A

PROJECT REPORT

ON

“DISCUSS B2B AND B2C COLD MARKETING IN

MARITIME INDUSTRY FOR
MIDSHIPMITE RECRUITERS PVT LTD”

A Summer Internship Project (SIP) done in

“MARKETING”

Submitted in partial fulfillment of the requirement for the award of degree of

Master of Management Studies (MMS) under the University of Mumbai

Submitted by

DARSHANA DUDHE
ROLL NO: 2018MMS013
BATCH-2018-2020
Under the guidance of
PROF. SONALI ATHAWALE
BharatiVidyapeeth’s
Institute of Management Studies& Research Navi Mumbai

i
 ACKNOWLEDGEMENT

To list who all have helped me is difficult because they are so numerous and thedepth is so
enormous.

I would like to acknowledge the following as being idealistic channels and freshdimensions in
the completion of this project.

I take this opportunity to thank the University of Mumbai for giving me chance todo this
project.

I would like to thank my Principal, Dr. Anjali Kalse for providing thenecessary facilities
required for completion of this project.

I take this opportunity to thank our Coordinator Prof. SonaliAthawale, for her moralsupport and
guidance.

I would also like to express my sincere gratitude towards my project guide

Mr. Omkar Vichare and Ms. PoojaPatilwhose guidance and care made the project successful.

I would like to thank my College Library, for having provided various referencebooks and
magazines related to my project.

Lastly, I would like to thank each and every person who directly or indirectlyhelped me in the
completion of the project especially my Parents and Peers whosupported me throughout my
project.

Signature of the student

(DARSHANA DUDHE)

ii
PLEASE PASTE HERE THE CERTIFICATE FROM THE COMPANY

iii
 CERTIFICATE

This is to certify that the Summer Internship Project (SIP) titled“DISCUSS B2B AND B2C
COLD MARKETING IN MARITIME INDUSTRY FORMIDSHIPMITE RECRUITERS PVT
LTD” is successfully done by Ms. DarshanaGanpat Dudhe,BATCH: 2018-2020, a student of
BharatiVidyapeeth’s Institute of Management Studies and Research, submitted in partial
fulfillment of Master of Management Studies under the University of Mumbaifrom1nd May
to30thJune 2019at MIDSHIPMITE RECRUITERS PVT LTD

Date: ___________

_____________________ _________________
Prof. SonaliAthawale Dr. Anjali Kalse
Project Guide I /c Director
BVIMSR BVIMSR

iv
 EXECUTIVE SUMMARY

They are to be the finest maritime service providers at global level. Midshipmite is specialized in
providing the complete integrated services to the Marine Industry. A service which they are
providing is Chartering, Crewing,Scrapping and Sale/Purchase. So, basically we have solution to
all the shipping problems of a Company. Midshipmite operates in 6 Continents which includes
India, UAE, Iran, Qatar, Oman, China, Singapore, Indonesia, Sri Lanka, Philippines, Vietnam,
Turkey, Lebanon, Norway, Germany, Greece, Netherlands, United Kingdom and Russia.

Project Title:
B2B and B2C Cold Marketing in Maritime Industry.

Objective:
To study effective utilization of marketing strategies and creating awareness about the services
provide by Maritime Industry.

Background:
Since the beginning of time people have used water to help them transport cargo from one place
to another. The first ships were single logs that small cargo was attached to and floated down
river for trade. Eventually, logs were tied together to carry bigger cargos.
About 5,000 years ago, the first major trade routeswere formed between modern-day India and
Pakistan along the Arabian Sea. Due to bandits attacking caravans, land travel became dangerous
and mariners began to travel on the sea. They used an astrolabe to navigate the waters. An
astrolabe is an instrument that predicted the position of the sun, moon, planets and the stars.

Methodology:
Initially data was collected from various primary and secondary sources. For secondary data
collection, data is collected through questionnaire. The questionnaire is filed by focused group
i.e., clients and candidate and Interpretation is done accordingly.

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Conclusion:
With rising demand for port infrastructure due to growing imports (crude, coal) and
containerization, public ports (major ports) will fall short of meeting demand. Maritime
activities therefore continue to expand, bringing benefits for people across the world thanks to
a growing efficiency of technical and human resources.

Findings:
The modern maritime transportation is the key factor of economic development of each
country, providing shipping services and the manpower to manage the fleet of ships and all
related services.

Suggestion:
Always checked the process while dealing with clients and candidates i.e. agreement paper, rules
and regulation and contract period of the deal.

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 TABLE OF CONTENTS

CH NO. CONTENTS PAGE NO

A Acknowledgement (I)
B Executive Summary (II)
C Certificate (III)
1 INTRODUCTION TO THE PROJECT
1.1 Concept of the study 1-2
1.2 Objective of the Study 3
1.3 Scope of the Study 3
1.4 Literature review 4-7
1.5 Regulatory or Legal aspects related to the topic 8-9
2 INTRODUTION OF MARINE INDUSTRY
2.1 Introduction 10-12
2.2 Major players in the industry 13-15
2.3 Current scenario and major trends 16-19
3 INTRODUCTION OF THE COMPANY
3.1 Organization’s Profile 20
3.2 Description of Marketing 21
3.3 SWOT analysis 21
4 RESEARCH METHODOLOGY
4.1 Research design 22
4.2 Sources of data collection 23
4.3 Data Collection Tools and Techniques 24-25
5 DATA ANALYSIS AND INTERPRETATION 26
5.1 Survey of interviwed clients 27-32
5.2 Survey of interviwed candidates 33-41
6 LIMITATIONS, SUGGESTIONS& CONCLUSIONS
6.1 Limitations 42
6.2 Conclusions 42
6.3 Findings 43
6.4 Suggestion 43
7 LEARNING EXPERIENCE FROM THE PROJECT 44
8 BIBLIOGRAPHY 45

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 Chapter 1: Introduction of the Project

As our lives become more and more materialistic, we are losing our identity. The roots to which
we are joined are losing their hold, with the change in attitude and perception towards living.
Western and Indian cultures are diametrically opposed. The reason for this is that Western
culture is based on the principles of materialism, whereas Indian culture is based on the tenets
and principles of spiritualism. Materialism stands for worldly possessions, wealth, canons of
economics, material gains etc., whereas spiritualism stands for moral values, ethics, scruples,
virtues and the power to distinguish between right and wrong, between good and evil, between
correct and incorrect etc. It is essential to have material possessions in this world. It is a source
of sustenance.

Indian Culture, which is one of the oldest & richest cultures, is now days posing a serious threat
as Western culture is establishing its strong base in India and slowly and gradually wiping the
Indian culture. It had already made its presence in Metro’s & is now slowly heading towards
other parts of India.

Westernization has greatly affected our traditions, customs, our family and our respect and love
for others. The concept of joint families is vastly decreasing everyone wants to remain aloof
from others. Nobody now bother about others and only cares about himself which is totally
contradictory to our Indian culture which teaches to be a part of each other Joys and Sorrows to
celebrate the moments together and share the grief together. Slowly all our value for which India
has the pride is vanishing & Western culture is taking its place. People are blindly following the
Western culture without knowing its consequences.

The Western influence of materialism seems to have infiltrated into our family system,
especially in the urban areas. A generation gap is often mentioned by the younger generation
while referring to the older generation. They do not realize that the older generation is a
generation ahead. Now people are so engrossed in making money that all else is secondary. Joint
family tradition; one of the biggest assets of India is now vanishing. Nuclear families are taking
place of many years' old values. The older generation is referred to as the past; little realizing
that there is no future without a past.
1
The younger generation wants freedom without any responsibility along with it. Youth of today
is more interested in their privacy rather than enjoying their lives with others. Individualization
has broken up the joint family system, paving way for the youth to fall prey to drug addiction.
This stage is the most vulnerable period of life where the youth need guidance, counseling,
education and care by parents.

Parents feel proud in giving the Western values to their children. Children are brought up in this
atmosphere. They are thus kept miles away from Indian culture. There is no harm in giving the
knowledge of other cultures and traditions as Indians have made their presence in every part of
world and it is very necessary that we should have knowledge of their culture, traditions and
their language. We should do but to the limit, which is really needed, and also take care that our
new sprouts are well versed with Indian culture and its values. It is the responsibility of parents
to inherit the same and for this it is very necessary that parents should also be well versed with
Indian culture and traditions.

We need wealth to make our lives comfortable and to improve our quality of living, but at the
same time we must remember that in the process of acquiring the above, we must never lose our
power of distinguishing right from wrong, well from evil, and must allow the ecclesiastical to
rule over the material. They have no time to meet their fellow brethren, but they have time to
visit their psychiatrists in search of mental peace and satisfaction. From the west some people
come to India and head for the Himalayas in search of spiritual gurus to attain solace. As yet
Indian culture has held its own, but the Western influence of materialism is distorting the fabric
of our culture, which is spiritualism.

Indians in their mind consider themselves second rate, which leads their assimilation process into
the west quicker. The complex that Indians have of the west is not constricted to one area and
can be seen throughout their daily lives and in their Physic. A good example of this is the subject
of arranged marriage. Traditionally this is the only way Indians use to get married. This system
works due to the fact that the bride and groom would have faith in the decision of their parents.
Yet now days some youngsters prefer to go and find love marriages even though they know the
risk of break ups and divorces.

2
Due to the complex they have picked up from Western influences they would rather run the risk
of disgrace than do the traditional ways. Though there are also some positive impacts like-
emphasis on development, attention to improved infrastructure, efficiency, management,
improved educational systems, sincere efforts to reduce the margin between the poor and the
rich, sincere efforts to improve lifestyles of the marginalized, poor, disadvantaged sectors of
society, sincere efforts to reduce the plague of India 'corruption', etc. So, everything
encompasses both positive and negative aspects. The Western culture major influences the
youth. Youth is that time of life when people are most impressionable as Ill as productive. So
whatever decisions they take or the attitudes they adopt have far reaching consequences on their
future life. The grass is always greener on the other side and the inaccessible things are always
sweet. West is so alluring to everyone due to this reason only. On the positive side it has many
practices and much knowledge, which are required to be adopted so that they can become
acquainted with the changing scenario of world. In the low side they can suffer if they cross their
limits just for aping the west. Adopting the good practices of any culture is fruitful but
abandoning the culture is a pitfall, which costs in the long run.

I feel that no doubt the Western culture is versatile and has taught us to be self-independent but
this does not mean that we will forget our age-old culture and blindly follow it. Thus I realized
that these aspects should be explored to find out what the real changes are that affect our age old
but rich traditions. Also I felt that there is a need to analyze the causes behind these changes.
These changes can be both social as well as behavioral.

3
 1.2: Objective of the Study

 To identify the positive and negative effect of western culture on parent and children.
 To understand its effect western culture on child’s development.
 To understand its effect western culture on personal experiences of Indian parenting.
 To understand the effect of western style parenting style on academic performance.

1.3: Scope of the study

 The scope of this project is to study the Marketing strategies impact of Business to
Business and Business to Customer.

 To study human tendency towards marine as a carrier option.

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 1.4: Literature Review

This Chapter focuses on the theories and Marketing Strategies used in Marine Industry.
According to the Ministry of Shipping, around 95% of India's trading by volume and 70% by
value is done through maritime transport. India has 12 major and 205 notified minor and
intermediate ports.
In India it is very difficult to convert potential Candidate and Client through Cold
Marketing. So here are some theories and marketing strategies to pitch the Client or Candidate
and Convert the business successfully.

• McClelland's Theory (Need Theory)

(Abraham Maslow, Theory of Needs, 1940) state that in the field of Maritime industry
the most important things for any seafarer are the Crew on Board should be Indian or
Asian, because they it makes them more comfortable while working {physiological
needs}, the crew are more concern about the safety on Ship like safety equipment’s,
Boats, Jackets. The crew are mostly concern for the name of the company for which they
are working for, they are more comfortable and gets attracted when they get Job Opening
from Branded Company (Hierarchy of Needs: A Theory of Human Motivation, Abraham
Maslow, 2011) When all this factor is available then the need of the Candidates is
Satisfied. These needs differ from person to person, age to age. But it is majorly
influenced by the Dominating motivator such as the person who has the experienced or
Knowledge (David McClelland)

Achievement

Affiliation Power

(Figure 1.6.1)

5
• Vroom’s Expectancy Theory
Expectancy Theory of Motivation was developed by Victor H. Vroom (1964 and
extended by Porter and Lawler in 1968).
In the Maritime industry the most important things for any seafarer are the Crew on
Board should be Indian or Asian, because they are more hardworking, loyal and honest
about their work and profession. This theory is based on the assumption of seafarers
behavior is based on making a conscious choice from a set of possible alternative
behaviors. According to Expectancy Theory, the behavior they choose will always be the
one that maximizes their pleasure and minimizes their pain. On the ship seafarer works
their job excellently then same company offers the next contract with high package and
better opportunities to explore themselves.
A theory of vroom realized that a seafarer performance is based on individual factors
such as personality, skills about their work, knowledge of maritime industry, experience
their previews companies and abilities they have they can explore themselves. He stated
that effort, performance and motivation are linked in a person's motivation.

Efforts Performance Rewards

(Figure 1.6.2)

6
• Two Factor Theory
In 1959, Frederick Herzberg, a behavioral scientist proposed a two-factor theory or the
motivator-hygiene theory. According to Herzberg, there are some job factors that result
in satisfaction while there are other job factors that prevent dissatisfaction. According to
Herzberg, the opposite of “Satisfaction” is “No satisfaction” and the opposite of
“Dissatisfaction” is “No Dissatisfaction”.
In the Maritime Industry most important factor is the Hygiene factors for seafarer
which is essential for existence of motivation at workplace. These do not lead to positive
satisfaction for long-term. But if these factors are absent / if these factors are non-existent
at workplace, then they lead to dissatisfaction. This factor shows the company complete
scenario. In the Maritime industry most probably Indian and Asian countries seamen’s
motivational factors is growth and promotional opportunities, recognition,
meaningfulness of the work. These factors motivate the seafarer for a superior
performance. These factors are called satisfiers. These are factors involved in performing
the job. Seafarer fined these factors intrinsically rewarding. The motivators symbolized
the psychological needs that were perceived as an additional benefit.

(Figure 1.6.3)

7
Marketing Planning Strategy Assignment

The marketing planning deals with all the strategies used by the marketer in generating the
desirable responses in the customers and making the sales and revenues possible for the
company.

(Figure 1.6.4)

8
Impact of Westernization on Indian Culture
39025

Indian Culture, which is one of the oldest & richest cultures, is now days posing a serious threat
as western culture is establishing its strong base in India and slowly and gradually wiping the
Indian culture. It had already made its presence in Metro’s & now slowly heading towards other
parts of India.

Westernization has greatly affected our traditions, customs, our family and our respect and love
for others. The concept of joint families is fastly decreasing everyone wants to remain aloof from
others. Nobody now bother about others and only cares about himself which is totally
contradictory to our Indian culture which teaches to be a part of each other Joys and Sorrows to
celebrate the moments together and share the grief together. Slowly all our value for which India
has the pride is vanishing & western culture is taking its place. People are blindly following the
western culture without knowing its consequences.

Westernization has given rise to single families. Marriages are fastly breaking & our tolerance
and patience has given the answer. The most affected are our new blooms, which have sprouted
they find themselves stressed and isolated in this new atmosphere as there is no one to take care
of them. They will not get the care and love of their Grandparents and they find themselves in
crutches were some others will take care of them. It is very unfortunate that the new sprouts
remain untouched and cut off from our moral values and sanskaras. In today’s Scenario were
both husband & wife are working there is no one at home to look after them to inherit the
sanskaras in them as our elders who gives these sanskaras to their grand children are not with
them. To many cases it is not deliberate but in majority of case the children prefers to remain
away from their parents which is very unfortunate.

There’s no harm in taking good things from western but this does not mean that we should
completely adopt it and pretend to be western and misrepresent our identity. It is understandable
that India is growing in every field and there is necessity of knowing all the cultures and their
traditions. To some extent it is fine but we should not pretend that we dislike the Indian values
and likes only western culture. We have to preserve our identity. One thing should be always
kept in mind that western world is looking India for its honesty and its rich Cultural heritage.

9
It is shocking to see that Indians are forgetting their culture and western people are seeing India
for obtaining salvation. They are coming here for seeking the true peace, which is total absent
there. India has earned a good name in the field of Yoga and meditation were our gurus are
giving teachings to western countries how to relax themselves & how to keep themselves away
from disease were in India it is contradictory to it. People are only seeing money as necessity and
for the same they do any thing, which is very shocking.

It is very unfortunate that today’s generation has very little knowledge about their culture,
traditions & their roots. This is not their mistake but the mistake of their parents who does not
enlighten their children about their roots about their rich cultural heritage.

Contradictory to it Parents feel proud in giving the western Sanskaras to their children. Children
are brought up in this atmosphere. They are thus kept miles away from Indian culture. There is
no harm in giving the knowledge of other cultures and traditions as Indians have made their
presence in every part of world and it is very necessary that we should have knowledge of their
culture, traditions and their language. We should do but to the limit, which is really needed, and
also take care that our new sprouts are well versed with Indian culture and its values. It is the
responsibility of parents to inherit the same and for this it is very necessary that parents should
also be well versed with Indian culture and traditions.

No doubt the western culture is versatile and has taught to be self-independent but this does not
mean that we will forget our culture at all and blindly follow it. Since India has the tradition to
take good things from others but this does not mean that we will completely forget our values.
We should feel proud that we are Indian s and we have such a rich cultural heritage which is very
rare and should carry this forward and inherit the same to our New blooms who r going to be our
future.

10
VIEWS OF PEOPLE:

1. Yes, the effect of western culture has changed Indian youth a lot. It has its own positive &
negative side. To live in this competitive world we have to make our self compatible to adopt the
changing life style if it seems to be very comfortable. The effect of Western culture in Indian
youth can be seen in most of the actives as dressing, food habits, the way of moving with others
and even western dance has gained its popularity among Indian youth.
We people usually underestimate our country and overestimate foreign countries. Usually
we prefer to buy foreign products from perfume to car because we think those products were
more quality than ours. There is something to learn from the foreigners as keeping the
environment clean & not to throw the waste on the roadside. But we Indians follow these rules &
regulations in their country but forget to implement in our country. And in this mechanical world
we are slowly forgetting our traditional culture which may not be known to our future
generation. So, it is in the hand of Indian youth to suck only the needed things from the western
culture and leave the waste that is not needed.

2. One thing we have see when a person in saw industry can produce a errorless code why can’t
he make a country a clean free. The culture always lies in citizens. People always take things for
granted. They choose a method that is quite easy. For e.g. in joint family he has to adjust with
everybody but in the case of nuclear family he is free bird with less responsibility. If we citizens
are able to adapt easily to the western wear why we can’t follow the same culture in maintaining
the quality product, enjoying life-giving freedom for women and giving an equal respect to
others.

3. Yes we all know that Western Culture is affecting Indian Youth, but most of them are
interested to know about the latest trends and la test brands of clothes and cars released in to the
western market. But no one is interested to develop the same concept and Technology in India. If
you are really interested in getting addicted to the western culture, get to know about their
mannerism and neatness of the surroundings. Wearing jeans and minis is not enough to acquire
the western culture. What I suggest is to get to know about the western culture but that should

11
not affect our Indian culture in a bad way.

In my opinion the western culture has influenced us in many good ways like they have made us
move along with the world. Many of us think that if one is influenced by western culture its not
that you have to forget your culture. I think one is good enough to decide which is good or bad.
Western culture has never said to go to bars, to follow their dress codes it’s our understanding of
it, which makes it good or bad. Instead of taking bad things of it let us take good things out of it
like their communication skills, their technology etc. What I want to say nobody can be forced to
do things unless he wants to.
4. How there is head and tail for a coin, there is both positive and negative impact of western
culture on India and especially on Indian youth,
In past in India men were our traditional dresses, but now it is entirely changed, now the
Indian youth moving with jeans, t-shirts, minis, micros, etc., here we can proud of that western
culture, it bringing us with the fast moving world. But when we consider the pubs, it is the thing
to be strictly punished. In pubs both men and women are in drastic stage, by taking drugs, it
should be punished. And we need to felt sorry for that. And there r many things to be taken from
the western culture.

5. There has been an enormous amount of effect of western culture on us. it can be easily felt by
the food, attire and way of living of citizens. Especially on dresses it has made adverse effects.
so it is not good for our culture. Our young girls are wearing skirts, micros, and minis etc. which
excites the boys leading to some serious crimes such as rape etc. but on the flipper side the ways
of living has been greatly enhanced which is good for success and growth of the country and
helpful for it in heading towards super power ahead of usa. so i feel that it has both good and bad
effects

6. I strongly believe that there is a substantial influence of western culture on Indian youths.
Mere mention of the word 'India' signifies a place of cultural heritage as well as diversity. But
the cultural legacy that we are showing to the whole world is becoming a thing of history in
metropolitan cities.
On one side we enjoy our so-called rich culture and really admire it but on the other side
we find discotheques full of young guys and girls. Secondly, Joint family tradition; one of the
12
biggest assets of India is now vanishing under the shadow of the so-called western culture.
Nuclear families are taking place of many years' old values. Youth of today is more interested in
their privacy rather than enjoying their lives with others. Individualization has broken up the
joint family system, paving way for the youth to fall prey to drug addiction. This stage is the
most vulnerable period of life where the youth need guidance, counseling, education and care by
parents.
So how did we get part of their culture over here, you ask, their culture has become over
popularized here, through electronic media that everyone wants to be just like them. Because of
that India has lost her identity from all other countries. We’ve now become a copy – cat to all
other nations and we may lose our individuality. The reason is because, we want another image,
we don’t want to be the olden – day - traditional country, which still hasn’t become the so -
called ‘modern’, even in the 21st century. We don’t want to look like imposters to all other well
– developed countries. If you have ever thought of that, erase that thought because the image
we’ve got planted in our minds is terribly wrong. India is not an imposter to other nations, it
never has been, but will if the people of today continue to do everything they see on cable TV.
India is an independent country now and has been for a while, with no such problems.
The reason behind that is because our ancestors fought for us, so that we could have a future in
our own way, not with any other way, which we are not used to. I’m not saying that India should
stop everything they’ve learnt from western countries, but to have some individuality from other
nations and to set an example to the other 3rd world countries and give out the message that
there are other nations to set an example on.
So, for the people who fought for us, for India to keep her dignity and to be a leader to other
countries, we the people of today must be our own country and not be some other country, which
we’re not. Everyone is his or her own countryman - why can’t we be our own as well?

13
 Chapter 4: Research Methodology

This Chapter represented research method used description of the responds profile and sampling,
data, gathering procedure and statistical treatment of data.
The researchers use the same method of research in this study. Using this design provides
researchers with the ability to design a single research study that answers questions about both
the complex nature and aspects from the respondent’s point of view and the relationship between
measurable variables.
The purpose of this study is to understand an experience from the respondent’s point of
view. The focus is on the respondent’s perception of the event or situation and the study should
answer the question of the experiences.

4.1: Research Design

A research design can be regarded as an arrangement of conditions for collection in a
manner that aims at combining relevance with the research purpose. The present study is an
exploratory, descriptive and contextual qualitative study in reproductive health. The researcher
employed a phenomenological research design and methodology to achieve the objectives of this
study.
The study will employ a descriptive research design. The type of research design used in the
project was Descriptive research because it helps to describe a particular situation prevailing
within a company. Careful design of the descriptive studies was necessary to ensure the complete
interpretation of the situation and to ensure minimum bias in the collection of data.

14
 (Fig 4.1.1)
4.2: Sources of Data
Both Primary and Secondary data collection method are used in this project. Primary data
is data originated for the first time through direct efforts and experience, specifically for the
purpose of addressing his research problem. Also known as the first hand or raw data. Primary
data collection is quite expensive, as the research is conducted by the organization or agency
itself, which requires resources like investment and manpower. The data collection is under
direct control and supervision of the investigator.

The data can be collected through various methods like surveys, observations, physical
testing, mailed questionnaires, questionnaire filled and sent by enumerators, personal interviews,
telephonic interviews, focus groups, case studies, etc. There are various methods which are used
for collecting the data are as follows:

 Questionnaires: It is mostly used while doing the survey and the researcher collect the
data based on the questionnaires based on his/her research topic and it consists of Yes/No
questions and its responses are presented in the graph or table format (Sekaran and
Bougie 2010).
 Interviews: The interviews are the research methods which are used to collect the
relevant data from the experts or to get the in-depth information from the people related
to the research topic and there are different types of Interview methods such as focus
group, Structured and semi-structured (Sekaran and Bougie 2010). An interview involves

15
 a direct interaction and a personal contact with the participants (Fisher 2005; Wilson
2003).
 Observations: This is the method which involves in observing the behavioral pattern of
the target people, events or objects (Lambert &Loiselle, 2007).

 Case studies: Case studies is the qualitative research method which helps in giving the
real-life incidents or situations which also helps to get the detailed information about the
issues which are mentioned in the research paper (Tony Hak& Jan Dul 2007).

4.3: Data Collection ToolsandTechniques

Data gathering is the precise, systematic gathering of information relevant to the research
sub-problems, using methods such as interviews, participant observation, focus group discussion,
narratives and case histories.
The empirical phase, which involves the actual collection of data, is followed by
preparation for data analysis. Data collection begins with the researcher deciding from where and
from whom data will be collected.

16
 (Fig. 4.3.1)

The data collection methods that come under qualitative type include Interviews and Focus
Groups.

Data Collection Techniques Data Collection Tools

Case study Wikipedia

Survey Google Form

Observation Focus Group

17
  Qualitative data:

Qualitative data is mainly used to focus, use the data which is valid and makes it simple. The
other advantage of the qualitative date is to give the detailed description of the research and do
the analysis of the study. It was difficult for the researcher to conduct more interviews because of
lack of time and lack of availability.

Qualitative findings grow out of three kinds of data collection methods

1. In-depth, open-ended interviews. Interviews with open-ended questions are used
to collect in-depth responses about people’s experiences, perceptions, opinions,
feelings, and knowledge. Open-ended interviews are the most widespread
knowledge-producing technique in qualitative research.
2. Direct observation. Observation is a field work that involves collecting
impressions of the world in a systematic and purposeful way by using looking and
listening. Collected data are in the form of field notes that are rich and detailed
descriptions.
3. Written documents. Written documents contain data such as organizational
records, memorandums and correspondence, social publications and reports,
personal diaries, letters, and written responses to open-ended surveys.

Chapter 5: Data Analysis and Interpretation

The main goal of data analysis in market research is to gather information which links an
organization or firm to its market. In market research data from both primary and secondary
sources area analyzed. Primary data are collected and recorded for the specific research needs of
a particular firm or organization. Surveying using questionnaires is the most effective method for
collecting primary marketing data. Secondary marketing data are collected for general purpose
(census, government, reports and statistical yearbooks).

18
The survey was done for two focus group that is the candidates which we have in our data base
and other the clients which we deal with or work for.
Even case study was done with my personal experience while working during my summer
internship project.
I have shared two experience of case study in this chapter.

FOCUS GROUP

CLIENT CANDIDATE

(Fig 5.1)

5.1 SURVEY OF INTERVIWED CLENTS

Q1. HOW DO YOU OPERATE YOUR LOGISTICAL FUNCTION?

19
 RESULT
0%

20%

MARKET REQUIREMENT

45%
MIDDLE EAST AND EUROPE
COUNTRIES
NO PREFERANCE

35%

In this question we can see most of the clients are prefer and operate logistical function Market
requirement and the Middle East and Europe Countries.
Some of the Clients having no preference while operate the logistical function.

Q. 2 DO YOU MARKET AT ALL? IF YES, WHAT ACCORDING TO YOU IS THE MOST

EFFICIENT WAY?

20
 RESULT

20% 20%

INTERNET TECHNOLOGY

SOCIAL MEDIA
25% MOUTH ADVERTISEMENT
35%
E-MAIL MARKETING

In this question Most of the Clients are using Social Marketing for marketing purpose. As well as
Mouth Advertisement is also using 35% clients for marketing purpose.
Internet technology and E-mail Marketing is also use by some clients to Marketing purpose.

Q.3 ARE YOU PLANNING TO EXPAND YOUR BUSINESS?

21
 RESULTS
0%0%

7%

YES
NO

93%

In this question most of the Clients are want to expand their business in various cities as well as
countries.
Some of the clients are very comfort with what they having market and business. They don’t
want expand their business in various cities and countries.

Q 4. WHAT QUALITIES DO YOU LOOK FOR IN YOUR EMPLOYEES?

22
 RESULTS

35%
40% LOYAL TOWARDS WORK
EXPERIENCE
CREATIVE
PRODUCTIVE & INNOVATIVE

10%
15%

In this question Most of the clients preferred Productive and Innovative Employee qualities after
that loyal towards work is mostly preferred qualities.
Creative and Experienced employees are not mostly preferred by the clients.

Q 5. DO YOU THINK FRANCHISING HELPS THE BUSINESS TO INCREASE ITS

SUCCESS RATE?

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 RESULTS
0%

33%
YES
NO
MAYBE
67%
0%

In this question most of the clients are maybe thinking for franchising their business to
increasing their success rate.
Some of the clients are ready to franchising their business to increasing their success rate.

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Q 6. WHAT ARE THE KEY AREAS TO FOCUS ON IN TODAY'S MARKET IN ORDER TO
LEAD?

RESULTS
0%

25%
30% UNDERSTANDING /
STATISFYING NEEDS OF CLIENTS
MARKET & COMPETITOR
ANALYSIS
QUALITY

45%

In this question mostly clients are focused on marketing and competitive analysis after that
understanding and satisfying needs of clients.
Some clients are most focused on qualities.

5.2 SURVEY OF INTERVIWED CANDIDATE

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Q.1 WHY DID YOU CHOOSE MARINE INDUSTRY AS YOUR CAREER?

20%
INCOME
40%
CHANCE TO ROME THE WORLD
15% DREAM JOB
ALL THE REASON

25%

From the above result it seems that most of the candidate is looking for good salary package
along with the chance to Rome the world. This will help them to earn good along with having
wonderful experience of the world.
Since employment is very difficult these days this sector according to them was a secure and
adventurous career option. Though no doubt the work is difficult and continuous they get equal
opportunity to rest for few months and have a good experience abroad.

Q.2 WHAT TYPE OF VESSEL YOU ARE INTERESTED IN?

26
 RESULT
0%

20%

MAIN FLEET
50% OFF SHORE
ANY

30%

In this we can say that most of them are looking for main fleet because of higher salary package
as well as good experience and to gain knowledge.
Whereas who are interested in offshore their main concern is short period contract so that they
can spend good quality time with the family. As staying far away from family is also a matter of
concern to them.
And those who have no preference their main concern is to only have a good package and earn
money.

Q.3DO YOU HAVE ANY OTHER EXPERIENCE?

27
 RESULT
0% 0%

YES
NO
50% 50%

In this question we can see most of the seafarers having experience in the same sector as well as
half of the seafarers haven’t experience in the Maritime sector.
Those who having experience they are looking for better rank and salary package and their
availability and comfort zone.
Those who don’t having experience they are looking for new opportunities to explore themselves
in the Maritime sector.

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Q4. PREFERABLE COUNTRY TO TRADE.

RESULT

15%
24%
INDIA
ABROAD
NO PREFERRENCE

61%

The one who are opting for Indian trading are interested because of convenience in travelling
hometown. Also less time to travel their hometown.
The one looking for abroad is due to higher salary range and chance to learn new things and gain
more experience onboard.
Whereas those who have no preference are looking for only growth opportunity and nothing else.

Q.4 DIFFICULTIES FACED DURING TRADING?

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 RESULT

21% CREW ISSUE

36%
ACCIDENTAL ISSUE

CANNOT CONNECT TO FRIENDS

AND FAMILY
43%

Whiling doing this questioner survey I realized that life is not as easy as we think on ship for a
seaman.
They have to face various problems and most common was accident of Crane and Cargo, Which
is quiet scaring to hear.
Though due to updated technology nowadays crew can connect through Wi-Fi and be in touch
but still in many trading area there is no chance to connect sometimes.
Even when the crew is mixed from various countries it is difficult to work because of ego,
attitude or language barrier.

Q5. IS IT EASY TO DEAL WITH MIX CREW ON BOARD?

30
 RESULT

40%
YES
NO
60%

Here the most of the answer was that dealing with crew is only easy when they are ready to
understand keeping their attitude and ego aside.
It also depend on from where the crew are from if they are from India, England etc. their attitude
is totally different compared from Philippine, Indonesia and Ukraine as they are more hard
working and flexible rather than others.
Hence it’s not really easy to deal with mix crew because some are good in nature and some are
not, it all depends upon the personality of each.

Q6. AMONG WHICH COUNTRY’S CREW ARE EASY TO WORK WITH?

31
 RESULT

8%

16% PHILLIPHINE
INDONESIA
55% UKRAINE

21% INDIA

It was very strange that Indian crew were not as easy to work with because we as Indian has lots
of ego and attitude in us. Here I am not saying that all are same but most of them are. The
Philippine crew was most adjustable, calm, understanding and hard working.
Even their demand in Marine industry is on top as their salary expectation compare to Indians
are less. Then come Indonesia and then Ukraine. This crew is not only easy to deal with but their
demand in market is also high because of lower salary expectations.

Q.7 IS YOU READY TO NEGOTIATE WITH SALARY PACKAGE?

32
 RESULT

36%
YES
NO
64%

Most of them were ready to negotiate with the salary package, here the reason were mix few said
nowadays company cannot afford the package which they were getting few years back.
Other said they need more experience or they need to get promotion on rank so they can get
good rank experience hence they were ready to negotiate.
There were very few people who were not ready to negotiate with the salary because they might
have a good experience or due to family issue.

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Q8 ARE YOU READY TO NEGOTIATE WITH THE RANK?

RESULT

20%

YES
NO

80%

Most of the candidate were not ready to negotiate with the rank because they needed more rank
experience to get promote or get a good salary package.
Very few were ready to negotiate with the rank because for them sea experience was important
rather than higher rank to gain knowledge and get fully prepared for the future.
Even some of them said if they are getting good salary they are ready to negotiate with the rank
as for them only good package matters.

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 CHAPTER 6- CONCLSION AND SUGGESTIONS

6.1 Findings

 The maritime sector is one of the most demanding and complex of all economic sectors. It
is the major worldwide ‘engine’ linking all industries.
 The most preferred way for marketing is Social marketing.
 Most of the clients is key area focused is Marketing and competitive analysis.
 In the maritime industry most of the clients is ready to expand their business.
 Income is the most preferred key aspect of maritime business.
 Candidates are negotiated with their package but not with the rank.

6.2 Suggestion

 Target more companies who can provide better exposure and package to candidate.
 Need Improvement in social media marketing.
 Be aware about fake client and candidate documents and contracts.
 Always checked the process while dealing with clients and candidates i.e. agreement
paper, rules and regulation and contract period of the deal.
 Do not assume candidate seniority is related to years of experience.

35
6.2 Limitations

 Every research has its limitations. In designing the study the researcher attempted to be as
scientific possible, the present study nevertheless has some limitations.
 This survey was done via personal experience while doing SIP. This helped a lot to
understand and analyze the marketing strategies.
 Clients & Candidate were not entertaining for the survey much.

6.4Conclusion

 After studying all the factors of theMaritime Industry is a vital part of the global freight
transportation system. The industry accounts for transporting 90% of the world trade.
 Government of India is targeting to make the country the first in the world to operate all
12 major domestic government ports on renewable energy.
 With rising demand for port infrastructure due to growing imports (crude, coal) and
containerization, public ports (major ports) will fall short of meeting demand.
 Maritime activities therefore continue to expand, bringing benefits for people across the
world thanks to a growing efficiency of technical and human resources.
 The merchant navy, offshore oil sector, commercial fishery and cruise companies are part
of the industry of the future, and the maritime sector is already a key catalyst for socio-
economic development and international competitiveness in a changing world, with new
companies and organizations emerging and establishing operations in Europe, Asia and
North America.

36
 Chapter 7: Learning Experience from the project

 Gain a valuable work experience and experienced new work environment in an

organization.

 Learned Respect towards professionalism.

 Help a lot to boost self-confidence by working in an organization.

 Got an adequate knowledge about the ship industry, vessels, seafarer etc.

 Learned about various process of marketing strategy used for crewing.

 Since the topic was slightly different it helped me to do a proper research while doing my
SIP which enhanced my knowledge in Marketing Sector.

37
 BIBLIOGRAPHY

[1] International Shipping Chamber of Shipping

[2] Directorate General of Shipping Website

[3] Maritime Sector

[4] Shipping Sector Analysis Report

[5] Kishore Jayaraman, President, Rolls-Royce, India. & South Asia.

[6] Midshipmite Recruitment Pvt. Ltd. Website

[7] Kothari, C.R (1980). Research Methodology: Research and techniques, New Delhi: New Age
International Publishers.

[8] Brink & Wood 1998: 246, Burns and Grove 2003:374-374

[9] Carr, L. T. (1994). The strengths and weaknesses of quantitative and qualitative research:
What method for marketing? Journal of Advanced marketing, 20(4), 716-721.0)

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