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Virtual University of Pakistan

Evaluation Sheet for Dissertation Spring 2010
MKT619: Final Project (Marketing) Credit Hours:3

Student’s Name: M. SANA ULLAH Student’s ID: Supervisor: MC080400740 ______________________

Evaluation Criteria Proposal Final Project Written Work Status Presentation & Viva Voce Final Result

Result Valid Fail Fail

The improvement require in project proceeding The summary should have to be based on analysis The conclusion and recommendation should have to be aligned with your objectives. Note: For the above mentioned grounds, your project needs improvement. You are required to fulfill the deficiency and submit the improved project as soon as the new assignment will be opened.

FINAL PROJECT ANALYSIS OF DISTRIBUTION STRATEGIES OF NESTLE
A REPORT SUBMITED TO THE DEPARTMENT OF MANAGEMENT SCIENCES,

VIRTUAL UNIVERSITY OF PAKISTAN IN PARTIAL FULFILMENT OF REQUIREMENTS FOR THE DEGREE OF MASTERS IN BUSINESS ADMINISTRATION

SUBMITED BY MC080400740 M. SANA ULLAH

VU
VIRTUAL UNIVERSITY DEPARTMENT OF MANAGEMENT SCIENCES, VIRTUAL UNIVERSITY OF PAKISTAN

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Page#1 . I am also thankful of my friends who encouraged me to complete this work. I am also thankful of my family who provided me the environment for my studies and helped me to compile all data.Acknowledgement Hare on the completion of my work I would like to acknowledge many of many friends and all those who helped me in the data compilation and data gathering.

Basic role of the marketing intermediaries is to transform the assortment of the product made by producer into the assortments wanted by the consumers. This is the major impact of the distribution channels. Producer made narrow assortments in large quantities. Main purpose of this research is to made it clear the concept about the research work and as well as about the process of the distribution. • How do the channel firms interact and organized to do the channel work. In distribution large quantities are purchased from the producers and are broken down into smaller quantities and broad assortments wanted by the consumer. Project will also give valuable comments to the persons involved in the process. Every product or service weather a mobile. • Nature of the distribution channel. As for as the distribution channels are concerned there are four major issues.Executive Summary it should have to be in paragraph format rather than heading BACKGROUND: Marketing channel distributions are the most important one which a marketing manager faces. In fact it is very dangerous situation. a car or any food product must be somehow available to billion of the customers. • Importance of the physical distribution in customer satisfaction. METHODOLOGY: Primary data will be collected by the distributors and consumers. As the distribution is one of the very important are sod the marketing so it is very important to be understand. • Major problems faced by any company in management the distribution channels. As a set of activities are involved in the process of the marketing a product or service available for use or to be consumed by the customer or the business user. Distribution makes an important role in matching supply and demand. but the consumers wants broad assortments of the product but in small quantities. . Most of the time companies pay very little attention toward distribution channels. Both are main stakeholders of the company and are very important so must be focused. after completion of the work distribution strategies of the Nestle will be fully known and after compiling the data strengths and weaknesses of the distribution strategies of the company will be concluded. This objective is only possible with an effective and organized distribution channels. PURPOSE: As the distribution channels and strategies of the Nestle Milk pack are under study.

Page#2 Secondary data will be collected from the official website of the company as well as from the various books having standardized written material about the various distribution techniques. Some of them were concerned about the price increases by Nestle Pakistan but were satisfied with the quality of products offered by Nestle. Retailers personally told me when I went to get the questionnaire filled from them). Consumers overall reaction was very positive. . It is concluded that mostly the consumer of nestle is highly satisfied with the availability and quality of Nestle products. For data collection and field work questionnaire is used. As for as the retailers are considered they were satisfied but was little concerned about the return of expiries and company strict policies about supply and discounts. Overall Nestle is doing good job in distribution and is filling the demands generated by the sales and marketing teams. ( these things were not mentioned in the questionnaire. Because it is easy and quick way of data collection. Findings of Study: Result of the study was very interesting.

.5 1.1………………………………………………….13 4..2……………………………………………………12 3.8………………………………………………….13 4.1.7 …………………………………………………9 2..21 6.2………………………………………………….1…………………………………………………….12 Chapter #4 4..1…………………………………………………..13 4.1..2…………………………………………………….4……………………………………………………..6…………………………………………………….13 4.14 Chapter #6 6.5…………………………………………………..4………………………………………………….4 1.10 2.21 6.3………………………………………………….3.2………………………………………………….3…………………………………………………….3……………………………………………………13 4.3………………………………………………….8 2.1……………………………………………………10 3.8 2.13 Chapter #5……………………………………………………….5……………………………………………………5 1.2 ………………………………………………….5 Chapter #2 2.1…………………………………………………..9 2.5 1.9 2.4 1..10…………………………………………………10 Chapter #3 3.9………………………………………………….Page#3 TABLE OF CONTENTS Page Number Acknowledgement………………………………………………1 Executive summary…………………………………………….10 2.1………………………………………………….7 2.6………………………………………………….9 2.2 Chapter #1 1..3……………………………………………………21 .1………………………………………………….2…………………………………………………….

Most of the time companies pay very little attention toward distribution channels. Major problems faced by any company in management the distribution channels. Distribution makes an important role in matching supply and demand.2 Background of the project Marketing channel distributions are the most important one which a marketing manager faces. This objective is only possible with an effective and organized distribution channels. In fact it is very dangerous situation. Importance of the physical distribution in customer satisfaction.CHAPTER#1: Introduction 1. but the consumers wants broad assortments of the product but in small quantities.1: Introduction of the Project no proper introduction of project it should have to be in detailed Every student of Marketing is always very keen to know the various practical aspects of the marketing techniques. Producer made narrow assortments in large quantities. This is a very broad area to be worked because distribution is one of the very important pillar of the marketing and It will not only help to clear understanding about the various distribution techniques but also it will help to generate new business ideas regarding the distribution. How do the channel firms interact and organized to do the channel work. . • • • • Nature of the distribution channel. a car or any food product must be somehow available to billion of the customers. As distribution is one of the important areas in marketing and this project is on “Distribution strategies of the Nestle Milk Pack”. Basic role of the marketing intermediaries is to transform the assortment of the product made by producer into the assortments wanted by the consumers. 1. Every product or service weather a mobile. As a set of activities are involved in the process of the marketing a product or service available for use or to be consumed by the customer or the business user. This is the major impact of the distribution channels. In distribution large quantities are purchased from the producers and are broken down into smaller quantities and broad assortments wanted by the consumer. As for as the distribution channels are concerned there are four major issues.

Apart from these two units one in Islamabad and other in Karachi are involved in the water business. 1. Nestle is one of the largest food company of the world and largest food company of Pakistan. chocolates. Baby food. after completion of the work distribution strategies of the Nestle will be fully known and after compiling the data strengths and weaknesses of the distribution strategies of the company will be concluded. How distribution channel can be improved.4 List of competitors Prepare list of competitors There are many competitors of Nestle Pakistan. Nestle has its two main production units in Pakistan one in Sheikhupura and second at Kabirwala. previously known as Nestle Milkpak is Swiss based food company. 1. Sufi etc. In Milk and Juice sector it is Haleeb and Olpers. To get a grip on the basic distribution issues and basic knowledge.6 Significance of the project Outcome of the work: As the distribution channels and strategies of the Nestle Milk pack are under study. (Controlled by Nestle Pakistan). Cereals. Meiji Biomil etc. IN infant nutrition it is competing with companies like Morinaga.Page# 4 1. and confectionary but also Juices and mineral water. Project will also give valuable comments to the persons involved in the process. Nestle is also providing infant nutrition.3 Company’s introduction Nestle Pakistan. Nestle Pakistan has its own largest milk collection system and is also doing business in Afghanistan. 1. To see the impact of good distribution setup on consumer behavior.5 Objectives of the project Objective of my project is. Although some of nestle products already exist in Pakistan market when it started its business in Pakistan in 1980 by the merger with Milkpak. chilled dairy. • • • • To find critical success factor in the strategy for distributional channels of organization. In water Nestle is competing with some multinational companies like Pepsi and Coca Cola along with lot of National companies like Gourmet. . Beverage. At time Nestle is not only producing a variety of food products like milk dairy. Nestle was introduced in the Swiss market by Henri Nestle in 1875.

With an improvement in the distribution strategy retailer will also be beneficial and will not only get improved supply but also work may lead to the better profitability by better returns and expiries management by the retailer. Benefits to Me. He also plays his part and wants to improve the things and wants improved things. 3. Consumer wants a good availability of the product in the area and needs product when they want. 4. . Benefits to Retailers. Retailers are also important stake holder. 2. Benefits to Distributors. There are many benefits of this research work for me and that is it will clear my own concept about the research work and as well as about the process of the distribution.Page#5 BENEFITS OF WORK TO STAKEHOLDERS OF NESTLE: 1. It is important thing that beside its strengths every organization has certain weaknesses and I will have a critical analysis of the complete process and will be in the position to contribute in the improvement of the weak areas by identifying these. Benefits to Consumers. • Contribution to the solution or any problem solving: I am also hopeful that I will be able to give valuable comments on the need to improve areas of the company. Distributors may also be benefited by this research work and it is because by the better management of the distribution system they may not only improve the overall business but also may improve there good will. Good will is a very important thing for the distributor because it may help him to get even more companies as well as to improve his business and increase the overall profitability of the business. There are some benefits to the consumers also and this is that company may work on the various areas which I will identify and it may result in the improvement of the overall distribution system. It is only possible with a good distribution strategy by the company. As the distribution is one of the very important are sod the marketing so it is very important to be understand.

chocolates. It might help them to improve some of their weak areas. Cereals. Baby food. place and promotion. . Beverage. PRICE: Nestle is offering a good and affordable prices of the product. Nestle increases the price of products from time to time to increase the profit and to meet the increases expenses because of inflation. price.1 Marketing Mix Marketing is the process that revolves around the customers and in order to meet the requirements of the customer. I am also very motivated to give the adequate guidelines to the company and will also study the process in so detail that company may find its area of improvements in the distribution. Marketers formulated and design the marketing mix that is also known as 4P’s i. In suggestions I will give good guidelines to the company with a new improved setup.Page#6 • Things which could be improved as a result of the study: I am very much hopeful that I will be able to analyze the distribution setup of the Nestle and to find the strengths and area of improvement in the company. CHAPTER#2 Distribution strategies of the company 2. and confectionary but also Juices and mineral water. product. I will have a comprehensive discussion of the various areas with the distribution manager of the company and will give him the valuable comments about the company distribution. It will also improve my own distribution skills. As for as Nestle is concerned it is found to be doing well in this regard.e. chilled dairy. PRODUCT: Its product range is good varying from the milk dairy. Nestle do conduct the market survey and other studies to see the affordability of the customers and to estimate the limits of pressure a consumer my bear. • Implementation of the results: Results of the study could be directly implemented in the Nestle and could give guidelines to various other businesses to have proper distribution setups.

2. Benefit is very obvious that to get maximum business according to the potential of the customer. and Lactogen etc. food chains. Main objective of the company is to provide the product as close as possible to all customers. bakeries. For example it has developed special products according to the demand of the air industry. Its products are available at all stores and medical stores.Page#7 PLACE: Nestle is mainly a consumer based food company. Baby milk varies from Lactogen of 250 PKR for poor and NAN of 550 PKR for affordable class. Products are usually placed well and media. NAN. If area is well developed and rich peoples then there will be more focused on premium products like Nesvita Milk. If the focused are is of low class then the products preference will of economical products like Milkpak. They have good analysis of the customer and always focused the customer according to its potential.3 Target Marketing Strategies Nestle is doing focused working in different markets. So segmentation is there in product range as well as target markets. sales promotion team and sales team. Segmentation involves • Water business • Juices • Hotels and Airports • Milk and other dairy products • Baby food and cereals Nestle has developed products according to the power and affordability of the customers. Distributors are very effective and sales and marketing teams are there for effective work of the distributors. 2. Quarter Juices. Hotels etc. creams lit juices etc. Departmental stores. newspapers and radio is used for the communication of the advertisement.2 Marketing Segmentation Strategies it is not segmentation strategies AS for as market segmentation is concerned Nestle has divided its business into many areas and a separate sales force is working on the areas. For example cerelac is available in sachet for poor customers. PROMOTION: Nestle has a strongest consumer services department. Many of the products are there just to get the maximum business out of the different classes. .

2. Company has focused the markets according to its potential and is just doing focused working. Main reason behind is that Nestle has a very large product range and obviously it is not possible for the company to directly sell it to the consumer. It is very necessary to have a good solid grip on the market and distributor because the business is not so easy.Page#8 2.5 Channels of Distribution Distribution is indirect and will the help of distribution channels. SO nestle has developed a well established distribution network in the market to fulfill the demands of the consumers. 2. All consumers are getting the desired products as near to them as possible. Total number of the outlets which is covered by the distributor is very large.7 Degree of Control Desired By the company Nestle has a good control on the distribution system and the movement of the products. Nestle has a good distribution setup. In all stores distributor visits once a week or may go twice a week if the store is more potential or there is more fast turn over. . There are many distributors in every city to meet the demands of the markets. Many retailers are doing purchases from the whole sellers also which thus are also indirectly helping company in the availability of the products. Nestle is the company which has one of the broadest distribution system in the market and the main reason behind is the nature of the products as well as the range of the products.4 Distribution objectives of the company Distribution objective of the company is to provide rite product to rite customer at rite time. Company has focused a lot on the availability of the products on almost all possible outlets because Nestle gives importance to availability.6 Distribution Coverage Distributors have good coverage and it goes door to door to all retailers. These two keep a close eye on the market as well as various activities of the distributors. This not only maintain the nestle goodwill in the market and retailers. Nestle has a good grip in the market as well. If the company does not have a good follow up in the market it may loose the market gradually and obviously the business as well. For this nestle has a good sales force which is well trained for this purpose mainly TI are responsible which are reporting to Area sales managers. 2. It is because retailers can easily register their complains to company.

This will not only increases the effectiveness of the distribution system but also improves the coverage on retailers. Nestle usually responds well to all consumer complains and tries to resolve it as early as possible. Distribution system of the company is really doing well to provide such a large number of the products to the final consumer.10 Vertical marketing system of the company Nest le has a good distribution system and it is doing it with the help of the distributors. CHAPTER#3 Competitor Analysis Of the company 3.Page#9 2. Retailers thus have two options in Nestle that it can purchase directly from the company distributor as well as from the whole sellers and the market.9 Relationship marketing in channel of the company Nestle is in the market and is doing well in the business. distribution department. Nestle has done a good job by establishing a very effective consumer complain system and customer center. All are playing its part in the distribution management. 2.8 Channel management of the company Company is managing its channels with the sales force of the company. Keeping close follow up to the distributor helps in the effective management of the distribution system. Milk and Juices are directly competing with the Nestle Pakistan. Nestle gives supply to the distributors which gives the supply to the retailers as well as to the whole sellers. Butter and Juices. Haleeb is basically national company and has a very strong name in the Pakistan market.1 Introduction of the competitor firms Haleeb is a competitor of the Nestle in dairy products. . supply chain and marketing departments. 2. It is very obvious that relationship of the company with the consumers as well as with the distribution and retailers is very important because no company can exist in the market if it is not taking the responsibility of the products it has soled and many other such factors. Among sales force Territory In charge are responsible to look after the distribution they are reporting to Area sales managers which see the issues of the system and resolves them Sales force normally also gives their recommendations to improve system and also to see the issues if there it comes. Haleeb has a manufacturing unit on the Multan road and produces Milk.

Butter and Juices.3 Market segmentation strategies Although Haleeb does not have very large number of the products still they have divided the product according to the requirements of the market.4 Distribution objectives of the company Distribution objective of the company is to provide widest availability of the milk and butter in the market because of their good acceptance and affordable prices. 2. Haleeb has done the job very effectively. 2. 3. PROMOTIN: Haleeb is being promoted by media.2 Marketing mix PRODUCT: Among products of the Haleeb are included Haleeb Milk. IN juices the main objective is to target little affording class because they do not have small pack in juice and are promoting lit pack only which is little out of pocket for poor peoples. They are successful in building good image of their product among large number of the customer.Page#10 3. But Haleeb has done a good work to establish its products as good quality products and Prices of Haleeb are also nearly equal to all available brands. Milk is widely available but in juices and butter they have selected the market and are giving good market segmentation in this.. As Haleeb products have very good acceptance among the public they also need a good availability in the market. Reason of poor segmentation of the milk product is that it is widely promoted and well accepted in the market so needed good availability. PLACE: Haleeb is doing good work in promotion of the products. both electronic and print. So objective is obvious provide the product where are needed and accepted. Haleeb is promoting it with full enthusiasm and doing their best for it. Local companies. As for as juices are concerned they are not widely available because of selection in the customers. Haleeb is successful in it in many regards.5 Channels of Distribution . Juices are available at main stores and in those areas where generally peoples are affording and can purchase the products.3 Target Marketing Strategies For milk almost whole market is targeted and there is widely available in the market. 2. PRICE: It is perception that multinational companies charge higher prices and have a better quality vs. His distribution strategies are also very good for milk and juices.

Distributors are present in almost all cities and are doing the availability of the products. Haleeb is also doing well.Distribution is indirect and involves the help of the distributor for this purpose.9 Relationship marketing in channel of the company A good market is only that where there is good relation among the chain involved in the business. For an effective control over the market Haleeb is also having a sales force which not only keeps an eye on the distribution business but also on the movement of the product in the market.10 Vertical marketing system of the company Haleeb is doing vertical marketing and getting the help of the distributor.7 Degree of Control Desired By the company Company is doing well for milk and has established the brand in the market.8 Channel management of the company Company has a sales focrece and also a marketing and sales department which controls the product movement in the market as well s the various functions of the distributor which are mainly involved in the availability process of the product. IT is obvious that Company can not ensure the supply in its own because direct supply by company is not possible in such large number of outlets. Especially Haleeb has a strong penetration in the hearts of customers. Supply chain will ensure the continuous availability of the product to the distributor and also ensure the availability in the market. 2. 2. Their relation is not as strong as that of Nestle because nestle has a long list of the products and more visibility in the market as compared to Haleeb but with its limited beget Haleeb is doing well and customers are satisfied with the products and company. Page#11 2. It is very obvious that it is because of the need of the market and demand of the product. 2. 2. Page#12 .6 Distribution Coverage Distribution is intensive for Milk but selective for juices. Distributors are doing the process.

1 Sample Size 120 respondents will constitute the sample size.1 Data collection sources 4. I will also incorporate some persons from the public to get the feedback from them.1 Primary sources Primary data is collected by the distributors and consumers. It will give a comprehensive data to be analyzed. Study was conducted through a sample of 120 respondents.3. Respondent will be the wholesalers and retailers.2 Data collection tools Questionnaire is used for this purpose. You did not describe the sampling frame and target population 4.. This was selected mainly because of its simplicity and easiness to gather data very quickly. Both are main stakeholders of the company and are very important to be focused.1. This tool is selected because the questionnaire gives a handsome amount of information because usually we have reasonable time to make an adequate questionnaire to be used. 4.3 Sampling 4. It was easy and comprehensive. . 4.2 Secondary sources Secondary data is collected from the official website of the company as well as from the various books having standardized written material about the various distribution techniques 4. So it is very comprehensive and person filling the questionnaire also feel free to fill the questionnaires.CHAPTER#4 METHODOGY 4.1.3.2 Sampling technique Simple Random Sample is used.

Page#13 CHAPTER#5 Data processing interpretation & analysis There must be graphical representation along with interpretation Univariate table for Gender Table#1: Gender of Respondent Gender Male Female Total Frequency 74 44 120 Percentage 63 37 100 No interpretation and graphical presentation . Univariate table for age Table#2: Age of Respondent Age Under 20 21-40 41 plus Total Frequency 38 82 0 120 Percentage 32 68 100 Table for Nestle presence in Market No interpretation and graphical presentation Table#3: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 3 0 5 75 37 120 Percentage 3 0 4 63 30 100 .

Page#14 Product Availability when demanded No interpretation and graphical presentation Table#4: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 1 4 11 64 40 120 Percentage 1 3 9 53 34 100 No interpretation and graphical presentation Table for Satisfaction with service Table#5: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 35 75 3 7 0 120 Percentage 29 62 3 6 0 100 No interpretation and graphical presentation Table for Recommendation of Nestle Products .

Table#6: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 0 2 5 74 39 120 Percentage 0 2 4 62 32 100 No interpretation and graphical presentation Table for Experience with Nestle Table#7: # Respondent 0 5 20 53 42 120 Percentage 0 4 17 44 35 100 Strongly Disagree Disagree Neutral Agree Strongly Agree Total No interpretation and graphical presentation Table for Location for Nestle distributor is Good Table#8: # Respondent 0 3 10 Percentage 0 2 8 Strongly Disagree Disagree Neutral .

Agree Strongly Agree Total 64 43 120 53 37 100 No interpretation and graphical presentation Page#16 Table for Nestle product accessibility Table#9: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 0 0 2 48 70 120 Percentage 0 0 2 40 58 100 No interpretation and graphical presentation Table for response of sales persons Table#10: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 5 10 17 65 23 120 Percentage 4 8 14 55 19 100 No interpretation and graphical presentation .

Table for Nestle persons Help Table#11: # Respondent Strongly Disagree 7 Disagree 13 Neutral 12 Agree 61 Strongly Agree 27 Total 120 No interpretation and graphical presentation Page#17 Percentage 5 9 8 54 24 100 Table for Nestle products availability vs. competition Table#12: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 2 19 12 63 30 120 Percentage 2 14 8 51 25 100 No interpretation and graphical presentation Availability vs. sales Table#13: Strongly Disagree Disagree Neutral Agree Strongly Agree # Respondent 2 7 3 56 52 Percentage 2 5 2 47 44 .

Total 120 100 No interpretation and graphical presentation Purchases Nestle because of availability Table#14: # Respondent Strongly Disagree 0 Disagree 18 Neutral 10 Agree 63 Strongly Agree 29 Total 120 No interpretation and graphical presentation Page#18 Percentage 3 13 7 54 23 100 Table for Nestle distribution System is best Table#15: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 5 12 0 75 28 120 Percentage 3 9 0 64 24 100 No interpretation and graphical presentation Prefer Nestle because of availability Table#16: Strongly Disagree Disagree # Respondent 18 77 Percentage 14 68 .

Neutral Agree Strongly Agree Total 9 11 5 120 6 9 3 100 No interpretation and graphical presentation Nestle should improve its distribution Table#17: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 5 32 5 72 6 120 Percentage 3 25 4 64 4 100 No interpretation and graphical presentation Page#19 Observe Nestle products at store Table#18: Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 12 18 9 54 27 120 Percentage 9 15 7 47 22 100 No interpretation and graphical presentation Will you like to follow Nestle Distribution setup Table#19: .

Consumers overall reaction was very positive. Overall Nestle is doing good job in distribution and is filling the demands generated by the sales and marketing teams. Females were even more satisfied with the Nestle and were appreciating Nestle for its high quality products. It .Strongly Disagree Disagree Neutral Agree Strongly Agree Total # Respondent 1 6 13 72 28 120 Percentage 1 4 9 63 23 100 Summary it must be based on your analysis It is concluded that mostly the consumer of nestle is highly satisfied with the availability and quality of Nestle products.( these things were not mentioned in the questionnaire. Overall Nestle is doing good job in distribution and is filling the demands generated by the sales and marketing teams. Page#20 Consumer was satisfied with the quality and rated Nestle as a producer of the high quality food. recommendations and limitations 6.2 Recommendations it must be align with your objectives It was found in the survey that mostly customers were satisfied with the company but some retailers were concerned about the strict polices of the company regarding the change in expired and damaged product and want and easy and retailer favoring policy. It is concluded that Nestle is best in all aspects of the business. As for as distribution is concerned Nestle has build a strong distribution system and is ensuring a good availability of the product in the market. As for as the retailers are considered they were satisfied but was little concerned about the return of expiries and company strict policies about supply and discounts.1 Conclusion it must be align with your objectives Nestle is doing well in the market having a well trained and well equipped field force which ensures its best market penetration and high consumer satisfaction. Retailers personally told me when I went to get the questionnaire filled from them). Some of them were concerned about the price increases by Nestle Pakistan but were satisfied with the quality of products offered by Nestle. 6. Chapter# 6 Conclusion. Although some were concerned about the increase in the prices but still wan to use only Nestle it again shows that how much nestle has got the customer satisfaction.

Scope was really well and it provides a practical example of data collection and interaction with the public.. men. Muhammad. . Respondents do welcome the questionnaire but it was little different with the retailers.research methods.5 years APENDIX BIBILOGRAPHY: Product line and targeted markets [on line] available http://www.Supervisor Experience………………………3. If more time could be provided it may further improve the data collection process in the reporting process. 6.3 Limitations IN this work the main limitation was the shortage of time after the approval of the proposal. Retailers do not give the time for questionnaire filling and were avoiding the questionnaire. Females do it with more attention and with better attitude vs. Page#21 PART……2 Introduction of student: • • • • Last Degree Obtained………… MSc Zoology from GC Lahore Organization name……………..com.nestle.pk Anwer. (2009).is recommended that company must consider it’s every customer and should not ignore the demands of the retailers in change of the damaged and expired items. It is very important for any one doing work in the marketing lone. Nestle Pakistan Designation…………………….virtual university of Pakistan.

principles of marketing.mukhtar.(2009). Q.3: Your age is? 74 46 120 .Philip.2: Your Name…………………………………………….. Armstrong. Principles of marketing( Eighth Edition) prentice hall of India private limited.virtual university of Pakistan.(1999). QUESTIONARE Number Of Respondants Q. Gary.Ahmad. .1: You are a Male Female Total Q. Kotler. Page#22 XL Work.

9: You are satisfied with the services provided by Nestle Pakistan? Very satisfied Somewhat satisfied Neither Somewhat dissatisfied Very unsatisfied 38 82 0 0 120 23 12 51 34 120 120 0 120 3 0 5 75 37 120 1 4 11 64 40 120 35 75 3 7 0 .7: Nestle has good presence in the market? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q.8: Nestle products are available to you when demanded? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q.5: Do you know Nestle products? Yes No Total Q.Below 20 21 to 40 41 to 60 61 and above Total Q.4: Your education is? Matric and Below Intermediate Bachelor Masters and Above Total Q.

14: Nestle peoples.Total Q.11: How would you rate your overall experience with Nestle brands? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q. sales persons or distributor responds to you in case of any complain? Strongly Disagree Disagree 5 10 .12: Location of Nestle distributor is good? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q.10: Would you recommend Nestle brands to other for usage? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q.13: Nestle products are easily accessible on motorcycle? 120 0 2 5 74 39 120 0 5 20 53 42 120 0 3 10 64 43 120 Strongly Disagree 0 Disagree 0 Neutral 2 Agree 48 Strongly Agree 70 Total 120 Q.

16: In your opinion nestle products are easily available vs.19: Nestle distribution system is best in the market? .17: Is availability of the product plays role in its sale? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q.Neutral 17 Agree 65 Strongly Agree 23 Total 120 Q. other competition? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q.15: How do you rate the helpfulness of Nestle staff to resolve your problem when needed? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q.18: You just purchase nestle products because of its good availability? Strongly Disagree Disagree Neutral Agree Strongly Agree Total 7 13 12 61 27 120 2 19 12 63 30 120 2 7 3 56 52 120 0 18 10 63 29 120 Q.

you will not Try to found it in market? Strongly Disagree 18 Disagree 77 Neutral 9 Agree 11 Strongly Agree 5 Total 120 Q.20: You will prefer the Nestle product only when it is easily available.23: If you make your own company you would like to follow the distribution strategies of Nestle? Strongly Disagree Disagree Neutral Agree Strongly Agree Total 1 6 13 72 28 120 .21: In your opinion nestle should further work to improve its distribution system? Strongly Disagree Disagree Neutral Agree Strongly Agree Total Q.22: You observe nestle products in stores? 5 32 5 72 6 120 Strongly Disagree 12 Disagree 18 Neutral 9 Agree 54 Strongly Agree 27 Total 120 Q.Strongly Disagree 5 Disagree 12 Neutral 0 Agree 75 Strongly Agree 28 Total 120 Q.