FINDINGS:

 Most of the dealers are having multiple brand dealerships.

 Nearly half of the dealers’ opinion is that Zuari is the market leader.
 Maximum number of the dealer’s mode of payment is by cash.
 Maximum number of the dealers are not giving any schemes to the buyers and remaining
who are giving schemes some help them to get finance, some give credits, installment
schemes.
 Zuari cement has good quality according to maximum number of the dealer’s opinion.
 Every dealer has good report with the company.
 According to maximum number of the dealer’s opinion company representative visits are
regular.
 Maximum number of the dealers has direct interactions with the company officials.
 Few dealers are receiving the complaints regarding the product.
 Defects in the current distribution system.
 Multiple dealerships in the same area.
 No frequent visits by the company representatives to the dealers.
 No immediate response for the grievances of the dealers
 No dealer conferences at regular intervals.
 Current distribution system.

Company Dealer Customer

SUGGESTIONS:
To Capture the more market share and to counteract with the market Leader Company must
modify its marketing strategies.

PRODUCT:

Product quality must be enhanced when compared to the other brands of the market. Quality
plays a dominant role in cement because now-a-days cement it extensively used for
constructions. The buildings should have long-life without any cracks. The cement should set in
time during the construction time and the stocked cement should be free flow. The cement
quality is good but not very good when compared with the other brands in the market. So
product quality should be increased so as to get good brand image and to increase brand loyalty.
PRICE;
Price should match the quality of the cement. As per the survey it is of high rate which its not
coinciding with the quality. So the customers are shifting their choices to the other cement,
which are of the same quality.
Price should be fixed it should not be changed frequently. So the company should take in
measures either to enhance the quality or to alter the price to coincide with the quality.

PLACE;
Zuari cement limited has a good distribution strategy, it has good dealer network. It has selective
distribution strategy, which includes more than few do and less than high intermediaries.

Company should setup ware-house in the district head quarters, so that it will be easy for
the distributors and helps in the reeducation or transportation cost.
PROMOTION:
Company should give promotional measures support to the dealers by encouraging giving special
schemes to buyers.
 Company should give credit and increase the credit time to the dealers and also should
encourage the dealers to give credit to buyers.
 Discount rates on the loads should be increased.
 Company should concentrate on ads to crate brand image, brand loyalty.
 Company should give ads through electronic media like T.V .it is better to sponsor
programmers’ like:
 News time
 Popular serials in different channels
 Sponsoring feature films in various channels
 Sponsoring employment news in doordarshan
 Company should encourage the dealer by giving prizes to them for high selling of
the product.
To attract New Dealers:
 Advertisements should be given to attract new dealers. Ads should be given
through different media especially through electronic media and print media by
 exaggerating the benefits they will get by taking dealerships that is free gifts,
tours etc. Defects in existing dealership must be eliminated by:
 Strictly avoiding multiple dealerships in same area.
 Dealer grievances should immediately redressed by providing the grievance cell
in company.
 Company representatives are not visiting the dealers regularly they are having
only phone contacts. So company must have control over them to make regular
visits instead of occasional visits.
 Company should control dealers to deal with Zuari cement exclusively then only
they will concentrate only on the Zuari Cement Sales.
CONCLUSION:

After the analysis of the data I have concluded that the Zuari cements existing distribution
system is good but not effective. And some defects are there in the distribution system. So the
Zuari cements have to improve their distribution system to more effective by maintaining the
warehouses. They have to give more advertisement so that they move powerful than others and
fixed the standard price.