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ABSTRACT

Distribution channels are behind every product and service that consumers and
business buyers purchase every where. Usually, combination on institutions
specializing in manufacturing, wholesaling, retailing and many other areas join force in
Distribution channels.

A Distribution channels are a set of inter dependent organization involved in the


process of making a product or service available for use or consumption.

Distribution channels decisions play a role of Strategic importance in the overall


presence and success a company enjoys in the market palace.

This project report entitled “A Study on Distribution Channel with Special


Reference to Life time wire kitchen hardware in a’bad District”. To determine the
dealer satisfaction of the product and future demands, needs, wants.

The study starts with an introduction of the Distribution Channel, company


profile, important of the Study, Review of Literature and objectives are set out for the
study. Research methodology, data analysis and interpretation, findings and
suggestions of the study follow.

The response given by the dealers and analyzed and interpret using different
types of statistical tool such as percentage analysis, chi-square method.
CHAPTER - I

INDRODUCTION

Place, Distribution, Channel, or Intermediary.

A channel of distribution comprises a set of institutions which perform all of the


activities utilized to move a product and its title from production to consumption.

Bucklin - Theory of Distribution Channel Structure (1966)

Another element of Neil H.Borden's Marketing Mix is Place. Place is also


known as channel, distribution, or intermediary. It is the mechanism through which
goods and/or services are moved from the manufacturer/ service provider to the user or
consumer.

There are six basic 'channel' decisions:

• Do we use direct or indirect channels? (e.g. 'direct' to a consumer, 'indirect' via a


wholesaler)
• Single or multiple channels
• Cumulative length of the multiple channels
• Types of intermediary (see later)
• Number of intermediaries at each level (e.g. how many retailers in Southern
Spain).
• Which companies as intermediaries to avoid 'intrachannel conflict' (i.e.
infighting between local distributors)
Selection Consideration - how do we decide upon a distributor?

 Market segment - the distributor must be familiar with your target consumer
and segment.
 Changes during the product life cycle - different channels can be exploited
at different points in the PLC e.g. Foldaway scooters are now available
everywhere. Once they were sold via a few specific stores.
 Producer - distributor fit - Is there a match between their polices, strategies,
image, and yours? Look for 'synergy'.
 Qualification assessment - establish the experience and track record of your
intermediary.
 How much training and support will your distributor require?

Types of Channel Intermediaries.

There are many types of intermediaries such as wholesalers, agents, retailers,


the Internet, overseas distributors, direct marketing (from manufacturer to user without
an intermediary), and many others. The main modes of distribution will be looked at in
more detail.

1. Channel Intermediaries - Wholesalers

• They break down 'bulk' into smaller packages for resale by a retailer.
• They buy from producers and resell to retailers. They take ownership or 'title' to
goods whereas agents do not (see below).
• They provide storage facilities. For example, cheese manufacturers seldom wait
for their product to mature. They sell on to a wholesaler that will store it and
eventually resell to a retailer.

• Wholesalers offer reduce the physical contact cost between the producer and
consumer e.g. customer service costs, or sales force costs.

• A wholesaler will often take on the some of the marketing responsibilities.


Many produce their own brochures and use their own telesales operations.
2. Channel Intermediaries - Agents

• Agents are mainly used in international markets.

• An agent will typically secure an order for a producer and will take a
commission. They do not tend to take title to the goods. This means that capital
is not tied up in goods. However, a 'stockiest agent' will hold consignment stock
(i.e. will store the stock, but the title will remain with the producer. This
approach is used where goods need to get into a market soon after the order is
placed e.g. foodstuffs).

• Agents can be very expensive to train. They are difficult to keep control of due
to the physical distances involved. They are difficult to motivate.

3. Channel Intermediaries - Retailers

• Retailers will have a much stronger personal relationship with the consumer.
• The retailer will hold several other brands and products. A consumer will expect
to be exposed to many products.

• Retailers will often offer credit to the customer e.g. electrical wholesalers, or
travel agents.

• Products and services are promoted and merchandised by the retailer.

• The retailer will give the final selling price to the product.

• Retailers often have a strong 'brand' themselves.

4. Channel Intermediaries - Internet

• The Internet has a geographically disperse market.

• The main benefit of the Internet is that niche products reach a wider audience
e.g. Scottish Salmon direct from an Inverness fishery.
• There are low barriers low barriers to entry as set up costs are low.

• Use e-commerce technology (for payment, shopping software, etc)

• There is a paradigm shift in commerce and consumption which benefits


distribution via the Internet

1.1 IMPORTANTS OF THE STUDY

 The study is very significant to understand the distribution channels.

 The study is important to know the dealers satisfaction level for the dealership.

 The study is important to know the dealers satisfaction level in the price of the
kitchen hardware.

 The study is important to know the dealers preference for the quality.

 The study is very important to know the sales volume.

 The study is also analyses the effective media for improving the sales.

 The study is important to know availability of the kitchen hardware.

 The study is important to know margins in the kitchen hardware.


1.2 COMPANY PROFILE

BOARD OF DIRECTORS:

Mr. Kumara Mangalam Birla, Chairman

Mrs. Rajashree Birla

Mr. M.L.Apte

Mr. B.V.Bhargava

Mr. R.C.Bhargava

Mr. Y.P.Gupta

Mr. Cyril Shroff

Mr. S.G.Subhramanyan

Mr. Shailendra K.Jain (Whole-time Director)

Mr. D.D.Rathi (Whole-time Director)

Mr. S.B.Mathur

BUSINESS HEADS:

Mr. Shailendra K.Jain, Viscose staple fibre

Mr. Saurabh Misra, cement

Mr. Ravi Kastia, Sponge iron

Mr. S.K.Saboo, Textiles, Spinning

Mr. Vikram Rao, Textiles, Fabrics


Mr. K.K.Maheshwari, Chemicals

WHOLE-TIME DIRECTOR AND CHIEF FINANCIAL OFFICER:

Mr. D.D.Rathi

COMPANY SECERETARY:

Mr.Ashok Malu

1.3 PRODUCT PROFILE:

Cement is the basic binding material, which is used for construction purpose
and it is a commodity which has become a part of our life and will find demand till
time stands still.

The Indian cement industry is on a roll. Riding on increased activity in real


estate, cement production has registered a growth of 7.24 per cent in April, 2005, at
11.41 million tones as against 10.49 million tones in the corresponding period a year
ago.

The growth trend has been on for some time now. In the April-January 2004-05
period, the sector registered a rise of 7.1 per cent, producing 108.06 million tones. If
these trends are anything to go by, it will not be long before the sector meets the
production target of 133 million tones set by the government in the fiscal 2004-05.

During the Tenth Plan, the industry, which is ranked second in the world in
terms of production, is expected to grow at 10 per cent per annum adding a capacity of
40-52 million tones, according to the annual report of the Department of Industrial
Policy and Promotion (DIPP). The report reveals that this growth trend is being driven
mainly by the expansion of existing plants and using more fly ash in the production of
cement.

A number of cement industry leaders have reported increase in dispatches


ranging from 5.44 per cent to around 10 per cent for the year ended March 31, 2005.
 Associated Cement Companies said its dispatches of 16.569 million tones are
the highest it has ever achieved. Yearly dispatches showed an increase of 7.9
per cent over the previous year (15.364 million tones) while production at
16.606 million tones (15.353 million tones), showed an increase of 8.5 per cent.
 Dispatches from the Aditya Birla group (from Grasim and UltraTech) rose 5.44
per cent to touch 26.260 million tones. Clinker dispatches stood at 2.965 million
tones. Production rose 5.61 per cent. Grasim recorded cement dispatches at
13.379 million tones, and clinker dispatches at 296,000 tones. For UltraTech,
the figures were at 12.881 million tones and 2.669 million tones, respectively.

 For the Ambuja Cement group, which observes a July-to-June fiscal, the
cumulative despatches for the first three quarters of the fiscal rose 10 per cent to
10.745 million tones from 9.733 million tonnes? Production for the same period
was recorded at 10.756 million tones, showing a rise of 11 per cent.

Both ACC and Ambuja Cement said their dispatches in March were the highest
ever for their groups. ACC reported dispatches at 1.572 million tones, up by 6 per cent
from the year-ago figure of 1.483 million tones; production rose 7.5 per cent, to 1.576
million tones from 1.466 million tones). Ambuja Cements reported dispatches of 1.356
million tones, up by 9 per cent year-on-year and production of 1.358 million tones, up
by 10 per cent.

The cement industry has also been witnessing a spurt in exports. India exported
about 8.13 million tones of cement and clinker between April-January 2004-05.The
export figures for cement were 3.31 million tones and 4.82 million tones for clinker in
the same period. The cement industry has also been witnessing a spurt in exports. India
exported about 8.13 million tones of cement and clinker between April-January 2004-
05.The export figures for cement were 3.31 million tones and 4.82 million tones for
clinker in the same period.
Storage and usage information:

STORAGE
Store bagged cement on a raised floor in a damp-proof shed. If this is not
possible, then store the cement on a raised platform and cover with
waterproof sheeting. Use the cement in the order you receive it.
i.e. first in first out.

WATER
In general, the more water used for a given
quantity of cement, the weaker the concrete or
mortar will be. It is therefore important to use
the minimum amount of water required to make
the mix workable.

MIXING
Accurately measure all materials with a suitable container (wheelbarrow
or bucket). Mix thoroughly until a uniform colour is obtained. Add water
whilst mixing to avoid adding too much water.

CURING
Concrete or plaster should be kept moist for at least 7 days to prevent
cracking and to ensure that it's strength increases. Spray gently with
water and protect it with plastic sheets (or wet Hessian) to prevent it
from drying out.
HEALTH AND SAFETY WARNING:

 When working with cement wear safety glasses and gloves.


 Wash you hands after working with wet cement.
 In the event of cement contact with your eyes, rinse thoroughly with water and
get medical attention if necessary.
 Keep Cement out of reach of children.

OTHER INFORMATION:

 Transport in vehicles with adequate protection from weather.


 Arrange cement bags on timber pallets/platform at least 15cm above the floor.
Place stacks away from external walls and they should not exceed 10 bags.
 The cement should not be lumpy.
 Cement should be from bags that are not torn or interfered with.

CEMENT PERFORMANCE

Cement performance of the Aditya Birla Group for April 2006:

 Production at 26.76 lakh mt — up by 8.53 per cent


 Despatches at 26.28 lakh mt — up by 6.08 per cent

The Aditya Birla Group's cement production for April 2006 grew by 8.53 percent
at 26.76 lakh mt as against 24.66 lakh mt during April 2005.

Despatches moved up by 6.08 per cent at 26.28 lakh mt in April 2006 as against
24.77 lakh mt in the corresponding period last year.

Cement performance of the Aditya Birla Group for May 2006:

 Production at 26.09 lakh mt up 3.68 per cent


 Despatches at 28.26 lakh mt up by 7.92 per cent
The Aditya Birla Group's cement production for May 2006 grew by 3.68 percent at
26.09 lakh mt, while despatches rose by 7.92 per cent at 28.26 lakh mt, over May 2005.

The Aditya Birla Group's cement production for the period April-May 2006 at
52.86 lakh mt is up by 6.08 per cent vis-à-vis 49.83 lakh mt for April-May 2005, and
despatches at 56.33 lakh mt reflect a rise of 7.51 per cent as against 52.39 lakh mt.

Cement performance of the Aditya Birla Group for June 2006:

 Production at 24.23 lakh mt up 6.10 per cent


 Despatches at 24.74 lakh mt up by 9.37 per cent

The Aditya Birla Group's cement production for June grew by 6.10 per cent at
24.23 lakh mt, while despatches rose by 9.37 per cent at 24.74 lakh mt, over June 2005.

The Aditya Birla Group's cement production for the period April-June 2006 at
77.09 lakh mt is up by 6.09 per cent vis-a vis 72.66 lakh mt for April-June 2005 and
despatches at 76.89 lakh mt reflect a rise of 6.54 per cent as against 72.18 lakh mt.
CHAPTER - II

REVIEW OF LITERATURE

Industry has been defined “as a process in which changes of a series of


strategically production are taking place and it involves those basic changes that
accompany the mechanization of an enterprise. The building of a new industry and the
opening of a new territory”

The achievements in the field of industrial development during the past three
decades in India have been significant and substantial in many respects

There is considerable literature on cement industry befitting, its long and


chequerred history and high economic importance. A good deal of analytical literature
exists at broad levels covering problems associated with productivity, financial
performance, size and technology, manpower and location.

Gupta.M.C.(1989)discussed the study revealed that profitability of the units has


been consistently good things largely to the partial decontrol of cement.

HarshDwivedi (1993)discussed to its wider ramification, analyzing among other


things, stages of control, marketing practices, trends and innovation, consumer
preference and importance of management. He found that existing capacity were
inadequate to meet the growing demand for cement and marketing practices lacked
depth and realism.

R.Ramanujam (1996) discussed its wider ramification, analyzing among


covering all aspects of cement unit, cost of production, productivity, marketing and
finance. He found that in the liberalized economy, the industry has a favorable market
factories affect capacity utilization viz., power cut, inadequate supply of coal and its
poor quality and shortage of forenighe wagone, with all these areas under government
control, the gult must take necessary steps to remove the hurdles

M.selvaraj(1996)discussed to the limited aspects of cement unit like finance,


administration, human resource and marketing aspect etc. he found that as cement
market has turned out to be a buyers market in recent years, effort should be made by
the government and cement manufacturers association to popularize cement by
exhibiting various uses of cement and thus creating an increase in the demand of
cement.

K.shanmuga Vadivu (2002) discussed the research study has brought sufficient
market opportunity for the cement industry in different areas in Karur district, it has
been brought out in the report that. The various problems faced by the dealer, the trend
in cement industry. Almost all the companies understood customers insipid for quality.
The need of the hours is to have an effective distribution network so that supplies reach
and in time to customers. This will also help to ensure increased sales and promotion
activities.

1. M.C. Gupta, profitability analysis of cement industry with special reference to


Rajasthan 1988.

2. Harsh Dwivedi, cement industry in India Marketing perspectives, New Delhi:


Classier Publishing House, 1994.

3. R. Ramanujam, study on cement industry in Tamilnadu, 1996.

4. M.selvaraj, financial administration and human management in Indian cement


industriy,1996.

5. K. Shanmuga Vadivu, A study on marketing of cement in chettinad cement


corporation Ltd., puliyar at karur district in tamilnadu, 2002.
CHAPTER - III

OBJECTIVES OF THE STUDY

PRIMARY OBJECTIVES:

 To find out the distribution channels of life time wire kitchen hardware product in
A’bad district.

 To compare the distribution system of life time wire product with other kitchen
hardware product.

SECONDARY OBJECTIVES:

 To find out the advertisement efficiency of life time wire product.

 To find out the marketing situations of life time wire product from others.

 To find out the present problems faced by dealers.

 To find out the any new scheme required by the dealers.

 To give valuable suggestions to the company for increase the sales volume
CHAPTER - IV

RESEARH METHODOLOGY

Pilot study tells about the completeness, accuracy convenience of the sampling
from which it is proposed to select the sample.

4.1 RESEARCH DESIGN:


On analysis the condition the researcher found that descriptive research design
is appropriate for the research for the study.

DESCRIPTIVE RESEARCH:

Descriptive research includes surveys and fact-finding enquiries of different


kinds. The major purpose of descriptive research is description of the state of affairs as
it exists at present. In social science and business research we quite often use the term
Ex post facto research for descriptive research studies. The main characteristic of this
method is that the researcher has no control over the variables; he can only report what
has happening.

Most ex post facto research projects are used for descriptive studies in which
the researcher seeks to measure such items as, for example, frequency of shopping,
preferences of people, or similar data. Ex post facto studies also include attempts by
researchers to discover causes even when they cannot control the variables. The
methods of research utilized in descriptive research are survey methods of all kinds,
including comparative and correlation methods. In analytical research, on the other
hand, the researcher has to use facts or information already available, and analyze these
to make a critical evaluation of the material.
4.2 PRE-TEST:
The researcher tested the questionnaire with 62 respondents chosen from
different retailer at random and checked whether this questionnaire was understandable.

4.3 SAMPLING TECHNIQUES:


The researchers select the judgment sampling model for his researcher work.

4.4 SAMPLE SIZE:


The researcher selected the 62 respondents for the present study in A’bad
District.

4.5 AREA OF ANALYSIS:


The researcher has identified A’bad district as the area of analysis for this
project study.

 Ahmedabad
 Mehsana
 Visnagar
 Vijapur

4.6 DATA COLLECTION TECHNIQUES


The researcher used a Questionnaire, which was self developed after having
session of discussion with marketing manager. The statistical techniques such as on the
way of analysis of various chi-squares were applied to draw meaning full.

4.7 HYPOTHESIS TEST

CHI-SQUARE ANALYSIS:

This test was employed for testing hypothesis. It was used only when the
data satisfied the required conditions.
Chi-square test is applied here to know whether there is a relationship between
Awareness of consumers.

PROCEDURE FOR CHI-SQUARE TEST:


The procedure for the test is given below:

1. DEFINITION OF THE PROBLEM:

First we have to define the problem in a clear-cut manner.

2. FORMULATION OF HYPOTHESIS:

Then we have to formulate Null hypothesis as well as alternative hypothesis on


the basis of our base assumption on research question.

3. FINDING OUT THE TABULATED VALUE:

Tabulated value is found out from table at a specified significant level.

4. ACCEPTANCE OR REJECTION OF HYPOTHESIS:

If the calculated value is higher than the table value, we have to accept the
alternative hypothesis or we have to reject the null hypothesis of we have to reject the
lesser hypothesis tabulated or we have to reject the lesser null hypothesis we have to
reject the alternative hypothesis.
CHAPTER-V

Reliability data:
To test the reliability of various constructs of the questionnaire, the Cronbach
coefficient alpha (equivalent to the average of all the split half correlation
coefficients) is used. In this study, it was found 0.659. That is the above of 0.6
that is set by the researcher. So we can say that the data is consistent in nature
and we can rely on it.

Case Processing Summary

N %

Cases Valid 62 100.0

Excludeda 0 .0

Total 62 100.0

a. Listwise deletion based on all variables in the procedure.

Reliability Statistics

Cronbach's Alpha N of Items

.659 12

DATA ANALYSIS AND INTERPRETATION


Frequency test of gender

Gender

Cumulative
Frequency Percent Valid Percent Percent

Valid male 57 91.9 91.9 91.9

female 5 8.1 8.1 100.0

Total 62 100.0 100.0

Interpretation: In this chart we shows that female respondent is less and male
respondent is more just because of male is seating at the shop.

Frequency of age
Age

Cumulative
Frequency Percent Valid Percent Percent

Valid 21-30 22 35.5 35.5 35.5

31-40 14 22.6 22.6 58.1

41-50 19 30.6 30.6 88.7

Above 50 7 11.3 11.3 100.0

Total 62 100.0 100.0

Interpretation: In the chart in 21-30 age 22 respondent in 31-40 age 14 respondent in


41-50 age 19 respondent in above 50 age 7 respondent is there.

Frequency of the income


Income

Cumulative
Frequency Percent Valid Percent Percent

Valid 1,00,000 4 6.5 6.5 6.5

1,00,000 - 3,00,000 19 30.6 30.6 37.1

2,00,000 - 4,00,000 18 29.0 29.0 66.1

More than 4,00,000 21 33.9 33.9 100.0

Total 62 100.0 100.0

Interpretation: In this graph we shows that more than 4,00,000 income level
respondent is more than the product selling is good.

Frequency test on reason for selling the life time wire product.
Please provide the reason(s) for selling the life time wire product?

Cumulative
Frequency Percent Valid Percent Percent

Valid Good margine 16 25.8 25.8 25.8

Good promotional offer 8 12.9 12.9 38.7

High demand 13 21.0 21.0 59.7

Dealer relationship 8 12.9 12.9 72.6

Adequate credit policy 15 24.2 24.2 96.8

other reason please specify 2 3.2 3.2 100.0

Total 62 100.0 100.0

Interpretation: In this chart respondent is more on selling the product selling reason
for the good margine because product price is consist.

Frequency test on basis of placed ordered for product.


On which basis ,you placed ordered for Life time wire product?

Cumulative
Frequency Percent Valid Percent Percent

Valid previous days demand 20 32.3 32.3 32.3

Average monthly sales 28 45.2 45.2 77.4

Whenever need 14 22.6 22.6 100.0

Total 62 100.0 100.0

Interpretation: In above chart we shows that in basis of placed ordered average


monthly sales more than to previous days demand or whenever need.

Frequency test on how many times you placed ordered.


How many times you placed order for Life time wire product?

Cumulative
Frequency Percent Valid Percent Percent

Valid Daily 11 17.7 17.7 17.7

Weekly 21 33.9 33.9 51.6

Monthly 21 33.9 33.9 85.5

Semi annually 6 9.7 9.7 95.2

Annually 3 4.8 4.8 100.0

Total 62 100.0 100.0

Interpretation: Above chart the respondent of the placed ordered is same on the
weekly or monthly.

Frequency test on how much time does it take for delivery.


How much time does it take for delivery of life time wire Product after
ordering?

Cumulative
Frequency Percent Valid Percent Percent

Valid 6 - 12 hours 16 25.8 25.8 25.8

1 - 2 days 9 14.5 14.5 40.3

2 - 7days 21 33.9 33.9 74.2

More than 7 days 16 25.8 25.8 100.0

Total 62 100.0 100.0

Interpretation: In this chart the delivery time of the product ratio is high on a 2 -7
days. Than it must be affect on the selling because it’s a very more days to delivery.

T- Test
Gender t test

Group Statistics

Gender N Mean Std. Deviation Std. Error Mean

We are always getting all male 57 4.05 .895 .119


products as per our demand. female 5 2.80 1.304 .583

Quantity of demanded male 57 3.98 .991 .131


Product are always same as female
5 4.00 .000 .000
ordered quantity

Delivery time is same for all male 57 3.49 1.136 .150


days. female 5 4.40 .894 .400

Behavior of delivery boy is male 57 3.75 1.214 .161


good enough & cooperative. female 5 2.60 .894 .400

Time accuracy of delivery male 57 3.49 1.136 .150


systems are not at female
5 3.00 1.000 .447
satisfactory level.

Because of late delivery, we male 57 3.56 1.195 .158


lose our customer female
5 4.40 .894 .400
sometimes.

There is no need to change male 57 4.09 1.169 .155


current delivery. female 5 3.00 .707 .316

Credit policy of the company male 57 3.88 .965 .128


is appropriate to the market. female 5 3.80 1.643 .735

There is no need to change male 57 3.89 1.064 .141


Pricing Policy of the female
5 3.40 1.342 .600
company.

Quality of the product always male 57 3.89 1.012 .134


remains consistent. female 5 3.40 .548 .245

With respect to Price, male 57 4.11 .920 .122


company provides proper female
5 3.60 1.140 .510
value to customer.

Overall, I am satisfied as a male 57 4.25 .950 .126


distributor of the company. female 5 4.20 .837 .374

chi-square test
1.

Ho : There is no significant relationship between reason for selling and time placed
order of product.
H1 : There is significant relationship between awareness and variety of product.

Please provide the reason(s) for selling the life time wire product? * How many times you placed
order for Life time wire product? Crosstabulation

Count

How many times you placed order for Life time wire
product?

Semi
Daily Weekly Monthly annually Annually Total

Please provide the Good margine 4 9 3 0 0 16


reason(s) for selling Good promotional
the life time wire 4 2 0 2 0 8
offer
product?
High demand 2 1 8 2 0 13

Dealer relationship 1 0 5 1 1 8

Adequate credit
0 9 5 0 1 15
policy

other reason please


0 0 0 1 1 2
specify

Total 11 21 21 6 3 62

Chi-Square Tests

Asymp. Sig. (2-


Value df sided)

Pearson Chi-Square 49.382a 20 .000

Likelihood Ratio 53.633 20 .000

Linear-by-Linear Association 9.166 1 .002

N of Valid Cases 62

a. 26 cells (86.7%) have expected count less than 5. The minimum


expected count is .10.
2.

Please provide the reason(s) for selling the life time wire product? * How much time does it take for
delivery of life time wire Product after ordering? Crosstabulation

Count

How much time does it take for delivery of life time


wire Product after ordering?

More than 7
6 - 12 hours 1 - 2 days 2 - 7days days Total

Please provide the Good margine 5 0 7 4 16


reason(s) for selling Good promotional
the life time wire 4 2 1 1 8
offer
product?
High demand 1 1 6 5 13

Dealer relationship 0 1 4 3 8

Adequate credit
6 4 3 2 15
policy

other reason please


0 1 0 1 2
specify

Total 16 9 21 16 62

Chi-Square Tests

Asymp. Sig. (2-


Value df sided)

Pearson Chi-Square 21.435a 15 .123

Likelihood Ratio 26.455 15 .034

Linear-by-Linear Association .056 1 .813

N of Valid Cases 62

a. 22 cells (91.7%) have expected count less than 5. The minimum


expected count is .29.
3.

On which basis ,you placed ordered for Life time wire product? * How many times
you placed order for Life time wire product? Crosstabulation
Count
How many times you placed order for Life
time wire product?
Monthl Semi Annuall
Daily Weekly y annually y Total
On which basis previous days
4 9 7 0 0 20
,you placed demand
ordered for Life Average
time wire product? 5 8 10 5 0 28
monthly sales
Whenever need 2 4 4 1 3 14
Total 11 21 21 6 3 62

Chi-Square Tests

Asymp. Sig. (2-


Value df sided)

Pearson Chi-Square 15.633a 8 .048

Likelihood Ratio 15.792 8 .045

Linear-by-Linear Association 4.570 1 .033

N of Valid Cases 62

a. 11 cells (73.3%) have expected count less than 5. The minimum


expected count is .68.
4.

On which basis ,you placed ordered for Life time wire product? * How much time does it take for
delivery of life time wire Product after ordering? Crosstabulation

Count

How much time does it take for delivery of life time wire
Product after ordering?

More than 7
6 - 12 hours 1 - 2 days 2 - 7days days Total

On which basis ,you previous days


9 4 5 2 20
placed ordered for Life demand
time wire product? Average monthly
5 4 12 7 28
sales

Whenever need 2 1 4 7 14

Total 16 9 21 16 62

Chi-Square Tests

Asymp. Sig. (2-


Value df sided)

Pearson Chi-Square 11.567a 6 .072

Likelihood Ratio 11.251 6 .081

Linear-by-Linear Association 8.868 1 .003

N of Valid Cases 62

a. 6 cells (50.0%) have expected count less than 5. The minimum


expected count is 2.03.
ANOVA TABLE

1.Age
ANOVA

Sum of
Squares df Mean Square F Sig.

We are always getting all Between Groups 1.307 3 .436 .439 .726
products as per our Within Groups 57.548 58 .992
demand.
Total 58.855 61

Quantity of demanded Between Groups 3.443 3 1.148 1.291 .286


Product are always same Within Groups 51.541 58 .889
as ordered quantity
Total 54.984 61

Delivery time is same for Between Groups 9.097 3 3.032 2.507 .068
all days. Within Groups 70.145 58 1.209

Total 79.242 61

Behavior of delivery boy is Between Groups 14.481 3 4.827 3.617 .018


good enough & Within Groups 77.406 58 1.335
cooperative.
Total 91.887 61

Time accuracy of delivery Between Groups 2.732 3 .911 .708 .551


systems are not at Within Groups 74.622 58 1.287
satisfactory level.
Total 77.355 61

Because of late delivery, Between Groups 4.797 3 1.599 1.135 .342


we lose our customer Within Groups 81.671 58 1.408
sometimes.
Total 86.468 61

There is no need to Between Groups 6.219 3 2.073 1.546 .212


change current delivery. Within Groups 77.781 58 1.341

Total 84.000 61

Credit policy of the Between Groups 1.901 3 .634 .602 .616


company is appropriate to Within Groups 61.066 58 1.053
the market.
Total 62.968 61

There is no need to Between Groups 5.490 3 1.830 1.603 .198


change Pricing Policy of Within Groups 66.204 58 1.141
the company.
Total 71.694 61

Quality of the product Between Groups 4.379 3 1.460 1.531 .216


always remains Within Groups 55.314 58 .954
consistent.
Total 59.694 61

With respect to Price, Between Groups 1.576 3 .525 .584 .628


company provides proper Within Groups 52.166 58 .899
value to customer.
Total 53.742 61
2. Income
ANOVA

Sum of
Squares df Mean Square F Sig.

We are always getting all Between Groups 12.867 3 4.289 5.409 .002
products as per our Within Groups 45.988 58 .793
demand.
Total 58.855 61

Quantity of demanded Between Groups 2.774 3 .925 1.027 .387


Product are always same Within Groups 52.210 58 .900
as ordered quantity
Total 54.984 61

Delivery time is same for Between Groups 2.083 3 .694 .522 .669
all days. Within Groups 77.159 58 1.330

Total 79.242 61

Behavior of delivery boy is Between Groups 10.212 3 3.404 2.417 .075


good enough & Within Groups 81.675 58 1.408
cooperative.
Total 91.887 61

Time accuracy of delivery Between Groups 6.823 3 2.274 1.870 .145


systems are not at Within Groups 70.532 58 1.216
satisfactory level.
Total 77.355 61

Because of late delivery, Between Groups 5.680 3 1.893 1.359 .264


we lose our customer Within Groups 80.788 58 1.393
sometimes.
Total 86.468 61

There is no need to Between Groups 16.138 3 5.379 4.598 .006


change current delivery. Within Groups 67.862 58 1.170

Total 84.000 61

Credit policy of the Between Groups .132 3 .044 .041 .989


company is appropriate to Within Groups 62.836 58 1.083
the market.
Total 62.968 61

There is no need to Between Groups 3.841 3 1.280 1.094 .359


change Pricing Policy of Within Groups 67.853 58 1.170
the company.
Total 71.694 61

Quality of the product Between Groups 8.090 3 2.697 3.031 .036


always remains Within Groups 51.604 58 .890
consistent.
Total 59.694 61

With respect to Price, Between Groups 7.754 3 2.585 3.260 .028


company provides proper Within Groups 45.988 58 .793
value to customer.
Total 53.742 61
CHAPTER - VI

FINDINGS OF THE STUDY

 (26%) of the respondents are having Chettinadu cement dealership. And 16% of
respondents are having Birla cement dealership.

 (26%) of the respondents feel that Chettinadu cement is having high sales
volume. At the same time Birla cement is having less sales volume.

 (26%) Chettinadu cement most valuable suppliers from dealer’s point of view.
And Birla cement (16%) of respondents are considering most valuable
suppliers.

 (92%) of the respondents feel that quality of the product is excellent. And (8%)
of the respondents feel that quality is poor.

 (14%) of the respondents satisfied with price of the products. And (86%) of the
respondents not satisfied with price of the products.

 (26%) Chettinadu cement and (26%) Dalmia cement they are moving fast in
cement industry. And (12%) Birla cement is moving slowly.

 (6%) of the respondents feel that order and replacement is highly satisfied. And
(62%) of the respondents feel that average.

 (28%) of the respondents highly satisfied with availability of the product. And
(10%) of the respondents not satisfied.
 (12%) of the respondents satisfied with margins offered by the product. And
(68%) of the respondents feel that margins of the product is average.

 (62%) of the respondents satisfied with Birla cement dealership. And (38%) of
the respondents not satisfied.

 (42%) of the respondents feel that advertisement offered by Birla cement is too
high. And (14%) of the respondents feel that advertisement is low.

 (10%) of the respondents feel that sales promotional efforts of the Birla cement
is excellent. (38%) of the respondents feel that poor.

 (30%) Dalmia cement, (28%) Birla cement they are having more life time. And
(12%) Ramco cement has less life time from others.

 (52%) of the respondents satisfied with reliability of the Birla cement. And
(12%) of the respondents not satisfied.

 (12%) of the respondents satisfied with the financial schemes of the Birla
cement. And (88%) of the respondents not satisfied.

 (70%) of the respondents satisfied with delivery period of the product with in 5
days. And (30%) of the respondents not satisfied.

 From the chi-square test we find out that there is no significant


association between more life time and reliability of the Birla cement.

 From the chi-square test we find out that there is no significant


association between financial schemes and satisfaction with Birla cement
dealership.

 From the chi-square test we find out that there is no significant


association Sales promotional effects and reliability of Birla cement
CHAPTER - VII

SUGGESTION

 Life time wire kitchen hardware product should concentrate in credit facility of
the dealers.

 Fixed the standard price of the product

 Life time wire kitchen hardware product should concentrate on sales man visit
for wide marketing.

 Life time wire kitchen hardware product should concentrate to attract the
dealers.

 Life time wire kitchen hardware product should improve their sales promotional
efforts.

 Life time wire kitchen hardware product does a market research and gets feed
back.

 Life time wire kitchen hardware product should concentrate to give incentives
to the sub-dealers also.

 Life time wire kitchen hardware product should concentrate to fulfill the service
for dealers required.
CHAPTER - VIII
CONCLUSION

After analysis the data we have concluded that Chettinadu cement, Sankar
cement, and Dalmia cement they are captured first three place and Birla cement is in
fourth place. Because the sales volume of the Birla cement is very low compare than
others and the aware of the Birla cement is very less in Thiruvarur dist. Moreover Birla
cement has limited dealership with dealers.

So automatically there is lack of availability creates. Therefore Birla cement has


to improve its sales promotional efforts as well as follow some strategies through
effective market research and get feedback from their consumers and
customers(dealers).And give more advertisement so that move powerful than others
and fixed the standard price.

At the same time quality (life time of the cement) delivery time of the Birla
cement is good.

“IN SIMPLE WORDS BIRLA CEMENT IS UNDER DEVELOPING STAGE IN THIRUVARUR DIST”
CHAPTER - IX
LIMITATION OF THE STUDY

One of the important of the study was lack of time. Though the respondent to
the study was vast due to the time constraints the sample size was limited.

The researcher has difficulty with most of the respondents who was not willing
to cooperate with the study, as they were very busy with their work.

The research had also difficulty in getting some information, which the
respondents were not interested to give.

The researcher had difficulty with the respondents because they did not fill up
the questionnaire in proper time.

Another limitation of the study was confined with not only retailers but also
consumers for survey of this study.
CHAPTER - X

SCOPE OF THE FURTHER STUDY

* The scope of the study is confirmed to distribution channel with special reference
to the “LIFE TIME WIRE PRODUCT” in Ahmedabad district.

* The study can help to the management to know the factors why their sales
volumes are low.

* The study will help to improve the sales volumes of the “LIFE TIME WIRE
PRODUCT”

* The recommendation and suggestion of the study can also be applied to the
similar project or similar situation.
CHAPTER - XI

Questionnaire

Dear Respondent,
We are the students of V. M. Patel Institute of Management , Ganpat University,
Kherva, and studying in MBA. We are conducting a survey on “ Distribution channel
of life time wire product” Hence, data provided by you will be kept as confidential
and exclusively used for academic purpose only.

Please Tick (√) on one option you feel the most appropriate.

1. Gender
A. Male ( )

B. Female ( )

2. Age :
A. 21-30 ( )

B. 31-40 ( )

C. 41-50 ( )

D. Above 50 ( )

3. Income group (per year)

Below 100,000 ( ) 100,000 - 300,000 ( )


2 00,001 – 400,000 ( ) More than 400,000 ( )

4. Are you selling life time wire product?


A. Yes ( )
B. No ( )
5. On which basis ,you placed ordered for Life time wire product?

A. Previous days demand

B. Average Monthly sales

C. Whenever need

6. How many times you placed order for Life time wire product?

[ ] Daily
[ ] Weekly , -_______Times Per week
[ ] Monthly - _______Times Per month
[ ] Semi annually - _____Times per six month
[ ] Annually -________Times per year

7. How much time does it take for delivery of life time wire Product
after ordering?

A. 6 – 12 hours

B. 1 to 2 days

C. 2 to 7 days

D. More than 7 day


8. Please Tick (√) on one option you feel the most appropriate for following
statements.
1.STRONGLY DISAGREE 2. DISAGREE 3. NEUTRAL

4. AGREE 5. STRONGLY AGREE

No. 1 2 3 4 5

1. We are always getting all products as per our


demand.

2. Quantity of demanded Product are always same


as ordered quantity

3 Delivery time is same for all days

4 Behavior of delivery boy is good enough &


cooperative

5 Time accuracy of delivery systems are not at


satisfactory level

6 Because of late delivery, we lose our customer


sometimes.

7 There is no need to change current delivery


system

8 Credit policy of the company is appropriate to


the market

9 There is no need to change Pricing Policy of the


company

10. Quality of the product always remains


consistent.
11. With respect to Price, company provides proper
value to customer
12. Overall, I am satisfied as a distributor of the
company.

10. Give your valuable suggestion to the company for improvement.

________________________________________________________________
________________________________________________________________
_______________

BIBLIOGRAPHY

BOOKS

1.Marketing Management “Philip Kotler” [PRENTICE HALL OF INDIA PVT,LTD


NEW DELHI-110001,2003.] 11th EDITION

2. Research Methodology “ C.R.Kothari”[NEW AGE


INTERNATIONAL(P)LIMITED,HYDERABAD]
2ND EDITION.

3. Marketing “Dr N. Rajan and sanjith.R.Nair”[SULTAN CHAND&SONS


Daryaganj New Delhi-110002,1987]6th EDITION.

4. Marketing Management S.A.Sherleker[PRENTICE HALL OF INDIA PVT,LTD


NEW DELHI-110001,2003.] 1stEDITION

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