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EXECUTIVE SUMMARY

Company Profile:
Sujala pipes (p) ltd., is commissioned with the objective of catering the agricultural needs of the region. A dynamic entrepreneur Sri S.P.Y.Reddy who is basically a mechanical engineer started a unit at Nandyal those manufacturers black pipes. This resulted information of private ltd., company called Sujala Pipes Pvt. Ltd., In the year 1995 it diversified into other products like milk products mineral water, super market etc., its greatest achievements are taking over sagar pipes in 1997 and monarch pipes in 1999 who are major competitors at that time. At present the major competitors are sudhakar & finolex pipes. It has its market presence in four states in south India (A.P, T.N, Karnataka, and Kerala).

Need for the Study:


In PVC Pipes industry Nandi is the market leader in A.P. As a market leader it has its efforts to maintain its position by knowing the preferences of Dealers and customers. The study explains the companys continuous desire for improving dealer satisfaction. The study also defines about services offered to the dealers so as to improve the facilities and services provided to them.

Objectives of the Study:

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To Study and analyze satisfaction of dealers towards Nandi Pipes. To assess the opinion of dealers on the quality and sales of Nandi pipes in comparison with competitors. To study the perception of dealers about the services provided by the company.

Research Methodology:
Research Design: Sources of Data: data. Primary data: Secondary data: It is collected from the respondents through a structured questionnaire. It is collected from the company records & profiles. Research Instrument: Well structured questionnaire. Research approach: Survey method. It is descriptive. Both Primary & Secondary sources of

Sample Plan: Sample unit: district. Population size: 40 Census study is adopted. All the dealers of sujala pipes in kurnool

Findings:

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1) 15% of the dealers are in the distribution of pipes for more than 15 years ,27.5% of the respondents are in the distribution for10 - 15 years and 40% for 5 - 10 years and 17.5% are in the field for less than 5 years. 2) 70% of respondents do not stock all brands of brands of pipes. pipes ,remaining 30% stock all

3) Majority of respondents i.e. 80% of them stock nandi pipes, 15% and 5% of the respondents stock sudhakar and finolex respectively. 4) 50% of the respondents are of opinion that quality is the main feature for stocking the brand and 37.5% of the respondents named availability and 12.5% brand name. 5) 57.5% of the respondents are of opinion that Nandi is having more demand in their market, followed by finolex, 12.5%, sudhakar at 25%, vasavi at 5% and others 0%. 6) According to Dealers 12.5% move because of advertisement, 37.5% of the pipes move because of availability and 12.5% move because of price and 5% move because of public relation,32.5% move because of brand Image. 7) 60% of the respondents are satisfied with the quality of Nandi pipes, 17.5% of the respondents are satisfied with finolex,15% of the respondents are satisfied with sudhakar,7.5% of the respondents are satisfied with vasavi. 8) 22.5% of the respondents opined delivery system of the Nandi as excellent, 62.5% as good, remaining 15% expressed satisfaction on delivery system. 9) 55% of the respondents recommend Nandi pipes,20% recommend finolex,22.5% recommend sudhakar,2.5% vasavi.

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10) 10% of the respondents are satisfied with credit facility provided by that company,15% respondents are moderately satisfied,75% of the respondents are not satisfied. 11) 52.5% of the respondents opined that 2-4 inch pipes are moving fastly followed by 4-6, 1/2-2, and 6 inch and above. 12). 55% of the Respondents are satisfied with the profit margin offered by Nandi and the remaining 45% are not satisfied with Nandi 13) 35% of the respondents opined quality of Nandi as 57.5% as good, remaining 7.5% expressed excellent,

satisfaction with quality compared to other brands 14) 100% are satisfied with after sales service

Suggestions:
Company need to design a comprehensive advertisement package to enhance customer awareness and attract customers towards the product. Company may take steps to organize dealer meetings biannually to identify problems of dealers and to motivate them. Company may adopt exclusive dealership to enhance dealer commitment. It helps in promoting the product effectively and in turn increases the sales.

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Company need to take steps to reduce prices fluctuations, so as to avoid conflicts between the dealer and customer company may go for disseminating information of price changes well in advance

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INDUSTRY PROFILE

Plastics have becomes synonymous with modern living. It is undoubtedly a product, which has penetrated extensively into the common mans life. No wonder the industry has achieved in terms of supply of raw materials, expansion and diversification of processing capacities and manufacturing of processing machinery and ancillary equipment. The versatile material with its superior qualities such as light weight, easy process ability, corrosion resistance, energy conservation, non toxicity etc., may substitute to a large extent, many conventional and costly industrial materials like wood, metal, glass, jute, leather etc., on the automobiles, electronics, packaging and agriculture give enough evidence of the immense utility of plastics. At present 80% of total requirement of raw material and almost all types of plastic machines required for the industry and indigenously available. The present investment in all three segments of the industry, namely production of raw materials, expansion and diversification of processing equipment in Rs.1,250 crores and it provides employment to more than eight lakh people. Plastics have been subject to level not only at the central, but at state, and local government levels. These levels have affected the price of plastic of production adversely, because of

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their

inherent

advantage

in

properties

and

versatile

in

adaptation and use, plastics have come to play a vital role in a variety of applications over the world. In our country, plastics are used in essential consumer goods of daily use for common man such as baskets, shopping bags tiffany boxes, hair combs, tooth brushes, spectacle frames and fountain pens etc., they also find applications in field like packaging and automobiles and transportation, engineering, electronics, telecommunications, defense, medicine, building and other construction plastics and its importance is also growing infield like agriculture and water management. The govt of India recognizing the importance of plastics in Agriculture, appointed on March 7th, 1981. National committee on the use of plastics in agriculture under the chairmanship of Dr.G.V.K.Rao. The committee has forecast a tremendous growth of drip irrigation through a network of plastic pipes and tubes. In its opinion, large scale adoption of irrigation would lend to support in demand for PVC pipes LDPE tubes and polypropylene emitters. The committee has highlighted the importance of the use of PVC resin in the manufacture of rigid pies, flexible pipes and sheeting, which are being used for agricultural operations to carry water for one place to another and also linen of ponds and reservoirs to reduce see page and most important, in drip irrigation system. Engineering plastics are being increasingly used for various applications in automatic, electronics, telecommunications and other industries, the plastics are classified into two major classes thermoplastics and thermoses.

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The thermoplastics become sufficiently soft on the applications of heat. The thermoses on the initial application of heat and pressure in the mould to flow, but upon further application of heat and pressure they are cured to hard, insert molded piece which cannot be resoftened by reheating. HIGH DENSITY POLYETHYLENE Production of HDPE in INDIA started commences in 1968. At present is on unit (polyolefins industry ltd.,) in INDIA, production HDPE by the end of 2002 to 2003 is placed at 1.25 lakhs tonnes.

LOW DENSITY PLYETHYLENE(LPDE) Production of LDPE in INDIA started in 1959. At present there are three units manufacturing LDPE with a total of 1.15 lakh tonnes. POLYSTERENE Polystyrene was first manufactured in India in May 1957. The first production commenced in 1978. A production target of 29000 tonnes tube is achieved by the end of 1999-2000. ACRYLONITRIL BUTANDIENE SYTRENE (ABS) The production of acrylonitrile Butadiene styrene (ABS) in India started in 1978. The present total annual installment capacity of (ABC) is 5,000 tonnes.

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POLY VINYL CHLORIDE (PVC) Production of PVC started in INDIA in 1961 against first production of PVC in the world in 1927. At present there are six units manufacturing PVC resins. The present total installed capacity comes to 1.70 lakh tones. The production target of PVC by the end of 2001-2002 is placed at 2.33 lakh tonnes. EXPORT OF PLASTICS GOODS Today India exports plastic products to as many as 80 countries all over the world. The exports, which aware stagnant at around aRs.60-70 crores per annum double to Rs.129 crores. The plastic industry has taken up the challenge of achieving an export target of Rs.17 crores. Major export markets for plastic products and linoleum are Australia, Bangladesh, Canada, Egypt, Hong Kong, Hungary, Italy, Kuwait, Federal, Republic of Germany, Sri Lanka, Sweden, Taiwan, U.K, U.S.A, and Russia. ROLE OF PLASTICS IN THE NATIONAL ECONOMY Plastics are been perceived as just simple colorful household products in the minds of common man. A dominant part of the plastics of the present and future find their utilization in the following areas. 1. Agriculture, forestry and water-management 2. Automobiles and transportation. 3. Electronics construction substitutes. 4. Food processing and packaging 5. Power and gas distribution. and and telecommunications furniture buildings, wood especially

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IMPORTANCE OF PIPES INDUSTRY We shall look at the basic data about plastics and particularly those properties, which are of use in practical working with plastics. Plastics are the man-made materials. The oldest raw materials for producing plastics are carbonaceous materials obtained from petrol chemical sources and they can be economically produced in large quantities. Plastics have changed our world and day by day they are becoming important. They own their success to whole series of advantages, which they have over conventional materials such as Light weight Excellent mould ability Attractive colors Low energy requirement for convention Low labor and cost of manufacture Low maintenance High strength weight ratio Aesthetic

COMPANY PROFILE

NANDI is brand name of popular PVC pipes made by two companies Sujala Pipes and Rani plastic Pipes Industries. The companies was started in 1975 by a young mechanical engineer
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who had just left a plum job in Baba Atomic Research Center(Barc) and wanted to do something on his own. Today the companies are worth few (or lot depends on who you are millions (both Indian & amp; American). They made possible few other small ventures Pipes are sold under brand names of Nandi, Rani, and Jala. Together they are highest selling PVC pipe brands in South India and will be among top three. We believe that companies are about people more than anything else is. The group companies employ about 1500 people. Free accommodation is provided to most of the employees. Health services are also provided at free of cost. Other business interests of Nandi group include dairy product, information technology and education Sujala Pipes (p) Ltd, manufacturers the largest and most comprehensive range of UP.V.C pipes in India. They offer pipes of up to 400 mm diameter Nandi pipes that are suitable for a wide range of applications. Portable drainage, water transportation, bore-wells, irrigation, transfer of plumbing, industrial

cable

ducting

effluents. Our gamuts of products cover all applications, which are covered by PVC pipes. Nandi UPVC systems are more cost effective than

conventional GI, CI or AC systems. They are lightweight, durable and non-corrosive. They offer excellent flow characteristics and they are easy to transport handle and install as well. Excellent quality with customized product development support.

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The Unit also has excellent quality assurance systems in place we ensure products of uncompromising excellence, meeting all relevant ISI, BS, DIN, and ASTM standards. In addition, extensive R&B facilities provide reliable and committed support for new product development. This means that, even if a Nandi customer is unable to find his precise requirements from our elaborate range of products, we can also develop customized products to his own exclusive specifications It is this relentless pursuit of quality and a willingness to adapt and innovate, that has propelled Nandi to the forefront of this product category in India. Water is indispensable for agriculture. However, only 15% of agricultural land, the world over, gets dependable water supply. In India too, only a fraction of the 164 hectares of cultivated land gets a dependable supply of water. Various irrigation methods are employed by farmers to ensure proper water supply. Canal irrigation is one such method. However, canals occupy cultivate space and thus hamper production. Moreover, nearly 40% of canal water is wasted due to evaporation and percolation. Besides, in certain areas, canal irrigation, over a period, has led to salivations. Pipes are an effective way of overcoming the problem caused by canal irrigation as they can be laid underground and water loss because of percolation and evaporation is eliminated. Lift irrigation is employed to carry

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water from a lower to a higher level. Here, various kinds of pipes are used.

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Product Portfolios UPVC Pressures Pipes & Fittings (MM Series) UPVC Pressure Pipes. UPVC Pressure Fittings. UPVC High Pressures Solvent Cement jointing

System. UPVC Solvent cement jointing pipes. UPVC Solvent cements fittings. UPVC Soil waste & Rainwater (S. W. R) Drainage System. UPVC S.W.R. Pipes. UPVC S.W.R. Fittings. UPVC High Pressure Threaded System for Plumbing. UPVC Plumbing Pipes. UPVC Plumbing fittings. UPVC Casting Pipes. UPVC casting Pipes. Product attributes All pipes and fittings fully conforming to relevant ISI/BS/DIN and ASTM standards. More cost effective than GI, GI and AC pipe systems due to Light weight and Ease of handling transportation and installation. Excellent flow characteristics. Virtually Maintenance free. Environment friendly.

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Seamless, durable and resilient. Non-corrosive Application Areas Portable water distribution. Lift irrigation Sprinkler & drip irrigation systems. Bore-wells & Domestic plumbing. Soil, waste and ventilation system. Rain water & subsoil drainage. Industrial effluents & waste chemicals transportation Cable ducting. Features of UPVC Casing Pipes: PVC Casing Pipes do not corrode. PVC Casing Pipes have smooth bore, do not support bacterial growth or encrustation. PVC Casing Pipes are less expensive than any other non-corrodible pipes. Easy to handle easy to install, no skilled labor required. PVC Casing Pipes are ideally suitable for domestic wells, irrigation wells, industrial wells, public wells, watering wells, mining wells, observation wells, infiltration galleries and naturally packed wells. PVC screens with continuous shaped ribs increase the permeability rating more than times. even resistant to chemical & electrolytic corrosion.

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Studies proved that permeability of well screen with horizontal slots is twice that of the screens with longitudinal slots. UPVC casing has trapezoidal acme threads, which make easy joint. UPVC Screens can be chemically developed where as steel screen will react to strong chemicals.

THE PRIDE OF UPVC INDUSTRY Sujala Pipes (p) Ltd., the jewel of Nandi Group of companies under the dynamic, energetic leadership of S.P.Y. Reddy, has been making rapid strides as the pioneering manufacturers of quality PVC pipes for potable and irrigation water supplies. The Company has been consistently recording and excellent growth rate every year with the current production capacity of 22,000 Metric tones per annum. The plant is equipped with Battened Twin Screw extruders capable of producing pipes from 20mm to 315mm in 0.25 M pHs to 1.0 M pa pressure classes. Stringent quality control tests are regularly conducted to ensure top quality products for multifarious applications like tube well casing telephone-ducting aquaculture besides

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supplying to various government aided schemes and medium irrigation projects. With a view to effectively cater to the needs of the international market, the company is gearing up for ISO 9002 certification to become a member of select brand of elite group of companies. The company is also manufacturing UPVC Pipes and fittings conforming to British standards and DIN specifications especially to meet the requirements of the Middle East market for soil, wastewater and drainage systems and micro irrigation systems for Dry land.

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NANDI PIPES: Formed in: 1988 Manufactures as per Indian standards is 4985-2000 Has wide range of 20.315 mm Types o AGRICULTURE o BLUECASING(Special) o WELL CASING o PLUMBING o SWR o ELECTRICAL o RING FIT o SUB MERSIBLE QUALITY LAB Stringent applications like: o Tube well Casing o Telephone ducting o Aquaculture o Government aided schemes o Medium irrigations projects Manufacturers as per IS 4985-2000 Passes all the tests as per IS 12125-1980 Proprietary compound development Maximum specific gravity of 1.46 quality control tests are regularly conducted to ensure top quality products for multifarious

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Maximum ash content of 8% when tested as per ISE 3451 part III No deterioration of Physical and chemical properties Fully automatic Manufacturing layout with world class batten field extrusion plant Production capacity of 22000 metric tones per annum. Benefits with Nandi Pipes If the Customer purchases 75mm and above dia pipes at least 200, Poclain for trenching will be provided at a cost of Rs.30 for each pipe length. For laying Bore wells Rigs and Compressors are available with us. With large fleet of Trucks, free door delivery will provided for dealers and customers buying above 100 Nods of Pipes. ADVANTAGES OF NANDI UPVC PIPES Corrosion Resistance No Chemical contamination No need of protective Liners, Coating, Encasements or Cathodes Protection of Thermal Conductivity Flexibility Variety of Jointing Methods. Nontoxic & Biological Resistance High Hazen William `x Coefficient (150) OUR ESTIMATED CUSTOMERS

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Nandi Pipes is proud to announce that we have supplied Pipes to lay big water pipe line projects. Panchayat Raj, Industrial Development Corporation etc., Satya Sai Water Schemes. Lorven Projects Kolleru Project

NABARD water schemes Karnataka L and Army Department TWAD Board Authority Tamilnadu Out customers have the benefit to buy our pipes at any place in South India Because of wide network of 493 Dealers spread in the states. State Andhra Pradesh Karnataka Tamilanadu Maharastra Pondichery Chatishghar No Dealers 301 17 23 9 2 1 of

Dealer Ship at Sujala Pipes Pvt Ltd. The company notifies in a local newspaper. Based on the given advertisement it receives for dealership.

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After receiving the application, the company will scrutinize the application and calls for an informal interview. In the interview, they will see their credit worthiness and their profile. Once they have selected, and are not allowed to take another companys dealership.

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ORGANIZATIONAL CHART

MANAGING DIRECTOR

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MANUFACTURING PROCESS

PVC raw material + other chemicals (Compound)

Fed into mixture hopper

Fed into extruder hopper

Heating Chamber (Compound is melt into paste)

Dye(10-35mm)

Cooling chamber (The paste is hardened)

Haul off

Cutter of pipes Stocking of Pipes

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THE LTD.

FOLLOWING

DATA

SHOWS

THE

MARKET

DEVELOPMENT FOR PVC PIPES OF SUJALA PIPES PVT.

1977 84 1984 85 1985 86 1986 88 1988 91 1991 98 Kerala. 1998 - 2000 2000 2002

Nandyal Region (Polythene Pipes) Rayalaseema Region (PVC Pipes) Rayalaseema and Telangana. Karnataka and Andhra Pradesh. Karnataka and Andhra Pradesh and TamilNadu. Karnataka, AndhraPradesh, TamilNadu &

Karnataka, AndhraPradesh, TamilNadu,Goa & Maharastra. Karnataka, AndhraPradesh, TamilNadu, Goa, Maharastra, Orissa, Uttar Pradesh, Pondicherry,& Yanam.

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CHART FOR FINANCE DEPARTMENT

CHART FOR PURCHASE DEPARTMENT

CHART OF COMPUTERS DEPARTMENT

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CHART FOR MARKETING DEPARTMENT

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CHART OF MAINTEINANCE DEPARTMENT

DEALERS BEHAVIOUR TOWARDS NANDI BRAND OF SUJALA PIPES (P) LTD. (PVC PIPES)

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In the era of todays competition and global context nature, Marketing is made mandatory to use the latest and sophisticated techniques to capture the market. The products in the field of Fast Moving Consumer goods and other products, which need to reach the customers, must first reach Dealers. Dealership is the oldest form of channel, which is used widely in the marketing of the company products. Dealers are The agent for any company who sells the products to the customer and maintains a good and congenial relationship on behalf of the company and receives the margin for the activity conducted. The manufactures knowing that their products have initial costs and will need careful maintenance and repair throughout its life, they also have an obligation to the customer to ensure that their chosen agent will provide good service. A manufacturer adopts the following various systems in choosing their agents. (A) Dealers Holding Exclusive Franchise Exclusive franchise means that the dealer is committed to a single manufacturer. This has several advantages such as: (i) If the dealer is committed exclusively to a single manufacturer, he gets oriented to a companys policies and responds properly to the increasingly sophisticated management services (ii) programmes introduced by the manufacturer from time to time. The manufacturer is in a better position to provide proper product and services support,

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train the dealers and control spare parts turnover. Product feedback is more exhaustive, timely and aggressive. This is essential because the dealers future is associated with the product success. Disadvantage: With the reduced purchasing power and decline in market demand, the dealers find it an economically loosing proposition to be wedded to a single manufacturer. The viability of project becomes thin, essentially because all overheads are to be borne by a single product line. There are instances where very novel schemes have failed essentially due to this reason. (B) Dealer Holding Multiple Franchises: In this arrangement, the dealer deals in several products simultaneously. However, generally the manufacturer stipulates the condition that the products should not be in direct competition to each other. The major advantage of this system is that overheads are shared by several products and thus the dealer is financially stable. The dealer can support any particular product even in lean periods or in the periods or in the period of poor product image. The major disadvantages to the manufacturer are less attention by the dealer, poor response to aggressive sales efforts, and non-standardized reporting system. More often than not, such dealers ignore customer service. (C) Dealer Ship with Exclusive Territory:

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In this arrangement, the dealer is given a territory with an assurance that no other dealer will be appointed in that area. This builds confidence in the dealer and he is more willing to commit investment for promoting the product in any particular territory. However, in practice most of the dealers ask for additional territory merely to increase their area of operation and do not cater to the services expected of them. This arrangement should be followed only if the dealer has already established sales and servicing facilities in the areas being given to him.

(D) Dealership with Non-Exclusive Territory: In this arrangement the manufacturer keeps the right of appointing as many dealers as he wishes in the same territory. This arrangement makes the dealer uncertain about his total hold on the business for business promotion. However, in practice the manufacturer rarely exercise his right of appointing another and resorts to it only when the existing dealer is not performing up to the mark. Thus there is an implicit understanding between the manufacturer and the dealer about the allocation of the territory. (E) Company managed show rooms: These are the show rooms, which are managed and run by the company with conformity of the objectives. An organization should consider following factors before choosing a distribution. a. Market image of the product:

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If the product image is good, the dealer will have little problems in selling and he can easily win the market by providing good customer satisfaction. Such a product can well be marketed through dealers with exclusive franchise. b. Product introduction: If a manufacturer is entering into the market for the first time, new product injection, the company managed outlets on a limited scale would be an ideal choice for test marketing. With the new product, it would be safer to move with a little less confidence than to move with over confidence. Most of the engineering products do give teaching troubles. The company managed outlets will be the right channel, at least to begin with.

c. Market Potential: One should do economic studies of the market. The market potential in terms of population, past performance, business cycle is the only rational approach to determine viable locations. In the absence of reliable data, the manufacturer could decide based upon the performance in contiguous areas. Alternatively, the performance of his competitors might serve as an indicator of the market potential. d. Dealers Economics: A manufacturer should work out the economics for its dealers. If it is not economical for the dealer to run the
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business, it is not economical for the company, too to continue the business. No body is interested in business that is not of benefit to him. The strength of the dealer is the strength of the company. e. Business Requirements: The manufacturer should work out the financial requirements of the dealer, showroom, and after-sales service requirements and then decide upon the size of the dealer in a particular territory. f. Economics of the manufacturer: Though the manufacturer would like to sell through its own showroom, it may not always be possible to do so due to lack of funds and other resources. Moreover, it is very expensive to run your own show room everywhere. The manufacturer should not be obsessive of exclusive dealership only.

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g. Number of Dealers: The normal tendency among the manufacturers is to increase the number of dealers as sales increases, in the short run, higher sales will be achieved through acquiring additional dealers; but without the necessary service backup and financial viability over the years, it is likely that sales will subsequently deteriorate. Therefore, it is more desirable to have marginally smaller network of more successful dealers rather than a large network of below average dealers. The company should keep this factor in mind while establishing additional distribution centers. The manufacturer should consider all the above factors and workout a distribution system that is financially viable to both the parties. Think of a situation wherein your product has not proved your expectations and the dealer finds himself is a tight corner. However, the dealer who was dealing in your product alone has been killed by you. One can not say as a rule of thumb that any particular system is superior to others. Probably a manufacturer might find that the most desirable distribution system for his products will be: Company-managed outlets for strategic areas, Exclusive franchise dealership in areas having good product image, Dealership with multiple franchise in areas of poor market image, only servicing points in areas of very poor market potential to develop markets of future.

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Both the dealers and manufacturers have special rights and undertake special Obligations as a part of their business relationship. It may not be out of place to list out the obligations of each party.

Manufacturers Obligation: The role of the manufacturer is not limited to the dispatch of goods to the dealers show room. In buyers market, particularly the manufacturer has to perform many more functions in order to promote his product. It may include: Publicity and advertising-contribute full, a portion of the cost of publicity and advertising expenses incurred by dealers and provides dealers with free printing blocks and other common material for publicity etc. Help the dealer in clearing old stock, particularly while introducing a new model or while reducing the price. Incentive to the dealers for higher sales and more efficient services. Quick settlement of warranty and service claims. Reasonable margin on spare parts. Easy availability of spare parts. Keep the dealer informed about product improvement, technical changes etc. Financial assistance to the dealer, if needed, temporarily. Organizing and creating healthy competition among the dealers.

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Arranging national publicity, exhibitions, demonstrations etc. Providing service manuals, special tools for better service. Training dealers personnel. Visit by service engineers to ensure improvement in the quality of after sales service rendered by the dealer. Encourage market feedback from dealers. Help the dealer in improving his sales. Provide recommended tariff for product, spare parts and labor.

Dealers Obligations: The Obligations of the dealer include: (a) To provide prompt, dependable and economical service to every customer both during warranty and outside warranty period. (b) (c) Arrange local publicity, demonstration, trials etc., for promoting the sales. Maintain operating procedures, documentation and records as specified by the manufacturer, and send correct reports in time regularly. (d) Maintain certain minimal facilities and observe the guidelines specified by the manufacturer with respect to workshop, cleanliness, pieces,

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invoicing, staffing, training, provision of parts and customer relations. (e) (f) (g) (h) Specify maximum time to the customers for servicing and repair jobs. Keep adequate and genuine spare parts. Proper and prompt submission of service and warranty claims. Keep the company informed about marketing forces such as competition, demand pattern, pricing, substitute product etc. (i) Keep the company informed about its products, its strong points from marketing point of view, weak points, problem areas and suggestions etc.

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Key functions of dealers: Gather information about potential and about current customers competitors and other market forces in the environment. Develop and disseminate persuasive communications to stimulate purchase. Place orders with manufacturers. Assume risks connected with carrying out channel work. They acquire the funds to finance inventories at different levels of marketing channels. Provide for the successive storage and movement of physical products.

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RESEARCH METHODOLOGY

Methodology selected in order to realize the research objective of the present study of survey by interview RESEARCH DESIGN OF THE STUDY: The that research design selected something for this research is

descriptive research design. Descriptive research design is one simply describes such demographic characteristics of consumers/ readers/agents who use/ sell the product / services. The descriptive study is typical and concerned with determining frequency with which something occurs or how two variables vary together. Objectives of the study: 1. To Study and analyze satisfaction of dealers towards Nandi Pipes. 2. To assess the opinion of dealers on the quality and sales of Nandi pipes in comparison with competitors. 3. To study the perception of dealers about the services provided by the company. 4. To identify the new needs of the dealers to drive the product

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After going through the objectives, it was found that qualitative study was necessary. The study was conducted in kurnool district with population size of 40. This sample has been selected from Kurnool Dt.,The interview with each respondent took around 15 minutes. The questionnaire designed and sample is shown as follows. Questionnaire Design As the study was very vital in terms of feedback to SUJALA PIPES PVT LTD, the standard structured Questionnaire was available which was made use of as a tool for data collection. Sample Design Location Population : Kurnool Dt., : 40 : well structured questionnaire

Instrument for data collection Census method is adopted

SAMPLING PLAN OF THE STUDY: The sampling technique selected for this study is

convenience sampling under the non-probability sampling techniques, because it relies on the judgment of the research. The choice between probability and the non-probability sampling should be based on the nature of the research, degree

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of error tolerance, relative magnitude of sampling and nonsampling errors variability. In the population and statistical and operational considerations. SOURCES OF DATA: Primary Data: The primary data for the present study has been collected from the personal interviews methods with the help of a questionnaire.

Secondary Data: The secondary data for the present study has been collected from too many sources. The major sources are mentioned below: 1. Company profile / reports / records. 2. External guide. Analysis : 1. The collected data is first shown in tabular form and is made lucid with the help of graphs. 2. The data collected is interpreted and the conclusions are drawn at each step. 3. Keeping in view the conclusions, recommendations are given which is shown in the end of the report. Limitations of the study: 1. The study was carried out in Kurnool Dt., hence, the results cannot be extended to National level. 2. Few respondents were not co-operative enough owing to their busy schedule.

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3. Time constraint had become a hindrance to go for large sampling.

ANALYSIS

1) For how many years have you been in the business ? Years 05 5 10 10 15 More than No of Respondents 7 16 11 6 %ge Respondents 17.5 40 27.5 15 of

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40 30 20 10 0 05 5 10 10 15 More than

%ge of Respondents

Inference: 15% of the dealers are in the distribution of pipes for more than 15 years ,27.5% of the respondents are in the distribution for10 - 15 years and 40% for 5 - 10 years and 17.5% are in the field for less than 5 years

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2) Do you stock all brand pipes? Option Yes No No. of respondents 12 28 % of respondents 30 70

70 60 50 40 30 20 10 0 Yes No

Inference: 70% of brands of pipes. respondents do not stock all pipes ,remaining 30% stock all brands of

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3) which company pipes do you stock more? Brand Nandi Sudhakar Finolex Vasavi Others No Respondents 32 6 2 0 0 of % of Respondents 80 15 5 0 0

80 60 40 20 0 1 % of respondents Nandi Sudhakar Finolex Vasavi Others

Inference: Majority of respondents i.e. 80% of them stock nandi pipes, 15% and 5% of the respondents stock sudhakar and finolex respectively.

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4) why do you stock that company pipes? Attributes Quality Availability Brand name No. respondents 20 15 5 of % of respondents 50 37.5 12.5

50 40 30 20 10 0

Quality Availability Brand name 1 % of respondents

Inference: 50% of the respondents are of opinion that quality is the main feature for stocking the brand and 37.5% of the respondents named availability and 12.5% brand name.

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5) WHICH COMPANY PIPES ARE MOVING FASTLY?

Brands Nandi Finolex Sudhakar Vasavi Others

No Respondents 23 5 10 2 0

of % of Respondents 57.5 12.5 25 5 0

60 50 40 30 20 10 0 %ge of Respondents Nandi Finolex Sudhakar Vasavi others

Inference: 57.5% of the respondents are of opinion that Nandi is having more demand in their market, followed by finolex, 12.5%, sudhakar at 25%, vasavi at 5% and others 0%.

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6) ON WHICH BASE THAT COMPANY PIPES ARE MOVING FASTLY?

Attributes Advertising Availability Price Public relation Brand image

No Respondents 5 15 5 2 13

of % of respondents 12.5 37.5 12.5 5 32.5

40 30 20 10 0 1 % of respondents Advertising Availability Price Public relation Brand image

Inference: According to Dealers 12.5% move because of advertisement, because of 37.5% of the pipes move move availability and 12.5%

because of price and 5% Image.

move because of

public relation,32.5% move because of brand

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7) which pipes are of good quality? Brands Nandi Finolex Sudhakar Vasavi Others No of Respondents 24 7 6 3 0 % of Respondents 60 17.5 15 7.5 0

60 50 40 30 20 10 0

Nandi Finolex Sudhakar Vasavi 1 % of respondents Others

Inference: 60% of the respondents are satisfied with the quality of Nandi pipes, 17.5% of the respondents are satisfied with finolex,15% of the respondents are satisfied with sudhakar,7.5% of the respondents are satisfied with vasavi.

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8) THE DELIVERY SYSTEM OF NANDI PIPES Type Excellent Good Satisfactory Poor No of Respondents 9 25 6 0 %ge Respondents 22.5 62.5 15 0 of

70 60 50 40 30 20 10 0 Excellent Good Satisfactory Poor

Inference: 22.5% of the respondents opined delivery system of the Nandi as excellent, 62.5% as good, remaining 15% expressed satisfaction on delivery system.

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9) Which company pipes do you recommend, if they dont ask for a particular brand? Brands Nandi Finolex Sudhakar Vasavi Others No Respondents 22 8 9 1 0 of % of Respondents 55 20 22.5 2.5 0

60 50 40 30 20 10 0 %ge of Respondents Nandi Finolex Sudhakar Vasavi Others

Inference: 55% of pipes,20% the respondents recommend Nandi finolex,22.5% recommend recommend

sudhakar,2.5% vasavi.

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10) ARE YOU

SATISFIED WITH THE CREDIT FACILITY

PROVIDED BY THE COMPANY? Option Satisfied Moderately satisfied Not satisfied No of respondents 4 6 30 % of respondents 10 15 75

80 60 40 20 0 1 % of respondents Satisfied Moderately satisfied Not satisfied

Inference: 10% of the respondents are satisfied with credit facility are provided by that company,15% of the respondents moderately satisfied,75%

respondents are not satisfied.

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11) PIPES OF WHICH SIZE (INCH) MOVE FASTLY? SIZE (inch) -2 24 46 6 above No of Respondents 7 21 8 4 % of respondents 17.5 52.5 20 10

60 50 40 30 20 10 0 %ge of respondents -2 24 46 6 - above

Inference: 52.5% of the respondents opined that 2-4 inch pipes are moving fastly followed by 4-6, 1/2-2, and 6 inch and above.

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12) SATISFACTION OF DEALERS ON COMPANYS PROFIT MARGIN

Option Yes No

Number respondents 22 18

of % of respondents 55 45

60 50 40 30 20 10 0 Yes No

Inference: 55% of the Respondents are satisfied with the profit margin offered by Nandi and the remaining 45% are not satisfied with Nandi

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13) WHAT IS YOUR OPINION ABOUT THE NANDI PIPES ? Quality Excellent Good Satisfactory Poor No of Respondents 14 23 3 0

QUALITY OF

% of Respondents 35 57.5 7.5 0

60 50 40 30 20 10 0 Excellent Good Satisfactory Poor

Inference: 35% of the respondents opined quality of Nandi as excellent, 57.5% as good, remaining 7.5% expressed satisfaction with quality compared to other brands.

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14) SATISFY WITH SERVICES AFTER SALES Option Yes No Number respondents 40 0 of of respondents 100 0

100 80 60 40 20 0 Yes No

Inference: 100% are satisfied with after sales service

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SUGGESTIONS

Company need to design a comprehensive advertisement package to enhance customer awareness and attract customers towards the product. They should provide better credit facility. They should pay more margin to dealers than others. Company may take steps to organize dealer meetings biannually to identify problems of dealers and to motivate them. Company may adopt exclusive dealership to enhance dealer commitment. It helps in promoting the product effectively and in turn increases the sales. Company need to take steps to reduce prices fluctuations, so as to avoid conflicts between the dealer and customer company may go for disseminating information of price changes well in advance

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QUESTIONNAIRE

Dealers Name: Address:

Date:

1) For how many years have you been in the business. a) 0-5 a) Nandi a) Nandi b) 5-10 b) sudhakar b) sudhakar c)10-15 d)15 2) Do you stock all brand pipes. c) finolex d) vasavi e) others c) finolex d) vasavi e) others c) Brand names c) finolex d) vasavi e) others e) 3) which company pipes do you stock more. 4) Why do you stock that company pipes. a) Quality b) Availability a) Nandi b) sudhakar 5) Which company pipes are moving fastly. 6) On which basis that company pipes are moving fastly. a) Advertisement b) availability c) price d) public relations brand image 7) which company pipes do you recommend, if they don t ask for a particular brand. a) Nandi b) sudhakar c) finolex d) vasavi e) others 8) The delivery system of nandi pipes?

a) exllent b) good
company.

c) satisfactory d) poor

9) Are you satisfied with the credit facility provided by the a) satisfiedb) moderately satisfied 10) Which pipes are of good quality. c) not satisfied

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a) Nandi a) 1/2-2 a) yes

b) sudhakar b) 2-4 b) no b) good b) no

c) finolex d) vasavi e) others c) 4-6 d) >6

11) Pipes of which size(inch) move fastly 12) satisfaction of dealers on company profit margins. 13) what is your opinion about quality of nandi pipes? a) excellent a) yes c) satisfactory d) poor 14) satisfied with service after sales

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BIBLIOGRAPHY

HAVE

REFERRED

THE

FOLLOWING

BOOKS

WHILE

DEVELOPING THIS PROJECT: Marketing Management - Philip Kotler. (Prentice Hall of India, 11th Edition) Research Methodology - C.R.Kothari. (Wishwa Prakasham Publications, 2nd Edition) Marketing Research - BERI Internet www.nandipipes.com www.surveyconsole.com www.google.com www.yahoosearch.com

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