Pricing mix in marketing

This Presentation discuss about Second Element of Marketing Mix i.e. Pricing. The module covers topic like Pricing Concepts, Pricing Definition, Role of Pricing Mix, Pricing Objectives, Pricing Methods, Importance of Pricing in Marketing and Factors Influencing/Affecting Pricing Decisions.

1. Pricing Mix in Marketing Prepared By Jitendra Patel Assistant Professor Prestige Institute of Management and Research, Indore

2. Module 1. Pricing Concepts 2. Pricing Definition 3. Role of Pricing Mix 4. Pricing Objectives 5. Pricing Methods 6. Importance of Pricing in Marketing 7. Factors Influencing/Affecting Pricing Decisions 7.1 Internal Factors 7.2 External Factors 13/10/2019 2 Jitendra Patel, Assistant Professor, PIMR, Indore

3. Pricing Price is all around us. 13/10/2019 3 Jitendra Patel, Assistant Professor, PIMR, Indore

4. Pricing Concept Price is the value that customers give up or exchange to obtain a desired product. Price is the only element of the marketing-mix that directly affect the income of the organization. Companies with a higher volume of sales and lower profit margin, a small mistake in pricing-decision may affect it’s whole existence. For similar or modified product categories, it is possible to look at competitor’s price and market situations before making any decision. Price is equivalent to the total product offering (brand name, a packaging, product benefits, after sales services, delivery, credit , etc.). 13/10/2019 4 Jitendra Patel, Assistant Professor, PIMR, Indore

5. Pricing You pay rent for your apartment, tuition for your education, and a fee to your dentist or physician. The airline, railways, taxi and bus companies charge you a fare; the local utilities call their price a rate; and the local bank charges you interest for the money you borrow. The guest lecturer is paid an honorarium 13/10/2019 5 Jitendra Patel, Assistant Professor, PIMR, Indore

6. Pricing Method adopted by a firm to set its selling price. It usually depends on the firm's average costs, and on the customer's perceived value of the product in comparison to his or her perceived value of the competing products. 13/10/2019 6 Jitendra Patel, Assistant Professor, PIMR, Indore

7. Price brings in the revenues This is the only element in the marketing mix that brings in the revenues. All the rest are costs Price communicates the value positioning of the product. 13/10/2019 7 Jitendra Patel, Assistant Professor, PIMR, Indore

8. Pricing A firm must set a price for the first time when It develops a new product It introduces its regular product into a new distribution channel or geographical area It enters bids on new contract work ( as in Industrial Sale ) 13/10/2019 8 Jitendra Patel, Assistant Professor, PIMR, Indore

9. Pricing A company must set its price in relation to the value delivered and perceived by the customer 13/10/2019 9 Jitendra Patel, Assistant Professor, PIMR, Indore

10. Pricing 13/10/2019 10 Jitendra Patel, Assistant Professor, PIMR, Indore

11. Pricing 13/10/2019 11 Jitendra Patel, Assistant Professor, PIMR, Indore

12. Price = Cost + Profit 13/10/2019 12 Jitendra Patel, Assistant Professor, PIMR, Indore

13. Pricing Definition According to W.J. Stanton: “Price is the amount of money which is needed to acquire a product.” Economists defines price as: “ The exchange value of a product or services always expressed in money.” According to Manufacturer or Producer : “Price represents quantity of money (or goods or services in a barter trade) received by the firm or seller.” And, According to a Consumer: “Price is an agreement between seller & buyer concerning what each as to receive.” Therefore, conceptually, it is: Price = Quantity of money received by the seller Quantity of goods & services received by the buyer. 13/10/2019 13 Jitendra Patel, Assistant Professor, PIMR, Indore

14. Role of Price-Mix Price plays an important role in the marketing of a product. After developing a product, the next step of the company is fixing the price of the product so as to market the product effectively to earn profits. The basis of competition in the market for a product is mostly its price. At the same time price affects the total sales, total revenue and the total profit of the organization. Price represents the value of the market offering to the buyers. Price can affect the demand of the product. Also price indicate the quality of the product. A buyer's decision is largely influenced the price of the product. A company can increase and reduce the demand of a product through pricing. Pricing can also regulate the competition in the market. As an instrument, it is a big gun and it should be triggered exclusively by those who are familiar with its possibilities and the dangers involved. It is so because; the damage done by improper pricing may completely sap the effectiveness of the well-conceived marketing programme. It may defame even a good product and fame well a bad product too. 13/10/2019 14 Jitendra Patel, Assistant Professor, PIMR, Indore

15. Pricing policy (Factors ) Selecting the pricing objective Determining demand Estimating costs Analyzing competitors – costs, prices, offers Selecting a pricing method Selecting the final price 13/10/2019 15 Jitendra Patel, Assistant Professor, PIMR, Indore

16. The pricing objective The company first decides where it wants to position its market offering. The objective could be :- 13/10/2019 16 Jitendra Patel, Assistant Professor, PIMR, Indore

17. PRICING OBJECTIVES 13/10/2019 17 Jitendra Patel, Assistant Professor, PIMR, Indore

18. Profits-related Objectives Profit has remained a dominant objective of business activities. i. Target Return on Investment/Target Result:- Most companies want to earn reasonable rate of return on investment. Target return may be: (1) fixed percentage of sales, (2) return on investment, or (3) a fixed rupee amount. Company sets its pricing policies and strategies in a way that sales revenue ultimately yields average return on total investment. For example, company decides to earn 20% return on total investment of 3 crore rupees. It must set price of product in a way that it can earn 60 lakh rupees. ii. Maximization of Profit:- This objective is aimed at making as much money as possible. Company tries to set its price in a way that more current profits can be earned. However, company cannot set its price beyond the limit. But, it concentrates on maximum profits. PRICING OBJECTIVES 13/10/2019 18 Jitendra Patel, Assistant Professor, PIMR, Indore

19. Sales-related Objectives The main sales-related objectives of pricing may include. To increase Sales volume/Sales Growth: Company’s objective is to increase sales volume. It sets its price in such a way that more and more sales can be achieved. It is assumed that sales growth has direct positive impact on the profits. So, pricing decisions are taken in way that sales volume can be raised. Setting price, altering in price, and modifying pricing policies are targeted to improve sales. ii. Increase in Market Share: Sometimes, price are taken as the tool to increase its market share. When company assumes that its market share is below than expected, it can raise it by appropriate pricing; pricing is aimed at improving market share. 13/10/2019 19 Jitendra Patel, Assistant Professor, PIMR, Indore

20. Status-Quo related Objectives It seeks to avoid unfavorable govt. actions, minimize effects of competitor actions, maintain good channel relations and stabilize prices. i . Stability in Price:- Price stabilization is attained by fixing prices in such a manner that the prices are not allowed to rise beyond a point, while during a business prices are not allowed to fall below a particular level. This objective is usually suitable for public sector companies in order to provide stability to economy. ii. To meet/prevent Competition:- For a marketing company which is a price leader, the objective to prevent competition is relevant when it desires to initiate price changes in such a way so as to discourage competitors from entering into the industry. iii. Survival and Growth:- Finally, pricing is aimed at survival and growth of company’s business activities and operations. It is a fundamental pricing objective. Pricing policies are set in a way that company’s existence is not threatened. 13/10/2019 20 Jitendra Patel, Assistant Professor, PIMR, Indore

21. The pricing Methods 13/10/2019 21 Jitendra Patel, Assistant Professor, PIMR, Indore

22. Cost based pricing Selling price = Total cost of product + profit margin 13/10/2019 22 Jitendra Patel, Assistant Professor, PIMR, Indore

23. Value Based Pricing Value-based pricing (VBP) is about setting a price to capture the value that a potential customer receives. Here are the steps: Identify your customer’s second best option. If your customer won’t buy your product or service, then what would he or she choose? Determine the price of the second best option. List all of the ways that your offering is better than the second best option. Estimate how much you think these differences are worth to your customers? List all of the ways that the second best offering is better than yours. Be very honest here. How much do you think these are worth to your customers? To calculate the best price — take the price of the second best option (step 2 above) plus the value of your advantages (step 3) minus the value of the second best option’s advantages (step 4). Price = step 2 + step 3 – step 4 13/10/2019 23 Jitendra Patel, Assistant Professor, PIMR, Indore

24. Pricing Strategies Premium Pricing –  Used when  a product is considered unique  and where a substantial competitive advantage  exists.  Premium  pricing  is associated with luxury brands like Louis Vuitton , Jaguar, and Rolex 13/10/2019 24 Jitendra Patel, Assistant Professor, PIMR, Indore

25. Pricing Strategies Price Skimming  – In this instance, a high price is set because you have a substantial competitive advantage, but know that the advantage is not sustainable. The high price tends to attract new competitors into the market, and the price inevitably falls due to increased supply.  13/10/2019 25 Jitendra Patel, Assistant Professor, PIMR, Indore

26. Pricing Strategies Penetration Pricing —  Charged for products and services is  set artificially low in order to gain market share . Once this is achieved, the price is increased. This approach was used by France Telecom and Sky TV 13/10/2019 26 Jitendra Patel, Assistant Professor, PIMR, Indore

27. Pricing Strategies Economy Pricing —  This is a  no-frills low price . The cost of marketing and manufacture are kept at a minimum. Supermarkets often have economy brands for soups, biscuits, etc 13/10/2019 27 Jitendra Patel, Assistant Professor, PIMR, Indore

28. 13/10/2019 28 Jitendra Patel, Assistant Professor, PIMR, Indore

29. Pricing Methods/Techniques 13/10/2019 29 Jitendra Patel, Assistant Professor, PIMR, Indore

30. 1). MARK-UP PRICING :- It involves adding a standard markup (profit) to the cost of the product. This method is generally used on seasonal items, slower moving items, items with high storage. Ex. :- Prescription Drugs. 13/10/2019 30 Jitendra Patel, Assistant Professor, PIMR, Indore

31. 2). TARGET-RETURN PRICING :- (Basis Return On Investment). , (Profit- On Overall ROI). Ex.:- Restaurant or Services. In this method, the firm determines the price that would yield its target rate of return on investment . Target Return Price : Suppose the toaster manufacturer has invested Rs. 1 million in the business & wants to set a price to earn a 20% ROI ; Expected Unit Sales = 50,000 : specifically Rs. 2,00,000. The Target Return Price is : Target Return Price = Unit Cost(p.u.)+ Desired Return*Invested Capital Unit Sales. = Rs.16 + 0.20 * Rs. 1,000,000 = Rs. 20 . 50,000 . 13/10/2019 31 Jitendra Patel, Assistant Professor, PIMR, Indore

32. 3). PERCEIVED VALUE PRICING :- Ex. :- Perfumes , Nike’s T-shirts. In this method , price of the product is set on the basis of buyer’s perception of value rather than on the seller’s cost . Perceived value is made of several elements such as ; image of the product, quality , firm’s reputation , trust worthiness , etc. 13/10/2019 32 Jitendra Patel, Assistant Professor, PIMR, Indore

33. 4). VALUE – PRICING :- (More benefits at less cost). In this method, the company win loyal customers by offering them high quality products at fair price. Ex. :- In India ; Big Bazaar, Bata, Peter England fall in this category. Every Day Low Pricing (EDLP) : The seller charges constant low price with little or no promotions and discounts. High Low Pricing : The seller charges price on everyday basis but runs frequent promotions in which prices are temporarily lowered below EDLP Level. 13/10/2019 33 Jitendra Patel, Assistant Professor, PIMR, Indore

34. 5 ). GOING – RATE PRICING :- The firm sets the price of the product on the basis of competitor’s price . The firm might charge the same, more or less than the competitors . Ex. :- In oligopolistic industries that sell a commodity such as: steel, paper or fertilizer , all firms normally charge the same price . 6). SEALED-BID AUCTION PRICING :- This method is used when firm bid for a jobs . The firm quotes the price based on the estimation of the competitor’s quote for price . Ex. :- Auction for the tenders for the contracts like: road constructions or auction for taking the building contracts , etc . 13/10/2019 34 Jitendra Patel, Assistant Professor, PIMR, Indore

35. Importance of Pricing in Marketing Price is the Pivot of an Economy. In the economic system, price is the mechanism for allocating resources and reflecting the degrees of both risk and competition. In an economy particularly free market economy and to a less extent in controlled economy, the resources can be allocated and reallocated by the process of price reduction and price increase. Price policy is a weapon to realize the goals of planned economy where resources can be allocated as per planned priorities. Price regulates demand The power of price to produce results in the market place is not equalled by any other component in the product-mix. Marketing manager can regulate the product demand through this powerful instrument. Price increases or decreases the demand for the products. To increase the demand, reduce the price and increase the price to reduce the demand. Price has a special role to play in developing countries where the marginal value of money is high than those of advanced nations. De-marketing strategy can be easily implemented to meet the rising demand for goods and services. Price is competitive weapon Price as a competitive weapon is of paramount importance. Any company whether it is selling high or medium or low priced merchandise will have to decide as to whether its prices will be above or equal to or below its competitors. This is a basic policy issue that affects the entire marketing planning process. Secondly, price does not stand alone as a device for achieving a competitive advantage. 13/10/2019 35 Jitendra Patel, Assistant Professor, PIMR, Indore

36. Importance of Pricing in Marketing Price is the determinant of profitability Price of a product or products determines the profitability of a firm, in the final analysis by influencing the sales revenue. In the firm, price is the basis for generating profits. Price reflects corporate objectives and policies and it is an important ingredient of marketing mix. Price is often used to off-set the weaknesses in other elements of the marketing-mix. Price is a decision input In the areas of marketing management, countless and crucial decisions are to be made. Comparatively marketing decisions are more crucial because, they have bearing on the other branches of business and more difficult as the decision-maker is to shoot the flying game in the changing marketing environment. 13/10/2019 36 Jitendra Patel, Assistant Professor, PIMR, Indore

37. Importance of Pricing Pricing has a direct impact on a company's revenue, and thus profit, setting the right price is essential to a company's success. FROM THE ECONOMIC POINT OF VIEW FROM THE ORGANIZATION POINT OF VIEW FROM THE CUSTOMER POINT OF VIEW FROM THE SOCIAL POINT OF VIEW 13/10/2019 37 Jitendra Patel, Assistant Professor, PIMR, Indore

38. ( A). From The Economic Point Of View : It is very important as it influences wages, rent, interest and profits . It also functions as a regulatory factor as it allocates scarce resources. It will move forward or backward with changing supply & demand conditions . (B). From The Customer Point Of View : Price Affects Perception of Quality:- For those products whose quality cannot be judged by physical inspection, consumers tend to related quality with the price being asked. For Ex.:- If a saree is being sold for Rs.1200 its quality will be thought to be superior to one being sold for Rs.800 . a 13/10/2019 38 Jitendra Patel, Assistant Professor, PIMR, Indore

39. (C). From The Organization Point Of View : Price affects Profits:- Price has direct bearing on profit. & Price affects Demand:- There is normally inverse relationship between demand & price . If price goes up , demand falls and vice-versa. Price affects Company’s Competitive Position & Market Share:- Many firms go for a non-price competition based on quality & feature of the product. Some producers on the other hand, try to increase their sales & market share by under pricing their competitors. (D). From The Social Point Of View : Value Like in Price Level brings Social Disapproval:- If prices of consumption goods rise very high the common man can’t afford to buy them. In such a situation consumer resistance movements would gain momentum & even govt. intervention can be sought to rectify matters. Profit = Revenue - Cost Revenue = Price * Quantity Sold 13/10/2019 39 Jitendra Patel, Assistant Professor, PIMR, Indore

40. Factors Influencing/Affecting Pricing Decisions 13/10/2019 40 Jitendra Patel, Assistant Professor, PIMR, Indore

41. Internal Factors 1. Cost :- While fixing the prices of a product, the firm should consider the cost involved in producing the product. This cost includes both the variable and fixed costs. Thus, while fixing the prices, the firm must be able to recover both the variable and fixed costs. 2. The predetermined objectives:- While fixing the prices of the product, the marketer should con­sider the objectives of the firm. For instance, if the objective of a firm is to increase return on investment, then it may charge a higher price, and if the objective is to capture a large market share, then it may charge a lower price. 3. Image of the firm:- The price of the product may also be determined on the basis of the image of the firm in the market. For instance , HUL and Procter & Gamble can demand a higher price for their brands, as they enjoy goodwill in the market. Factors Influencing/Affecting Pricing Decisions 13/10/2019 41 Jitendra Patel, Assistant Professor, PIMR, Indore

42. 4. Product life cycle:- The stage at which the product is in its product life cycle also affects its price. For instance, during the introductory stage the firm may charge lower price to attract the custom­ers, and during the growth stage, a firm may increase the price. 5. Credit period offered:- The pricing of the product is also affected by the credit period offered by the company. Longer the credit period, higher may be the price, and shorter the credit period, lower may be the price of the product. 6. Promotional activity:- The promotional activity undertaken by the firm also determines the price. If the firm incurs heavy advertising and sales promotion costs, then the pricing of the product shall be kept high in order to recover the cost. 13/10/2019 42 Jitendra Patel, Assistant Professor, PIMR, Indore

43. B. External Factors: 1. Competition:- While fixing the price of the product, the firm needs to study the degree of competi­tion in the market. If there is high competition, the prices may be kept low to effectively face the competition, and if competition is low, the prices may be kept high. 2. Consumers:- The marketer should consider various consumer factors while fixing the prices. The consumer factors that must be considered includes the price sensitivity of the buyer, purchasing power, and so on. 3. Government control:- Government rules and regulation must be considered while fixing the prices. In certain products, government may announce administered prices, and therefore the mar­keter has to consider such regulation while fixing the prices. 13/10/2019 43 Jitendra Patel, Assistant Professor, PIMR, Indore

44. Factor Influencing Pricing 13/10/2019 44 Jitendra Patel, Assistant Professor, PIMR, Indore

45. Internal Factor 1. Organizational factors: Organizational factors refer to the internal arrangement or mechanism for decision making and its implementation. These arrangements differ widely from concern to concern at the different times in an organization. 2. Marketing mix: Though price is an important component of marketing mix, other components cannot be niggard. Any shift or change in any one of the elements has an immediate effect on the other three elements. Therefore, pricing decisions must be seen not in isolation but as a part of total marketing strategy and should avoid conflict with other elements namely, product, promotion and place. 13/10/2019 45 Jitendra Patel, Assistant Professor, PIMR, Indore

46. Internal Factor 3. Product differentiation: The technique of product differentiation gives much lee-way to the firm in setting prices for the products if done better than the competitors. Product differentiation is the ability of a manufacturer to make his product distinctive from others in the market. This differentiation is relevant to consumer and may be real or imaginary but is meaningful. 4. Product Costs: It is but natural that most of us think that price of a product or a service is determined by costs solely. That is, price is cost plus plan. Costs have relevance if market demand and competition are taken into account. That is, production costs merely determine the business existence and it is the demand and the competition that determine the price. Precisely, it is the market that sets the price and not product costs. There is nothing wrong if it is said that it is price that determines the costs. 13/10/2019 46 Jitendra Patel, Assistant Professor, PIMR, Indore

47. Internal Factor 5. Product life-cycle: The pricing policy followed is to be commensurate with the age of the product. That is, in what stage of the life- cycle the product is, that is going to decide the pricing policy to be followed. In the product introduction stage, the policy followed is .one of market penetration. That is, the prices are to be the lowest possible. This builds goodwill. In the growth stage, prices can be raised to the extent tolerated by the consumers. In the third stage the stage of product maturity prices can be raised by following the policy of market skimming. However, it should be done with utmost care as competitors are in action. In the decline stage, the prices are to be reduced to maintain the demand. Thus, it is the stage of the product life-cycle in which the product is treading through that determines the exact nature of price policy in a given concern. 13/10/2019 47 Jitendra Patel, Assistant Professor, PIMR, Indore

48. 6. Pricing objectives: A price policy is the means to achieve the price goals so set. Therefore, the nature of pricing policy is dictated by the objective or set of objectives to be attained as set by the top management authorities. It is these pricing objectives that provide the focus for framing policies and strategies. Though a firm has a basic pricing objective or set of objectives for its product lines, each product is likely to have a specific pricing objective. Therefore, a firm is expected to define its price goals in clear-cut terms so that they are accepted and acted upon. 7. Functional position: Functional position of the manufacturer, wholesaler and retailer has its own impact on firm’s pricing policy. If the firm has a longer channel of distribution, the product price for the consumer is bound to be higher than in case of a smaller channel. From this, one should not jump to the conclusion that such a channel should be kept quite limited to reduce the costs so that the consumers get the products at minimum price. 13/10/2019 48 Jitendra Patel, Assistant Professor, PIMR, Indore

49. External Factor ( 1) Demand (2) Competition (3) Economic conditions (4) Governmental regulations (5) Ethical considerations (6) Suppliers and buyer behaviour . 13/10/2019 49 Jitendra Patel, Assistant Professor, PIMR, Indore

50. External Factor 1. Product demand: Demand is the single most imported factor having tremendous impact on price, pricing policy and strategy followed by the firm. It is the nature and the magnitude of the demand that are more relevant to product pricing. The demand may be elastic or inelastic or perfectly elastic or perfectly inelastic. The pricing decision will vary depending on the exact nature and the extent of elasticity. Like A perfect elastic condition brings about more than proportionate increase in demand with a slight fall in the market price. Thus, 5 per cent fall in price brings about say 30 per cent increase in demand. In case of elastic demand normally called as unit elasticity a 10 per cent fall in price would bring 10 per cent rise in demand. In case the situation is that of perfect inelasticity, even the substantial fall in price would not pull up the demand. Say, 25 per cent fall in price brings 1 per cent rise in demand. In case of inelasticity, the severity is reduced. 13/10/2019 50 Jitendra Patel, Assistant Professor, PIMR, Indore

51. External Factors 2. Competition: Knowing one’s competitors is critical to successful marketing planning. The firm should constantly compare its products, prices, channels and promotion with those of competitors. The company is supposed to know as to who are its competitors? What are their objectives? What are their strategies? What are their strengths and weaknesses? And what are their reaction patterns? 13/10/2019 51 Jitendra Patel, Assistant Professor, PIMR, Indore

52. External Factor 4. The buyer behaviour : Buyers, here, we mean both business buyers and final users. The composition of these buyers and their behaviour has definite impact on the pricing decisions of the firm. Generally, if the buyers are more in number and smaller in strength, lesser will be the impact on the company pricing as they are too small to influence unless they are well organized. On the other hand, a few buyers but large users have profound influence on the pricing decisions. Again, the pricing policy to be followed would be different in case of industrial users and the final users. The firm cannot have the same or identical price policy for both the classes of consumers. The study of buyer behaviour both individual and organisational is also of much relevance that provides focus for the price fixation as it highlights the buyer reactions. In short, the decision-makers are to be aware of both controllable and uncontrollable factors that have far reaching impact on the price decisions of the firm. It is worth pondering here that pricing is but one component of marketing strategy and to attain the best results, all the components are to be carefully coordinated in the process of formulation and implementation 13/10/2019 52 Jitendra Patel, Assistant Professor, PIMR, Indore

53. External Factors 3. Economic conditions: The economic conditions prevailing in the country or a region are having decisive impact on firm’s pricing policy. If the economic climate is good, and invigorating, generally the demand for and sales of a product or products increases. A period of prosperity and happiness brings monetary satisfaction to the people. However, boom period encourages competitors to enter the line to take advantage of profit margin. This leads to keen competition. Generally, the established competitors are having greater flexibility as they chewed the prosperity. However, when high inflationary trends prevail, there will be repositioning with further hike in prices. However, this boom period is not bestowed permanently. Any hike in these will shoot up the cost of manufacturers. 13/10/2019 53 Jitendra Patel, Assistant Professor, PIMR, Indore

54. 4. Economic conditions :- The marketer may also have to consider the economic condition prevail­ing in the market while fixing the prices. At the time of recession, the consumer may have less money to spend, so the marketer may reduce the prices in order to influence the buying decision of the consumers. 5. Channel intermediaries:- The marketer must consider a number of channel intermediaries and their expectations. The longer the chain of intermediaries, the higher would be the prices of the goods. 13/10/2019 54 Jitendra Patel, Assistant Professor, PIMR, Indore

55. References Aakar , D. A. (2012), “Strategic Market Management” 9 th Edition, New Delhi, India, Wiley India. D. Chandra Bose (2010.) “Modern Marketing Principles and Practices” PHI Learning, 1st Edition.    O. C. Ferrell  and Michael Hartline (2012 ). “ Marketing Strategy, Text and Cases ”   , South Western Cengage Learning, sixth edition. Philip Kotler , Kelvin Lane, Keller, Abraham Koshi , Mitihlesh Jha .(2011), Principles of Marketing Management, South Asian Perspective, Pearson Education, 14th Edition. S. M. Jha . (2011), “Services Marketing”, Himalaya Publishing House, 7th Edition, New Delhi. 13/10/2019 55 Jitendra Patel, Assistant Professor, PIMR, Indore

56. Thanks 13/10/2019 56 Jitendra Patel, Assistant Professor, PIMR, Indore