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In ancient Greek and Sanskrit (India) writings dating back to 2000 BC, water treatmentmethods were recommended. People back than knew that heating water might purify it, and theywere also educated in sand and gravel filtration, boiling, and straining. The major motive for waterpurification was better tasting drinking water, because people could not yet distinguish betweenfoul and clean water. Turbidity was the main driving force between the earliest water treatments.

Not much was known about micro organisms, or chemical contaminants.

After 1500 BC, the Egyptians first discovered the principle ofcoagulation. They applied thechemical alum for suspended particle settlement. Pictures of this purification technique were foundon the wall of the tomb of Amenophis II and Ramses II.

After 500 BC, Hippocrates discovered the healing powers of water. He invented the practice ofsieving water, and obtained the first bag filter, which was called the Hippocratic sleeve. The mainpurpose of the bag was to trap sediments that caused bad tastes or odours.

In 300-200 BC, Rome built its first aqueducts. Archimedes invented his water screw.

AqueductsThe Assyrians built the first structure that could carry water from oneplace to another in the 7th century BC. It was 10 meters high and 300meters long, and carried the water 80 kilometres across a valley toNineveh. Later, the Romans started building many of these structures.They named them aqueducts. In Latin, aqua means water, and ducere

means to lead. Roman aqueducts were very sophisticated pieces ofengineering that were powered entirely by gravity, and carried water over extremely largedistances. They were applied specifically to supply water to the big cities and industrial areas ofthe Roman Empire. In the city of Rome alone more than 400 km of aqueduct were present, and ittook over 500 years to complete all eleven of them. Most of the aqueducts were undergroundstructures, to protect them in times of was and to prevent pollution. Together, they supplied Rome

with over one million cubic meters of water on a daily basis. Today, aqueducts can still be found onsome locations in France, Germany, Spain and Turkey. The United States have even taken upbuilding aqueducts to supply the big cities with water again. Many of the techniques the Romans

used in their aqueducts can be seen in modern-day sewers and watertransport systems.Archimedes screwArchimedes was a Greek engineer that lived between 287 and 212 BC,

and was responsible for many different inventions. One of his findings wasa device to transport water from lower water bodies to higher land. He

called this invention the water screw. It is a large screw inside a hollowpipe that pumps up water to higher land. Originally, it was applied to

irrigate cropland and to lift water from mines and ship bilges. Today, thisinvention is still applied to transport water from lower to higher land or water bodies. In TheNetherlands for example, such structures can be found in the city of Zoetermeer (see picture), inthe west close to The Hague. The water screw formed the basis for many modern-day industrialpumps.

During the Middle Ages (500-1500 AD), water supply was no longer as sophisticated as before.These centuries where also known as the Dark Ages, because of a lack of scientific innovations and

experiments. After the fall of the Roman Empire enemy forces destroyed many aqueducts, andothers were no longer applied. The future for water treatment was uncertain.

Than, in 1627 the water treatment history continued as Sir Francis Bacon started experimenting

with seawater desalination. He attempted to remove salt particles by means of an unsophisticatedform ofsand filtration. It did not exactly work, but it did paved the way for furtherexperimentation by other scientists.

Experimentation of two Dutch spectacle makers experimented with object magnification led to thediscovery of the microscope by Antonie van Leeuwenhoek in the1670s. He grinded and polishedlenses and thereby achieved greater magnification. The invention enables scientists to watch tinyparticles in water. In 1676, Van Leeuwenhoek first observed water micro organisms.

In the 1700s the first water filters for domestic application were applied. These were made ofwool, sponge and charcoal. In 1804 the first actual municipal water treatment plant designed byRobert Thom, was built in Scotland. The water treatment was based on slow sand filtration, andhorse and cart distributed the water. Some three years later, the first water pipes were installed.

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The suggestion was made that every person should have access to safe drinking water, but itwould take somewhat longer before this was actually brought to practice in most countries.

In 1854 it was discovered that a cholera epidemic spread through water. The outbreak seemedless severe in areas where sand filters were installed. British scientist John Snow found that the

direct cause of the outbreak was water pump contamination by sewage water. Heapplied chlorine to purify the water, and this paved the way for water disinfection. Since the waterin the pump had tasted and smelled normal, the conclusion was finally drawn that good taste andsmell alone do not guarantee safe drinking water. This discovery led to governments starting toinstall municipal water filters (sand filters and chlorination), and hence the first governmentregulation of public water.

In the 1890s America started building large sand filters to protect public health. These turned outto be a success. Instead of slow sand filtration, rapid sand filtration was now applied. Filtercapacity was improved by cleaning it with powerful jet steam. Subsequently, Dr. Fuller found thatrapid sand filtration worked much better when it was preceded by coagulation and sedimentationtechniques. Meanwhile, such waterborne illnesses as cholera and typhoid became less and less

common as water chlorination won terrain throughout the world.

But the victory obtained by the invention of chlorination did not last long. After some time thenegative effects of this element were discovered. Chlorine vaporizes much faster than water, and itwas linked to the aggravation and cause of respiratory disease. Water experts started looking foralternative water disinfectants. In 1902calcium hypo chlorite and ferric chloride were mixed in adrinking water supply in Belgium, resulting in both coagulation and disinfection.

In 1906ozone was first applied as a disinfectant in France. Additionally, people startedinstalling home water filters and shower filters to prevent negative effects of chlorine in water.

In 1903water softening was invented as a technique for water desalination. Cations wereremoved from water by exchanging them by sodium or other cations, in ion exchangers.

Eventually, starting 1914drinking water standards were implemented for drinking water suppliesin public traffic, based on coliform growth. It would take until the 1940s before drinking waterstandards applied to municipal drinking water. In 1972, the Clean Water Act was passed in theUnited States. In 1974 the Safe Drinking Water Act (SDWA) was formulated. The general principle

in the developed world now was that every person had the right to safe drinking water.

Starting in 1970, public health concerns shifted from waterborne illnesses caused by disease-

causing micro organisms, to anthropogenic water pollution such as pesticide residues andindustrial sludge and organic chemicals. Regulation now focused on industrial waste and industrialwater contamination, and water treatment plants were adapted. Techniques suchasaeration, flocculation, and active carbon adsorption were applied. Inthe 1980s, membrane development for reverse osmosis was added to the list. Risk assessmentswere enabled after 1990.

Water treatment experimentation today mainly focuses on disinfection by-products. An example istrihalomethane (THM) formation from chlorine disinfection. These organics were linked tocancer. Lead also became a concern after it was discovered to corrode from water pipes. The high

pH level of disinfected water enabled corrosion. Today, other materials have replaced many leadwater pipes.

1.

Read more: http://www.lenntech.com/history-water-treatment.htm#ixzz1JObGSIWQ

o resented By :

o Group-3

2.

3. Shapoorji PallonjiGroup Formedn 1982 131Cities & 398 townsin India. Employeesover7000 Touched 1.25 million Indian

homes and adding 1,500 customersdaily. WaterPurification Systems, Vacuum Cleaners, AirPurifiers & Security Solutions.

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Eureka Forbesenjoys 70 % marketshareinthecountry andnorthern regionincluding, Punjab, Haryana, Himachal Pradesh

and Uttaranchal, contribute 20% tothetotal revenue. Growth insalesvolume - 18%

4.

o Itcanberesolvedonly through considerable human

o interactionsthusthey employedtheconceptofpersonal selling .

5.

o Advantageousinpromoting andselling high cost , complexitems.

o Operatesmoreeffectively whencustomers areonthevergeofmaking a final decision andcommittingthemselves.

6.

o Followedglobally tried andtesteddirectsellingstrategy.

o Created awarenessbeforeitsold Eureka as a brand.

o Salespersonnel were highly motivated andtargetedrightpeople.

o Continuousinnovationstothebasicproduct.

7.

o ADVERTISING

o Mass

o Competitive Attention

o Breadth

o Remember

o Impression

o SpendforEveryone

o DIRECT MARKETING

o Targeted

o Selective Attention

o Depth

o Respond

o Decision

o SpendforTargets

8.

KEY FEATURES - A 10,000 strongdealersalesnetwork

A 58 distributorstrong Institutional

Sales Network

o Eureka Forbes hassetup alternative andnewretail channelstoincreasethepenetrationo fwaterpurificationdevices.

o Thepurposeistotarget 60 million householdsinurban andrural residential areas.

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o Motiveistotry andexpandthephysical reach ofproductsforwhich marketpenetrationisjust 9%.

9.

10.

o Undernormal circumstancesthewhole cycletakes 15 daysprecisely.

o Ifproductisnot available at any stage, themanufacturingunitisdirectly notified.

o Usual delivery timeprovidedby eurochampsisnextbusinessday.

o CCD persondoesntprovideturn aroundtime.

11.

o TwotypesofSales Representative

o CCD - Corporate Care

o Leads areprovidedby superior, nocoldcalling, handlebusinesstobusinessclients.

o THE EURO CHAMPS

o They aretheonly interfacebetweenorganization andthecustomers.

o TherevenuesofEFLdirectly dependson Eurochamps attitude, skill andmotivation.

12. Euro Champ

13. Personal Selling Process adoptedby Eureka Forbes Prospecting Preparation andplanning Initiatingcontact Sales

presentation HandlingObjections Negotiations Closingthesales Followup and accountmanagement

14. Prospecting

o Identify and qualify prospects.

o Companies qualify the leadsby contactingthemby mail orphoneto assesstheirlevel ofinterest andfinancial

capacity.

o Hotprospects areturnedovertothefieldsalesforce.

o Warmprospectstotelemarketingunits.

o Ittakes about 4 callson a prospectto accomplish a businesstransaction.

15. Preparation andplanning

o Eurochampneedsto learn asmuch aspossible abouttheprospect .

o Heshouldsetcall objectives: to qualify theprospect, gatherinformation, make animmediat esale.

16. Initiating Contact

o Eurochampmakes a phonecall totheprospecttoget an appointmentfordemonstration.

17. Sales Presentation

o Salespersontellstheproduct story tothebuyer, usingfeatures, advantages, benefits andvalue approach.

18. HandlingObjections

o Customerspose

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o * Psychological resistance.

o *Logical Resistance.

o To handlesuch objectionssalespersonmaintains a positive approach.

19. Negotiation

o Eurochampneedtonegotiateonissuesregardingprice, contractcompletiontime, Quality ofgoods andservices

offered andproductsafety.

20. Closingthesales

o Closingsignsfromthebuyerincludesphysical action, Statementsorcomments and questions.

o Eurochampprovidesbuyerwith minorchoicessuch ascolourorsize, orindicatewhatthebuyerwill lose by not

placingtheordernow.

21.

22. Products

o WaterPurifiers

o Vacuum Cleaners

o AirPurifiers

23.

o Security Solutions

o Industrial Solutions

24. Price

o WaterPurifiers: Rs. 9,590 onwards

o Vacuum Cleaners: Rs. 7,990 onwards

o AirPurifiers: Rs: 6,400 onwards.

25. Place

o Pioneersin Directselling- Asia'sLargest Direct SalesOrganisation

Operationsinover131 cities & 398 towns across India.

7,000 strong Direct Sales Forcetouches 1.50 million Indian homes, adding 1,500 customersdaily

o Expandedchannelsthatreach outtocustomers toinclude

A 10,000 strongdealersalesnetwork

A 58 distributorstrong Institutional Sales Network

o A strongservicenetworkthatbacksupsalesefforts

4500 company trainedtechnicianswhomake 20,000 kitchenvisitsdaily

Supportedby Call Centres, CustomerCare Representatives &Mobile Service Vans

26. Promotion

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o Website

27.

o Advertisements (TV, Print and Radio)

o Free Demonstration atdoorsteps .

28. SalesOperationsOfEFL

o INVENTORYMANAGEMENT-FABV Analysis

o EFFICIENT TRAINING

o FRIENDLY WORKING ENVIRONMENT

o COMPETITOR ANALYSIS-SWOT

o 360 DegreeMarketing Strategy.

29. CUSTOMER FOCUS

o CRM

o CVM

o Customersatisfaction and loyalty

o CLV

30. Sales Budget and Forecast QuantitativeMethod: BYMoving Averagemethod Salesforecast= actual salesforpast3or6

year/ No. of. year(3or6) YearS ales (Rs)3 year6 year2000 322 2001 353 2002 394 2003 244 356 2004 361 330 2005 307

246 2006 419 297 327 2007 503362 343 2008 588 410 368 2009 425 503 400 2010 505 434

31. Exponential Method

o Thismethodisclosely relatedtomoving averagemethod.

o Salesforecastfornext year= (L) (actual salesofthis year) + (1 -L)

o (this yearssalesforecast)

o L=smoothingconstant (or)probability weighingfactor

o Therefore,

o Salesforecastfor2010= 0.2* 425+(1 -0.2)*505

o = Rs.489

AssumingL= 0.2

32. Assumptionthatwhat happened intheimmediatepastwill continueto happenintheimmediatefuture. Aswesawthat

differentsalesforecastingmethodgivingdifferent answer. Salesforecastfor2010= actual sales*actual salesofthis

year/Actual salesoflast= 425*425/ 588 = Rs.307

33.

o Suggestion:

o Wewould liketosuggestthatcompany shouldusethe Regressionmethodtopredictthesalesforecastin Quantitative

method .

o Which would helpinforecasting accuratesales.

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Salesforecast: YearSales Expenditure 2000 322 291 2001 353342 2002 394 370 2003 244 261 2004 361 360 2005 307 303

2006 419 408 2007 503 481 2008 588 562 2009 425 389 2010 501 477

34.

35. Sales Quota :Top Down Approach

o Cities + Towns

o Area (BasedOn Population)

o Target.

36. Plans & Suggestion

o Improvingretail channelstoincreaseth epenetrationofwaterpurificationdevices.

o Itsretail divisionisnowextendingitsproductstochemists, CSDs (Canteen Stores Department) andgeneral

merchandisestorestoreach outto householdswhich donotusewaterpurificationdevices.

o Improved Training Process.

o

Increasethe ProductL

ine.

o Can adopt Chain-Marketing.

37.

Noida, UP -- (SBWIRE) -- 10/06/2010 -- Rising concerns and awareness over safe drinking water

continues to increase the demand for water purifiers among Indian consumers. As per World Bank,

80% of communicable diseases in India are water related. With the population size of 1.17 Billion only

less than 15% people have access to safe drinking water.

The Indian water purification market stands at INR 1000 crore and is growing at 22% annually. The

market penetration is as low as barely 9%; Eureka Forbes, which controls 60% of the market,followed by Kent, a reverse osmosis player, and Ion Exchanges Zero B., dominates the field.

In the last few years we have witnessed at lot of players entering the Indian Water Purifier business

segment to gain some amount of market share of this growing industry. Philips, which launched four

models of the Philips Intelligent Water Purifier, is delighted with the response. Hindustan Unilever

has stormed the water purification space with its resin technology based Pureit, arguably the

cheapest offering among the new entrants.

However, the real question is Is the market big enough to accommodate all the players?

These are some of the questions which are addressed in a recently relased a new market research

report by TechSci Research India Water Purifier Market Forecast & Opportunities 2014.

Water Purifier Industry Production by Segment

Industry Sales

Market Size & Growth

Drivers & Challenges

On-going Market Trends

Competitive Landscape