Description
It is a project report on "ANALYSIS REGARDING SALES & DISTRIBUTION for DHARIWAL INDUSTRIES LTD. (MANIKCHAND OXYRICH)"
A
PROJECT REPORT ON ANALYSIS REGARDING SALES & DISTRIBUTION
FOR DHARIWAL INDUSTRIES LTD. (MANIKCHAND OXYRICH)
SUBMITTED BY MR. MANOJ KUMAR SHARMA
UNDER THE GUIDANCE OF PROF. KAILAS BHOSALE
SUBMITTED TO “UNIVERSITY OF PUNE”
IN PARTIAL FULFILMENT OF THE REQUIREMENT FOR THE AWARD OF THE DEGREE OF
MASTER IN MARKETING MANAGEMENT (MMM)
THROUGH VISHWAKARMA INSTITUTE OF MANAGEMENT PUNE– 411048
1
ACKNOWLEDGMENT
It’s a great privilege that I have done my project in such a well-organized and diversified organization. I am great full to all those who helped and supported me in completing the project. First of all I would sincerely like to thank Mr. Pramod Savant (Regional Sales Manager), for his valuable guidance and kind co-operation during the project. I am highly grateful to Mr. P. Mohpatre & Mr. Santosh Kumar (Sales Executives) for the help provided by them in various forms. I am also thankful to the branch employees who directly and indirectly supported me during my internship.
I am also thankful to our director Dr. Shailesh Kasande for giving me an opportunity to do my summer project in MANIKCHAND OXYRICH and my project guide Prof. Kailas Bhosale for helping me in completing the project.
Last but not least, I am also thankful to all college staff and my friends for helping me directly or indirectly in my project.
INDEX
2
SR. NO. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
CONTENT EXECUTIVE SUMMARY INTRODUCTION COMPANY PROFILE OBJECTIVES OF THE STIDY RESEARCH METHODOLOGY DATA ANALYSIS LIST OF TABLES LIST OF FIGURES FINDINGS SUGGESTIONS CONCLUSION LIMITATIONS BIBLIOGRAPHY LIST OF ABBREVATIONS QUESTIONNAIRE
PAGE NUMBER 5 7-12 14-21 23 25-31 33-44 46 48 50 52 54 56 58 60 62-65
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CHAPTER – 1 EXECUTIVE SUMMARY
EXECUTIVE SUMMARY
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The objective behind this project is to understand how the selling and distribution function are carried out in Oxyrich sales office, Pune. The project report requires thorough study of the various section at all the levels and to conduct the detail study, a print questionnaire was prepared for the retailer, customer and the distributor of Oxyrich of my area also some questionnaire where prepared for Oxyrich mineral water but only to the retailers & outlet. So, that we come to know that what is the actual market of Oxyrich and his competitor. This helps us to know the market value of Oxyrich. Where half of the information with the first hand, this question helps us to know what is the reaction of the retailers about Oxyrich mineral water. And what we found that the Oxyrich is better in demand than that of his competitor, except Bisleri & Aquafina. I observe that the retailer is happy with the service provided by the distributor. So I suggested some good method to the retailer which helps them to increase the sales and keep a demand before the completion of the stock which helps them at the time of urgency. Also I suggested some good techniques to pressurize the sales executive to keep attention on you. Many more things that helped me to know how to keep a good relation between all the sales executive, sales man, and the distributor so that everyone can help each other in every activity to increase sales. Further we can see in the suggestion and conclusion part. Questionnaire data collected from the survey was analyzed and conclusion is drawn, based on the information and analysis made the recommendation was put across to the company.
.
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CHAPTER – 2 INTRODUCTION
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INTRODUCTION
The Manikchand Group is a privately owned group of industries in India, headquarter in Pune city. It primarily started out as a company that produced chewable tobacco products called 'Gutka' around six decades ago. The group is diversified into Pan Masala, Mouth Freshner, Packaged Water, Offset Printing, Wedding Cards, Flexible Packaging, Electrical Switches, Flour Mills. Some of the industry products act as a front for surrogate advertising through the audiovideo media channels due to strict restrictions or bans on tobacco advertising in India. Its products are exported to more than 30 countries worldwide. The company is owned by Rasiklal Manikchand Dhariwal was valued at Rs. 8 billion (800 crore) around 2007. A rags-to-riches story, Rasiklal has led a somewhat controversial life, with raids on his property in August 1997 where assets worth Rs. 116 million (11.6crore) were found in cash and kind. He was also in the news in 2005 for alleged links with the underworld mafia. Rasiklal and Jagdish Joshi, of Goa Gutka, were interrogated by the Central Bureau of Investigation (CBI)), India for allegedly helping noted gangster, Dawood Ibrahim to build a gutka plant in Karachi. He has two wives, one who stays in Shirur while the other stays in the Koregaon Park suburb of Pune. Before us going to discuss the topic lets go back to the fundamental aspect of the Dhariwal Industries Ltd (Manikchand Oxyrich) Company marketing strategy. In the FMCG sector beverage is one of the toughest branch. It deals with the two-way system. In the other system sell the goods and everything is finished but in the beverage industry sells the drinking water.
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Manikchand Group, a large business conglomerate, established in the year 1958, encompassing twelve industries, has a presence across three continents. Our range of products, available through a strong network spanning over fifty countries include Tobacco, Mouth Freshners, Packaged Drinking Water, Electrical Switches, Wind Farms, Flexible Packaging, Offset Printing, Packaged Tea Manufacturing, Flour Mill, Real Estate and Construction.
We are the largest producers of Manikchand Oxyrich, which contains more than 300% Dissolved Oxygen, along with 100 to 120 ppm of essential minerals, at pH level between 6-7, right for the human body. Our revolutionary process of Oxygen Enrichment, has received a Patent in India and South Africa, and is also expected from several other countries. Our Plant in Pune is the 1st Bottled Water Company to be awarded ISO 22000: 2005 certification by TUV, Germany, globally recognized, and the latest standard in food safety management system.
Dhariwal Industries Ltd. has PET Preform manufacturing Division. PET Preforms find application in the Bottled Water, Beverages, Edible Oil, Foods and Pharmaceutical Industries. The plant is equipped with most modern technology driven machines, capable of producing varied range of Preforms. It is one of the largest in India. These preforms are produced by using Virgin PET Resin from Reputed International Suppliers. The Preforms produced are of uniform quality and have lowest AA level content.
Manikchand Oxyrich is the largest beverage company in the world. It produces four kind of drink.
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I. WATER – Oxyrich. The supply-chain of the Manikchand Oxyrich is as follows: Production – RGB (Returnable Glass Bottle) & PET (Primary) Distributor (Secondary) Retailer / Outlet (Tertiary) Consumer
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Each level contains different channel. Categories of these channels are following: -
1) E & D (Eating & Drinking) 2) Grocery Shop
3) P & B (Pan & Beedi)
4) Transportation (Railway, Bus-Stop etc.) 5) Entertainment Place (Cinema Hall, Club etc. Following cycle:i. Right location of S.G.A
ii.
Impact full communication related to price
iii.
Ideal in store support
iv.
Brand packs or flavors
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TYPES OF DISTRIBUTION CHANNELS
There are several alternative channel of distribution channel. The distribution channel is broadly classified for the industrial marketing and consumer marketing. Marketing channel can be characterized by number of channel level, each middle man that reform some work in bringing the products and its title closer to the final buyer constitute the channels levels. Channel of distribution is classified into various types:
1. ZERO LEVEL CHANNELS (Producer Consumer)
That is produces sales the goods directly to the consumer.
2. ONE LEVEL CHANNEL (Producer Dealer Consumer) In this level of channel there exists a retailer between producer and consumer. 3.TWO LEVEL CONSUMER (Producer Distributor dealer consumer)
Here there are two intermediate between producer and consumer. Today the corporate level in management spends a lot of time on physical distribution problem because large saving can be effected when proper decision is taken.
MAJOR ASPECT OF PHYSICAL DISTRIBUTION
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1. Channels of distribution. 2. Factors, which influence the choice of distribution channel 3. Cost of physical distribution 4. Oxyrich is having wheels of distribution of their products in market.
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CHAPTER – 3 COMPANY PROFILE
COMPANY PROFILE
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Dhariwal Industries Ltd - Food & Beverages division has one of the most modern and comprehensive packaged drinking water facilities spread across India. The facilities are fully integrated with in house facilities for manufacturing of Preforms, Closures/Caps and Bottle Blowing. The labels and cartons are also made in the group companies to ensure total control on quality and processes. In a short time we have established ourselves across the length and breadth of India. Our plants are spread over the western, southern and northern regions. We are continuously expanding our existing facilities and setting up newer plants at various locations. Our bottling capacities are not only the most modern but also amongst the largest too. We have existing capacity to bottle over 3.6 crore liters a year (360 lakh bottles of 1 liter each).
CLOSURES
Creative Plastics, associate of Dhariwal Industries, manufacture 3 lakh closures/caps for bottles of neck size 25x30 mm. The closures are of utmost importance in any bottling system. World renowned machines like Husky machine is used to produce superior quality leak proof closures.
Apart from catering to in house requirements, we also provide these products to other companies. Patented Technology OXYRICH employs a patented oxygenation process to infuse more oxygen in water - 300% more. This is done by physically dissolving pure oxygen by a well researched scientific
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method, using state of the art equipments. It is the only packaged drinking water with extra oxygen for healthy living. This ensures that whenever you have a sip of OXYRICH, your body is enriched with more oxygen leading to improved metabolism, enabling higher energy levels and promoting wellness. The dissolved oxygen is more than 300% more than found in normal drinking water. Oxygen International Patents. 300% More
BUSINESS MODEL OF OXYRICH
The Oxyrich Company Manufactures Concentrate Beverage Base & Syrup Distributors
Manufactures Finished Bottle / Can Fountain syrup Sells & Delivers
Outlet
Consumer
The Company Manufactures Concentrate for sale to Bottlers.
• Bottlers produce the final products and sell and deliver them to the customers.
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ISO 22000 Certified Manikchand Oxyrich is the only bottled water with ISO 22000 certification. ISO 22000 is the latest and most stringent standard for safety in the food supply chain. It is a reflection of our commitment to provide excellence at all levels.
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PURIFICATION - THE EMPOWERMENT OF LIFE
A robust framework enables precision and adds value to a process. Equipped with the right tools and techniques, goals are achieved and perfection attained. The process of manufacturing packaged drinking water through internationally employed methodologies at OXYRICH is supported by the most modern and sophisticated infrastructure. Right from sourcing the raw water to various stages of filtration and the final packaging, global standards are followed to ensure purity, quality, and superiority. Source Water - The water used is from protected well, an approved source which meets the Indian standard IS: 10500. The source is situated in an unpolluted area and well protected from external contamination. Purification - The water is processed with multi-stage purification processes such as – Sand Filter, Activated Carbon Filter, Ultraviolet Disinfection, Ultra Filtration, Reverse Osmosis and Ozonation.
Purification Processes 17
Sand Filter
Activated Carbon Filter (ACF)
Eliminates load of total suspended solids in the raw water.
Activated carbon is prepared by slowly heating coal or coconut shell. This filter removes most of the organic contamination and pesticide residuals from the water. It also controls taste and odour of water.
Ultraviolet Disinfection (UV)
Ultra Filtration
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Water is exposed to UV light of wavelength 245 nanometers (nm). A dosage of 16000 microwatt/sq.cm. at 40°C for effective disinfection.
Ultra filtration is a low pressure membrane process that removes dissolved organic macro molecules, viruses, Pyrogen enzymes etc.
Reverse Osmosis
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Ozonation
A high pressure membrane process to eliminate dissolved impurities like
Ozonation is the strongest oxidizer and disinfection agent which acts on broad spectrum of microbiological organisms. Oxyrich is disinfected by 0.3 ppm of ozone. Ozone is 30000 times more effective than chlorine. Use of chlorine is eco unfriendly and produces THMs (tri-halomethanes) in water, which can cause cancer.
unwanted salts and retain minerals which are essential to human body. This done by carefully selecting the membrane by a technology developed by DIL.
AREA OF OPERATION
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Pune Peth Distribution Area 1. Nana Peth 2. Rasta Peth 3. Guruwar Peth 4. Narayan Peth 5. Budhwar Peth 6. Bhavani Peth
7. Swargate to Katraj
8. Sadashiv Peth
9. Shaniwar Peth 10. Shaniwar Wada
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CHAPTER – 4 OBJECTIVES
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OBJECTIVES OF THE RESEARCH
1. To maximize the profit of the dealer, distributor as well as of the company. 2. To identify the parameter which influence the MINERAL WATER in the market. 3. To suggest ideas to strengthen the company’s position in the market. 4. To find out customer loyalty towards the company. 5. To check the satisfaction level of existing customers. 6. To know about customer preference. 7. To find out the problem faced by the customers in local market by doing market survey.
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CHAPTER – 5 RESEARCH MEHODOLOGY
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RESEARCH METHODOLOGY
The success of marketing strategy depends on its adaptability with external environment like customer needs, preferences, and emotional, social, cultural, political, loyal, technological and others dynamic force. Marketing research is the systematic and objective identification, collection, analysis dissemination and use of information for the purpose of improving decision making related to the identification and solution of problems and opportunities in marketing. Each phase of this process is important. We define or identify the marketing research problem or opportunity and then determine what information is needed to investigate it. Next, the various sources of information are identified and a range of data collection methods, varying in complexity are evaluated. Then the data are collected using the most appropriate method, analyzed, interpreted and inferences are drawn. Finally the findings are presented in the form of a report that allows the information to be used for the purpose of management decision making. Oxyrich has its own management information system, which is a major tool that helps management in problem solving and framing marketing strategy. Here the market research is carried out at different places in Pune Peth through• • Survey (questionnaire) Observation method.
SURVEY
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Mode of primary data collection was from consulting with company Managers, Distributors, Dealers and customers also. The data are collected from dealers by questionnaire method. I have taken the sample size of 50 outlets. The data are collected through face-to-face interview. At the same time an observation has been made to study the psychology, attitude of the respondent towards the distribution of Oxyrich products.
SAMPLING
Sampling is one of the most fundamental concepts underlying any research work. Most research studies attempt to make generalization or draw inferences regarding the population, based on their study of a part of the population that is the sample. The sample data enables the researchers to correctly estimate the population parameters. While doing sampling I considered Retail outlet of selected areas in Pune Peth territory and then have taken help of Quota sampling.
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SAMPLE METHOD &TECHNIQUE
THERE ARE TWO TYPES OF SAMPLING METHODS –
1: PROBABILITY METHOD 2: NON PROBABILITY METHOD
In this research the non-probability sampling technique is used and in non-probability method Quota sampling is used.
SAMPLE UNIT:
My sample units were Retail outlet of selected areas in Pune Peth territory so it is clear that the sample units are nothing but the variables to be studied. In general samples represent the group of population sampling a cross section of units that represents in the whole universe. Sampling design is very essential in order to saved time and money.
SAMPLING DESIGN:
It is definite plan before any data are actually collected for obtaining a sample for a given population.
CONVINIENCE SAMPLING:
I have gone through convenience sampling.
COLLECTION OF SECONDARY DATA:
All secondary data are collected and edited from the literature, net, news paper
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RESEARCH TYPE
A TYPE OF ACADEMIC RESEARCH
This project has been done mainly for the fulfillment of academic.
RESEARCH APPROACH
Qualitative as well as Quantitative approach has been used for this research. But the stress was basically on the qualitative approach.
QUANTITATIVE RESEARCH
Quantitative data involves the generation of data in a quantitative form which can be subjected to rigorous analysis in a formal and rigid fashion.
QUALITATIVE RESEARCH
It is concerned with subjective assessment of opinions and behavior.
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RESEARCH DESIGN
A research design is the arrangement of conditions for collection and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure. This calls for developing the most efficient plan for gathering the necessary information, design a research plan, decision on the data sources, research approaches, research instruments, sampling plan and contact methods. A research design is the specification of the method and procedure for acquiring the information needed. According to my research design I have performed the following steps in the
project. 1) Deciding objective and sub-objective of the research.
2) To determine the most suitable method of research.
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RESEARCH TOOL
An Observation was used as an instrument in gathering the required information from the Retail Outlets. It is used to get both past and current information. This method is the most commonly used method especially in studies relating to behavioral sciences.
The reason why the observation was preferred: ? ? ? ? ? Low cost Avoid bias. Convince Total coverage. Accurate Result
Research designs are of following types:-
? DESCRIPTIVE ? DIAGNOSTIC ? EXPERIMENTAL ? CAUSAL ? EXPLORATORY
In this project, Descriptive type of research design has been used.
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RESEARCH TYPE
DESCRIPTIVE RESEARCH
This method is undertaken when researcher is interested in knowledge about characteristics of certain
group. As in this particular case I was wanted information regarding a particular group i.e. retail outlets in Pune Peth territory which will directly deal with customers. Hence I selected Descriptive research as the type of research.
SCOPE OF RESEARCH
The main scope of the research is to understand the sale volume of the company for the year 2011. The other important scope of the research is to know the most preferred brand by the consumer and satisfaction level.
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CHAPTER – 6 DATA ANALYSIS
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ANALYSIS OF DATA
1. What are the brands you deal with?
TABLE NO. 1
Brand Bisleri Oxyrich Aquafina Kinley Others
Response 7 20 12 8 3
% 14 40 24 16 6
FIGURE NO. 1
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2. How do you get to know about Manikchand Oxyrich?
TABLE NO. 2
Media Television Newspaper Radio Others,
Response 25 15 5 5
% 50 30 10 10
FIGURE NO. 2
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3.What features are you aware of Manikchand Oxyrich?
TABLE NO. 3
Features Price Capacity Extra oxygen None Other
Response 10 15 5 5 15
% 20 30 10 10 30
FIGURE NO. 3
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4. What are the different pack sizes you order for?
TABLE NO. 4
Pack Size 200 Ml 500Ml 1 Liter 1.5 Liter 2 Liters
Response 5 15 25 3 2
% 10 30 50 6 4
FIGURE NO. 4
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5. Along with Oxyrich, how many related products are you dealing with?
TABLE NO. 5 Brand Bisleri Kinley Aquafina None Others Response 3 15 25 2 5 % 6 30 50 4 10
FIGURE NO. 5
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6. Which brand is the major competitor of Oxyrich?
TABLE NO. 6 Competitor Brand Bisleri Kinley Aquafina None Others Response 10 15 20 0 5 % 20 30 40 0 10
FIGURE NO. 6
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7. How can the company promote Oxyrich in the consumer market?
TABLE NO. 7
Promotion
Brand name (Manikchand) Advertisement Others, please specify
Response
25 10 15
%
50 20 30
FIGURE NO. 7
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B) COMPARATIVE ANALYSIS AGAINST COMPETITORS:
1) Price :-
TABLE NO. 1
Models Kinley Aquafina Oxyrich Bisleri
FIGURE NO. 1
Excellent 20 25 10 5
Very good 20 15 20 5
Good 10 10 15 20
Satisfactory 0 0 5 5
Poor 0 0 0 15
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2) Quality :-
TABLE NO. 2
Models Kinley Aquafina Oxyrich Bisleri
Excellent 15 20 25 30
Very good 10 12 15 10
Good 20 15 10 10
Satisfactory 5 3 0 0
Poor 0 0 0 0
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FIGURE NO. 2
3) Sales performances :-
TABLE NO. 3
Models Kinley Aquafina Oxyrich Bisleri
Excellent 20 25 25 25
Very good 20 15 10 15
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Good 5 10 5 3
Satisfactory 5 0 10 7
Poor 0 0 0 0
FIGURE NO. 3
4) Company reputation in market :-
TABLE NO. 4
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Models Kinley Aquafina Oxyrich Bisleri
Excellent 20 25 30 30
Very good 25 20 20 15
Good 5 5 0 5
Satisfactory 0 0 0 0
Poor 0 0 0 0
FIGURE NO. 4
5) Information given through advertisement :-
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TABLE NO. 5
Models Kinley Aquafina Oxyrich Bisleri
FIGURE NO. 5
Excellent 10 20 25 20
Very good 10 10 10 8
Good 15 10 10 12
Satisfactory 10 10 5 5
Poor 5 0 0 5
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CHAPTER - 7 LIST OF TABLES
LIST OF TABLES
S.N. NO.OF TABLE
46
DETAILS ABOUT TABLES
1
TABLE NO-1
DEALING WITH OXYRICH
2
TABLE NO-2
MEDIA
3
TABLE NO-3
FEATURES AWARENESS
4
TABLE NO-4
PACK SIZES
5
TABLE NO-5
DEALS WITH OTHER PRODUCT
6
TABLE NO-6
MAJOR COMPETITOR IN MARKET
7
TABLE NO-7
PROMOTION IN CONSUMER MARKET
8
TABLE NO-B1
PRICE
9
TABLE NO-B2
QUALITY
10
TABLE NO-B3
SALES PERFORMANCE
11
TABLE NO-B4
COMPANY REPUTATION IN MARKET
12
TABLE NO-B5
INFORMATION GIVEN THROUGH ADVERTISMENT
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CHAPTER - 8 LIST OF FIGURES
LIST OF FIGURES
S.N.
NO.OF FIGURE
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DETAILS ABOUT FIGURE
1
FIGURE NO-1
BISLERI = 7, OXYRICH = 20, AQUAFINA = 12, KINLEY = 8, OTHER=3 TELEVISION = 25, NEWSPAPER = 15, RADIO = 5, OTHER = 5 PRICE = 10, CAPACITY = 15, EXTRA OXYGEN = 5, NONE = 5, OTHER = 15
2
FIGURE NO-2
3
FIGURE NO-3 200 ML = 5, 500 ML = 15, 1 LT = 25, 1.5 LT = 3, 2LT = 2
4
FIGURE NO-4 BISLERI = 3, KINLEY = 15, AQUAFINA = 25, NONE = 2, OTHER = 5
5
FIGURE NO-5 BISLERI = 10, KINLEY = 15, AQUAFINA = 20, NONE = 0, OTHER= 5
6
FIGURE NO-6 BRAND NAME = 25, ADVERTISEMENT = 10, OTHER= 15
7
FIGURE NO-7
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CHAPTER – 9 FINDINGS
FINDINGS
•
Daily planning is necessary to operate store operation effectively.
50
•
In Pune Peth area Oxyrich acquire large area of market in Mineral Water after Aquafina. Effective personnel selling process is become important task for generating or promoting task.
•
• •
•
Retailers selling Mineral water .Because it is the demand of market. Aquafina is the main Competitor of Oxyrich. In Pune Peth area Aquafina is more preferred brand. After the observation I found that 65% retailer selling the mineral water whole year. 50% customer says Aquafina mineral water is preferable because of rate. Service is the most important factor for the secondary loss.
•
• •
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CHAPTER – 10 SUGGESTIONS
SUGGESTIONS
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1. Company should improve its service in summer season.
2. Senior managers should visit the outlet especially in peak season. 3. Scheme should be more attractive then the competitor. 4. Sign some yearly contract with Dealer.
5. Time to time survey about the company’s strength and weakness.
6. Company should try to protect superiority into the minds of customer.
7. Company should also start some scheme for consumers.
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CHAPTER – 11 CONCLUSION
CONCLUSION
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• •
Outlet owners do not place elements at the right place for much time. Most of the consumer at retail outlet comes have no prior intention to purchase a particular brand.
•
Due to the lack of space outlet owners are not able to signages and racks at an eyes catching area.
•
Due to the lack of communication between company executives and outlet owners, distributors do not provide elements on time to outlet.
• •
Combo posters are not available at most of the restaurants & Medical stores. Outlet owners are more interested in pushing the product of the company which provides them better schemes.
•
Proper display of pet bottles is also necessary for consumer decision to buy a particular brand.
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CHAPTER – 12 LIMITATIONS
LIMITATIONS
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? The study was conducted only for 2 months so due to limited time period, the study was
briefly conducted.
? The study has to be conducted by observational technique so keen observation as to get
accurate result was very necessary.
? The study was conducted only for Retail outlet of selected areas in Pune territory, so we
cannot say this study consist of all the details of the Indian prospects.
? As due to limited time period we have to conduct the Retail outlet survey by the help of
quota sampling and quota was of 1000 outlet so we cannot get accurate result.
? As the survey was done during summer season the sale of the MINERAL water is
proportionally more as compare to winters.
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CHAPTER – 13 BIBLIOGRAPHY
BIBLIOGRAPHY
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BOOKS
MARKETING MANAGEMENT RESEARCH METHODOLOGY
-
BY PHILIP KOTLER BY C. R. KOTHARI
WEBSITES
www.manikchandoxyrich.com www.google.com www.scribd.com
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CHAPTER – 14 LIST OF ABBREVATIONS
LIST OF ABBREVATIONS
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? ? ? ?
ISO – INTERNATIONAL ORGANIZATION FOR STANDARDIZATION. PET – POSITRON EMISSION TOMOGRAPHY. TUV – TECHNISCHER UBERWACHUNGS-VEREIN. S.G.A – SYSTEM GLOBAL AREA.
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CHAPTER – 15 QUESTIONNAIRE
QUESTIONNAIRE FOR OUTLET
Name: - _____________________________________________
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Address: - ___________________________________________ City: - ___________________________________________
A) Analysis regarding sales marketing :-
1. What are the brands you deal with? a) Bisleri b) Oxyrich c) Aquafina d) Kinley e) Others, Please specify ______________ 2. How do you get to know about Manikchand Oxyrich? a) Television b) Newspaper c) Radio d) Others, Please Specify________________ 3. What features are you aware of Manikchand Oxyrich? a) Price b) Capacity c) Extra oxygen d) None e) Other, Please Specify________________ 4. What are the different pack sizes you order for?
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a) 200 ml b) 500 ml c) 1 litre d) 1.5 litres e) 2 litres Please answer the following questions if you deal in Oxyrich:-
5. How many product variants you have? a) 200 ml b) 500 ml c) 1 litre d) 1.5 litres e) 2 litres
6. Along with Oxyrich, how many related products are you dealing with? a) Bisleri b) Kinley c) Aquafina d) None e) Others, please specify _____________
7. Which brand is the major competitor of Oxyrich? a) Bisleri
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b) Kinley c) Aquafina d) None e) Others, please specify _____________
8. How can the company promote Oxyrich in the consumer market? a) Brand name (Manikchand) b) Advertisement c) Others, please specify __________________
9. Please give your valuable suggestions regarding any aspects –
Ans: -
B) Comparative analysis for Oxyrich against its competitors :-
Please tick in the appropriate boxes accordingly:1) Price :-
Models Kinley Aquafina
Excellent
Very good
Good
Satisfactory
Poor
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Oxyrich Bisleri 2) Quality :-
Models Kinley Aquafina Oxyrich Bisleri
Excellent
Very good
Good
Satisfactory
Poor
3) Sales performances :-
Models Kinley Aquafina Oxyrich Bisleri
Excellent
Very good
Good
Satisfactory
Poor
4) Company reputation in market :-
Models Kinley Aquafina Oxyrich
Excellent
Very good
Good
Satisfactory
Poor
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Bisleri
5) Information given through advertisement :-
Models Kinley Aquafina Oxyrich Bisleri
Excellent
Very good
Good
Satisfactory
Poor
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doc_443001869.doc
It is a project report on "ANALYSIS REGARDING SALES & DISTRIBUTION for DHARIWAL INDUSTRIES LTD. (MANIKCHAND OXYRICH)"
A
PROJECT REPORT ON ANALYSIS REGARDING SALES & DISTRIBUTION
FOR DHARIWAL INDUSTRIES LTD. (MANIKCHAND OXYRICH)
SUBMITTED BY MR. MANOJ KUMAR SHARMA
UNDER THE GUIDANCE OF PROF. KAILAS BHOSALE
SUBMITTED TO “UNIVERSITY OF PUNE”
IN PARTIAL FULFILMENT OF THE REQUIREMENT FOR THE AWARD OF THE DEGREE OF
MASTER IN MARKETING MANAGEMENT (MMM)
THROUGH VISHWAKARMA INSTITUTE OF MANAGEMENT PUNE– 411048
1
ACKNOWLEDGMENT
It’s a great privilege that I have done my project in such a well-organized and diversified organization. I am great full to all those who helped and supported me in completing the project. First of all I would sincerely like to thank Mr. Pramod Savant (Regional Sales Manager), for his valuable guidance and kind co-operation during the project. I am highly grateful to Mr. P. Mohpatre & Mr. Santosh Kumar (Sales Executives) for the help provided by them in various forms. I am also thankful to the branch employees who directly and indirectly supported me during my internship.
I am also thankful to our director Dr. Shailesh Kasande for giving me an opportunity to do my summer project in MANIKCHAND OXYRICH and my project guide Prof. Kailas Bhosale for helping me in completing the project.
Last but not least, I am also thankful to all college staff and my friends for helping me directly or indirectly in my project.
INDEX
2
SR. NO. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
CONTENT EXECUTIVE SUMMARY INTRODUCTION COMPANY PROFILE OBJECTIVES OF THE STIDY RESEARCH METHODOLOGY DATA ANALYSIS LIST OF TABLES LIST OF FIGURES FINDINGS SUGGESTIONS CONCLUSION LIMITATIONS BIBLIOGRAPHY LIST OF ABBREVATIONS QUESTIONNAIRE
PAGE NUMBER 5 7-12 14-21 23 25-31 33-44 46 48 50 52 54 56 58 60 62-65
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CHAPTER – 1 EXECUTIVE SUMMARY
EXECUTIVE SUMMARY
4
The objective behind this project is to understand how the selling and distribution function are carried out in Oxyrich sales office, Pune. The project report requires thorough study of the various section at all the levels and to conduct the detail study, a print questionnaire was prepared for the retailer, customer and the distributor of Oxyrich of my area also some questionnaire where prepared for Oxyrich mineral water but only to the retailers & outlet. So, that we come to know that what is the actual market of Oxyrich and his competitor. This helps us to know the market value of Oxyrich. Where half of the information with the first hand, this question helps us to know what is the reaction of the retailers about Oxyrich mineral water. And what we found that the Oxyrich is better in demand than that of his competitor, except Bisleri & Aquafina. I observe that the retailer is happy with the service provided by the distributor. So I suggested some good method to the retailer which helps them to increase the sales and keep a demand before the completion of the stock which helps them at the time of urgency. Also I suggested some good techniques to pressurize the sales executive to keep attention on you. Many more things that helped me to know how to keep a good relation between all the sales executive, sales man, and the distributor so that everyone can help each other in every activity to increase sales. Further we can see in the suggestion and conclusion part. Questionnaire data collected from the survey was analyzed and conclusion is drawn, based on the information and analysis made the recommendation was put across to the company.
.
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CHAPTER – 2 INTRODUCTION
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INTRODUCTION
The Manikchand Group is a privately owned group of industries in India, headquarter in Pune city. It primarily started out as a company that produced chewable tobacco products called 'Gutka' around six decades ago. The group is diversified into Pan Masala, Mouth Freshner, Packaged Water, Offset Printing, Wedding Cards, Flexible Packaging, Electrical Switches, Flour Mills. Some of the industry products act as a front for surrogate advertising through the audiovideo media channels due to strict restrictions or bans on tobacco advertising in India. Its products are exported to more than 30 countries worldwide. The company is owned by Rasiklal Manikchand Dhariwal was valued at Rs. 8 billion (800 crore) around 2007. A rags-to-riches story, Rasiklal has led a somewhat controversial life, with raids on his property in August 1997 where assets worth Rs. 116 million (11.6crore) were found in cash and kind. He was also in the news in 2005 for alleged links with the underworld mafia. Rasiklal and Jagdish Joshi, of Goa Gutka, were interrogated by the Central Bureau of Investigation (CBI)), India for allegedly helping noted gangster, Dawood Ibrahim to build a gutka plant in Karachi. He has two wives, one who stays in Shirur while the other stays in the Koregaon Park suburb of Pune. Before us going to discuss the topic lets go back to the fundamental aspect of the Dhariwal Industries Ltd (Manikchand Oxyrich) Company marketing strategy. In the FMCG sector beverage is one of the toughest branch. It deals with the two-way system. In the other system sell the goods and everything is finished but in the beverage industry sells the drinking water.
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Manikchand Group, a large business conglomerate, established in the year 1958, encompassing twelve industries, has a presence across three continents. Our range of products, available through a strong network spanning over fifty countries include Tobacco, Mouth Freshners, Packaged Drinking Water, Electrical Switches, Wind Farms, Flexible Packaging, Offset Printing, Packaged Tea Manufacturing, Flour Mill, Real Estate and Construction.
We are the largest producers of Manikchand Oxyrich, which contains more than 300% Dissolved Oxygen, along with 100 to 120 ppm of essential minerals, at pH level between 6-7, right for the human body. Our revolutionary process of Oxygen Enrichment, has received a Patent in India and South Africa, and is also expected from several other countries. Our Plant in Pune is the 1st Bottled Water Company to be awarded ISO 22000: 2005 certification by TUV, Germany, globally recognized, and the latest standard in food safety management system.
Dhariwal Industries Ltd. has PET Preform manufacturing Division. PET Preforms find application in the Bottled Water, Beverages, Edible Oil, Foods and Pharmaceutical Industries. The plant is equipped with most modern technology driven machines, capable of producing varied range of Preforms. It is one of the largest in India. These preforms are produced by using Virgin PET Resin from Reputed International Suppliers. The Preforms produced are of uniform quality and have lowest AA level content.
Manikchand Oxyrich is the largest beverage company in the world. It produces four kind of drink.
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I. WATER – Oxyrich. The supply-chain of the Manikchand Oxyrich is as follows: Production – RGB (Returnable Glass Bottle) & PET (Primary) Distributor (Secondary) Retailer / Outlet (Tertiary) Consumer
9
Each level contains different channel. Categories of these channels are following: -
1) E & D (Eating & Drinking) 2) Grocery Shop
3) P & B (Pan & Beedi)
4) Transportation (Railway, Bus-Stop etc.) 5) Entertainment Place (Cinema Hall, Club etc. Following cycle:i. Right location of S.G.A
ii.
Impact full communication related to price
iii.
Ideal in store support
iv.
Brand packs or flavors
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TYPES OF DISTRIBUTION CHANNELS
There are several alternative channel of distribution channel. The distribution channel is broadly classified for the industrial marketing and consumer marketing. Marketing channel can be characterized by number of channel level, each middle man that reform some work in bringing the products and its title closer to the final buyer constitute the channels levels. Channel of distribution is classified into various types:
1. ZERO LEVEL CHANNELS (Producer Consumer)
That is produces sales the goods directly to the consumer.
2. ONE LEVEL CHANNEL (Producer Dealer Consumer) In this level of channel there exists a retailer between producer and consumer. 3.TWO LEVEL CONSUMER (Producer Distributor dealer consumer)
Here there are two intermediate between producer and consumer. Today the corporate level in management spends a lot of time on physical distribution problem because large saving can be effected when proper decision is taken.
MAJOR ASPECT OF PHYSICAL DISTRIBUTION
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1. Channels of distribution. 2. Factors, which influence the choice of distribution channel 3. Cost of physical distribution 4. Oxyrich is having wheels of distribution of their products in market.
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CHAPTER – 3 COMPANY PROFILE
COMPANY PROFILE
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Dhariwal Industries Ltd - Food & Beverages division has one of the most modern and comprehensive packaged drinking water facilities spread across India. The facilities are fully integrated with in house facilities for manufacturing of Preforms, Closures/Caps and Bottle Blowing. The labels and cartons are also made in the group companies to ensure total control on quality and processes. In a short time we have established ourselves across the length and breadth of India. Our plants are spread over the western, southern and northern regions. We are continuously expanding our existing facilities and setting up newer plants at various locations. Our bottling capacities are not only the most modern but also amongst the largest too. We have existing capacity to bottle over 3.6 crore liters a year (360 lakh bottles of 1 liter each).
CLOSURES
Creative Plastics, associate of Dhariwal Industries, manufacture 3 lakh closures/caps for bottles of neck size 25x30 mm. The closures are of utmost importance in any bottling system. World renowned machines like Husky machine is used to produce superior quality leak proof closures.
Apart from catering to in house requirements, we also provide these products to other companies. Patented Technology OXYRICH employs a patented oxygenation process to infuse more oxygen in water - 300% more. This is done by physically dissolving pure oxygen by a well researched scientific
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method, using state of the art equipments. It is the only packaged drinking water with extra oxygen for healthy living. This ensures that whenever you have a sip of OXYRICH, your body is enriched with more oxygen leading to improved metabolism, enabling higher energy levels and promoting wellness. The dissolved oxygen is more than 300% more than found in normal drinking water. Oxygen International Patents. 300% More
BUSINESS MODEL OF OXYRICH
The Oxyrich Company Manufactures Concentrate Beverage Base & Syrup Distributors
Manufactures Finished Bottle / Can Fountain syrup Sells & Delivers
Outlet
Consumer
The Company Manufactures Concentrate for sale to Bottlers.
• Bottlers produce the final products and sell and deliver them to the customers.
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ISO 22000 Certified Manikchand Oxyrich is the only bottled water with ISO 22000 certification. ISO 22000 is the latest and most stringent standard for safety in the food supply chain. It is a reflection of our commitment to provide excellence at all levels.
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PURIFICATION - THE EMPOWERMENT OF LIFE
A robust framework enables precision and adds value to a process. Equipped with the right tools and techniques, goals are achieved and perfection attained. The process of manufacturing packaged drinking water through internationally employed methodologies at OXYRICH is supported by the most modern and sophisticated infrastructure. Right from sourcing the raw water to various stages of filtration and the final packaging, global standards are followed to ensure purity, quality, and superiority. Source Water - The water used is from protected well, an approved source which meets the Indian standard IS: 10500. The source is situated in an unpolluted area and well protected from external contamination. Purification - The water is processed with multi-stage purification processes such as – Sand Filter, Activated Carbon Filter, Ultraviolet Disinfection, Ultra Filtration, Reverse Osmosis and Ozonation.
Purification Processes 17
Sand Filter
Activated Carbon Filter (ACF)
Eliminates load of total suspended solids in the raw water.
Activated carbon is prepared by slowly heating coal or coconut shell. This filter removes most of the organic contamination and pesticide residuals from the water. It also controls taste and odour of water.
Ultraviolet Disinfection (UV)
Ultra Filtration
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Water is exposed to UV light of wavelength 245 nanometers (nm). A dosage of 16000 microwatt/sq.cm. at 40°C for effective disinfection.
Ultra filtration is a low pressure membrane process that removes dissolved organic macro molecules, viruses, Pyrogen enzymes etc.
Reverse Osmosis
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Ozonation
A high pressure membrane process to eliminate dissolved impurities like
Ozonation is the strongest oxidizer and disinfection agent which acts on broad spectrum of microbiological organisms. Oxyrich is disinfected by 0.3 ppm of ozone. Ozone is 30000 times more effective than chlorine. Use of chlorine is eco unfriendly and produces THMs (tri-halomethanes) in water, which can cause cancer.
unwanted salts and retain minerals which are essential to human body. This done by carefully selecting the membrane by a technology developed by DIL.
AREA OF OPERATION
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Pune Peth Distribution Area 1. Nana Peth 2. Rasta Peth 3. Guruwar Peth 4. Narayan Peth 5. Budhwar Peth 6. Bhavani Peth
7. Swargate to Katraj
8. Sadashiv Peth
9. Shaniwar Peth 10. Shaniwar Wada
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CHAPTER – 4 OBJECTIVES
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OBJECTIVES OF THE RESEARCH
1. To maximize the profit of the dealer, distributor as well as of the company. 2. To identify the parameter which influence the MINERAL WATER in the market. 3. To suggest ideas to strengthen the company’s position in the market. 4. To find out customer loyalty towards the company. 5. To check the satisfaction level of existing customers. 6. To know about customer preference. 7. To find out the problem faced by the customers in local market by doing market survey.
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CHAPTER – 5 RESEARCH MEHODOLOGY
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RESEARCH METHODOLOGY
The success of marketing strategy depends on its adaptability with external environment like customer needs, preferences, and emotional, social, cultural, political, loyal, technological and others dynamic force. Marketing research is the systematic and objective identification, collection, analysis dissemination and use of information for the purpose of improving decision making related to the identification and solution of problems and opportunities in marketing. Each phase of this process is important. We define or identify the marketing research problem or opportunity and then determine what information is needed to investigate it. Next, the various sources of information are identified and a range of data collection methods, varying in complexity are evaluated. Then the data are collected using the most appropriate method, analyzed, interpreted and inferences are drawn. Finally the findings are presented in the form of a report that allows the information to be used for the purpose of management decision making. Oxyrich has its own management information system, which is a major tool that helps management in problem solving and framing marketing strategy. Here the market research is carried out at different places in Pune Peth through• • Survey (questionnaire) Observation method.
SURVEY
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Mode of primary data collection was from consulting with company Managers, Distributors, Dealers and customers also. The data are collected from dealers by questionnaire method. I have taken the sample size of 50 outlets. The data are collected through face-to-face interview. At the same time an observation has been made to study the psychology, attitude of the respondent towards the distribution of Oxyrich products.
SAMPLING
Sampling is one of the most fundamental concepts underlying any research work. Most research studies attempt to make generalization or draw inferences regarding the population, based on their study of a part of the population that is the sample. The sample data enables the researchers to correctly estimate the population parameters. While doing sampling I considered Retail outlet of selected areas in Pune Peth territory and then have taken help of Quota sampling.
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SAMPLE METHOD &TECHNIQUE
THERE ARE TWO TYPES OF SAMPLING METHODS –
1: PROBABILITY METHOD 2: NON PROBABILITY METHOD
In this research the non-probability sampling technique is used and in non-probability method Quota sampling is used.
SAMPLE UNIT:
My sample units were Retail outlet of selected areas in Pune Peth territory so it is clear that the sample units are nothing but the variables to be studied. In general samples represent the group of population sampling a cross section of units that represents in the whole universe. Sampling design is very essential in order to saved time and money.
SAMPLING DESIGN:
It is definite plan before any data are actually collected for obtaining a sample for a given population.
CONVINIENCE SAMPLING:
I have gone through convenience sampling.
COLLECTION OF SECONDARY DATA:
All secondary data are collected and edited from the literature, net, news paper
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RESEARCH TYPE
A TYPE OF ACADEMIC RESEARCH
This project has been done mainly for the fulfillment of academic.
RESEARCH APPROACH
Qualitative as well as Quantitative approach has been used for this research. But the stress was basically on the qualitative approach.
QUANTITATIVE RESEARCH
Quantitative data involves the generation of data in a quantitative form which can be subjected to rigorous analysis in a formal and rigid fashion.
QUALITATIVE RESEARCH
It is concerned with subjective assessment of opinions and behavior.
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RESEARCH DESIGN
A research design is the arrangement of conditions for collection and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure. This calls for developing the most efficient plan for gathering the necessary information, design a research plan, decision on the data sources, research approaches, research instruments, sampling plan and contact methods. A research design is the specification of the method and procedure for acquiring the information needed. According to my research design I have performed the following steps in the
project. 1) Deciding objective and sub-objective of the research.
2) To determine the most suitable method of research.
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RESEARCH TOOL
An Observation was used as an instrument in gathering the required information from the Retail Outlets. It is used to get both past and current information. This method is the most commonly used method especially in studies relating to behavioral sciences.
The reason why the observation was preferred: ? ? ? ? ? Low cost Avoid bias. Convince Total coverage. Accurate Result
Research designs are of following types:-
? DESCRIPTIVE ? DIAGNOSTIC ? EXPERIMENTAL ? CAUSAL ? EXPLORATORY
In this project, Descriptive type of research design has been used.
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RESEARCH TYPE
DESCRIPTIVE RESEARCH
This method is undertaken when researcher is interested in knowledge about characteristics of certain
group. As in this particular case I was wanted information regarding a particular group i.e. retail outlets in Pune Peth territory which will directly deal with customers. Hence I selected Descriptive research as the type of research.
SCOPE OF RESEARCH
The main scope of the research is to understand the sale volume of the company for the year 2011. The other important scope of the research is to know the most preferred brand by the consumer and satisfaction level.
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CHAPTER – 6 DATA ANALYSIS
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ANALYSIS OF DATA
1. What are the brands you deal with?
TABLE NO. 1
Brand Bisleri Oxyrich Aquafina Kinley Others
Response 7 20 12 8 3
% 14 40 24 16 6
FIGURE NO. 1
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2. How do you get to know about Manikchand Oxyrich?
TABLE NO. 2
Media Television Newspaper Radio Others,
Response 25 15 5 5
% 50 30 10 10
FIGURE NO. 2
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3.What features are you aware of Manikchand Oxyrich?
TABLE NO. 3
Features Price Capacity Extra oxygen None Other
Response 10 15 5 5 15
% 20 30 10 10 30
FIGURE NO. 3
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4. What are the different pack sizes you order for?
TABLE NO. 4
Pack Size 200 Ml 500Ml 1 Liter 1.5 Liter 2 Liters
Response 5 15 25 3 2
% 10 30 50 6 4
FIGURE NO. 4
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5. Along with Oxyrich, how many related products are you dealing with?
TABLE NO. 5 Brand Bisleri Kinley Aquafina None Others Response 3 15 25 2 5 % 6 30 50 4 10
FIGURE NO. 5
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6. Which brand is the major competitor of Oxyrich?
TABLE NO. 6 Competitor Brand Bisleri Kinley Aquafina None Others Response 10 15 20 0 5 % 20 30 40 0 10
FIGURE NO. 6
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7. How can the company promote Oxyrich in the consumer market?
TABLE NO. 7
Promotion
Brand name (Manikchand) Advertisement Others, please specify
Response
25 10 15
%
50 20 30
FIGURE NO. 7
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B) COMPARATIVE ANALYSIS AGAINST COMPETITORS:
1) Price :-
TABLE NO. 1
Models Kinley Aquafina Oxyrich Bisleri
FIGURE NO. 1
Excellent 20 25 10 5
Very good 20 15 20 5
Good 10 10 15 20
Satisfactory 0 0 5 5
Poor 0 0 0 15
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2) Quality :-
TABLE NO. 2
Models Kinley Aquafina Oxyrich Bisleri
Excellent 15 20 25 30
Very good 10 12 15 10
Good 20 15 10 10
Satisfactory 5 3 0 0
Poor 0 0 0 0
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FIGURE NO. 2
3) Sales performances :-
TABLE NO. 3
Models Kinley Aquafina Oxyrich Bisleri
Excellent 20 25 25 25
Very good 20 15 10 15
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Good 5 10 5 3
Satisfactory 5 0 10 7
Poor 0 0 0 0
FIGURE NO. 3
4) Company reputation in market :-
TABLE NO. 4
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Models Kinley Aquafina Oxyrich Bisleri
Excellent 20 25 30 30
Very good 25 20 20 15
Good 5 5 0 5
Satisfactory 0 0 0 0
Poor 0 0 0 0
FIGURE NO. 4
5) Information given through advertisement :-
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TABLE NO. 5
Models Kinley Aquafina Oxyrich Bisleri
FIGURE NO. 5
Excellent 10 20 25 20
Very good 10 10 10 8
Good 15 10 10 12
Satisfactory 10 10 5 5
Poor 5 0 0 5
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CHAPTER - 7 LIST OF TABLES
LIST OF TABLES
S.N. NO.OF TABLE
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DETAILS ABOUT TABLES
1
TABLE NO-1
DEALING WITH OXYRICH
2
TABLE NO-2
MEDIA
3
TABLE NO-3
FEATURES AWARENESS
4
TABLE NO-4
PACK SIZES
5
TABLE NO-5
DEALS WITH OTHER PRODUCT
6
TABLE NO-6
MAJOR COMPETITOR IN MARKET
7
TABLE NO-7
PROMOTION IN CONSUMER MARKET
8
TABLE NO-B1
PRICE
9
TABLE NO-B2
QUALITY
10
TABLE NO-B3
SALES PERFORMANCE
11
TABLE NO-B4
COMPANY REPUTATION IN MARKET
12
TABLE NO-B5
INFORMATION GIVEN THROUGH ADVERTISMENT
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CHAPTER - 8 LIST OF FIGURES
LIST OF FIGURES
S.N.
NO.OF FIGURE
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DETAILS ABOUT FIGURE
1
FIGURE NO-1
BISLERI = 7, OXYRICH = 20, AQUAFINA = 12, KINLEY = 8, OTHER=3 TELEVISION = 25, NEWSPAPER = 15, RADIO = 5, OTHER = 5 PRICE = 10, CAPACITY = 15, EXTRA OXYGEN = 5, NONE = 5, OTHER = 15
2
FIGURE NO-2
3
FIGURE NO-3 200 ML = 5, 500 ML = 15, 1 LT = 25, 1.5 LT = 3, 2LT = 2
4
FIGURE NO-4 BISLERI = 3, KINLEY = 15, AQUAFINA = 25, NONE = 2, OTHER = 5
5
FIGURE NO-5 BISLERI = 10, KINLEY = 15, AQUAFINA = 20, NONE = 0, OTHER= 5
6
FIGURE NO-6 BRAND NAME = 25, ADVERTISEMENT = 10, OTHER= 15
7
FIGURE NO-7
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CHAPTER – 9 FINDINGS
FINDINGS
•
Daily planning is necessary to operate store operation effectively.
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•
In Pune Peth area Oxyrich acquire large area of market in Mineral Water after Aquafina. Effective personnel selling process is become important task for generating or promoting task.
•
• •
•
Retailers selling Mineral water .Because it is the demand of market. Aquafina is the main Competitor of Oxyrich. In Pune Peth area Aquafina is more preferred brand. After the observation I found that 65% retailer selling the mineral water whole year. 50% customer says Aquafina mineral water is preferable because of rate. Service is the most important factor for the secondary loss.
•
• •
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CHAPTER – 10 SUGGESTIONS
SUGGESTIONS
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1. Company should improve its service in summer season.
2. Senior managers should visit the outlet especially in peak season. 3. Scheme should be more attractive then the competitor. 4. Sign some yearly contract with Dealer.
5. Time to time survey about the company’s strength and weakness.
6. Company should try to protect superiority into the minds of customer.
7. Company should also start some scheme for consumers.
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CHAPTER – 11 CONCLUSION
CONCLUSION
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• •
Outlet owners do not place elements at the right place for much time. Most of the consumer at retail outlet comes have no prior intention to purchase a particular brand.
•
Due to the lack of space outlet owners are not able to signages and racks at an eyes catching area.
•
Due to the lack of communication between company executives and outlet owners, distributors do not provide elements on time to outlet.
• •
Combo posters are not available at most of the restaurants & Medical stores. Outlet owners are more interested in pushing the product of the company which provides them better schemes.
•
Proper display of pet bottles is also necessary for consumer decision to buy a particular brand.
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CHAPTER – 12 LIMITATIONS
LIMITATIONS
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? The study was conducted only for 2 months so due to limited time period, the study was
briefly conducted.
? The study has to be conducted by observational technique so keen observation as to get
accurate result was very necessary.
? The study was conducted only for Retail outlet of selected areas in Pune territory, so we
cannot say this study consist of all the details of the Indian prospects.
? As due to limited time period we have to conduct the Retail outlet survey by the help of
quota sampling and quota was of 1000 outlet so we cannot get accurate result.
? As the survey was done during summer season the sale of the MINERAL water is
proportionally more as compare to winters.
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CHAPTER – 13 BIBLIOGRAPHY
BIBLIOGRAPHY
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BOOKS
MARKETING MANAGEMENT RESEARCH METHODOLOGY
-
BY PHILIP KOTLER BY C. R. KOTHARI
WEBSITES
www.manikchandoxyrich.com www.google.com www.scribd.com
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CHAPTER – 14 LIST OF ABBREVATIONS
LIST OF ABBREVATIONS
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? ? ? ?
ISO – INTERNATIONAL ORGANIZATION FOR STANDARDIZATION. PET – POSITRON EMISSION TOMOGRAPHY. TUV – TECHNISCHER UBERWACHUNGS-VEREIN. S.G.A – SYSTEM GLOBAL AREA.
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CHAPTER – 15 QUESTIONNAIRE
QUESTIONNAIRE FOR OUTLET
Name: - _____________________________________________
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Address: - ___________________________________________ City: - ___________________________________________
A) Analysis regarding sales marketing :-
1. What are the brands you deal with? a) Bisleri b) Oxyrich c) Aquafina d) Kinley e) Others, Please specify ______________ 2. How do you get to know about Manikchand Oxyrich? a) Television b) Newspaper c) Radio d) Others, Please Specify________________ 3. What features are you aware of Manikchand Oxyrich? a) Price b) Capacity c) Extra oxygen d) None e) Other, Please Specify________________ 4. What are the different pack sizes you order for?
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a) 200 ml b) 500 ml c) 1 litre d) 1.5 litres e) 2 litres Please answer the following questions if you deal in Oxyrich:-
5. How many product variants you have? a) 200 ml b) 500 ml c) 1 litre d) 1.5 litres e) 2 litres
6. Along with Oxyrich, how many related products are you dealing with? a) Bisleri b) Kinley c) Aquafina d) None e) Others, please specify _____________
7. Which brand is the major competitor of Oxyrich? a) Bisleri
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b) Kinley c) Aquafina d) None e) Others, please specify _____________
8. How can the company promote Oxyrich in the consumer market? a) Brand name (Manikchand) b) Advertisement c) Others, please specify __________________
9. Please give your valuable suggestions regarding any aspects –
Ans: -
B) Comparative analysis for Oxyrich against its competitors :-
Please tick in the appropriate boxes accordingly:1) Price :-
Models Kinley Aquafina
Excellent
Very good
Good
Satisfactory
Poor
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Oxyrich Bisleri 2) Quality :-
Models Kinley Aquafina Oxyrich Bisleri
Excellent
Very good
Good
Satisfactory
Poor
3) Sales performances :-
Models Kinley Aquafina Oxyrich Bisleri
Excellent
Very good
Good
Satisfactory
Poor
4) Company reputation in market :-
Models Kinley Aquafina Oxyrich
Excellent
Very good
Good
Satisfactory
Poor
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Bisleri
5) Information given through advertisement :-
Models Kinley Aquafina Oxyrich Bisleri
Excellent
Very good
Good
Satisfactory
Poor
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