DEALER PERCEPTION

INDEX

TABLE OF CONTENTS
CHAPTER 1 Introduction Introduction of topic 2 Need of the study Objectives Methodology Statistical techniques Limitations 3 Company profile History Developments Achievements Structure of organization Product profile 16 16 17 19 20 21-22 CONTENTS PAGE NO 1 2-9 11 12 14

4&5 6

Data analysis and interpretation Summary Findings Suggestions Bibliography Questionnaire

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LIST OF TABLES
TABLE NO 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 Length of the field Different cement brand you generally deal with Last moving cement brand from your outlet The reasons for particular cement brand moving fast in the market Recommendation of particular brand by you Factor motivating you to recommend a particular brand Factors influencing the customer in purchasing cement Creation of awareness about Lanco cement Openion on Lanco cement Quantity of selling cement per month Media advetisement you suggest for Lanco cement Area of Lanco cement to join to handle Type of packages preferred to handle Negative points of Lanco cement Type of support you need from the company CONTENTS PAGE NO 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38

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CHAPTER-1

LIST OF GRAPHS
GRAPH NO 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 CONTENTS Length of the field Different cement brand you generally deal with Last moving cement brand from your outlet The reasons for particular cement brand moving fast in the market Recommendation of particular brand by you Factor motivating you to recommend a particular brand Factors influencing the customer in purchasing cement Creation of awareness about Lanco cement Opinion on Lanco cement Quantity of selling cement per month Media advertisement you suggest for Lanco cement Area of Lanco cement to join to handle Type of packages preferred to handle Negative points of Lanco cement Type of support you need from the company PAGE NO 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38

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or skin. Philosophical interest in perception stems largely from questions about the sources and validity of what is called human knowledge (epistemology). because they are part of one continuous process. on the other hand. Definition of Perception Perception is the process by which organisms interpret and organize sensation to produce a meaningful experience of the world. physical world exists independently of human experience and. In practice. light waves and sound waves) and their associated percepts suggest inferences that can be made about the properties of the perceptual process. if so. is the joint product of the stimulation and of the process itself. better describes one's ultimate experience of the world and typically involves further processing of sensory input.g. ADONI 2 DEPT. however. tongue. the investigation of perception has especially developed as part of the larger discipline of psychology. mediated by the sense organs. the validity of perceptual theories can be checked only indirectly. Because the perceptual process is not itself public or directly observable (except to the perceiver himself. theories of perceiving then can be developed on the basis of these inferences. relatively unprocessed result of stimulation of sensory receptors in the eyes.JYOTHIRMAYI DEGREE COLLEGE. For the most part.DEALER PERCEPTION CHAPTER-1 Introduction Thus. That experience. systematic thought about perceiving was the province of philosophy. sensation and perception are virtually impossible to separate. how its properties can be learned and how the truth or accuracy of that experience can be determined. or percept. They also ask whether there are innate ideas or whether all experience originates through contact with the physical world. Epistemologists ask whether a real. The remnants of such philosophical questions. ears.. As a scientific enterprise. whose percepts are given directly in experience). Perception. Sensation usually refers to the immediate. psychology bypasses the questions about perceiving raised by philosophy in favour of problems that can be handled by its special methods. nose.OF MANAGEMENT . Relations found between various types of stimulation (e. however. perception in humans describes the process whereby sensory stimulation is translated into organized experience. DR. Historically.

The word comes from the Latin words perceptio. collecting. researchers in perception simply accept the apparent physical world particularly as it is described in those branches of physics concerned with electromagnetic energy. and mechanics.." Perception is one of the oldest fields in psychology. for example.DEALER PERCEPTION CHAPTER-1 do remain. The problems they consider relate to the process whereby percepts are formed from the interaction of physical energy (for example.g. however. with the relative contributions of innate and learned factors to the perceptual process. with a yardstick). which quantifies the relationship between the intensity of physical stimuli and their perceptual effects. apprehension with the mind or senses. What does it look like to you? DR. percipio. Typically. Of further interest is the degree of correspondence between percepts and the physical objects to which they ordinarily relate. One might change one's perspective or simply make things mean something else. Different people perceive different things about the same situation. we assign different meanings to what we perceive. And the meanings might change for a certain person. and means "receiving. action of taking possession. when it was predicted that building perceiving machines would take about a decade.OF MANAGEMENT . Perceptions vary from person to person. a goal which is still very far from fruition. ADONI 3 DEPT. The oldest quantitative law in psychology is the Weber-Fechner law. Such fundamental philosophical assertions as the existence of a physical world. How accurately. light) with the perceiving organism. for example. optics. But more than that. researchers are still concerned. It is a task far more complex than was imagined in the 1950s and 1960s. are taken for granted among most scientific students of perceiving. Meaning of Perception Perception is the process of attaining awareness or understanding of sensory information. This is a famous picture.JYOTHIRMAYI DEGREE COLLEGE. does the visually perceived size of an object match its physical size as measured (e.

However the top one looks longer than the bottom one.JYOTHIRMAYI DEGREE COLLEGE. You just emphasize different parts of it and assign them different meaning. What is the young woman's ear might be the old woman's eye. part of the picture might be the young woman's nose and eyelash. Depending on how you look at it. If we have incomplete perceptions. which we practically always do to a certain extent. We fill in a lot of blanks with our minds.DEALER PERCEPTION CHAPTER-1 Some people see a young lady looking away. our minds fill in the rest. or it might be a wart on the old woman's nose. Which horizontal line is the longest? They are exactly the same size. Look at these two arrows. It is on optical illusion tricking us into assigning a different meaning to what we see. The picture hasn't really changed.OF MANAGEMENT . Others see an old lady looking down. ADONI 4 DEPT. What is the young woman's necklace might be the old woman's mouth. Are those letters? Or are they just lines and blotches on the paper? How do you know? DR.

M. Burroughs "You are only as wise as others perceive you to be. reflected outward. in the act of perception. we seize. something which outruns perception itself." . or of principle. ADONI 5 DEPT." ." . Shawn Cole "To see what is right.JYOTHIRMAYI DEGREE COLLEGE.Henri L.William Blake "Nothing exists until or unless it is observed. and not do it. Where ordinarily the movement of the retinal image caused by the moving eye is computed to signify “no object motion." .Confucius TYPES OF PERCEPTION 1." . Motion perception Perceived movement cannot simply be explained by the motion of an object's retinal image since image motion caused by observer or eye movement does not lead to perceived object movement. Moreover.OF MANAGEMENT . although in that case there is essentially no motion of the object's image over the retina.. And what I look on is my state of mind. Creative viewing. You can look at anything differently and it will have a different meaning..William S. And his hope for other people is that they will also make it exist by observing it. An artist is making something exist by observing it. infinite. For man has closed himself up.A Course In Miracles "To perceive means to immobilize. I call it creative observation. Similarly. an object tracked by smooth-pursuit eye movements will appear to move." . an afterimage will appear to move during eye movement even in a completely darkened room. Quotes: "Perception is a mirror not a fact.” thus yielding position constancy DR. is want of courage. Bergson "If the doors of perception were cleansed everything would appear to man as it is. till he sees all things thru chinks of his cavern.DEALER PERCEPTION CHAPTER-1 Do you see a vase or do you see two faces looking at each other? The meaning of something will change when you look at it differently.

as can its locus on the retina or even its color or type of contour. Perceptual organization. Identification means that the function or meaning or category of the shape is known. For those who have. (a) The figure of a four is immediately and spontaneously perceived despite the presence of other overlapping and adjacent lines. without affecting its perceived shape (Fig.OF MANAGEMENT . This means that the parts of the figure are grouped together by the perceptual system into a whole. ADONI 6 DEPT. the two shapes clearly look the same despite the difference in size. Transposition of form. although physically present. memory contributes to the immediate experience that one has. 1a is seen as one unit. For example. the same computational rule must signify “object motion” in the case of the afterimage. 2). There are other problems about form perception that remain to be unraveled. For those who have never seen the shape before. which means that through certain unknown processes. The figure of a 4 in Fig. Recognition means the experience that the shape is familiar. (b) The four. it will be perceived but not recognized or identified. is not spontaneously perceived and is even difficult to see when one knows it is there. giving the qualities of familiarity and meaning. it will be perceived as a certain familiar shape and also identified. Recognition and identification obviously must be based on past experience. and these parts are not grouped with the parts of other objects. even if these units overlap.JYOTHIRMAYI DEGREE COLLEGE.DEALER PERCEPTION CHAPTER-1 (since the image motion and eye motion are equal in magnitude). Basic information DR. separate from other units in the field. 2. Form perception Form perception means the experience of a shaped region in the field. This effect is called perceptional organization. the size of a figure can vary.

and exchanges used vehicles with Dealer . Types of Business Licenses License Type New Vehicle Dealer Description Sells new vehicles under a Licensing Process franchise Dealer -License to Sell New agreement with a licensed manufacturer or distributor. MAY NOT SELL TO THE RETAIL. A location suitable for retail sales is required.License for other dealers. ADONI 7 DEPT.JYOTHIRMAYI DEGREE COLLEGE. Vehicles Wholesale Dealer Buys. May be licensed to sell only used motorcycles. Motorcycles Emergency Vehicle Dealer Sells new emergency vehicles under a Dealer . A location suitable for retail sales is required. More information about each license type can be found in the appropriate info MVA process description.License to Sell franchise agreement with a licensed Emergency Vehicles manufacturer or distributor.License to Sell Used dealers. sells. Different transactions are possible and different fees apply for each type of license. DR. Vehicles Used Vehicle Dealer Sells used vehicles to the public and other Dealer . Location may be an office only. Wholesale Vehicle Dealer Motorcycle Dealer Sells new motorcycles under a franchise Dealer .DEALER PERCEPTION CHAPTER-1 Summary of Dealer Types About the types of licenses issued and regulated by the Business Licensing and Consumer Services Unit (BL&CS) can be found below.OF MANAGEMENT .License to Sell agreement with a license manufacturer or distributor. May purchase vehicles from the public. Vehicle sales must be the principal or only business conducted at that location. A physical location suitable for retail sales from which the sales are conducted is required.

OF MANAGEMENT . ADONI 8 DEPT. Licensee does not have to be located in Maryland. Some Title Service Agents process the documents from their office electronically. Service Agent Manufacturer A manufacturer of a new vehicle constructed Dealer . May be licensed to sell only used trailers.License for completed in the United States.DEALER PERCEPTION CHAPTER-1 Trailer Dealer • • • Boat Under 15' Over 15' Sells new trailers under a franchise agreement Dealer .Licenses for Title from MVA offices for customers.JYOTHIRMAYI DEGREE COLLEGE. DR.License for resmelting purposes. Trailers Title Agent Service Transports MVA paperwork and fees to and Dealer . Licensee does not have to be located in Maryland. Automotive Dismantler Recycler Scrap Processor Acquires vehicles to dismantle. Manufacturers and Distributors An authorized importer of new vehicles Dealer .License for manufactured or assembled outside the United Manufacturers and Distributors Distributor States who may enter into franchise contracts with dealers. Recycler or Scrap Processor Has facilities to process vehicle scrap for Dealer .License to Sell with a licensed manufacturer or distributor. Is employed by licensed vehicle dealer.License for & scrap for the sale of their parts and materials.License for in the United States. Licensee does not have to be located in Maryland. Automotive Dismantler & Recycler or Scrap Processor Salesman Sells or attempts to induce the sale of Dealer . A location suitable for retail sales is required.Salesman's License vehicles. Manufacturers and Distributors 2nd Stage Manufacturer A manufacturer of a new two-stage vehicle Dealer . destroy. Automotive Dismantler & A location suitable for sales and storage is required. or Dealer .

This group is the most dedicated. These groups are defined as follows: ▪ Partners: Dealers those are both satisfied and committed. Hidden Opportunities: Issues where dealer claimed importance is relatively low but impact on commitment is high. DR. Dealers are currently less sensitive to these issues. ▪ Mercenaries: Dealers those are satisfied but not committed. These are the main drivers of dealer satisfaction and commitment.JYOTHIRMAYI DEGREE COLLEGE. These issues are differentiators. These reflect the "must be" needs of dealers. Dealers can become hostages due to lack of viable options or other exit barriers. This group needs a compelling reason to stay with the brand.DEALER PERCEPTION CHAPTER-1 DEALER TYPOLOGY Dealers are segmented into four groups based on their satisfaction with and commitment to the manufacturer. Hygienics: Attributes where stated importance is high but impact on commitment is low. ADONI 9 DEPT. Motivators: Attributes with a high stated importance and an equally high impact on commitment. ▪ Uninvolved: Dealers those are neither satisfied nor committed.OF MANAGEMENT . Potential Savers: Attributes with low stated importance and impact on commitment. ▪ Hostages: Dealers that are not satisfied but remain committed.

ADONI 10 DEPT.JYOTHIRMAYI DEGREE COLLEGE.OF MANAGEMENT .DEALER PERCEPTION CHAPTER-2 DR.

certain demand. DR. the modern marketing programme. aims to attract the dealers the features of modern marketing are discussed next.OF MANAGEMENT . But today marketing is in complicated stage modern marketing covers all business activities in order. ADONI 11 DEPT. to as.JYOTHIRMAYI DEGREE COLLEGE. distribution that facilities the entire marketing process.DEALER PERCEPTION CHAPTER-2 NEEDS OF THE STUDY Marketing occupies an important place in all stages of economic life even from barter system. product planning.

To study dealer’s perception regarding the areas in which improvement in needed for LANCO cement. To study the dealer’s perception pertaining to make creating awareness for LANCO cement.OF MANAGEMENT . DR. ADONI 12 DEPT.JYOTHIRMAYI DEGREE COLLEGE. To study dealer perception regarding factors influencing customers in purchasing cement.DEALER PERCEPTION CHAPTER-2 OBJECTIVES OF THE STUDY To study dealer perception regarding recommended various cement brands.

Secondary data: Secondary data is collected through the document provided by personnel department such as personnel manuals. Relevant books from various magazines. In addition to this the data is collected through personal interview. company website journals and other reports.DEALER PERCEPTION CHAPTER-2 INFORMATION SOURCES Sources of data: The data has been collected from both primary and secondary sources for the project work. Statistical tools: The statistical tool adopted in this is percentage analysis is used to find the percentage value for all the questionnaires used in making comparison between two or more series of data .JYOTHIRMAYI DEGREE COLLEGE. scheme etc.The questionnaire is chosen for of its simplicity and reliability. DR. which consists of closed ended questions .OF MANAGEMENT . reports regarding suggestions. ADONI 13 DEPT. Primary data: The primary data is collected with the help of questionnaires..

ADONI 14 DEPT. Survey Type: The survey adopted in the present project work was sample survey. Sample unit: The sample unit is the dealers through these sample units information was collected. DR.DEALER PERCEPTION CHAPTER-2 RESEARCH METHODOLOGY Research Design: The research design adopted for this study was descriptive type research design.OF MANAGEMENT . Though lottery method samples were selected in random sampling. Research Instruments: Research instrument used in this is structured questionnaire.JYOTHIRMAYI DEGREE COLLEGE. Sample Size: The sample size taken in the project was 75. Sampling Technique: Sample technique adopted here in the present project was simple random sampling method.

Few dealers are hesitated to give response to certain questions. DR. because of so many factors differ at different places. As dealers were busy they spend little time in the survey process. The analysis may vary as survey is based on short period of study.OF MANAGEMENT . ADONI 15 DEPT.JYOTHIRMAYI DEGREE COLLEGE. exceptions and satisfaction level of whole market. the perception.DEALER PERCEPTION CHAPTER-2 LIMITATIONS The scope of study is confined to Kurnool District only.

OF MANAGEMENT .DEALER PERCEPTION CHAPTER-3 DR.JYOTHIRMAYI DEGREE COLLEGE. ADONI 16 DEPT.

454. Commercial production started in April 1996. • Commercial production at the pig iron plant in Tirupathi started in Sept.. Ltd. • The company's captive power plant was commissioned in Feb 1995. • 2004-Lanco signs MoU for Chhattisgarh project with UK firm DR. the company produced 24. Capacity utilisation is 95.JYOTHIRMAYI DEGREE COLLEGE. It has two main products pig iron and slag cement. 1994. NSDL and Aarthi Consultants Pvt.000 TPA Slag cement plant.OF MANAGEMENT . Hyderabad.4% of rated capacity for 1996-97. • 2002-Lanco Industries Ltd has informed that Shri L Madhusudhan Rao the present Managing Director has resigned from the position of MD of the company and the Board has accepted the resignatio and also appointed Sri Gowri Shankar Tekriwal as Managing Director subject to the approval of sharehold ers and financial institutions. for dematerialisation.The Company has signed an agreement with CDSL. ADONI 17 DEPT. 50% of input coming from the pig iron plant. For the year 1996-97.8 MW internally which was 88% of its total consumption. • The company raised Rs.73 lacs through a Rights issue of 1:5 during the year 1995-96 for its expansion/diversification into cement production.DEALER PERCEPTION CHAPTER-3 COMPANY HISTORY • Lanco industries were incorporated in the year 1991. • The company has a downstream 70. 2001 . Capacity utilisation is 47.39% of rated capacity for 1996-97.

Lanco is fast emerging as one of the top three private sector power developers in India with 2092 MW under operation. In a strategic move that provides increased fuel security for its current power generating assets and its future power portfolio expansions. GE. 7153 MW under construction. Construction. Lanco has an Order book of Rs 25.8 billion).425 Crores as of September 2010. The gross revenue of Lanco as on March 2010 was over Rs. Griffin coal. began his career as an entrepreneur. Lanco Resources Australia. based out of Collie in Western Australia. United Kingdom and USA with a human resource base of about 6500 people. EPC. It has been twenty five years since the founder chairman L Rajagopal. operating across a synergistic chain of Strategic Business Units (SBUs) comprising Power. The year 2010 was celebrated as Lanco’s Silver Jubilee Year. Lanco continues to take its stride forward on the strength of their vision and inspiration and under the leadership of the current Chairman. Lanco is also a privileged member to the World Economic Forum and it has been acknowledged as an elite member of the top two hundred “Global Growth Companies”. Renewables. Lanco is one of India’s largest Power Trader in the private sector. Today.3 billion). A people driven organization. China. Non-Power Infrastructure. Harbin. ADONI 18 DEPT. Indonesia. producing over 4 mtpa of coal which can be ramped up to over 15 mpta in the near term. Lanco operates from 20 States in India and has international operations in Australia. taking inspiration from his uncle Lagadapati Amrappa Naidu. post development of evacuation infrastructure.DEALER PERCEPTION CHAPTER-3 COMPANY DEVELOPMENTS • • • • • • • • Lanco is one of the fastest growing Integrated Infrastructure Enterprises of India. Doosan etc.OF MANAGEMENT . DR. the promoters’ holding is about 68 %. 15. L Madhusudhan Rao. owns the largest operational thermal coal mines in Western Australia. Lanco has strategic global partnerships with top-notch companies which include: Genting.JYOTHIRMAYI DEGREE COLLEGE. Property Development and CSR. 8200 Crores (USD 1. Lanco through its step down Australian subsidiary. Lanco Infratech Ltd’s current market capitalisation is approximately Rs. and 11070 MW of projects under development. Singapore. Out of the total Share Capital. As part of its business strategy. Nepal. Lanco also envisages aggressive growth plans for EPC with a strong Order book growth. Resources. the company has chalked out an ambitious growth plan – Lanco’s Vision 2015: to build a High Performance Organisation with an operating capacity of 15000 MW in Power. Dongfang. has acquired Griffin Coal Mining Company and Carpenter Mine Management.000 Crores (USD 3.

to Lake Geneva. Ki and Curt Langille are satisfied only when their customer is. Wisconsin. offering homesites and an exciting Villa development in Geneva National as well as homesites at Bear Trap Ridge. matching those ideas to the buyer's budget and finally putting them on paper. Their in-depth knowledge allows them the employment of state-ofthe-art innovations within the homes they construct. • However. Fontana. are the driving force behind Lanco Development Company. The final key ingredient is the team of subcontractors and suppliers. and embracing the features they would implement in their own homes has made Lanco a success.DEALER PERCEPTION CHAPTER-3 • Father and son team. Both Curt and Ki enjoy the challenge of designing a home to meet the home buyer's ideas. Ki and Curt langille. their geographic area of concentration has predominately been McHenry County but are also expanding into the Lake Geneva area. Wayne. Focusing on locations where they would personally want to live. DR. and twice past President of the McHenry County Home Builders Association) joined Lanco in 1976.JYOTHIRMAYI DEGREE COLLEGE. Ki began building homes and apartment buildings in the mid-1950's after several years of involvement in the Chicago area real estate market. WI. since Curt (now President of the company. most of whom have worked with Lanco for more than 20 years.OF MANAGEMENT . Indiana. • The result--a true custom home. ADONI 19 DEPT. While always maintaining a suburban Chicago base. Ki has built and developed land from Ft.

DEALER PERCEPTION CHAPTER-3 COMPANY ACHIEVEMENTS In a recent Parade of Homes. Lanco has also garnered awards from the McHenry Medley of Homes. ADONI 20 DEPT. Lanco Development's model won 12 of 14 awards. Golden Key Award DR. the Treasure Hunt of Homes and won 3 prestigious Gold Key Awards.OF MANAGEMENT .JYOTHIRMAYI DEGREE COLLEGE.

ADONI 21 DEPT.R. Madhusudhan Rao Shri G. Standard Chartered Bank DR. K. IDBI Bank Ltd. Bhaskara Rao Shri L.M. Bapuji & Co. General Manager – Finance & Company Secretary: Shri G. Bankers: ICICI Bank Ltd.JYOTHIRMAYI DEGREE COLLEGE. IAS (Nominee of APIDC) Managing Director : Shri Mayank Kejriwal Sr.DEALER PERCEPTION CHAPTER-3 COMPANY STRUCTURE Directors: Shri G.D. HDFC Bank Ltd. Sridhar Shri P. Suresh (Nominee of IDBI) Shri Vinod Kumar Agrawal.Hyderabad Solicitors: Khaitan & Co.OF MANAGEMENT . Saini Auditors : M/s. Maruthi Rao Shri Gouri Shankar Rathi Shri L.

JYOTHIRMAYI DEGREE COLLEGE. Madhapur Hyderabad-500 081 DR. ADONI 22 DEPT. 17-24. Beside Image Hospital Vittalrao Nagar.OF MANAGEMENT . Karvy Computershare Private Limited Plot No.DEALER PERCEPTION CHAPTER-3 Punjab National Bank Bank of India Andhra Bank Registered Office & Works Rachagunneri-517 641 Srikalahasthi Mandal Chittoor District Andhra Pradesh Share Transfer Agents M/s.

DEALER PERCEPTION CHAPTER-4 & 5 DR. ADONI 23 DEPT.JYOTHIRMAYI DEGREE COLLEGE.OF MANAGEMENT .

DEALER PERCEPTION CHAPTER-4 & 5 1) Length of this field? TABLE 1: Particulars 1-2 years 3-4 years 5-6 years Above 5 years Total Respondents 16 19 16 24 75 % of Respondents 21 25 22 32 100 GRAPH 1: DATA INTERPRETATION: It is found that.JYOTHIRMAYI DEGREE COLLEGE. DR. 25% of the people said that length of the field is 3-4 years and 22% and 32% of people said that it is about 5-6 years and above 6 years respectively.OF MANAGEMENT . ADONI 24 DEPT. 21% of people said that length of the field is 1-2 years.

2: 50% 40% 30% 20% 10% 0% Lanco cement 16% 43% 24% 17% Nagarjuna cement Ultra tech cement Penna cement DATA INTERPRETATION: Only 16% of people deal with brand A cement.OF MANAGEMENT . 43%. brand C and brand D cement. DR. 24% and 17% of people deal with brand B cement. ADONI 25 DEPT.JYOTHIRMAYI DEGREE COLLEGE.DEALER PERCEPTION CHAPTER-4 & 5 2) What are the different cement brands you generally deal with? TABLE 2: Particulars Lanco cement Nagarjuna cement Ultra tech cement Penna cement Total Respondents 12 32 18 13 75 % of Respondents 16% 43% 24% 17% 100 GRAPH.

27% of respondents say brand C and 36% of respondents say all. 29% of respondents say brand B.DEALER PERCEPTION CHAPTER-4 & 5 3) Which is the last moving cement brand from your outlet? TABLE 3 Particulars Lanco cement Nagarjuna cement Ultra tech cement Penna cement Total GRAPH 3 Respondents 7 22 19 27 75 % of Respondents 9 29 27 36 100 40% 35% 30% 25% 20% 15% 10% 5% 0% Lanco cement Nagarjuna cement Ultra tech cement 9% 29% 27% 36% Penna cement DATA INTERPRETATION According to survey.OF MANAGEMENT . 9% of respondents say that last moving cement brand from the outlet is brand A.JYOTHIRMAYI DEGREE COLLEGE. DR. ADONI 26 DEPT.

OF MANAGEMENT .DEALER PERCEPTION CHAPTER-4 & 5 4) What are the reasons for particular cement brand moving fast in the market ? TABLE 4 Particulars Quality Price Advertisement Brand image Total Respondents 14 15 30 16 75 % of Respondents 19% 20% 37% 18% 100 GRAPH 4 40% 35% 30% 25% 20% 15% 10% 5% 0% Quality Price Advertisement Brand image 19% 20% 18% 37% DATA INTERPRETATION: Quality has been the reason for particular cement brand moving fast in the market according to 19% of respondents. the reason is advertisement and finally brand image has been the reason for it according to 18% of respondents.JYOTHIRMAYI DEGREE COLLEGE. reason is price. according to 20% of respondents. ADONI 27 DEPT. DR. according to 37% of respondents.

OF MANAGEMENT . ADONI 28 DEPT. DR. 37% of respondents recommend brand C and 19% of respondents recommend all brands.DEALER PERCEPTION CHAPTER-4 & 5 5) Which company brand do you recommend? TABLE 5 Particulars Nagarjuna Penna Lanco All Total Respondents 16 17 28 14 75 % of Respondents 21% 23% 37% 19% 100 GRAPH 5 37% 40% 35% 30% 25% 20% 15% 10% 5% 0% nagarjuna penna 21% 23% 19% lanco all DATA INTERPRETATION 21% of respondents recommend brand A. 23% of respondents recommend brand B.JYOTHIRMAYI DEGREE COLLEGE.

brand image motivates to recommend a particular brand. ADONI 29 DEPT. package motivates to recommend a particular brand to 25% of respondents and incentive motivates 22% of respondents to recommend a particular brand.OF MANAGEMENT . DR. to 34% of respondents.DEALER PERCEPTION CHAPTER-4 & 5 6) What motivates you to recommend a particular brand? TABLE 6 Particulars Brand image Reasonable price Package Incentive Total Respondents 14 26 19 16 75 % of Respondents 19 34 25 22 100 GRAPH. reasonable price motivates.JYOTHIRMAYI DEGREE COLLEGE.6 DATA INTERPRETATION To 19% of respondents.

ADONI 30 DEPT. brand name is the major factor. for 20% of respondents. package is the major factor and for 14% of respondents. for 23% of respondents. DR.JYOTHIRMAYI DEGREE COLLEGE.OF MANAGEMENT . durability has been the major factor to influence the customer in purchasing the cement.DEALER PERCEPTION CHAPTER-4 & 5 7) What are the major factors that influence the customer in purchasing cement? TABLE 7 Particulars Quality Brand name Package Durability Total Respondents 32 15 17 11 75 % of Respondents 42 20 23 14 100 GRAPH 7 DATA INTERPRETATION For 42% of respondents. quality has been the factor to influence the customer in purchasing the cement.

awareness about Lanco cement can be created according to 40% of respondents. ADONI 31 DEPT.JYOTHIRMAYI DEGREE COLLEGE. DR. awareness can be created through company and others respectively.OF MANAGEMENT .DEALER PERCEPTION CHAPTER-4 & 5 8) How do you create awareness about lanco cement? TABLE 8 Particulars Through advertisement Through architects Through company Others Total Respondents 30 17 15 13 75 % of Respondents 40 22 20 17 100 GRAPH 8 DATA INTERPRETATION Through advertisement. according to 22% of respondents awareness of the Lanco cement can be created through architects. according to 20% and17% of respondents.

ADONI 32 DEPT.DEALER PERCEPTION CHAPTER-4 & 5 9) What is your opinion on lanco cement? TABLE 9 Particulars Very good Good Satisfaction Poor Total Respondents 27 14 18 16 75 % of Respondents 36 19 24 21 100 GRAPH 9 DATA INTERPRETATION Opinion of 36% of respondents on Lanco cement is very good. and opinion of 24% and 21% of respondents on Lanco cement is satisfaction and poor respectively.OF MANAGEMENT . opinion of 19% of respondents on Lanco cement is good. DR.JYOTHIRMAYI DEGREE COLLEGE.

DEALER PERCEPTION CHAPTER-4 & 5 10) Kindly how much (metric tonnes) you sell per month? TABLE 10 Particulars 50-100 100-150 150-200 200 and above Total Respondents 13 18 30 14 75 % of Respondents 17 24 40 18 100 GRAPH 10 DATA INTERPRETATION 50-100 tonnes of cement are sold per month according to 17% of respondents. according 24%. 150-200 tonnes and 200 and above tonnes of cement is sold per month respectively. DR. 40% and 18% of respondents 100-150 tonnes.JYOTHIRMAYI DEGREE COLLEGE.OF MANAGEMENT . ADONI 33 DEPT.

OF MANAGEMENT . 46% of respondents suggest print media.JYOTHIRMAYI DEGREE COLLEGE. ADONI 34 DEPT. it is found that electronic media has been suggested by 15% of respondents to move the Lanco cement. 20% of respondents suggest hording and 19% of respondents suggest wall paints. DR.DEALER PERCEPTION CHAPTER-4 & 5 11) Which media advertisement you suggest move for lanco cement? TABLE 11 Particulars Electronic Print media Hording Wall paints Total Respondents 11 35 15 14 75 % of Respondents 15 46 20 19 100 GRAPH 11 DATA INTERPRETATION According to the survey.

DEALER PERCEPTION CHAPTER-4 & 5 12) In which area lanco cement has to join to handle? TABLE 12 Particulars Advertisement Price Packages Quality Total Respondents 24 19 18 15 75 % of Respondents 32 25 25 18 100 GRAPH 12 DATA INTERPRETATION 32% of respondents agree that Lanco cement has to join advertisement area to handle. 25% of respondents say price.JYOTHIRMAYI DEGREE COLLEGE. DR.OF MANAGEMENT . ADONI 35 DEPT. 25% of respondents say packages and 18% of respondents say area of quality.

DEALER PERCEPTION CHAPTER-4 & 5 13) What type of packages you prefer to handle? TABLE 13 Particulars Gunny bags Plastic bags Color less Others Total Respondents 9 34 17 15 75 % of Respondents 12 45 22 23 100 GRAPH 13 DATA INTERPRETATION 12% of respondents prefer gunny bags.JYOTHIRMAYI DEGREE COLLEGE.OF MANAGEMENT . 22% of respondents prefer colourless and 21% of respondents prefer other type of packaging. 45% of respondents prefer plastic bags. ADONI 36 DEPT. DR.

OF MANAGEMENT . 21% and 38% of respondents low price. colourless and other factors have been the negative point of Lanco cement.DEALER PERCEPTION CHAPTER-4 & 5 14) In your view what are the negative point of lanco cement? TABLE 14 Particulars No advertisement Low price Colour less Others Total Respondents 13 18 16 28 75 % of Respondents 17 24 21 38 100 GRAPH 14 DATA INTERPRETATION In view of 17% of respondents. ADONI 37 DEPT. In view of 24%. no advertisement has been negative point of Lanco cement. DR.JYOTHIRMAYI DEGREE COLLEGE.

transportation and advertisement respectively. ADONI 38 DEPT. discount. 41%. 21% and 22% are credit.JYOTHIRMAYI DEGREE COLLEGE.DEALER PERCEPTION CHAPTER-4 & 5 15) What type of support you need from the company? TABLE 15 Particulars Credit Discount Transportation Advertisement Total Respondents 12 31 16 16 75 % of Respondents 16 41 21 22 100 GRAPH 15 DATA INTERPRETATION The types of support from a company that is needed to 16%.OF MANAGEMENT . DR.

OF MANAGEMENT . ADONI 39 DEPT.JYOTHIRMAYI DEGREE COLLEGE.DEALER PERCEPTION CHAPTER-6 DR.

OF MANAGEMENT . 38% of the respondents dealing with brand A. 39% of the respondents are having experience between 3 to 4 years. advertisements.JYOTHIRMAYI DEGREE COLLEGE.DEALER PERCEPTION CHAPTER-6 SUMMARY • • • • • • • • • Most respondents said that providing wall paints. DR. ADONI 40 DEPT. 42% of respondents said that discounts are needed from the company.A is moving fastly in cement sector. 44% of dealers said that there is no colourless is the negative point of lanco cement. Most respondents said that improve quality towards lanco cement. 46% of respondents preferred to handle the plastic bag. 42% of respondents said that quality is main reason for fast moving of cement. 44% of the respondents said that brand.

ADONI 41 DEPT. 38% of the respondents dealing with brand A. 48% of respondents are recommended to brand A cement. 38% of the dealers are selling 50-100 metric tons of cement. 65% of the dealers said that they need advertisement support from the company.DEALER PERCEPTION CHAPTER-6 FINDINGS 39% of the respondents are having experience between 3 to 4 years. 44% of dealers said that there is no colourless is the negative point of lanco cement. 46% of respondents preferred to handle the plastic bag. 44% of respondents said that providing wall paints.OF MANAGEMENT .A is moving fastly in cement sector. 42% of respondents said that discounts are needed from the company. DR. 42% of respondents said that quality is main reason for fast moving of cement. 42% of respondents quality is main factor to purchase particular brand of cement. 42% of respondents motivates to recommended brand image.JYOTHIRMAYI DEGREE COLLEGE. 44% of the respondents said that brand. 48% of respondents said that improve quality towards lanco cement. 44% of advertisements of creating awareness of lanco cement. 63% of the dealers are satisfied about their credit facility in Lanco Company. 50% of the respondents said that lanco is satisfactory. advertisements.

DEALER PERCEPTION CHAPTER-6 SUGGESTIONS To lead the market Lanco Cement Company Should increase the colour reduce setting time if possible when compared to other brands of cement. Constructing Bus Shelters. To increase the sales the management should give advertisement like Press. Most of the dealers were suggested to improve the sales by giving advisement in media like news papers. Auto Rickshaw Puller. Hoarding and Wall paints and should provide Banians. televisions and radios. The management should maintain price list to all dealers. ADONI 42 DEPT. usage methods and advantage slag cement. DR. magazines. Company should provide credit facility and should increase the time period to dealers. Media. The sales of Lanco will be increased by increasing the number of dealers in chittoor District. Some of the dealers have informed that there is variation in company sales price. Conduct mansions meet to explain about technical characteristics.JYOTHIRMAYI DEGREE COLLEGE.OF MANAGEMENT .

. brand image.DEALER PERCEPTION CHAPTER-6 CONCLUSION The study clearly shows that almost all the dealers are satisfied at their management had to try to make some improvements suggested by the dealers. Dealer’s perception regarding factors such as quality. durability etc. factors are influencing to purchasing a particular brand. present lanco cement is satisfactory till go for more promotion outlets. price. Creating aware of lanco cement through media of advertising to improve the area of sales.OF MANAGEMENT .JYOTHIRMAYI DEGREE COLLEGE. DR. ADONI 43 DEPT.

DONALD R.SCCHINDLER.DEALER PERCEPTION BIBLIOGRAPHY BIBLIOGRAPHY AUTHORS: 1. Tata McGraw-Hill Edition 1999. Business research methods. PAMELA S. 4. Bruce J. 3. New Delhi WEBSITES: www. 2. Marketing Research third edition. Stanton..COER. 9th Edition. Walker Fundamentals of Marketing 10th Edition. Tata McGraw-Hill publishing company limited.JYOTHIRMAYI DEGREE COLLEGE.com DR.OF MANAGEMENT .J. Etzel.google. Michel J. ADONI 44 DEPT. Practice – Hall of India (P) Ltd. Philip Kotler Marketing Management. Gc Berry. William.

JYOTHIRMAYI DEGREE COLLEGE.OF MANAGEMENT .C b) Brand – B d) All 3) Which is the last moving cement brand from your outlet? a) Brand – A c) Brand – C b) Brand – B d) All [ ] 4) What are the reasons for particular cement brand moving fast in the market? [ ] a) Quality b) Price c) Advertisement d) Brand Image 5) Which company brand do you recommend a particular brand? a) Brand – A c) Brand – C b) Brand – B d) All [ ] [ ] 6) What motivates you to recommend a particular brand? a) Band Image c) Package b) Reasonable Price d) Incentive from company 7) What are the major factors that influence the customer in purchasing cement? [ ] a) Quality b) Brand Name c) Package d) Durability 8) How do you create Awareness about Lanco cement? a) Through Advertisements c) Through Company b) Through Architects d) Others [ ] [ ] 9) What is your opinion on Lanco cement? a) Very Good c) Satisfaction b) Good d) Poor DR.DEALER PERCEPTION QUESTIONNAIRE QUESTIONNAIRE Name of the Dealer: Address: 1) Length of this field? a) 1-2 years c) 5-6 years b) 3-4 years d) Above 6 years [ ] [ ] 2) What are the different cement brand you generally deal with? a) Brand – A c) Brand . ADONI 45 DEPT.

OF MANAGEMENT .DEALER PERCEPTION QUESTIONNAIRE 10) Kindly how much (Metric Tones) you sell per month? a) 50-100 c) 150-200 b) 100-150 c) 200 And above [ [ ] 11) Which Media Advertisement you suggest move for Lanco cement? a) Electronic c) Hording b) Print Media d) Wall Paints ] 12) In what area Lanco cement has to join to handle? a) Advertisement c) Packages b) Price d) Quality [ ] 13) What type of packages you prefer to handle? a) Gunny Bags c) Colour less b) Plastic Bags d) others [ ] 14) In your view what are the Negative points of Lanco cement? a) No Advertisement c) Colour less b) Low price d) Others [ ] 15) What type of support you need from the company? a) Credit c) Transportation b) Discount d) Advertisement [ ] DR. ADONI 46 DEPT.JYOTHIRMAYI DEGREE COLLEGE.

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