Professional Documents
Culture Documents
PROJECT REPORT
ON
To indicate the importance of consumer based brand equity on the consumers
perception of brand Aquaguard and to suggest ways to increase lead generation
through BTL activities for Eureka Forbes Limited
Completed at
SUBMITTED BY:
Neha Tomar
Project Guide
PGDBM II Sem
FMS-IRM
Jaipur
CERTIFICATE
Certified that the project report entitled To indicate the importance of
consumer based brand equity on the consumers perception of the
brand Aquaguard
Date:
Prof. Asha Sharma
DECLARATION
I hereby declare that this project entitled To indicate the importance of
consumer based brand equity
brand
during the course of summer project work and that it has not previously formed the
basis for the award to me for any degree/diploma, associate ship, fellowship or
other similar title of any other institute.
Date:
Neha Tomar
ACKNOWLEDGEMENT
The Summer Project on To indicate the importance of consumer based brand
equity on the consumers perception of brand Aquaguard and to suggest ways to
increase lead generation through BTL activities for Eureka Forbes
Limited.offered a great learning experience. During the tenure of this project, I
was fortunate to have interacted with people, who in their own capacities have
encouraged and guided me.
Firstly, I would like to express our sincere gratitude to HR Department of
Eureka forbes Ltd. for providing me the opportunity to undergo summer
training in Marketing Department of such a reputed organization. Working with
one of the most renowned organizations was a great learning experience.
My sincere thanks go to Mr. Tapan Khurana (Area head of marketing) for
trusting my potential by giving me such a valuable project. I would also thank
him for providing his guidance and support in completing this project. Without
his support & critical evaluation this project could not have been completed
successfully.
I extend my heartiest thanks to Brig. S. K. Gaur (Director FMS-IRM), FMSIRM faculty members for their regular assistance all through the project and I
would also thank Prof. Asha Sharma, (Project Guide, FMS-IRM), for the
direction and purpose she gave to this project through her invaluable insights,
which constantly inspired me to think beyond the obvious.
Neha Tomar
PGDBM II Sem.
Table of contents:
Certificate
Declaration
Acknowledgment
Table of contents
Executive summary
Chapter 1
Introduction
Problem statement
Objectives of the study
Hypothesis
Research methodology
Type of research
Research approach
Sampling
Data collection
Statistical tools
Limitation of the study
Review of the literature
Chapter 2
Profile of the organization
Chapter 3
Analtysis of the brand equity attributes
Analysis of the consumer behavior influencers
Analysis of the BTL activities
Chapter 4
Chapter 5
Bibliography
Webliography
Chapter 6
Appendix
Figc.3)model based division of consumer responses on being satisfied with after sales
service of the product
Figc.4)overall view of consumer responses on being satisfied with after sales service of the
product
Figc.5)model based division of consumer responses on aquaguard being the best choice
Figc.6)overall view of consumer responses on aquaguard being the best choice
Figc.7)model based view of consumer responses on Aquaguard being innovative in
technology
Figc.8)overall view of consumer responses on Aquaguard being innovative in technology
FigD.1)awareness of difference between RO and UV technology among consumers
FigD.2)importance of special attractive offers in buying(based on consumer responses)
FigD.3)Importance of ISI certification for buying a water purifier(based on consumer
responses)
FigD.4)importance of IMA certification for buying water purifier(based on consumer
responses
FigD.5)importance of water testing prior to buying(based on consumer responses)
FigD.6)importance of after sales service in purchase decision
FigD.7)consumer expectation of appropriate maintenance cost(based on consumer
responses)
FigD.8)importance of product to be electricitry consumption efficient(based on consumer
responses
FigD.9)sources through which consumer came across the product(based on consumer
responses)
FigD.10)whether or not display at canopy prompt buying(based on consumer responses)
FigD.11)consumer willingness to continue relationship with EFL because of free service
camps
FigD12)consumer response on whether information is provided during free service camps
FigD.13)consumer intention to exchange old products with new ones
FigD.14)intention to buy other products of eureka forbes
Table 1) mean ranks of all the attributes of brand equiy constructs and chi sqare statistic
Table1.1)average maen rank or brand equity rating of brand loyalty and brand image
Table1.2)average mean rank or brand eqity rating of perceived quality
Table 2)table for obtained mean ranks and sum of ranks through mann whitney test as well
as mann whitney u statistic
Executive summmary:
Eureka Forbes ltd. was founded in 1982 as a joint venture between Tata Sons
Forbes Gokak and Swedens Electrolux. The SP group however, fully acquired the
company in 2002-03 when it bought out the Tatas holding the Forbes gokak and
subsequently, Electroluxs in the joint venture.
This company of the Shapoorji Pallongi (SP) groups Forbes gokak ltd. has
succeeded in making its centre piece aqua guard brand synonymous with home
water purification. Over 71 million liters of aqua guard water are consumed daily
across the country, the model also being the only purifier to be endorsed by the
Indian medical association. Besides, EFL has introduced the worlds first universal
water purifier aquaguard total Sensa, which auto senses and selects the optimum
purification technology.
EFL has expanded its portfolio with security solutions, including home security
intrusion alarm, excess control, fire alarm, and surveillance systems. The company
additionally offers industrial solutions, such as industry water purifiers,
commercial and industrial vaccum cleaners, hard floor cleaning and maintenance
machines, high pressure cleaners, and cleaning and hygiene products.
The objective of this study is to identify the key driver of the customer based brand
equity for the brand Aquaguard (brand loyalty, brand image, perceived quality)
thereby affecting the customers perception of the brand and to suggest measures to
increase lead generation through BTL activities for Eureka Forbes Limited.
Broadly it can be classified in the following phases (1) A qualitative study defining
the parameters to be measured and pre testing of the questionnaire (2) designing
and administrating a questionnaire survey to assess the response of the respondents
among our representative set of customers.
Friedman test was used to find out the significant mean ranks for the
different attributes falling within the brand equity constructs. The average
mean rank or brand equity rating for each brand equity construct was then
calculated and compared. We could conclude that Brand Loyalty had the least,
Brand image had the second highest and perceived quality had the highest brand
equity rating. Brand loyalty scoring the least brand equity rating is a logical issue
because even when the customer seems to be satisfied with the product they dont
seem to be too loyal. Its possible reasons are1. Low switching cost for customer i.e. cheaper options available for functionally
similar products
2. Dissatisfaction among existent customers because of inefficient after sales
service by the company.
Therefore steps should be taken to make existing customers more brand loyal.
Perceived quality got the highest rating and this is justified since it is the
perceived quality of the product that is when linked with satisfaction has a positive
10
Activities like free service camps help in strengthening ties with the customers and
increase satisfaction level.BTL activities can be better designed by properly
understanding the consumer buying behavior
INTRODUCTION
11
for urban households because they require little or no manual operation and
depending on the technology can eliminate biological toxins, chemical toxins and
excessive salts. The main contaminants are however microorganisms. UV purifiers
and advanced chemical based systems deal effectively with viruses and bacteria.
This is one of the reasons why UV based purifiers are most widely used water
purifiers in India.
It is estimated that around 80% of urban dwellers do not purify tap water. Many of
them are from the low income strata and cannot afford UV or RO purifier.They are
the potential buyers of economical but effective chemical purifiers.This is the
market that HUL and Eureka Forbes are tapping aggressively.Chemical purifiers,
together account for 20% of water purifiers sold.Both are becoming increasingly
popular as they are affordable and effective.The two brands are reported to be
growing at 100% per annum. Also they do not run on electricity and are ideal for
places where power supply is unpredictable.Neither do they need continuous water
supply.
It is estimated that roughly two thirds belong to UV water purifier while one third
is shared between RO and chemical purifiers. In the UV market segment,
Aquaguard is the clear market leader with 68% market share. Other brands are
Philips intelligent water purifier and Kents RO. The UV purifier market is growing
at a slower rate than chemical purifiers.
RO purifiers which are rather expensive and not the preferred option in many areas
have a smaller share of the market. In the RO segment Eureka Forbes is the major
player with 60% market share while 40% share is with Kent.
That the Indian market is lucrative is evident from the fact that players such as Kent
and HUL have stepped into the market
Problem statement
Building strong brand equity.
Maximize brand value .
To Increase sales .
12
HYPOTHESIS
H0: For the consumer of an established brand of a health product like water
purifier,his perception of the quality and the technology used in different
products (RO and UV) of that same brand does not differ significantly.
H1: For the consumer of an established brand of a health product like water
purifier,his perception of the quality and the technology used in different
products (RO and UV) of that same brand differs significantly.
Research methodology
Marketing research is the systematic identification, collection, analysis, and
dissemination of information for the purpose of assisting management in
decision making related to the identification and solution of problems and
opportunities in marketing. The objective of this research is to identify the
factors which affect the consumer purchase decisions and also to identify the
key driver of customer based brand equity shaping the consumers perception of
the brand Aquaguard.
13
The result of this study could serve as a decision making tool to help Eureka
Forbes managers maximize the value of their brand.
(A) Type of research
(A.1) Descriptive: Descriptive research design is a scientific method which
involves observing the behaviour of a subject without influencing it in any way.For
the purpose of this study; descriptive research design is used
(A.3) Sampling
(A.3.1) Type of sampling
14
Qualitative study defining the parameters to be measured and pre testing of the
questionnaire
Designing and administrating a questionnaire survey to assess the brand equity
attributes and factors affecting customers buying decision among a
representative set of customers.
15
(A.5.1) SPSS-15
Mann Whitney U test- It is a non parametric test that is used to compare the
means of two samples that come from the same population. It is done for 2
independent samples
Friedman test- A non parametric test used to test that the multiple ordinal
responses come from the same population. It is done for related samples
Cronbach reliability analysis- to check the reliability of the scale.
16
attitude. The result of their study found out that brand equity has effect on
perception, intention and attitude.
Low and lamb Jr (2000) and Prasad and Dev (2000) also adopted four of Aaker
(1991) component i.e. brand awareness, perceived quality, brand loyalty and brand
association.
Yoo et al (2000) adopted three of Aaker (1991) component i.e. perceived quality,
brand association and brand loyalty. Their study suggested and tested a model and
the result revealed that these dimensions contribute to brand equity.
Simon and Sullivan (1993) claim that the best method for measuring brand equity
depends on the objective market based data which give room for comparison
overtime and across firm.
Simon and Sullivian (1993) used the word incremental utility to refer to brand
equity. Park and Srinivasan (1994) refer to brand equity as the distinction between
the overall brand preference and the multi attribute preference depending on the
objectively measured attribute level. Agarwal and Rao (1996) also refer to brand
equity as the total quality and choice intention. From the above it is clear that
brand equity is viewed in different ways by different researchers.
17
COMPANY PROFILE
Eureka Forbes is Rs 10 billion multi-product multi-channel corporations which is a
part for Shaporji Pallonji group and employs over 7000 employees. It has evolved
as a leader in domestic and industrial water purification systems, vacuum cleaners,
air purifiers and security solutions.
Eureka Forbes were the first to introduce domestic [water purifiers] the
''Aquaguard'' - model - as well as [vacuum cleaners] to India in the 1980s. In order
to introduce these previously unknown products to a society in which nationwide
commercial campaigns were impossibility, the company had to pioneer another
innovation - direct selling. The corps of suit-clad Eureka Forbes salesmen were the
first such in the country and were a tremendous success. They are now Asia's
largest direct selling organization with a 5,000 strong direct sales force touching
1.25 million Indian homes and adding 1,500 customers daily. Such was the success
of Eureka Forbes that ''Aquaguard'' has now become a synonym for water purifier
in India, like ''Xerox'' for [photocopying]
.
"The promise was clear: To create a company that wouldn't be about bricks,
mortar or sales graphs, but driven by something far more potent. Something that
would stand the test of time relationships."
18
Eureka Forbes followed the globally 'tried and tested' direct selling route for
marketing its products in India, thus becoming one of the first direct selling
companies in India. Vacuum cleaners and water purifiers were rather new concepts
for Indian consumers, who had till then followed only the traditional methods of
cleaning and filtering. Therefore, Eureka Forbes had to first establish the concept
of vacuum cleaners and water purifiers in India before it could sell 'Eureka' as a
brand. The company believed that its core strength was its people. It employed
dynamic, highly motivated individuals, called 'Eurochamps,' who projected the
image of 'The friendly man from Eureka Forbes. Thus, for the average Indian
consumer, Eureka Forbes became synonymous with the smartly dressed salesman
who came to their houses and cleaned up things in a jiffy or showed how air/water
purifiers were indispensable. Eurochamps initially targeted the metros but soon
began visiting smaller cities and towns also Commenting on the decision to
diversify into bottled water, company sources said that it was only to strengthen the
core products by capitalizing on their brand image. Goklaney said, "In the water
category, I will conduct activities which strengthen my core products. How I do
that and what I do is a matter of strategy." According to company sources, Eureka
Forbes not only had the financial strength, but also a strong network of sales
executives to push its new products into the market. The company's decision to
enter the retail business was primarily the result of its launch of 'Tornado' vacuum
cleaners and 'Aquaflo' water purifiers in 1995. Eureka Forbes had utilized the retail
route for this range, mainly to cater to the industrial segment. Over the years, the
retail business assumed greater significance and by 1999, around 5% of the
company's sales came from the 2500-strong dealer network.
In 1999, Eureka Forbes Ltd. (Eureka Forbes), the leading vacuum cleaner and
water/air purifier Equipment Company, announced a major policy change that
19
came as a surprise to the Indian corporate world. The company, regarded as the
pioneer of direct marketing in India, was planning to focus more on the retailing
business in the future. Commenting on this decision, S Goklaney, Managing
Director, Eureka Forbes, said, "Direct sales permits us to exploit only the top end
of the market." This move was in accordance with the company's plans to increase
the visibility of its products. The company planned to make its products available
in retail outlets through its dealer network, spread across 2,600 dealers.
3.3 Vision:
20
A happy, healthy, safe and pollution-free environment based on trust and lasting
relationship with customers.
3.4 Mission:
To build sustainable relationships with customers as their friend for life by
satisfying their evolving health, hygiene, safety and lifestyle through our people
whose entrepreneurial spirit and ambition is fuelled by the culture of people,
learning , earning and fun. Our products and services that reflect innovation
become quality benchmark and provide value for money. Our policies and
practices that are fare, transparent and constantly improved to maximise
stakeholder satisfaction and achieve market leadership.
Aquaguard booster
Aquaguard hi-flo
Aquaguard total NF
Aquaguard ultra
Aquaguard total RO
Total protection
Aquaguard Gold Nova
Aquaguard Total Sensa
RO Based purifiers
Aquaguard Reviva
21
Cronbac
hs alpha
.711
Reliability Statistics
N
12
22
Analysis
23
Count
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q
u
ality
c.2)Overall analysis :
24
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18%
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47%
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22%
25
B
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The above chart shows that 55.55%% of the RO customers while 58.18% of
the UV customers more or less agree to being satisfied with the after sales
service
c.4)Overall analysis:
26
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27
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28
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29
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From the above it can be inferred that nearly 73% of the RO customers and
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innovative in technology
c.8)overall analysis
30
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31
Analysis
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33
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Nearly 71% of the UV and 66.66% of the RO customers more or less agree
that their brand is well established as compared to other brands.
34
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35
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The above chart shows that 65.5%% of the UV customers and 64.44% of the
RO customers
more or less agree that the brand has provided good value
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39
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42
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44
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46
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60% of the UVcustomers while nearly 58% of the RO customers more or less
agree to pay a higher price for the Aquaguard brand as compared to others
47
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(a.8)overall analysis:
Frequncy
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Strongly
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Strongly
45%
agree
13%
48
Friedman test
Table 1
Attributes
Updation
Recommend
Satisfaction
Premium
Promise
Value for money
Trustworthy
Established
Quality
Service
Choice
Technology
Mean Rank
5.85
6.14
6.06
5.15
6.57
6.55
6.73
6.89
7.51
5.67
7.29
7.02
Test Statistics(a)
N
Chi-Square
Df
Asymp. Sig.
100
42.367
11
.000
49
The t statistic shows the asymp sig as .000 which is less than the significance
level of .05. Small significance level indicates that at least one of the variables
differs from others. Because a chi square statistic as extreme as 58.63 with 11
degrees of freedom is unlikely to have arisen by chance we conclude that
customer hold different preferences for the different attributes of the brand
constructs.
Table 1.1
Brand loyalty and brand image
Table
Updation
6.11
Recommend
6.14
Satisfaction
6.06
Price premium
5.79
6.025
6.57
6.55
Trustworthy
6.73
Established
6.89
6.68
1.2
50
Perceived quality
Quality
7.51
Service
5.67
Choice
7.29
Innovative
7.02
6.79
Hence, Brand loyalty showed the least brand equity rating while Perceived
quality showed the highest brand equity rating which indicates that the
perceived quality of a product has the greatest influence on the consumers
perception of the brand with brand image following it. But there is a small
difference between the brand equity rating of both perceived quality and
brand image which shows that these two things have almost equal impact
and both are extremely important affecting the consumers perception of
the brand.
51
Quality
Technology
model
RO
UV
Total
RO
UV
Total
Mean Rank
45
56.23
55
45.81
100
45
56.59
55
45.52
100
Sum of Ranks
2530.50
2519.50
2546.50
2503.50
Statistics(a)
quality
Mann-Whitney U
Wilcoxon W
Z
Asymp. Sig. (2-tailed)
Technology
979.500
963.500
2519.500
2503.500
-2.021
-2.000
.043
.045
52
The p values of .043 and .045 are less than the alpha level of .05 and hence we
can reject our null hypothesis and accept the alternative hypothesis. Thus we
can say that the UV and the RO product customers differ significantly in the
perception about the quality and the technology used in their respective
products. From the sum of ranks shown in the above table we can conclude
that the RO products seem to be perceived as better in quality and technology
then the UV products.
Part 2
ANALYSIS OF CONSUMER BEHAVIOR
53
INFERENCE:
54
INFERENCE:
29% of consumers agree that they did consider special attractive offers at the
time of purchase of water purifier while 71% people did not consider it.
55
INFERENCE:
56
57
INFERENCE:
10% of the consumers consider that I.M.A. endorsement is extremely
important, 39% of the consumers states that I.M.A. endorsement is important
46% of the consumers are not sure.While 5% dont consider it important.
D.5)
INFERENCE:
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13% of consumers thinks that water testing is not necessary and 87% of
consumers thinks that water testing is necessary before buying the product.
INFERENCE
59
INFERENCE
12% consumers think that Rs0-300 is the appropriate maintenance cost, 61%
consumers think that Rs300-800 is the appropriate maintenance cost and 27%
60
INFERENCE:
61
D.9)
INFERENCE:
62
63
INFERENCE:
55% of consumers say that product display at canopy/exhibition plays
important role in prompting buying and 45% of consumers says that product
display at canopy/exhibition does not prompt buying .
64
INFERENCE:
54% consumers think that they will like to continue relationship with
aquagaurd because it is closer to customers through free service camps, 12%
consumers think that they will not like to continue relationship and 34%
consumers cant say anything.
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INFERENCE:
41% of consumers states that information related to new introduced
technology products is provided during free service camps and 59% of
consumers states that information related to new introduced technology
products is not provided in free service camps.
66
INFERENCE:
62% consumers states that they would like to exchange their product after
the introduction of new products, 2% consumers states that they will not like
to change their product and 34% states that they cant say anything.
67
INFERENCE:
55% of consumers states that they are intending to buy other products of
Eureka Forbes and 15% of consumers states that they are not intending to
buy other products of Eureka Forbes.While 30% of them are not sure .
68
From the analysis done on the basis of the survey conducted it was inferred that
perceived quality showed the highest brand equity rating and brand loyalty
showed the least brand equity rating .
After sales service offered by the company is an important consideration for the
customer.
For the same brand, the RO products are perceived to be superior in quality and
technology as compared to UV products.
Water testing prior to buying the product is an important consideration for the
customer.
Special attractive offers do not matter much to the customers at the time of
buying.
Customers wouldnt mind exchanging their products with the newly introduced
products or models
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1) Contact builders before the completion of project so that contracts can be made
in advance regarding the installation of water purifier in the society.
2) In free service camps , customers should be informed about the new and better
technology being offered by the company in the products of other product lines as
well.
3) The UV water purifier and RO water purifier should be targeted in different
areas according to the T.D.S. of water.
4) IMA endorsement and ISI certification (product strength) should be highlighted.
5) Emails should be sent to the existing customers asking for referrals. If the sales
materialize give them free service.
6) Distribute discount coupons and free service coupons through newspaper.
7) Install water purifier at Temples, mosque etc. That will help in creating a good
brand image.
8) Send mails to existing customers about the new products or special offers.
9) Present customers who are intending to buy products of some other product line
of the company be given an extended free service for the current product.
10) Free trial of newly launched products be provided during free service camps.
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CONCLUSION:
Among all brand associations Perceived quality helps drive financial performance.
A customer might be overly influenced by the previous image of the bad quality of
the product. Thus it is critical to protect the brand from gaining a shoddy image.
After sales service form an integral part of perceived quality and could be a serious
cause of dissatisfaction for the customer if not properly looked into.
In todays fast moving world customers dont stick to the product for life.
Advertisements and increased options make them switch the brand as soon as they
feel the need.
Water-purifying companies are using direct selling techniques but of late other
methods are also evolving. There is now increased brand awareness among
customers and companies should look beyond door to door selling and explore new
methods of promotion. Media potential needs to be tapped properly as this is the
medium the customer is most exposed to.
Moreover there are many different issues that hinder the sales of water purifier
like maintaining the uninterrupted electric supply and cost of maintenance.
Furthermore the company needs to maintain long lasting relationship with its
customers which is possible through proper addressal of the problems of the
customers related to product. . Highly committed customers should not be taken
for granted. Brand loyalty can be increased by attaining a clear and effective brand
identity. A firm should avoid diverting resources from the loyal core towards the
non customers and price switchers. The company should not forget the customers
once its product has been bought by him.
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Bibliography
CM Kothari (statistics)
Webliography
www.google.com
www.eurekaforbes.com
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Questionnaire
Basic details:
Name:
____________________________________
Address:
__________________________________
1
2
3
4
5
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Brand Loyalty:
1) I intend to update my water purifier that I currently have with the
same product the next timea) 1
b) 2
c) 3
d) 4
e) 5
2) Your water purifier has provided you satisfaction during the use(a) 1
b) 2
c) 3
d) 4
e) 5
Brand Image:
5) My water purifier has delivered on its assurance of providing clean
and safe drinking watera) 1
b) 2
c) 3
d) 4
e) 5
6) My water purifier has given me good value for moneya) 1
b) 2
c) 3
d) 4
e) 5
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Perceived Quality:
9) I do relate quality to my present water purifiera) 1
b) 2
c) 3
d) 4
e) 5
10) The after sales service being provided has been upto my expectationa) 1
b)2
c)3
d)4
e)5
11) I believe that this is the best choice that I have made out of the
available lot in the marketa) 1
b) 2
c) 3
d) 4
e) 5
12) The water purifier I own is innovative in technology used for water
purificationa) 1
b) 2
c) 3
d) 4
e) 5
Part 2
13) Are you aware of the difference between the RO technology and UV
technology used for water purification?
a) Yes
b) no
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b)important
d)not important
b) Rs.300-800
d) Rs.1500-2000
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b) important
d) not sure
Q21) How did you first come across a product by EUREKA FORBESa) Reference
b) Newspaper/TV
c) Product display at canopy/Exhibition/Apartment Activity
d) Door knocking
e) other sources
Q22) Has Product display at Canopy/Exhibition prompted you to buy
the product?
a) Yes
b) No
Q23) Will you continue your relationship with Aqua guard keeping in
view the free service camps being organized for you?
a) Yes
b) no
c) cant say
Q24) Is information related to new technology products provided to you
in free service camps?
a) Yes
b) No
Q25) Would you consider exchanging your product with a new
introduced product ?
a) Yes
b) No
c) cant say
Q26) Are you intending to buy different category product offered by
Eureka Forbes e.g. Vacuum cleaners / security system / Air purifiers?
a) Yes
b) No
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