EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

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CONTENTS Executive summary Introduction Company Profile Management problem Research Problem Research Objectives Methodology Limitations Data Analysis Recommandations Suggestions Conclusion Time And Financial Cost Bibliography Questionnaire

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I II IV

4-5 6-22 38 39 39 39-40 41-66 67-68 68 69 70 71 72

V VI VII VIII IX X

EXECUTIVE SUMMARY
A study has been conducted on the “ EVALUATION OFDISTRIBUTION CHANNELS” in the Riddhi Siddhi Gluco Biols Ltd. Gokak. The Riddhi Siddhi Gluco Biols Ltd. Gokak, is one of the leading makers of maize starch powder and one of the largest manufacturers of the Malto dextrin in India. The Company has also the largest manufacturer of maize – based starch. Babasabpatilfreepptmba.com Page 1

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

The Riddhi Siddhi Gluco Biols Ltd. Gokak is engaged in the manufacture of starch, liquid glucose, dextrose monohydrate, malto dextrin etc. in India and employing more than 2000 personnel with distribution network through out the country. The Company has been promoted by the starch professional with the experience of the more 5 decades in the starch industry. The maize consumption is 20,000 tons p. m. and it is expanding to 35000 tons p. m. by introducing new products and adopting new technology in the production process, it can increase the starch production. The company has a well planned and systematic distribution network the company has both type of distribution network namely direct selling and indirect selling. The indirect selling is done through distributors. In every territory the company has appointed one marketing executive and a distributors. A Study has been conducted on the Distribution Channels in the Riddhi Siddhi Gulco Boils Ltd. Gokak. Organization is nothing but a social system. The marketing department plays a vital role in any organization. Riddhi Siddhi Gulco Boils Ltd is food processing company. It is one thing to possess knowledge but yet another thing is to put it in effective manner. It is essential to develop and update the skills and knowledge about marketing aspects. Without marketing department the organization will not survive. Because whatever the products are produced by the company must be marketed and sold to the customer where in need of that product. So it can be achieved only by the marketing department. So the marketing department is very essential to every organization. The Riddhi Siddhi Gulco Boils Ltd, Gokak, is one and only big industry producing starch in Karnataka. The main raw material used by the company is maize. The main products by the company are Starch, Malto dextrine, Dexto Monohydrate, Liquid glucose. The company also produces by – products like Maize germs, Maize Gluten, Maize fiber and Corn steep liquor. There are about 18 competitors in the market. The company has the customers like Nestle, Britannia, Cadbury, etc. Babasabpatilfreepptmba.com Page 2

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

COMPANY
Riddhi Siddhi Gluco Boils Limited Gokak, is situated on the bank of river Ghataprabha, 2 kms away from Gokak town and 65 kms away from Belgaum city, 16 kms away from Ghataprabha. The Ghataprabha river which originate from Amboli flows around 85 miles and joins other two small rivers Tambrparni and Hiranykeshi and flows towards Gokak town west.

PROFILE OF THE COMPANY :
Riddhi Siddhi Gluco Limited, Gokak, Started as a Trading Unit in 1990 as Riddhi Siddhi Starch & Chemicals Limited and subsequently renamed as Riddhi Siddhi Gluco Limited, the company is one of the largest manufacturers of Starch, Glucose syrup, Dextrose Monohydrate, Malto Dextrin, etc., in India employing more than 2000 personnel with distribution network throughout the country. The company has been promoted by a team of starch professionals with experience of more than 5 decades in the starch industry. The company is the largest manufacturer of Malto dextrin in India with a capacity to manufacture wide – ranging DE levels to cater to the needs of various segments. The company has also the largest capacity in India for manufacture of maize based starches.

Board of Directors
Mr. Sampatraj L. Chowdhary Mr. Ganpatraj L. Chowdhary Mr. S. V. Shanmuga Vadivelu Chairman Managing Director Director Page 3

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd Mr. P. G. Zalani Mr. Mukesh Chowdhary Registered Office 57, Hirabhai Market, Diwan Ballubhai Road, Ahmedabad – 380 022. Works 1. Block : 51 - 52 Village Juna Paddar Taluka Viramgam Dist. Ahmedabad (Guj.) 2. Post Box No. 9, Gokak Falls Road, Gokak - 591 307. Dist : Belgaum (Karnataka) Director Director

THE MANUFACTURING UNITS OF THE COMPANY.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd The Company has two manufacturing units in the country of which the first one is situated at Ahmedabad, one of the most industrially developed cities in the country. Ahmedabad is the commercial capital of State of Gujarat with all infrastructure facilities for Rail, Road & Air Travel. The International Airport is also well connected to all important domestic cities. The second unit, the state of the art plant with the most modern machinery situated in Belgaum District of Karnataka has been taken over by Riddhi Siddhi from M/s. K. G. Gluco Biols Ltd., a joint venture of Glaxo Laboratories & Karnataka Belgaum is well connected by Road & Rail and has Domestic Air Travel facilities.

Future Plan About Tomorrow
Riddhi Siddhi is the fastest growing group in the Starch Industry achieving a turnover of more than 78 million dollars in a span of five years. With ambitions plans to grow, the company has embarked upon huge expansion plans to double the maize grind and introduce new products like Dextrose Anhydrous, Sorbitol, etc. the company has also commenced the operation of setting up a co – generation plant for captive consumption of power. Being situational advantages for raw material, power, water, manpower talent and other infrastructure facilities, Riddhi Siddhi is poised for a rapid and massive growth in the near future.

COMPANY STATISTICS
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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

Sales for the last eight years. Year 2001-02 2002-03 2003-04 2004-05 2005-06 2006-07 2007-08

Rs. In Millions 148.42 239.11 330.00 538.88 735.50 1035.50 1190.00

PRODUCTS MAIZE STARCH POWDER Starches are basically carbohydrates known as Polysaccharides i.e. multiple molecules of sugar. For commercial use they are derived from a variety of cereals like Corn, Rice, Wheat, Sorghum, and Tubers like Potato, Tapioca etc. mainly starches are derived from corn and tapioca. Starch is the most important source of carbohydrates in the human diet. STRUCTURE : It is a mixture of two polysaccharides, amylase and amyl pectin. Starch has a number of commercial and industrial applications and these invariably find their way into our routine life in our clothes, our stationery, our food and a host of other ways. We produce Corn (Maize) Starch of various grades suitable for Pharmaceuticals, Food, Textiles, Paper, Adhesives and host of other applications. Applications : Corn starch is used in the pharmaceutical industry mainly as an expedient and binder for tablets and capsules. It is also used in the manufacture of custard powder, ice cream powder, Indian sweet meats, bakery products, soup thickeners etc. In the paper industry starch is used as a sizing and finishing agent of the writing material. It is also used as wet end additive and as a toughening agent in the manufacture of paper. Babasabpatilfreepptmba.com Page 6

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

Starch is widely used in the sizing of yarns and finishing the cotton and polyester fabrics in the textile industry. Starch having high viscosity affords an appreciable binding capacity hence it is used in the manufacture of adhesives. Starch is also modified physically & chemically and finds applications in variety of industries like Oil drilling, metal ore extractions etc. Glucose D Glucose D is manufactured by blending Dextrose Monohydrate with tri – calcium phosphate, di – calcium phosphate and Vitamin D3 Uses : used as instant energy beverage Liquid Glucose / Corn Syrup Glucose syrup or corn syrup is colorless, odorless, viscous sweet syrupy liquid produced by hydroxylation of refined corn starch by means of acids / enzymes. Glucose syrup has a range of conversion degrees with dextrose equivalent 28 to 50 depending on the applications of the syrup. Applications : Glucose syrup is used in Confectionery industries in

manufacture of hard – boiled candies, chewing gums and toffees etc. It is also used in the various food and beverage preparations like bakery products, ice creams, soft drinks etc. In the Pharmaceutical industry Glucose syrup is used in the manufacture of varieties of cough syrup, antacid suspensions and other tonics and mixtures. Glucose syrup also find applications as bodying and building agent in building & construction materials, and as a curing agent in tobacco & cigarettes. Glucose syrup gives softness

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd & weight gain to the leather in the process of tanning. It is also used as an ant caking agent in the manufacture of shoe polish. Dextrose Monohydrate Dextrose monohydrate is a white crystalline or granular powder, odorless, and sweet in taste. It is produce commercially by hydrolysis of starch with enzymes. It finds wide applications due to its inherent quality of being a instant energy supplier than sugar. 3.6 calories of energy. Applications : Confectionery industry : Widely used in confectionery in marmalades and jellies due to the fact that DMH increases the aroma and characteristics of fruit taste. Products made using DMH has go more stability than those made using sucrose. Soft drink industry : DMH is used as sweetening agent and an aroma enhancer. In beer and wine productions dextrose is used to accelerate fermentation. Also DMH will improve aroma and flavors. Bakery industry : Used in bakery industry because yeast acts more quickly on dextrose than on sucrose hence, less yeast is required to obtain a certain yeast action within a certain time. DMH is also used in crisp bread to improve crispness, color and flavor. Pharmaceutical Industry : Dextrose monohydrate is used as an instant source of energy because it can easily be assimilated without inversion unlike cane sugar. It is also used as an tablet binder and in the manufacture of antibiotics like penicillin, etc. Dextrose monohydrate is extensively used in food and pharmaceuticals industry. One gram of dextrose monohydrate supplies approximately

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd Dextrose monohydrate is also used in the production of drugs like now bow statistics and glauconitic like calcium, magnesium and sodium etc. Chemical industry : Dextrose monohydrate finds its applications in adhesives, boiler compounds, acids, dyes, enzymes, explosives and in Electro plating. Malto Dextrin Malto dextrin is a white hygroscopic amorphous powder, moderately sweet in taste. It is produce by hydrolysis of gluten free starch by a typical total enzymatic process. Malto dextrin is the simplest from of sugar which is easily digested and assimilated in the body. This property makes its use extensive in preparation of Baby foods, Feed supplements, Geriatric foods and foods for Convalescents. It is also used as a carrying and dispersing agent for flavors and is ideally suited for encapsulation.

Applications : Infant Foods : Being easily digestible and having a soft mouth feel, it is an essential ingredient of Baby foods and feed supplements. Beverages : Malto dextrin is popular as flavoring, Bodying and drying agent in Chocolate drinks, flavors powders, special diets, citrus powders and coffee powders. Instant Foods : For instant foods Malto dextrin is the perfect carrying agent due to its flexibility, open structure, dispensability in cold water and ability to maintain clarity and eye – appeal. It is therefore extensively used as bodying and bulking agent in puddings, soups and frozen desserts. Bakery Products : Babasabpatilfreepptmba.com Page 9

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

Malto dextrin lends mouth feel and body to Fruit products, Granola bars, Cream type fillings, Icing and Cakes. It is also used as a moisture holding agent in Breads, Pastries and Meats. Food Industry : Malto dextrin is used in soup powder concentrates and spices flavor blends. Powders, cheese sauces, creams sauces, pizza sauces and salad dressings as a bodying agent, flavor enhancer, oxygen barrier, color controller, stabilizing and viscosity builder and as a spray drying agent.

Dairy : Malto dextrin is used extensively in coffee whiteners, Imitation sour creams, imitation cheeses and whipped toppings. Confectionery : It is perfect for candy coating and soft centre candies for frosting and glazing for nut and snack coating in Lozenges for binding, plasticizing and crystal inhibition. In hard candies it improves the hygroscopicity characteristics. Dextrose Syrup Dextrose syrup is manufactured from refined starch. The starch is converted i.e. hydrolyzed by means of acid / enzymes. Dextrose syrups have a range of conversion degrees from dextrose equivalent 902 – 985 depending upon the application of the syrup. Enzyme conversion is used for high conversion degrees. Product Applications : Choice of dextrose syrup will depends upon the requirements. Babasabpatilfreepptmba.com Page 10

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

High Conversions : Used in beverages and medicinal products. It serves as a raw material for manufacturing dextrose monohydrate, sorbitol and fructose syrups. Used in the manufacture of pharmaceutical products i.e. antibiotics. a) Penicillin b) Ampicillin c) Rifamycin d) Streptomyc MAIZE GERM : MAIZE GLUTEN is protein matter of maize gluten consists of about 50 – 55 % protein, 5% fat 35 % starch together with fiber and little mineral matter. Application : Poultry Feeds : Used in poultry feeds as maize gluten being rich source of proteins, amino acids, fat and minerals Cattle Feed : used as a protein supplement. CORN STEEP LIQUOR : Corn Steep liquor is a by product of the wet milling of corn containing rich protein, carbohydrates and minerals. Application : Pharmaceutical Industry : manufacture of phytin. Animal Feed : When dried Babasabpatilfreepptmba.com Page 11

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

STARCH – PLANT : Starch is widely distributed in kingdom like maize, potato, wheat, rice which is rich sources of starch. Starch is white amorphous mixed with water the major portion of starch remains insoluble. The soluble portion is called “Amylase” and the insoluble portion is called “Amylopsin”. If starch is added to boiling water that forms a colloidal solution. MANUFACTURE OF STARCH : First the maize which contains 12 – 15% of moisture is purchased from various farmers & commission agents who are stored in go – down. The maize will be sent from go – down to Hopper from which it further goes to cleaner through bucket elevator. Here maize size of 6mm to 10mm will be passed through seed cleaner. Each steeping vat have a capacity of 120M solution, to this solution SO2 water will mixed to stop the determination. To get the soft maize the SO2 is used when the maize moisture of 42% is steeped. Steeping means breaking of bounds between proteins at 50 c – 52c & will be adjusted. The concentration of SO2 water is about 0.2 – 0.25% fresh SO2 water is used for old maize & old SO2 water is used for fresh maize. The old SO2 water has – DS of 10 & it is used for corn steep liquor. This corn steep liquor is used for pharmaceuticals. Steeped maize goes to catcher with the help of maize lifting pump. In stone catcher mud & stone particles are removed then steeped maize will go to first disk wheel. Here maize will be grinned & 6 – 7 will be adjusted with the help if water. Then this ground maize goes to first grinned tank no D/1/28 this tank. Determination overflow contains germs, which goes to germ washing station D/1/42. It further goes to secondary separator here also germs will be separated then hail grinned maize will go to second tooth disc wheel. In 8 to 9 be maintained & it further goes to feed pump, it feeds to second determination system, it is also separates the germs which goes to D/1/37 tank & connected to feed pump where it feeds to pin

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd disc. In pin disc the maize particles are finally crushed & it goes to fibber washing station. The mixture of fibber, gluten & starch will move from pin disc to first pump of DSM section with the help of Screen, Starch, Gluten & Fibber will be separated. The wet fibber will goes to fibber expeller, in expeller fibber will desperate from water contents. The mixture of starch & gluten will move from screen of DSM section to tank 47A & 47B which feeds the primary separator. In primary separator gluten and separator from one another. After this gluten is sent to gluten thickener to improve the concentration of gluten about 4.c.c. to 6.c.c. Then it goes to filter press, in filter press the gluten cake is formed and it is sent to flash dryer for draying. The primary separator contains starch and little quantity of gluten. In ninth stage this little of gluten is separated so in this stage we will have clear purified starch and it goes to derivatives for manufacturing of DMH, LG, MD, Glucose – D and various dry starch powders. DEXTROSE MONO HYDRATE (DMH PLANT): DMH plant is the biggest plant in this firm. In this plant dextrose mono hydrate is manufactured in the form of powder.

MANUFACTURE OF DMH : First of all ‘slurry’ is collected in jet cooker. Slurry i.e. the liquid starch, in this cooker the pH value of the slurry is 6.2 – 6.3 and the temperature is 105 dc slurry is passed over the steam in which the dextrose equivalent (DE) is 16 – 18, this DE adds the percentage of sweetness to the material and this DE is maintained as per the received order next this slurry passes to the holding columns. But now they are operating only four of them. Then this mixture passes through the AMG tank which contains Amyl glucose Sybille here the mixture mixes with amyl glucose Sybille having DE and pH value of 4.4. After mixing with AGS mixture passes to incubators, there are 8 incubators in which the mixture mixes with 300 liters of Amyl and 7 LTRS Babasabpatilfreepptmba.com Page 13

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd of enzyme and this mixture is operated for 48 hours to get pure mixture of 99 DE further this mixture is processed in process tanks. Then the mixture filtered in cordon filtration tank for first tank and next to have easy filtration the mixture is filtered mud which is know as mud filtration, here the temperature is maintained ass 50dc. Again the mixture filtered with cordon for second time to remove the original color of the mixture and here the pH value 4.5 – 4.6, after having filtered the mixture passes to ion exchange tanks, totally there are 2 ion line tanks, one is action tank and other is an ion tank. In action tank the positive ions like chloride and sulphur are removed and to have the re generation HCL is added to actions & the alkalis to the ions, here the pH value of the mixture is maintained at 4.5 – 4.6 & the mixture goes to the falling film evaporation in which the water particle are removed, from this we will have 55% dry solid i.e. the mixture is containing the 45% of moisture. So this moisture should be cooled to have drier solid therefore the mixture is reduced up to 60DC & the vacuum up to 25. After having cooled, the mixture is passed to crystallize in top three & bottom three. In top three crystallizing tanks, the material is cooled in bottom the same material is chilled; from this we will get magma i.e. semi solid & the crystals of 96%DE. To get solid material the mixture is passed to centrifuges in which material is separated from the liquid & this liquid is known as “mother liquor”. The liquor which is having hydro of 75%DE, after this material is passed to dryer to remove the moisture from the solid particle of the material. Then we get the powder, which is totally free from the moisture, & this powder is known as “Dextrose – Mono – Hydrate” & if they want to manufacture Glucose – D they mixes Disclaim Phosphate & Vitamin3 to the DMH powder.

MD PLANT Malt Dextrin plant is the smallest plant in this firm & it is the last manufacturing procedure of the firm.

Manufacturing of md :
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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd Starch “slurry” are liquid starch which is made from maize is collected in jet cooker. For every “Industrial Sweetener” products starch should be used, so to produce every starch slurry is collected in jet cooker, therefore we can say that jet cooker is taken as a common for every product. Further this starch slurry goes to 8A & B tanks in which enzyme soda ash & calcium chloride are added as additions to the reaction. This mixture is passed to holding columns or diequification tanks for neutralization to get 18 to 20 DE of the material, for this sake the mixture is mixed with a Juice Receiving Tank. To have filtration cordon & betonies are added as additions, after having filtration the mixture is feed to Falling – Film – Evaporator for getting 65% of a dry solid & 45% of moisture. This material, which is having 65% of the DS, is goes to Spray Dryer from which will have 96% of Malt Dextrin Powder. So in this powder there will be 4% moisture. and added to gluten adds nutritious elements

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

Organization Set Up
The departments of RSGBL are as follows.

♦ PURCHASE DEPARTMENT ♦ PRODUCTION DEPARTMENT ♦ QUALITY ASSURANCE DEPARTMENT ♦ STORES DEPARTMENT ♦ ACCOUNTS DEPARTMENT ♦ MARKETING DEPARTMENT ♦
HUMAN RESOURCES DEPARTMENT

PURCHASE DEPARTMENT. Purchase department is the most important department of this company since all the activities start from this section. Initial activities are the purchase of all the raw material that are been used to manufacture the goods & the estimation related to purchase are done in this department. Maize is the main raw material of this company. They purchase the maize in bulk & have own purchasing method for purchase of maize, first they call tender & then they receive quotations from various suppliers, one who quotes a reasonable price along with good quality is given the permission to supply the maize to them. The selection is done in management meeting. The management of this firm says that parties & suppliers are the godfathers to them, because for the manufacture of goods raw material is essential & if the suppliers cannot supply these raw materials cannot run. That means without the raw material the goods cannot be manufactures. management gives first priority to their suppliers. We can say thwart So if the suppliers have any

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd problems in receiving the payments in proper time or any other problems they solve them immediately. This is done mainly to have supplier’s satisfaction.

AREA WISE MAIZE PURCHASE FOR THE YEAR 2007 – 2008 PLACE SOUNDATTI SANGLI GOKAK MUNOLI NARGUND RAMDURG DHARWAD KOPPAL BAILHONGAL RANEBENNUR DAVANGERE KALADGI H. B. HALLI HOLE – ALUR BAGALKOT KERUR SHIMOGA BELLARY GADAG HAVERI GADINGLAJ NAVALGUND GHATPRABHA SHIROL QUANTITY 17644.39 10216.84 9722.35 4162.63 3320.7 31520.7 3017.35 2358.71 2192.56 1861.49 892.71 807.47 577.67 360.26 344.19 318.07 276.49 258.35 239.99 239.46 218.89 126.94 123.45 101.33 VALUE 75391883 47913618 41852560 16098307 15314895 14085664 12572257 10444474 10038891 7784579 3728889 3331366 2508435 1748048 1425002 1357268 1141945 1071139 1065490 997593 1011380 613729 498033 406359 RATE 8273 7690 8305 7867 7612 5468 8167 7428 8579 8182 8177 8126 8342 7852 7140 8267 8130 7146 7440 8166 7620 8835 7034 7010 %ON QTY 28.01 16.22 15.43 6.61 5.27 5 4.79 3.74 3.48 2.95 1.42 1.28 0.92 0.57 0.55 0.50 0.44 0.41 0.38 0.38 0.35 0.20 0.20 0.16 Page 17

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd HOLALU H. P. HALLI CHITRADURGA RON HUBLI BELGAUM GAJENDRAGAD HERIKERUR MUDHOL HYDRABAD TOTAL 76.49 74.65 74.39 65.85 61.11 46.3 24.01 20.18 10.45 10.03 62998.45 315510 311302 343506 255185 248344 244245 101893 84695 41177 44139 484391800 8125 8170 8618 7875 8064 8275 7244 8197 7940 7410 7356 0.12 0.12 0.12 0.10 0.10 0.07 0.04 0.03 0.02 0.02 100.00

STORES DEPARTMENT In this department all types of materials are stored. The purchase department purchases the materials & these materials are sending to stores department. Storekeeper sends the sample of material to the lab for testing purpose. If the material satisfies all the tests specifications then the material will be stored & the transactions, which are related to this, are done in this department. Otherwise the goods will be rejected & sent back. The explanation should be given for the rejection of goods. The purchase officer receives the order slip from the marketing officer & this order slip will be sent to store department to check the raw material essential; to fulfill the order for a particular product to produce it. Further the stock statement is sent to the purchase department, which contents the quantity that is the raw material required for a particular product to produce it. From this the purchase officer will come to know that how quantity is required. And whenever there is not much stock in stores department the store keeper will inform the purchase officer & intern be will give instruction to purchase that particular material. PRODUCTION DEPARTMENT

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd The ASSISTANT – DIRECTOR, who completely looks after the production department the different section in this department, is as follows, heads production department, ∗ ∗ Starch section Derivative section Dextrose Mono Hydrate Section.

Liquid Glucose & Malto Dextrim section.

The produce the starch, DMH, LG and MD which are used in sweet products, in the industries like M/S Parries, M/S Parole, M/S Britannia, etc. the raw material is used for this maize which is also know as corn. Steep liquor. There is different Sr. operator fore different section who are highly skilled to as to get proper work and also for training to the employees who are new. The Sr. operator guides the junior supervisor and also takes into consideration the problem of the employee and also of the machines. The Sr. operator acts as a form of communication between the lower employees and the top management. This firm was taken over on liabilities in august 1995 when it was a sick unit but now it is showing a lot of progress because the unit has reduced the over head cost in the modern technology and by better management.

QUALITY ASSURANCE DEPARTMENT : In this department there seven chemists. One Reliever & two at general shift. Quality Assurance Department is the Laboratory of this firm. In this laboratory all the raw materials & chemical are tested. Here all the value of material is at pH value, Dextrose – equivalent value, Temperature, cooling point etc. The raw material are tested before using & if the material will not satisfy the test that material will be rejected. It means Purchase – Officer purchase the material, this material is sent to Q – A department. In LAB the material is tested & if the material will satisfy the test that material will be accepted & further it is dent to Godowan. Babasabpatilfreepptmba.com Page 19

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd Before dispatching the goods, the materials are tested & then these goods are sent to respected companies.

ACCOUNTS DEPARTMENT : The company maintains the books of accounts very disciplinary. They use the double entry system of book keeping in which all the transactions of the business are noted with the explanation for all those transactions. And in addition all the accounts are stored in computers, which help, in immediate checking whenever it is necessary. They are having two computers only for accepting purpose MARKETING DEPARTMENT : The products which are marked by this firm are known as “Industrial Sweeteners”. These are used in manufacturing of sweet products. They are having six fields Executives in the state capital throughout India like Mumbai, Chennai, Delhi, Bangalore etc. And the products which are produced in the firm are supplied to various companies like M/s Nestle, M/s. Nutrient, and M/s. Cadbury etc. The main products which are produced by this firm are : We already know that the products which are in this firm are known as “Industrial Sweeteners”. The sales manager cannot sell them directly in the market, i.e. he must receive the order from marketing manager. First of all the marketing manager receives the order from various parties. After receiving the orders he prepares “Dispatch Instruction” which mentions the products, quantity, quality, dextrose equivalent, packing, delivery, etc. The marketing manager sends this to the purchase manager. The purchase manager collects the raw material for that particular product on the bases of Dispatch Instruction. This copy is sent to the various departments to get ready for the production of that particular

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd & that product will be produced at within the given time, to the quality, etc. The goods will be sent through mentioned form of transportation. PROCESS OF DISPATCH

MARKETING EXECUTIVE TRANSPORTATION INVENTORY CONTROL

CUSTOMER

ORDER PROCESSING

PACKAGING

DISPATCH

STORAGE

LOGISTIC MANAGER

LOGISTIC OFFICER INFORMATION

HUMAN RESOURCE DEPARTMENT : OBJECTIVES : To look after the welfare of the employees.     It deals with appointments, job training to new employees. They deal with safety health measures of the employees. They provide necessary help or aid to the employees. Control over the day – to – day activities.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd Workers get their week off but the staff gets holidays on Sunday. This department sanctions leave to the employees. The employees get leave on national festival & so on. Different wages are paid to the different labors depending on their experience, skill, performance, & work. Wages are paid promptly & the incentives are also paid during the festivals. management. ADMINISTRATION DEPARTMENT : The Administration Department looks after the administration of the company. This department consists of the top level management : • • Administration Department has an aerial lockout over all the departments. Progress of the department is sent to this department. So that the administration department is sent to this department prepares the progress sheet after the end of certain period. • • • • Administration function includes training of administrative staff. This department looks after the wages & salaries of the staff. This department has to answer for any Enquirer done by the Govt. This department controls over the flow of funds along with the accounts department. This department has direct contact with labors & sometimes personnel department acts like a bridge between the labor & the

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd CUSTOMERS LOCAL SMALL SCALE INDUSTRIES LIKE BAKERY AND CHOCOLATE

PRODUCTS.

Customers List (Non – Government)
a) b) c) d) e) f) g) h) i) j) k) l) n) o) p) GLAXO INDIA LTD. NESTLE INDIA LTD. CADBURY INDIA LTD. EMAMI LTD. BRITANNIA INDUSTRIES LTD. BOMBAY DYEING. NUTRINE CONFECTIONERY CO LTD. BIOCON INDIA LTD. INTERNATIONAL BEST FOOD LTD. WEIKFIELD INTERNATIONAL. J. K. PHARAMACHE, LTD. NESTLE LANKA LTD, COLOMBO. PROCTER & GAMBLE. RAVALGAON SUGARS. INLAND PHARMA. ETC

m) HINDUSTAN LEVER LTD.

Customers List (Government)
a) b) c) d) HINDUSATN ANTI BIOTICS LTD, PUNE KUDREMUKH IRON ORE COMPANY LTD. KUDREMUKH. HINDUSTAN MAX – GB, PUNE. GOA ANTI – BIOTICS LTD. GOA.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

SUPPLIERS.
The company has a wide supplier base. The main raw material is an agricultural product grown In different part of the country is purchased in open market through merchants and brokers. There are so many agents who supplies raw materials from different places to Riddhi Siddhi Gluco Biols ltd. The main suppliers are Soundatti, Sangli, Gokak, Dharwad, Ramdurg, Koppal, Nargund, Ranebennur, Munoli, Davangere, Bailhongal, Gadinglaj, Hubli, Ghatprabha, Harapanahalli, Shirol, Chitradurg, Ranebennur, Mudhol, Hydrabad,. There are totally 40% to 50% maize suppliers from Soundatti, Sangli, Ramdurg, Gokak, Dharwad.

Competitors :
Riddhi Siddhi Gluco Biols Ltd. Also has innumerable numbers of competitions. The major competitions for Riddhi Siddhi Gluco Biols Ltd Gokak are. a) Universal Starch, Dhondai (Maharastra). b) Maize products (Ahmedabad) c) Anil Starch (Ahmedabad) d) Gujarat Ambujia (Gujarat) e) Sukjit Starch (Punjab) f) Pratistha biotech (Secundrabad) g) Versa biotech (Hyderabad) h) The new entrances are i) Yashwant sugar petvedgove (Maharastra). • Crestar (Ahmedabad) Page 24

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

DISTRIBUTION INTRODUCTION

Physical distribution is the term now generally used to describe the series of inter-related functional activities by which appropriate amounts of finished goods inventories are planned into and moved on through the distribution pipeline. Earlier, the term marketing has connoted two different but related processes, the first dealing with search for and stimulation of buyers and the second with the physical distribution of goods. Early in the development of the concept of physical was described as, "The other half of the marketing" and also as "Physical Marketing". This implied too close relationship of marketing with the increased competition for markets, marketing executives have devoted the bulk of their time to the search and stimulation function. Their attention has been given over to developing a mix of product, prices, promotion and channels that would keep demand high and growing. Hence, they viewed physical distribution or the logistics of getting goods to the buyers as a supportive subsidiary activity.

DETAILED STUDY OF THE DEPARTMENT RELATED TO MY SPECIALIZATION: DEFINITION OF CHANNEL OF DISTRIBUTION:
"Any sequence of institution from the producer to the consumer including one or any number of middlemen is called Channel of Distribution". - McCarthy

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd "Every producer seeks to link together the set of marketing intermediaries that best fulfills the firm's objectives. This set of marketing intermediaries is called the marketing channel". -Philip Kotler "Distribution channels are systems of economic institutions through which a producer of goods delivers them into the hands of their users". -Richard Basuki

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

DISTRIBUTION CHANNELS:

The entire function of getting goods into the hands of the consumer is often referred to as Distribution. The term channel of distribution is used to denote the middleman engages in moving goods from the place of production to the place of consumption. It is the channel through which goods are made to move as smoothly as possible to the desired places. The primary purpose of a distributive channel is to bridge the gap between the producer of the goods and the consumer of the good. Channel of distribution are the means employed by the manufacturer and sellers to get their products to the market and into the hands of the users. In total, a channel of distribution included the original producer, the final buyer and middlemen. The term middlemen refer to those institution or individuals in the channel, which either take title to the goods or negotiate or sell in the capacity of an agent or broker. On the basis of taking title of goods, these middlemen are divided into the following kinds:

AGENTS:
They are middlemen who do not take any title to goods but they take active part in the marketing mechanism rendering all services required.

BROKERS:
They are agents who have no direct and physical control of the goods in which they deal. They represent either the buyer or the seller in negotiating purchases and sales for their principles.

DEALERS:
Dealers are persons who buy or resale products at either retail or wholesale basis. Babasabpatilfreepptmba.com Page 28

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

DISTRIBUTORS:
It is a general term used to mean wholesalers. JOBBERS: The term is used in certain trade and localities to designate special types of wholesalers. They are usually found in stock markets.

RESIDENT BUYER:
An agent or a person who specializes in buying on fee or commission basis cheaply for retailers is known as Resident Buyers.

RETAILERS:
A merchant or occasionally an agent whose business is selling directly to the ultimate consumer.

WHOLESALERS:
A business unit, which buys and resells merchandise to retailers and other merchants and/or to industrial, institutional and commercial users but which does not sell insignificant amounts to ultimate consumers.

COMMISSION HOUSE:
These are also referred to as commission merchants or commission agents. These agents usually exercise physical control over the goods and negotiate the sale of the goods they handle. The commission houses usually enjoy more powers over the prices, methods and terms of sales than the broker's.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

CONSUMER CO-OPERATIVES:
A retail business owned and operated by ultimate consumer to purchase and distribute goods and services primarily to the members. Such societies are generally referred to as purchase co-operatives also and registered under the CoOperative Societies Act.

FUNCTIONS OF CHANNEL DISTRIBUTION:

Nothing prevents a producer from meeting his customers directly and effecting sales. The following are certain functions of these channels of distribution. They are:

HELP IN PRODUCTION FUNCTION:

The producer can concentrate on the production function leaving the marketing problem to middlemen who specializes in the profession. Their services can be best utilized for selling the product. The finance required for organizing marketing could profitably be used in the production where the rate of return would be great.

MATCHING DEMAND AND SUPPLY:

The chief function of middlemen is to assemble the goods from many producers in such a manner that customer could affect purchase with ease.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd According to Wroe Alderson, The goal of marketing is the matching of segments of demand and supply".

FINANCING THE PRODUCER:

Middlemen collect huge orders and purchase product in bulk from the manufacturers in cash. This enables the producer's to undertake large-scale production and adopting better technique of production because they have no problem of finance. Sometimes manufacturers and producers appoint stockiest and distributors do and collect deposits from them as security.

AID IN COMMUNICATION:

The middlemen are connecting link between the producers and buyers. Middlemen have complete knowledge of consumers' behavior and the market and they communicate the necessary information to the producer.

STABILIZING THE PRICES:
The middlemen help to stabilize the prices by. stocking goods, constant flow of goods to the market is assured. They make the goods available at places where they are wanting and at proper time.

PROMOTIONAL ACTIVITIES:
Middlemen also perform various promotional activities like advertising, personal selling and sales promotion. Sometimes wholesaler Does it alone for the producer. Retailers also perform such activities by displaying the product in his window, which attract the customer. Babasabpatilfreepptmba.com Page 31

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

ROUTINE OF DECISIONS:

Once the product reaches the route the decisions regarding the sales of the product is taken on the spot and the problem regarding sales of the product is also fixed reducing the cost of distribution.

CHANNEL OF DISTRIBUTION FOR AGRICULTURAL GOODS:

One of the chief characteristics features of the distribution of agricultural products is the presence of a large number of brokers and agents. These brokers who stand at par with the retailers in the consumer goods channel perform a number of functions of their own. They sometimes act as assemblers and there after instead of selling the products to ultimate consumer sell to wholesaler. The direct sale is only very meager. The presence and involvement of the co-operatives societies in the channel is peculiar to agricultural products. Another notable feature is that these channels are not even from one season to another. The channel for paddy has no resemblance to the channel for cotton or jute.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

Territories Development Manager:
To manage this various territories and districts follows an effective management structure. A brief description of this management style is given below for managing sales and Distributor in whole south india, 1 Head of the Sales & Marketing are appointed. The working activities Marketing, Sales & promotional activates etc. Area Territories Development manager control the activities (Sales &Distribution) only for particular (single) territory, he also need to submit the sales report to the respective Head of the Sales. A customer executive literally prepares the weekly and monthly sales reports and also takes order from super stockiest and Distributors on behalf of the company.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

VARIOUS DISTRIBUTION CHANNELS:

CONSUMER MARKETING CHANNEL

RETAILER

MANUFACTUR ER

WHOLESALER

RETAILER

CONUSMER

WHOLESALER

JOBBIER

RETAILER

A zero level channel consists of a manufacturer selling directly to the final consumer. The major zero level channels is door-to-door sales, home parties, mail orders, telemarketing and manufactured owned stores.

Longer marketing channels are also found in other countries. From producer's point of view, the problem of obtaining information about the end uses and exercising control increases with the number of channel levels.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

CHANNELS USED IN INDUSTRIAL MARKETING

The figure above shows channels commonly used in the industrial marketing.

An industrial goods manufacturer can use its sales force to sell directly to industrial customer. Or it can sell to industrial distributors who sell to the industrial customers. Or it can sell through manufacturer representatives or its own sales branches directly to industrial customers or indirectly through industrial distributors to the industrial customers. Thus zero level; one level and two level marketing channels are quite common in industrial marketing channels.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

Distribution retailer channel.

Company

Distributer

Retailer

customer

In this type of distribution channel, distributor orders the goods from company through Customer Executive of that particular area. Customer Executive passes the order to the company through ASM. Distributor in turn makes the advance payment through the marketing or sales team or Executive through Cash or Demand

Drafts

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

C and F retailer channels.
Company

C & F SYSTEM

Retailer

customer

In this type of distributor channel a C&F system (also called Carry & Forward System) is used. This system is nothing but an agent is used as intermediary between company and retailer. This type of system is used only in those places or cities where the bottling plant is located. An in case of any distribution mobilization. Because the transportation cost involved will be higher if this system is followed in territories which will be faraway from plants. These agents purchase the goods from upon the amount he buys from the company. Company will not pay the agent any rent for the godowns. But only commission on the amount he buys. There is one more way of how C&F system works.

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EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd In this type of distribution the agent will not store the goods in his godowns instead sells directly to the retailer from the company. In return he will be getting commission based on the crates sold.

SUPERSTOCKIEST DISTRIBUTER RETAILER CHANNEL:
Company

SUPERSTOCKIEST

Distributer

Retailer

customer

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This type of distribution channel is present in most of the territories. The super stockiest order in huge amount through Customer Executive acts as on intermediary in every stage of the distribution channel and also in every type of distribution channel.

This type of distribution channel is present in most of the territories. The super stockiest order in huge amount through Customer Executive acts as on intermediary in every stage of the distribution channel and also in every type of distribution channel.

 Introduction  objectives  Methodology  Analysis  Conclusion  Recommendation

INTRODUCTION:
Organization is nothing but a social system. The marketing department plays a vital role in any organization. Riddhi Siddhi Gulco Boils Ltd is food processing company. It is one thing to possess knowledge but yet another thing is to put it in effective manner. It is essential to develop and update the skills and knowledge about marketing aspects. Without marketing department the organization will not survive. Because whatever the products are produced by the company must be marketed and sold to the customer who are in need of that product. So it can be achieved only by the marketing department. So the marketing department is very essential to every organization .

TITLE OF THE STUDY:

“Evaluation of Distribution Channel” The study undertaken is an effort to understand and analyze the distributors channel evaluation of the company. The study is also aimed at analyzing the interpersonal relationship with sales executives and the area sales managers of the company. It studies the distributor profit in demographics and psychographics. The study applied is descriptive in nature.

Management problem:
For the purpose of the future planning and for formulating marketing strategy. We need to analyze the overall factory performance. We need overall evaluation of Riddhi Siddhi Gluco Biols ltd.Gokak to know the internal and external environment, for the purpose of better growth, we have to analyze the actual position of the Company. Here the swot does the all these work.

Here I am going to study distribution channels of Riddhi Siddhi Gluco Biols Ltd. Gokak

Research Problem
To study the distribution network. ,and find overall process to help in formulating marketing strategies of Riddhi Siddhi Gulco Biols Ltd Gokak.

Objectives
1. To analyze distribution expectations with respect to marketing and sales team support 2. To know the co operative problem solving, decision making and inter personal relationship. 3. To study the distribution channel. 4. To study what type of channel they follow in Riddhi Siddhi Gluco Biols Ltd. Gokak

METHODOLOGY
The methodology aspect is two fold at first scanning the various files and documents of the organization and second is actual discussion with managers, officers, clerks and workers.

Primary Data
The information of the distribution channel where obtained from the personal interview and observation. Data collected through questionnaire

Secondary Data

The secondary source was collected from the office records, files and manuals in RSGBL company. Finally drafting of the report was done after detailed discussion with the officers of the factor.

SAMPLING SIZE:
Data is collected from sample size of 90 respondent i.e. distributors and companies.

SAMPLING PLAN:
Data collected through questionnaire

ANALYSIS:

Co-existence of Distributors with the company.

The Table showing the number of distributor has been with RSGBL.

Duration < than 1 Yr 1 to 3 Yr 4 to 6 Yr 7 to 9 Yr 1 0 to Above

Number of distributors 24 45 12 6 3

Percentage ( % ) 27% 50% 13% 7% 3%

Graphical Representation:
Duration (year)

Analysis:
50% of the respondents were distributors of the RSGBL from 1 to 3 Years, and 27% of the respondents were distributors of the RSGBL from < then 1 years. 13% of respondents were distributors of the RSGBL from 4 to 6 years. 7% of the respondents were distributor of the RSGBL from 7 to 9 years, and 3% of the respondents of the RSGBL 10 years and above respectively.

Interpretation:

From the above analysis it can be inferred that the major portion of the respondents (50%) are associated with the company from 1 to 3 years. The next higher value (27%) is associated with < then 1 years. From this we can interpret that the company has a deep root in this type of industry and also has long existence in the market.

Customer Executive : Table showing the Satisfaction of company with the Co Operation by Customer Executives.

Response Highly satisfied Satisfied Average

No of Distributor 60 24 6

Percentage (%) 66% 27% 7%

Graphical Representation:

ANALYSIS :The data reveals that 66% of the respondents
are highly satisfied with the co-operation by Customer Executives. 27% of respondents are just satisfied with cooperation by Customer Executives.

Interpretation:
From the above analysis it can be assumed that the huge part of the respondents is satisfied highly are happy with the co-operation extended by the Customer Executives. Only a small part (7%) is Average with the Cooperation. Still corrective measures can be taken to maximize the satisfaction level with Customer Executive.

Company's Staff Support::Company's Staff Support:

Table showing the

Response Highly satisfied Satisfied Average Not satisfied

No of Distributor 39 42 6 3

Percentage (%) 43% 47% 7% 3%

Graphical Representation:

Analysis:
The data reveals that 47% of the respondents are Satisfied with the company's staff support and 43% respondents are Highly satisfied, 7% respondents are Average. 3% respondent is Not satisfied.

Interpretation:
From the above analysis it can be assumed that the huge part of the respondents is satisfied, highly satisfied are happy with the staff support company.

Rating of the Company: The Table showing the Rating of the Company:

Response Excellent Good Average poor Very poor

No of Distributor 45 42 3 -----------------------

Percentage (%) 50% 47% 3% -----------------------

Graphical Representation: Rating of the company

Analysis:
50% of the respondents have rated the company as excellent in having business relationships. 47% have agreed that it is a good Company in maintaining relationships. 3% are average about expressing the rating.

Interpretation:
The analysis shows that the Company is having better business relationships with the distributors. Some more improvements would lead the Company to be an ideal Company that will have excellent business relationships.

Management's Interest in Distributors Views. Table Showing Responses of Distributors about the

Management's interest in their views.

Response Strongly agree Just agree Dis agree Strongly dis agree

No of Distributor 27 51 9 3

Percentage (%) 30% 57% 10% 3%

Graphical Representation:

Analysis:
Only 57% just agree that management considers their views and opinions, 30% strong agree, 10% dis agree and 3% strongly dis agree.

Interpretation:
From the above data and the graph, it is clear that we have got varied responses about the management. Management can initiate actions to have better understandings of the views that the distributors want to share. The management can invite feed back from the distributors for improved relationships.

Management effective and in-time communication: Table showing responses of distributors about the management effective and in - time communication:

Response Excellent Good Average Poor Very poor

No of Distributor 30 36 21 3 -------------

Percentage (%) 33% 41% 23% 3% -----------

Graphical Representation:

Analysis:
41% of distributors good that management communication effectively and in -time 33% just excellent, and 7% of samples are dealer as good and 3% sample is dealer as a performance.

Interpretation:
From the data, a major portion of distributors is happy with the common of management further to improve the flow of infection between management and the distributors, it is essential to increase the co-operative and understanding level between management and distributors.

Management's interest in distributor's participation: Table showing responses of the distributors about management interest in distributor's participation and feedback.
Response Strong] y agree Just agree D is agree Strongly dis agree No of Distributor 24 60 6 -----------Percentage (%) 27% 66% 7% -----------

Graphical Representation:

Analysis:

66% respondent just agree that management is interested in distributors participation and invites feed back, 27% strongly agree, 7% disagree.

Interpretation:
It is very clear that the distributors were not fully satisfied about the management procedures for including distributors in decisions and inviting the feed back. A major portion shows (66%) just agree that management is not concentrated in their participation and feedback

Problem solving by sales department: Table showing responses of distributor about the sales departments.
Response Strongly agree Just agree D is agree Strongly dis agree No of Distributor 24 60 6 ---------Percentage (%) 27% 66% 7% ----------

Graphical representation:

Analysis:
66% of the respondent just agrees that the sales departments solving the problems in distributors, 27% strongly agree, 7% disagree.

Interpretation:
From the graph we can know that not all the respondents are fully happy with the sales departments by problems solving. Some personal problems regarding the business exist i.e. settlement with the distributors, which are not yet solved. So the sales department should consider them and try to provide solution as early as possible.

Satisfaction with Sales team response to competition: Table showing responses of distributor about the sales team competition.
Response Excellent Good Average Poor Very poor No of Distributor 36 45 9 ------------Percentage (%) 40% 50% 10% S 0% 0%

Graphical Representation:

Analysis:
50% respondents just agree that the sales team provide a good response to the competition. 40% are strongly agreed. And 10% respondent are average are satisfied.

Interpretation:
As the major portion of the distributors is not fully satisfied with the sales team response to the competition, developmental action are suggested for the sales teams to have better competitive offers and schemes to increase the sales

Management's direction for better business results: Table showing responses of distributors about the management direction for better business results.
Response Excellent Good Average Poor \/ery poor No of Distributor 24 54 9 3 ---------Percentage (%) 27% 60% 10% 3% 0%

Graphical Representation:

Analysis:
60% of respondents strongly believe that the management setting the direction for better business results. 27% as a excellent. 10% are responding as average business will came out the company ideas.

Interpretation:
The major portions of the respondent strong believe that the management is setting direction for better business. Only small portion is not fully satisfied with the management's strategies about business. So it is suggested to invite the feedback from those respondents who believe that the management is not effective in setting the directions and take improvement action.

Satisfaction with sales and marketing department by taking decision: Table showing Responses of Distributors about the Sales and Marketing Sdepartments by taking decision:

Response Highly satisfied Satisfied Average poor

No of Distributor 27 48 15 ----

Percentage (%) 30% 53% 17% ------

Analysis:
53% of the distributors are satisfies with the sales and marketing department have a better to take decision making skills, 30% Highly satisfied, and 17% are averages.

Interpretation:
From the above data shows that the sales and marketing department have to take decision making skills, and the distributors are happy with the approach the sales and marketing departments have towards their to taking decision. Further the management may consider special providing training and facilities for the sales and marketing departments to address the taking decision effectively.

Company supply on time: Table showing Responses of Distributors about the supply on time:
Response Yes No No of distributor 84 06 Percentage 7% 93%

Graphical

Representation:

Analysis:
93% of the distributors are happy with the supply of the products on time. And 7% of the distributors are not satisfied with the supply of the products.

Interpretation:
From the above data shown that the number of distributor highly satisfied with sussspply by the company. And maintain good relationship with the distributor.

Opinion of Respondents for continuing the Dealership for one more year. Table showing opinion for continuing dealership with the pepsi after few years..
Response Yes No No of distributor 90 00 Percentage 100% 00%

Graphical representation:

Analysis:
The data shows that 100% respondents are strongly agree to continue for the one more year from now.

Interpretation:
A major portion (100%) strongly agree to continue the dealership for one more year, and this shows that the distributors have satisfaction for being the dealer for pepsi. Those can be turned into the first category (strongly agree) by providing the needful and trying to solve their problems if any.

Still exist to a considerable extent. The company needs to consider improving these situations to help the distributors to perform well in the competitive market. Majority of the distributors have interest in participating in decisions with the company and staff, but according to the findings it can be seen that the company has not encouraged participation of the distributors to a good extent. The participation level of the distributors must be raised to take decisions with company and the company staff to improve sales

Suggestions from distributers :
1) Improve the production capacity. Because demand is very high. out of 90 distributers 34 are needed more number of products. 2) Increase the promotional tools to make better profits. 3) Give the full support for distributors. like transportation, Out of 09 having transportation problem in rural area. 4) Increase the distributors margin for better future sales.. 5) Supply that product only to distributor's which they need. distributers 06 are

Recommendation:
1) Customer satisfaction is the key to success in today's world. It an be achieved if

the distributor is satisfied.Riddhi Siddhi Gluco Boils Ltd is good established company, but it faces some setbacks, which affect the company's performance. 2) Inviting the distributor in decisions regarding, the schemes, products, and other

business related problems. 3) Arraigning for meeting's, conferences, and seminars at a regular interval of

time, say once for quarterly, half years, so that the distributors come to gather and discuss problems with the management.

4) Continues watch on the competitor's activity in the market. 5) Arranging training sessions for the company's executives to make them aware

and find new ways about the emerging business problems and situation. 6) Improving the level if personal attachment the company has with the

distributors. 7) Deepening the level of personal relationship with the distributors. 8) Company should reward the distributors according to their performance, so as to motivate them.

9) Since the company is in tough competition, it has to ensure that all its distributors and sales forces are true professionals in their respective fields.

summary of the findings:

1) 2)

impotent conclusion from the study it is clear that.

The distributors of riddhi siddhi gluco boils company are interested very much

in knowing the Company' policies & they keep track of the company's actions.

3)

The customer executives are performing very well, in favor of the distributors.

They have an excellent co-operation, problem-solving skills, and division-making skill as perceived by the The analysis of questionnaire, administered 90 respondents, has disclosed certain distributors.

4) The company's executives are highly skilled and working according to the responses
obtained by the distributors.

LIMITATION OF THE STUDY:
The study is limited in the scope to only selected distributors. The finding of the survey are generalized across each strata based on the sample.

CONCLUSION :

The study was designed to analyze the distribution channel and various channel related factors. From overall analysis of the study we can say that the distribution channel should be smooth, flexible and systematic.

From the detailed study we can be concluded that distribution channel is also a major criteria for the success and survival of any products. Every company should have to adopt a right distribution channel for their products and also they have to deploy a right kind of intermediaries. The company should have to adopt policies while appointing the intermediaries such as remuneration method, terms of payment, etc, all these points are the important factors discussed in the project. My study in the Riddhi Siddhi Gluco Biols Ltd. has been extensive and detailed. Not just for with the intension of a project but with an objective to have a practical knowledge and experience about the distribution channel of the company.

TIME AND FINANCIAL COST The tune taken to complete the project report was from 10th Dec 2007 to 19th April, 2008.

The financial cost occurred during the project is as follows: Rs. PROJECT PRINT XEROX PROJECT BINDING BUS FARE MISC TOTAL 800.00 250.00 650.00 700.00 350.00 2750.00

BIBLIOGRAPHY Marketing Management •

By naresh k by Pattanshetty & Palekar by Sherlekar

Marketing Management • Essential of Marketing Management • the responses of the respondents are assumed to be true. Riddhi siddhi web site - www.riddhi siddhi.co.in

 

QUESTIONNAIRE. “EVALUATION OF DISTRIBUTION CHANNELS”
Distributor Name______________________________________________________________ Age _________________________ Mobile ._________________________ 1) Tick the number of years you has been the distributer of RSGBL.. a)< than 1 year d)7 to 9 year’s b)1 to 3 year’s e)10 to 12 year’s c)4 to 6 year’s f) more than 12 year’s

2). Are you satisfied with company operation by customer executive. a) highly satisfied c) average b) satisfied d) not satisfied

3) Are you satisfied with company staff support?.. a) highly satisfied c) average b) satisfied d) not satisfied

4) Is management is highly interested in the responding distributers…. a) Strongly agree b) just agree

c) disagree d) not agree 5). How is the management effective and in time communication with the distributers. a) Exellent d) poor b) good e) very poor. c) average

6) Is company showing highly interest in the distributors participation and their Feedback… a) Strongly agree c) disagree b) just agree d) not agree

7) what is your view regarding problem solving by sales department…

a) Strongly agree c) disagree

b) just agree d) not agree

8). Are you satisfied with companies sales team response towards th competition. a) Exellent d) poor b)good e) very poor. c) average

9) how is RSGBL support in personal crisis… a) Exellent b) good c) average

d) poor e) very poor. 10) what is your view about companies policies and profit maximization strategies…? a) Exellent b)good c) average d) poor e) very poor. 11). Is the company supply on time…? a) Yes b) No 12) what is your opinion for continuing dealership with RSGBL after an year? a) Yes b) No

ANY SUGGESTIONS_________________________________________

THANH YOU HAVE A NICE DAY…….

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