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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.
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
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?
• 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.
• 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.
• 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.
• The retailer will give the final selling price to the product.
• 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.
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 also analyses the effective media for improving the sales.
BOARD OF DIRECTORS:
Mr. M.L.Apte
Mr. B.V.Bhargava
Mr. R.C.Bhargava
Mr. Y.P.Gupta
Mr. S.G.Subhramanyan
Mr. S.B.Mathur
BUSINESS HEADS:
Mr. D.D.Rathi
COMPANY SECERETARY:
Mr.Ashok Malu
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 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.
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:
OTHER INFORMATION:
CEMENT PERFORMANCE
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.
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.
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
The achievements in the field of industrial development during the past three
decades in India have been significant and substantial in many respects
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.
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 marketing situations of life time wire product from others.
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.
DESCRIPTIVE RESEARCH:
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.
Ahmedabad
Mehsana
Visnagar
Vijapur
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.
2. FORMULATION 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.
N %
Excludeda 0 .0
Total 62 100.0
Reliability Statistics
.659 12
Gender
Cumulative
Frequency Percent Valid Percent Percent
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
Cumulative
Frequency Percent Valid Percent Percent
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
Interpretation: In this chart respondent is more on selling the product selling reason
for the good margine because product price is consist.
Cumulative
Frequency Percent Valid Percent Percent
Cumulative
Frequency Percent Valid Percent Percent
Interpretation: Above chart the respondent of the placed ordered is same on the
weekly or monthly.
Cumulative
Frequency Percent Valid Percent Percent
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
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
Dealer relationship 1 0 5 1 1 8
Adequate credit
0 9 5 0 1 15
policy
Total 11 21 21 6 3 62
Chi-Square Tests
N of Valid Cases 62
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
More than 7
6 - 12 hours 1 - 2 days 2 - 7days days Total
Dealer relationship 0 1 4 3 8
Adequate credit
6 4 3 2 15
policy
Total 16 9 21 16 62
Chi-Square Tests
N of Valid Cases 62
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
N of Valid Cases 62
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
Whenever need 2 1 4 7 14
Total 16 9 21 16 62
Chi-Square Tests
N of Valid Cases 62
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
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
Total 84.000 61
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
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
Total 84.000 61
(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.
SUGGESTION
Life time wire kitchen hardware product should concentrate in credit facility of
the dealers.
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.
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
* 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 ( )
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
No. 1 2 3 4 5
________________________________________________________________
________________________________________________________________
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BIBLIOGRAPHY
BOOKS
INTERNET:
www.google.com
www.grasim.com
www.birla.com