Professional Documents
Culture Documents
INTRODUCTION
The project has been made on the market research done on the retailers, customer and
consumer of Nataraj pencils (the customers being the mothers and consumers being the
children especially from Nursery to Class 4). The research has been undertaken with the
objective of studying the changes in the buying and usage behaviour of the consumers of the
Nataraj pencils. The research consists of 3 main target groups that are the retailers, the
consumers (or kids) and the customers (or mothers).
The relevance of the research is to understand the changing mindsets and perceptions of the
target groups about Nataraj pencils and various other factors. These factors include factors
affecting the decision of buying pencils, frequency of buying pencils, quantity of pencils or
stationery being bought etc. The knowledge that will gained by studying the observations and
data collected through the research will help Hindustan Pencils Ltd. to improvise its Nataraj
brand as per the changing needs, perceptions, wants and buying pattern of the consumers,
customers and retailers. This will indirectly help the company to increase its market share
among the whole stationery industry by modifying the existing products and introducing
certain new products to better address the needs of its consumers and stakeholders.
The research done on the retailers or the stationery shops will help the company to
understand the market from the perspective of the seller who is in direct contact with the
customers. It will not only focus on the expectations that retailers have from the company for
their own benefit but will also give an insight about the feedback that these retailers get from
their regular interaction with customers(mothers and kids).
The research done on the customers of the Nataraj pencils i.e. mothers will help the company
to know what the parents think about Nataraj pencils. In other words, company can get to
know what parents or mothers demand for their children, which affects their decision of
buying pencils for their kids, what are their views about Nataraj pencils and what is the new
trend of buying stationery items that is present among them. The research on the customers
has been conducted in 2 ways: Through questionnaires and through experiential marketing
i.e. by visiting Super Markets and Hyper Markets.
The research done on the consumers of the pencils i.e. kids upto class 4 will help the
company to know the demands and the mindset of the new generation. The methodology
used for this research is primary research done with the help of questionnaires filled through
personal interview with the retailers, customers (mothers) and consumers (kids).
1.1CONCEPTUAL BACKGROUND
DEFINITION
Consumer buying behaviour
Kotler and Keller (2011) state that consumer buying behaviour is the study of the ways of
buying and disposing of goods, services, ideas or experiences by the individuals, groups and
organizations in order to satisfy their needs and wants.
Consumer behaviour has been always of great concern to marketers. The understanding of
consumer behaviour assist the marketer to get the knowledge on how consumers imagine,
perceive and choose from alternatives like products, brands and the like and how the
consumers are affected by their environment, the reference groups, family, and seller and so
on. A consumers buying behaviour is influenced by social, cultural, personal and
psychological factors. Most of these factors are unmanageable and beyond the hands of
marketers but they have to be considered while trying to analyse the complex behaviour of
the consumers. Consumer is the study of the processes involved when individuals or groups
select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs
and desires (Solomon 1995, 7). In the marketing context, the term consumer refers not
only to the act of purchase itself, but also to patterns of aggregate buying which include prepurchase and post-purchase activities. Pre-purchase activity might be composed of the
growing awareness of a need or want, and a search for and evaluation of information about
the products and brands that might satisfy it. Post-purchase activities include the evaluation
of the purchased item in use and the reduction of any anxiety which accompanies the
purchase of expensive and infrequently-bought items. Each of these has implications for
purchase and repurchase and they are amenable in differing degrees to marketer influence.
This will help Hindustan Pencils Ltd. to improvise its Nataraj brand as per the
changing needs, perceptions, wants and buying pattern of the consumers and
customers.
This study will help the company to know about what are the factors on which the
retailers behaviour depends upon while choosing their product.
This study will help the company amend their decision making process and their strategic
formulation.
always keeps him alert on his job and helps him produce the best possible output in the
market which leads to better sales.
Though there is no particular brand ruling the market, some big Indian companies like
Camlin Ltd., Hindustan Pencils Ltd., Sundaram Multi Pap Ltd., Pidilite Industries Ltd.,
Kangaro Ltd., Navneet Publications (India) Ltd., Jineshwar Writing Instruments (Montex),
ADD Corporation Limited (Add Gel), etc have made their mark and have a strong hold on
the stationery market back at home. First these companies had to face the competition only
from cheap Chinese goods which were a threat to the Indian organized stationery sector, but
with the advent of international brands like Faber Castle, Kores, Maped etc, the market has
become highly competitive in both quality as well as price. Everyday this market is on its
heels in creating innovative products and ideas which would capture the notice and
preference of their customers.
It seems that it is the only tool left to survive in this competitive sector. Especially with
children as their target customers these stationery manufacturers should be well updated and
latest happening in the children world, which games or cartoon characters are the children
currently fond of? What is the latest development in the field of education? All this
information will keep the manufacturers and suppliers at par with their customers likes and
dislikes and eventually this will help boost the brand and create a good demand for the
product in the market. It is seen that along with brand building techniques other factors like
trade marketing & strengthening the distribution channels also helps the company to grow.
The constant changing trends of the products and continuous innovative styles adapted by the
manufacturers are keeping the industry highly competitive. North America and European
countries represent the most market demand for the products. Besides these markets; the
Asian Pacific markets indicate largest growth potentials and are projected to grow further by
many bounds in the nearing future, this region includes a group of growing economies and
thus the sector is estimated to rise by a good number. Experts predict a CAGR growth of
about 3.4% by the end of 2015 which is noted to be a positive mark for the phases beyond.
The global stationery market is forecasted to be worth $155.4 billion by the end of 2015 and
the emerging markets Asia and high demand regions in parts of America and Europe are
projected to be the largest contributors. Countries like India and China are projected to have
an industrial increase of double digits (an estimated 10 to 15%).
INTROSPECTION
Indian businessmen involved in the business of stationary items needs to work on proper
research and development of the sector. Design, Colors, Quality, Themes, reaching the right
partners and to find out new markets for their products should be on their agenda.
Government at their level is taking initiatives; however, to bring in a spurt in the trade there is
a need to focus on providing assistance to businessmen for buying good machinery, necessary
infrastructure should be provided, to enhance export activities, workshops, conferences and
training programs should be conducted at state and national level. Logistics is also a key
concern that goods should reach on time which helps in maintaining a relationship with
various customers across the globe.
1.5 PROFILE
HINDUSTAN PENCILS PVT LTD.
Sustainable Business
DISTRIBUTION
Hindustan Pencils manufacturing capacity at 5 locations across India is supported by an
impressive distribution network which ensures that their products are available to every
household in India.
31 Depots/main stockists, 2500 distributors, 225000 retail outlets and a formidable field force
complete the supply chain. Their depots are spread across the length and breadth of the
country.
GLOBAL SALES
HPs commitment to quality, competitive pricing and its enormous manufacturing capacities
have carried their products well beyond Indian shores. At present, they export to over 50
SHARPENERS, COLORS
countries.
Nataraj 621
Nataraj Platinum
Nataraj Gold
Nataraj Bold
Nataraj Metallic
Nataraj Triga
Nataraj Marble
Nataraj Neon
SHARPNERS
i-flip Eraser+Sharpener
Nataraj 621
Nataraj Neon
Nataraj Absolute
ERASERS
621 Plasto
Non-Dust Regular
Non-Dust Jumbo
Neon Mini
Neon Big
Trio Eraser
SCALES
Shatterproof 30 cm
Deluxe 30cm
Deluxe 15 cm
621 Scale 30 cm
Neon 30 cm
Neon 18 cm
Neon 15 cm
Irule 30cm
Irule 20cm
Geometry Set
Set Square
Set Square 45
Set Square 60
COLOR PENCILS
Half Size
Full Size
PROFESSIONAL PENCILS
Checking Pencils
BALL PENS
Nataraj Classic
Nataraj Glow
Nataraj Mist
Nataraj Apace
Nataraj Dew
Nataraj Superx
All black
Grippo
All Rounder
Snapper
GEL PENS
Gelix
All Rounder
CUTTERS
Mini Cutter
Handy Cutter
Classic Cutter
Big Cutter
BRAND: APSARA
Platinum Pencils
Platinum RT Pencils
POP Pencils
JOI Pencils
Triga Pencils
Beauty Pencils
Gold Pencils
Absolute Pencils
Steno Pencils
ERASERS
RAL Big
RAL Mini
SHARPENERS
Tidy Sharpener
SCALES
Deluxe 30cm
Deluxe 15cm
Shatter Resistant
PROFESSIONAL PENCILS
Glass Marking
Colour Copying
CHALKS
COLOR STICKS
12 Wax
16 Wax
24 Wax
Jumbo Wax
Oil Pastels
PAINTS
Poster Colors
Water Colors
BRAND: COLORAMA
use of "impulsadoras" as they are known in Latin America, people employed by the brand to
help persuade people to buy on impulse at the point of purchase.
Presently in Delhi Modern Trade Outlet Name Where they are operating are:1- Metro cash& carry
2- Spar
3- ABRL Hyper
4- Easy day
5- Vishal mega mart
6-Reliance
7-Srs value bazaar
8-V-mart
9-KendriyaBhandar
Their competitors are- ITC, CAMLIN, NAVNEET and FABER CASTELL.
Growth of Hindustan Pencils over last is 20 % in Modern trade North India.
THREATS
1. New companies entering in the market.
2. New varieties of pencils are coming.
OPPURTUNITIES
1. Demands for pencils are increasing every year because of the increased share of
stationery market.
2. Engineering sector is gaining more importance, where usage of pencils, scales will
increase.
the last ten years Faber-Castell has expanded its reach across the traditional retail and modern
trade channels with a strong network of over 500 distributors serviced through its 9 branches.
Faber-Castell strives for continuous improvement in all its processes and aims to provide
defect free products from its quality certified factories, the first time and every time. The
products manufactured by Faber-Castell India are not just loved by Indian consumers but also
appreciated by consumers across the globe. Faber-Castell India exports its products to over
40 countries and is directly responsible for sales and marketing for the SAARC nations.
ITC CLASSMATE
CAMLIN LTD
MARKET POSITION
5%
Hindustan Pencils
11%
Camlin
Faber Castle
18%
66%
Others
Hindustan Pencils Pvt. Ltd. holds almost two third share in the pencils industry of India with
its Brands like Nataraj and Apsara
CHAPTER 2
LITERATURE REVIEW
This research paper on Consumer buying behaviour towards stationery items and
experiential marketing establishes the relationship between the consumer buying behaviour
and the market mechanism of stationery items. It has been studied that their buying behaviour
is the outcome of their needs and wants and the consumers prefer to purchase what satisfies
these needs and wants. There are number of factors that affect the consumer buying
behaviour. These factors are divided into four broad categories: situational, personal, social
and cultural factors.
Situational factors impacting consumer behaviour may include location, environment, timing
and even weather conditions (Hoyer et al., 2012). In order to benefit from situational factors
major retailers try to construct environment and situations in stores that motivate perspective
customers to make purchase decision. Range of available tools to achieve such an outcome
include playing relaxing music in stores, producing refreshing smells in stores and placing
bread and milk products in supermarkets towards the opposite end of stores to facilitate
movement of customers throughout the store to make additional purchases etc.
Personal factors, on the other hand, include taste preferences, personal financial
circumstances and related factors. The impact of personal factors on consumer buying
decision is usually addressed by businesses during market segmentation, targeting and
positioning practices such as grouping individuals on the basis of their personal
circumstances along with other criteria, and developing products and services that comprise
these situations in the most cost effective manner.
According to Hoyer et al. (2012) social factors influencing consumer behaviour arise as a
result of interactions of potential consumers with others in various levels and conditions.
Targeting people of society perceived as opinion leaders usually proves strong strategy when
marketing products and services due to the potential of opinion leaders to target the behaviour
of other members of society ie.potential consumers.
Cultural factors targeting consumer buying behaviour are related to cross-cultural differences
amongst consumers on local and global scales. Culture can be defined as the ideas, customs,
and social behaviour of a particular people or society (Oxford Dictionaries, 2015) and the
tendency of globalisation has made it a compulsion for cross-cultural differences amongst
consumers to be taken into account when formulating and communicating marketing
messages.
Sulekha & Dr.Kiran Mor (2013) in their research on Consumer Buying Behaviour for
FMCG: An Empirical Study of Rural Haryana found that : In India more than 72%
population is living in villages and FMCG companies are famous in selling their products to
the middleclass households, it means rural India is a profitable and potential market for
FMCG producers. Rural consumers incomes are rising and willingness to buy the products
as a result of improved lifestyle. Producers in FMCG firms have chosen to modify their
marketing strategies exclusively for rural consumers. In this process they need to understand
the rural consumer buying behaviour which may differ geographically and culturally. The
present study focuses on understanding rural consumer buying behaviour for FMCG in
Haryana. The study stresses on the factors which the purchasing power of rural consumers.
The study was conducted in four districts of Haryana namely Panipat, Jind, Kuruksetra and
Gurgaon. This paper tries to find out the key influencing factors of rural consumers buying
behaviour. Factor analysis was used to group 16 influencing factors of buying behaviour of
rural consumers in Haryana. Sample size was taken as 500 consumers from above stated
districts of Haryana which covers almost every zone of Haryana. Adequacy of sample size
was tested by KMO test in SPSS.
Mitul Deliya Professor, S.K College of Business Management, Hemchandracharya North
Gujrat University, Patan in his research paper namely -Consumer Behaviour towards the
new packaging of FMCG Goods said that The importance of packaging design as a vehicle
for communication and branding is growing in competitive markets for packaged FMCG
products. A focus group methodology was used to understand consumer behaviour toward
such products. The challenge for researchers is to integrate packaging into an effective
CHAPTER 3
RESEARCH METHODOLOGY
To study the changes in the buying and usage behavior of the consumers of the
Nataraj pencils.
To study the key factors among retailers for the purchase decision of certain brands of
pencils.
Understanding modern trade distribution through Below the line (BTL) promotion
activity.
6. As the sample size was very low comparative to the total population, so the inferences
would be indicative picture of the total market.
ended and close ended questions. To satisfy the core objective of the study it was necessary to
get views of the both households and dealers/retailers who deal with Nataraj Pencils. The
sample was chosen by purposive sampling as most of the references of retailers were given
by industry guide.
Secondary Data: The review of literature has been done from eminent articles and papers
published in reputed journals and magazines globally. The list of all references used for the
successful completion of this study has been provided later in the report.
CHAPTER4
RESEARCH ANALYSIS AND DATA FINDINGS
QUESTIONNAIRE: MOTHERS
Age Group Of Mothers
19%
26-30
21%
31-35
36-40
60%
OCCUPATION OF MOTHERS
12%
OCCUPATION
HOUSEWIFE
SELF EMPLOYED
88%
DEPENDS ON NEED
5-6 MONTHS
29%
7-8 MONTHS
12 MONTHS
46%
Wholesale
Shopping Malls
Others
20%
2%
78%
INTERPRETATION:
From the above pie chart it has been analysed that majority of consumers ie.78% prefer
buying stationery items from nearby retail shops and around 20% buy on wholesale and the
rest 2% buy from shopping malls. The reason that the majority prefer buying from nearby
retailers has been identified is the convenience to approach the nearby shops. The other 20%
feel that wholesalers offer best price (The fact that this share of consumers are price
conscious).
21%
2% 1% 3%
FATHER FATHER AND KIDS KIDS MOTHER MOTHER & KIDS PARENTS
22%
51%
4% 2%
KIDS
MOTHER
MUTUAL DECISION
45%
PARENTS
49%
Grip
Colour of pencil
Others
6% 7%
10%
12%
65%
INTERPRETATION:
It can be inferred from the above, the characteristic that enables the majority of the customers
(mothers) while buying a pencil is more inclined towards the Lead Strength and Lead Color
(65%). The major reason of this preference is that the strength of the lead enables for a longer
use of the pencil (taking into consideration the repetitive sharpening of a pencil that gradually
decreases its use)and the lead colour (preferred to be dark) that makes lesser effort be put
while writing.
Pencils presently purchased by the mothers
28
30
25
20
Fa
be
r
Ca
st
el
l
el
l
Fa
be
r
Ca
st
PENCIL BRANDS
Marvel Avengers
Na
ta
ra
j6
21
Tr
en
z
Nataraj
M
at
t
Ne
on
Faber Castell
e
Su
pr
em
Tr
ig
a
Camlin
Ca
m
l in
Ap
sa
ra
Ab
so
lu
te
10
Doms
Classmate
55
5 5
5 2111 11
2
0
Ap
sa
ra
Apsara
COUNT
13
Do
m
15
INTERPRETATION:
Table showing number of mothers buying different brands of pencils
Apsara
40
Doms
15
Classmate
Camlin
Faber Castell
Nataraj
29
Marvel Avengers
Table 1
Nataraj and apsara are the most preferred pencil due to its strong distribution network and
the brand loyalty consumers have towards its flagship brand Nataraj, followed by Doms .
Ranking given to the factors affecting buying decision by the mothers
605
40
20
0
LEAD_GRADE
LEAD_STRENGTH
COLOR
FACTORS
PRICE
GRIP
INTERPRETATION:
Table showing the count of rankings given to the factors affecting buying decision of the
pencils: As can be inferred from the above, the characteristic that enables the majority of the
consumers while buying a pencil is more inclined towards the Lead Strength and Lead
Colour. The major reason of this preference is that the strength of the lead enables for a
longer use of the pencil (taking into consideration the repetitive sharpening of a pencil that
gradually decreases its use)and the lead colour (preferred to be dark) that makes lesser effort
be put while writing. It can also be seen that people are price sensitive but at the same time
prefer quality.
RANKING
LEAD_GRADE
LEAD_STRENGT
H
COLOR
PRICE
GRIP
1
29
2
57
3
14
4
0
5
0
49
0
20
2
36
0
1
6
4
15
12
55
11
43
24
22
0
42
43
15
No
32%
68%
INTERPRETATION:
It can be inferred that 68% of consumers has used Nataraj pencils while the other 32% has
not tried it , this is because of new variety of pencils coming in the market with new features
and innovative designs which Nataraj has still not provided.
What should Nataraj do to serve you better
29%
2%
47%
QUESTIONNAIRE: CHILDREN
Age group of the children
14%
26%
23%
17%
20%
INTERPRETATION:
As per the graph, 26% children belong to 9 years, 17% belong to 6 years of age and 20%
children belong to 7 years of age.
Table no-3
Apsara
39
Doms
16
Classmate
Camlin
Faber Castell
Nataraj
29
Marvel Avengers
3% 3%
Strong lead
Dark lead
20%
Smooth lead
37%
Colorful
Good grip
Economical
12%
25%
60
5
40
20
0
LEAD_GRADE
LEAD_STRENGTH
COLOR
PRICE
GRIP
FACTORS
RANKING
LEAD_GRADE
LEAD_STRENGT
22
47
25
66
23
COLOR
10
18
43
22
PRICE
14
71
GRIP
16
57
21
QUESTIONNAIRE: RETAILERS
Kind of stationery in the stores
Are there any new pencils in the market since the last 2yrs?
No; 12%
Yes; 88%
20%
6%
neon colors
none
34%
26%
Dark
Light
both
6%
68%
DEPENDS ON CUSTOMER
PR
IC
E
G
IN
G
G
RA
DE
D
LE
A
PA
CK
A
ST
RE
NG
TH
LE
AD
4
LO
O
KS
5
COUNT
60
50
40
30
20
10
0
FACTORS
RANKING
LOOKS
LEAD GRADE
LEAD
STRENGTH
PACKAGING
DEPENDS ON
CUSTOMER
5
1
1
2
2
3
15
4
16
5
11
28
30
12
11
28
PRICE
16
15
Apasra
Nataraj
10%
Faber Castell
Others
4%
30%
24%
32%
Others; 6%
Brand loyal; 20%
Quality; 58%
Better margin; 16%
28%
no
yes
72%
Apsara
Nataraj
Faber castell
12%
12%
51%
26%
Quality
Schemes
Others
4%
22%
40%
34%
INTERPRETATION:
From the above pie chart it has been inferred that retailers are highly motivated to sell the
product which provides them better margin followed by the quality. Doms are highly
recommended by retailers as it provides them better margin and whereas apsara having a
good quality but provides low margin to retailers is thus less preferred . Nataraj pencils donot
offer good quality as well higher margin thus only 12 % retailers prefer to sell Nataraj
CORRELATION
Which pencil
What
do you
motivates
Correlation
Sig. (2-tailed)
N
Pearson
the product to
1
customer?
.484**
50
.484**
.000
50
1
Correlation
Sig. (2-tailed)
.000
customer?
N
50
**. Correlation is significant at the 0.01 level (2-tailed).
push the product to
50
Table no-5
The table shows positive correlation between the pencil which the retailers recommend and
factors which motivates them to push the product (pencil) to customer. The retailers generally
prefer to sell the pencil which gives them high margin.
Correlation between two variables is .484, thus there is a positive relation between variables.
It can be inferred from the above correlation retailers play an important role in influencing
consumers buying behaviour and the decision of retailers is very much dependent on factors
like higher margin and quality of the pencil as inferred from above data. According to the
data retailers prefer to sell Doms pencil over Nataraj and Apsara due to higher margins as
inferred from fig 4.3.9 & fig 4.3.10
CORRELATION
Do you think which pencil
buying
decision is
influenced by
In shop
advertisemen
ts?
Do you think buying
Pearson
decision is influenced
by In shop
Correlation
Sig. (2-tailed)
advertisements?
N
Pearson
Correlation
most
Sig. (2-tailed)
N
-.167
50
.247
50
-.167
.247
50
50
Table no.6
INTERPRETATION
The table shows a negative correlation between the affect of in-house advertisements to the
customers choice of pencil. The customers choice is not much affected by the in-house
advertisements they are brand loyal and do not get switch to other brands easily.
As in shop advertisement does not impact the sales of pencil so Nataraj need to focus on
providing better margins to its retailer in order to increase sales.
CHAPTER 5
OBSERVATIONS AND FINDINGS
MOTHERS
Quality of the pencils i.e. Lead Strength and Lead Grade are the most important
factors for buying pencils keeping in mind its maximum use consumer prefer strong
lead so that the durability of a pencil increases and dark lead colour so that they do
not have to apply much force for writing.
Mothers also want attractive pencils so that their children so they kind of enjoy
writing.
They prefer to buy stationery items from nearby retail to their convenience and those
who prefers wholesale because they get a good price over there.
They take into consideration the opinion of their kids in buying stationery i.e. the
mutual decision between Mothers and children.
Apsara pencils especially Absolute and Platinum are being used because of better
quality.
Some of the mothers are not aware that Nataraj has a range of pencil colors etc.
In some cases, Nataraj is purchased by the mothers specially who are more price
conscious.
There are many complaints about Nataraj 621 that the lead is weak, rough and light.
Scissors
Glue stick
Sketch pens
Crafts item
Cello tapes
Office stationery
CHILDREN
The most important factors that children want in the pencils are Dark Lead, Strong
lead and looks of the pencil.
Packaging again is one of the most important factors for children. They tend to buy
the pencil with more attractive packaging.
Some of the kids are not much conscious about the pencils they use. They work with
any pencil that parents give them to write with so most of the kids do not use different
pencil for different purpose.
Kids also complaint about the lead quality of Nataraj pencils. They say that lead is
weak so they have to sharpen the pencil again and again.
Some of the children want Nataraj pencils to be more attractive and colorful.
RETAILERS
As per correlation table retailers influence the decision of customers on buying the
Pencils and there is a positive correlation between the preference of pencil by retailers
and factors that affect retailers so Nataraj should focus more on satisfying retailers.
house advertisements to the customers choice of pencil. The customers choice is not
much affected by the in-house advertisements they are brand loyal and do not get
switch to other brands easily. As in shop advertisement does not impact the sales of
pencil so Nataraj need to focus more on quality , innovative designs , colours and
providing better margins to its retailer in order to increase sales.
There the major competitor for Nataraj pencils are -Apsara itself and Doms
N.I.T , FARIDABAD
In N.I.T, Faridabad, there is a significant change in market. The focus of both retailers
and the customers has shifted towards DOMS pencils.
As per retailers, demand for Nataraj has declined due to more preference to DOMS
pencils. Demand for Nataraj is there but not that much.
DOMS pencils are very attractive and of good quality as compared to Nataraj. And
they also offer attractive schemes and margins to the retailers so the retailers are
keener on selling DOMS pencils.
Some retailers want more attention from the company. They feel neglected in terms of
regular interaction.
Many retailers said that Schools have stated eating their business share as both
International and local schools have started giving their own stationery items to
childrens so they do not have to purchase any stationery item for school work but yes
small quantity of stationery products for homework.
OLD FARIDABAD
Here in this area just like N.I.T, Faridabad there is more inclination towards Apsara
and Doms.
Retailers are getting good margins in Doms, so they like to sell Doms pencils first.
While some retailers are still interested in selling Nataraj only as it is trusted brand
both by the retailers and the customers.
There are complaints regarding quality of Nataraj pencils that the lead is very weak.
Also, many of the Nataraj pens like All Rounder that retailers demand are mostly out
of the stock.
SECTOR-15,16,17 FARIDABAD
Nataraj is doing well; some retailers and people are loyal to the brand Nataraj. They
keep and use Nataraj pencils only.
Some retailers dont know much about other brands; hence they keep Nataraj and
Apsara only.
Doms has a certain market share in this area but not as much as N.I.T Faridabad. The
market captured by Doms is comparatively less.
Other brands like Faber Castell, Bilt etc are there but do not offer much competition
as it is highly priced.
JAITPUR
Both Apsara and Nataraj are doing well in this market. But demand for Apsara
Platinum and Absolute is slightly higher. Other players are not much in demand.
Some retailers suggest improving the quality of the Nataraj pencils with more colorful
variants or cartoon characters.
KALKAJI
This area has more of lower middle class people. Therefore, Nataraj 621 is one of the
highest selling pencils as it offers cost effective usage but at the same time it doesnot
offer much variety in design and colors .
CHAPTER 6
RECOMMENDATIONS
More attractive pencils and packaging are the measures that company can take to gain
preference among kids specially.
Nataraj should work on the lead quality of the Nataraj 621 pencils, which many people
find the lead to be weak and rough.
There are many duplicates of Nataraj 621 pencils. So, some retailers suggest to keep a
check on duplicacy.
Company should also increase their engagement with the retailers in Faridabad as there a
major portion of market share has already been captured by Doms so that retailers feel
more connected with the company.
Both mothers and kids are not aware about other pencils of Nataraj brand. The company
needs to spend more on advertisement on TVs and internet so as to make people aware
about the products and indirectly persuade them to buy them too.
There should be more margins for retailers and also many schemes for both retailers and
customers so that retailers are more interested in selling Nataraj Products rather than any
other brand.
Company can also put erasers, scales and sharpners with the packs of the pencils as today
people prefer a complete pack of stationery as Doms is providing the same.
Company can provide pencil dispensers and other promotional material to the retailers
which will indirectly advertise companys products.
Company can give pouch packaging for Nataraj Erasers with fragrance and color variety
and even attractive packs for pencils which can be of Plastic body instead of Cardboard or
cap boxes. Packs should be such that they can be hanged on displays.
CHAPTER 7
CONCLUSION
Hindustan Pencils Pvt. Ltd. Has a diversified product portfolio offering all stationery items.
In 2013, Hindustan Pencils continued to lead writing instruments with a value share of
10%.The Companys position can be largely attributed to the pan-Indian presence of its
Nataraj and Apsara brands. The company has maintained its leading category position mainly
thanks to its strong distribution network and the brand loyalty consumers have towards its
flagship brand Nataraj, which is almost considered synonymous with pencils in India.
According to the survey conducted , it has found that from past few months Nataraj is losing
its market share due to deteriorating quality of its pencil as well as less innovation in design
whereas Apsara offers good quality thus it is one of the most demanded pencil these days.
Retailers prefer to sell Doms as it provides margins, schemes and also good quality. Thus it is
able to efficiently capture the Hindustan Pencils market share these days.
Nataraj being one of the vintage brand can gain a competitive edge over the new brands by
efficiently working towards its quality, innovation and focusing more on retailers.
REFERENCES
http://www.indianretailer.com/magazine/2009/february/Maturing-stationeryindustry.m25-1-1/
https://globaljournals.org/GJMBR_Volume13/4-An-Investigation-of-ConsumerBuying.pdf
https://indiatopresponsibilitybrands.wordpress.com/2014/03/05/environmentalfriendly-and-socially-responsible-pencil-brands-wood-in-india/
https://globaljournals.org/GJMBR_Volume13/4-An-Investigation-of-ConsumerBuying.pdf
APPENDIX
APPENDIX A
QUESTIONNAIRE
Mothers
Name:
Age:
Occupation:
BUYING BEHAVIOUR
1. Where do you approach buying stationery?
a)
b)
c)
d)
e)
Nearby retail
Wholesale
Mall
Super market
Others
Lead strength
Lead colour
Looks
Both (a) & (b)
others
6. Rank the things based on how important they are when you buy a pencil (1 being the most
important and 5 being the least)
a) Lead Grade (light/dark)
b) Lead Strength (Strong/Brittle)
c) Color of the pencil
d) Price
e) Grip
7. What do you like Nataraj do to serve you better?
a) More variety in colours and designs
b)
c)
d)
e)
Improve Quality
Reduce price
Free gifts in packs
Advertise more
APPENDIX-B
CHILD
Name:
Age:
Gender:
School:
Class:
Education Board:
BUYING BEHAVIOUR
General Stationery
1. What stationery items do you use?
a)
b)
c)
d)
e)
Price
Looks
Availability with retailers
Quality (lead strength, lead colour, grip etc)
Others
Lead strength
Lead colour
Looks
Both (a) & (b)
others
6. Rank the things based on how important they are when you buy a pencil (1 being the most
important and 5 being the least)
a) Lead Grade (light/dark)
b) Lead Strength (Strong/Brittle)
c) Color of the pencil
d) Price
e) Grip
7. What do you like Nataraj do to serve you better?
a) More variety in colours and designs
b) Improve Quality
c) Reduce price
d) Free gifts in packs
e) Advertise more
APPENDIX-C
Shop- Keepers
Mystery shopping- stationery shop
INTRODUCTION
a. Name of the outlet :
b. Name of the shopkeeper :
PENCILS
1. What kind of stationery items do you keep in the store?
a) School stationery
b) Computer stationery
c) Office stationery
d) School and office stationery
e) All the above
2. Are there any new pencils in the market since the last 2yrs?
a. Yes
b. No
If yes please name them
b. No
b. Loose c. Both
Doms
Apsara
Nataraj
Matrix
Any Pencil
Higher Margins
Quality of products
Most visible on the shelf
Schemes
11. Which of these factors play the most important role while buying a pencil? (Rank from 15, 1 being the most important and 5 being the least)?
a)
b)
c)
d)
e)
Looks
Lead Grade
Lead Strength
Packaging
Price
Improve quality
Better margin
More advertisement
Schemes
Improve designing