more. Here popular introduces their product to the customers and try to sell it more. Popular also advertise used to build goodwill and create a favorable public image to the exiting as well as potential customers.

Popular using different types of media for advertising which ultimately help Share & Care to inform as well as influence the potential customer to buy their products. Those different types of media are:

·        Newspapers:

Popular gives advertising to newspapers e.g. daily pothook alo with a view of different photo of the ongoing project. This is a very important media because customers with different status can be able to evaluate those products and after that they may be influenced to buy those products. Also people are very much enthusiastic to read newspapers. So this is an important media for Popular.

·         Direct Mail:

Popular also mail directly by collecting their prospective customer’s address by which they will read it directly and some of them will be interested to buy one of those products. This is important as well because customers directly get the mail and read it.

·         Magazines

Magazines are also important media for Popular. They are giving advertisement in different relevant magazines with colorful photo which make the customers interested to buy the products.

·         Outdoor Display

Popular also using various billboards, posters and other outdoor displays, for making the potential customers more interested. They also use transit advertising.

·         Campaign:

In different fair, Popular always participate. Because in the fair more customers came and visit the stall and the percentage of sales usually grow up because at that time different types of discount, gifts provide to the customers.

·         Personal Selling:

Personal communication is oral communication with potential buyers of a product with the intention of making a sale, so Popular Developers ltd build up a strong team for personal selling. Popular Developers ltd. personal presentation sales force for the purpose of making sales and building customer relationships. The Marketing people of Popular are devoting themselves to communicate person-to-person which means personal selling. They have made different zone for different people and specific persons visit those places and communicate with different potential customers and persuade customers will purchase their products.

·         Sales Promotion:

Popular developer’s ltd declared sales incentive for kinds of sealer & it can stimulate quick increase in sales by targeting promotional incentive on particle products. Popular developer’s ltd. short term incentives to encourage the purchase or sales of their product or service. Popular developers ltd. also promoting their products while selling. They offer different sales promotion for the customers which make the customers more influenced for buying their products. They offer different types of promotional offers depending on situation and budget. The most common sales promoting methods are:

•       Coupons
•       Rebates

·         Public relation:

Popular developer’s ltd decided to make strong public relation as a new organization so they use magazine, newspaper those are the cheap way of reaching many customers. Popular developer’s ltd works for good relationship with its publics by obtaining favorable publicity, building up a good corporate image and handling off unfavorable rumors, stories and events. It   an important part of sales promotion which help Popular to create and maintain a favorable public image for a firm. Different articles in magazines, newspapers etc. are given for public relations. Also captioned photographs usually use for public relation. Some time press conference held with different invited concerned persons. Popular expend lots of money for its publicity in one of the most important part of promoting of its products.

·         Direct Marketing:

One of the significant tasks the popular do is to establish direct connections with carefully targeted consumers to obtain and immediate response and cultivate lasting customer relationship with help of Telephone, mail, fax, internet, and other tools.

Direct marketing is immediate and customized message can be prepared very quickly and can be tailored to appeal to specific customers.

Direct marketing is interactive .It allows dialog between the marketing team and consumer .Popular developers ltd. follows those media-

·         Direct response adverts on Magazine and Newspapers

·         Direct mail

·         Telemarketing

·         Catalogue marketing

4.13 Communication Activities of PDL:

The major specialty poplar’s employ a variety of advertising vehicles to improve sales. Popular competitors use all newspaper advertisements, outdoor advertisement on buses and at bus shelters, radio, personal selling and direct mailing have. Newspaper, advertisements receive 70% of advertising budgets. Construction is an impulse item. During the course of the day, many potential customers in an office will read a daily newspaper while radio and outdoor advertisements are only effective during commute periods. The newspaper offers the best vehicle to direct an advertising message that will be reinforce every time a potential customer picks up the newspaper. The communication market analysis was conducted to examine how loyal customers & sales reprehensive advertise their products to target consumer groups. Popular competitors was examined, in particular, to establish their marketing patterns and how it affects sales. Through the communication market analysis, several significant findings were revealed.

• Customer loyalty to a particular company-to-company chain does not exceed 35% of the customer base.

• Customers are receptive to a store debit card that makes purchases quick and easy.

• Customers respond favorably to incentives tied to the use of the debt card.

• Customers respond favorably to incentives tied to the use of the installment system.

• Currently, none of popular competitors are planning to launch debit cards.

• Now-a-days, poplar’s competitors are planning to give gift package.

4.14 Promotional Strategies:

Popular is using both pull & push strategies for selling its products. Its depends on the situations. Because sometime the selling is slow then popular is use push strategy .they may offer coupon for the customer where the winning customer may get a free flat also they may get a car, mobile set ,cash money ,T.V. ,jewelary,freeze ,woven, computer etc. Than customer to come in to the side and try to influence them to buy a product.

And in demand full market popular use pull strategy .because here there is demand for flat and customer come intentionally for buying flat. At that time popular does not give much offer. Because their demand and customers come intentionally and price may be higher at that time or may be lower than the before

5.0 Conclusion:

The popular developers ltd has performed relatively well in Bangladeshi .It has experienced during the year and is now recognized to have great potential. Last five years, Bangladesh real estate industry developed rapidly.

The growth of this country has also led to widening of the local product range, with about 20 companies dominating the drive for the same .the industry has, become leading growth sector, and with some, prominent manufactures operating and producing the finest apartments by internationally accepted standard.

The planning and design approach is very important components in the construction sector specially to ensure sustainability. The technology and innovation in the construction industry may reduce construction cost and time, as well as increase safety.

 New technological innovations, often in conjunction with materials and equipment, should been introduced into several of the disciplines within the PDL. Such technology also ensures higher productivity.

Consumers are more and less satisfied with the present services of the PDL now should think to start new services and take different types of marketing strategy to get more customers in this competition market of developers.

The real estate industries in Bangladesh is relatively unorganized and suffer number of drawback. Restrictive legislation and lack of transparency in transaction are major impediment to the growth of the real estate sector.

Price of the apartments is such are affordable only by a small section of wealthy population in Bangladesh, although the firm in some case advertise in a way of “opportunity for low income people”. Most of the people of this fortunate group have house of their own in modern city area. Therefore, they do not feel strongly to buy an apartment .this has made the market limited and there exists a very little competition among the buyers.

The finding of the present study confirm the notion that housing needs have been increasing in the Dhaka city which have led to the emergence of companies who are building  and marketing apartment houses. Although apartment living is a recent social phenomena people are developing favorable attitudes towards apartment living which is gaining increasing culture acceptance.

5.1 Recommendations:

As the market leader of the real estate, industry of Bangladesh, Popular Developers ltd. enjoys a strong brand name and the company images people trust as the synonyms of quality. The company is operating their business for the three years. They are also the market leader within fifteen years .They is now at the growth stage of the business. To secure the position at the top of the market, need to maintain a good public business. To secure the position at the top of the market, need maintain good public relationship and publicity. To avoid these types of confusion New Orpita City should go to media more often and let the peoples know about the company well. So my recommendation to Popular Developers ltd.

Publish company success news more and more so that general people have a clear idea about the company’s market position. To increase efficiency in customer service of  PDL  should they to develop the process of providing service .To get a perfect process of delivering services, the customers should be asked. The other solutions are as follows:

• On my study, I have found that popular developer’s ltd. does not use all the promotional tools. Popular developers still has to use advertising and sales promotion, should use all promotional tool to increase the brand name.

• They do not maintain public relation and campaion efficiently .As a new project New Orpita City should public relation use make a position idea in the customers mind because people will not buy the company’s product unless trust them.

•  Increase the knowledge of the general people about their product by advertising as a new concept in Bangladesh. As a new company, should try to capture the media coverage so that general people at least heard of the company.

• Only 3-4 peoples are work, as promotional officers. So Popular Developer ltd. should recruit more product promotional officers to capture more market for playing vital role on promotional activities.
• Constructional defect heading to cracks in the floors and walls, dampness in external walls and in certain cases in internal walls, Excessive heats in the top floor due to lack of lime terracing. So PDL should give more concentration of their contraction division.