Executive summary

FM CG indu try is the most emerging industry nowadays in Indian as well as global market. In
Q s

India it is the 4thlargest marketplace, which expressions that how imperative the industry is and
how much it donates near our budget.
FMCG includes the personal care products of Viswabandhu industries manufacturing Detergent
soaps, washing powder, phenyl and other products under the brand name of Rishi,
Akash&Bigboss.
Main intonation of the A Study on Distribution Channels of Sri Viswabandhu Industries
Thurchagattais the diversification of their business and their products. "Thus the
study provides complete study of FMCG sector with focus on soap industry.

Today VISHWABANDHU INDUSTRIES products like Akash&Bigboss detergent cake is the

prize brand of the Sri Vishwabandhu industries situated in davanagere. Sri
Vishwabandhuindustries specialized in manufacturing detergent cakes, soaps and dish wash
powder. The company is one of the major detergent manufacturing industries owned by a single
individual and running independently.

The main objective of this to study to analyze the various distribution channel and to study the
SWOC analysis of the viswabandhuindustries with using proper tools in various ways.

The survey was conducted through the questionnaire. The respondents were chosen randomly
from different areas of Davanagere, Honnali and Harihara.

After carrying out the survey, I have found out some major findings and recommended
suggestions based on the framework of survey conducted.

1
 CHAPTER - 01
INTRODUCTION
1.1 INTRODUCTION ABOUT THE STUDY:
Soap is the customary washing compound produced using oil fats and burning antacid. One can
say a cleanser is the one that cleans any surface. Manufactured cleanser is very not the same as
different sorts of cleanser. More froth is delivered with such sort of cleansers, in addition, there
is less strain made on the grimy surface yet emulsification takes places and the cleanser niters the
surface a lot quicker.
This is the motivation behind why the cleaning procedure is quick. Cleanser is surfactant utilized
related to water for washing and cleaning that truly comes in strong bars yet additionally as a
thick fluid, particularly from cleanser allocators in open washrooms. Cleanser are valuable for
cleaning since cleanser particles Handmade cleanser contrasts from modern cleanser in that, as a
rule, an overabundance of fat is utilized to expend the soluble base (super fatting), and in that the
glycerin isn't expelled. Cleanser is a thing of day by day need as cleaning operator. It is mass
shopper thing in both provincial and urban territories. Cleanser might be isolated into can
cleanser and washing cleanser. In the can cleanser showcase. New item developments, for
example, fluid cleanser, cleanser free manufactured cleansers and no-wash cleanser have taken
an expanding offer of the market from customary cleanser bars. While there are expansive
organizations fabricating cleanser including can and washing cleanser, it is a perfect item to
produce in SSI sector.The Indian cleanser industry kept on prospering great unit 1967 to 1968,
yet dormant and soon it began to recoup and encountered a short rise in 1974. This expansion
popular can be ascribed because of increment in urbanization.

Market potential
The SOAP showcase is partitioned into genuine cleanser and non-foamy cleanser. The for
SOAPr item to a great extent develop in created markets and show stale development potential in
creating nations is immense. The interest for clothing washing in north-eastern district is
evaluated at 6825 tons for every year.
Definition of Detergents:
Detergent: PRODUCT the plan of which is uniquely concocted to advance the improvement of
cleanser. A cleanser is a plan involving fundamental constituents (surface dynamic specialists)
and Subsidiary constituents (manufacturers, sponsors, fillers and assistants).
TOPIC CHOSEN FOR THE STUDY:

“A Study on Distribution Channels of Sri Viswabandhu Industries Thurchagatta”.

2
1.2 COMPANY PROFILE:
Viswabandhu industries manufacturing Detergent soaps, washing powder, phenyl and other
products under the brand name of Rishi, Akash &Bigboss. As a result of its great quality as items
made out of good crude materials to keep up steady quality. Our certified group of offers
officials works in close co-appointment with our customers, to comprehend their particular
prerequisites and convey items in precise understanding; we have a solid a dependable balance in
Karnataka just as South India, because of our duty to quality and our astounding administration.

Today the firm has 100 specialists incorporating ladies are working in industry. They the works,
which having a place with financially more fragile areas of the general public like widows more
unfortunate and ladies. They have given more significance ladies class. They have likewise
designated male classifications for diligent work regions and promoting regions. Till today they
not confronted any sort of work issue in light of the fact that the works are filling in as relatives.
They are fabricating their items in the brand name of Rishi Akash&Bigboss,. They are
fabricating their best results of least cost contrasting different items accessible in the market.

Siddeswara B.B Established Viswabandhu Industries in the year 2012, to manufacture detergent
cake and detergent powder in the Brand Name of Rishi, Akash & Bigboss with high standard
quality at economical Price. Because of our superior quality. They started their business with
intial investment rupees 10000.

3
 NAME Sri Vishwabandhu industries

Lokikere road, Thurchgatta Village, Belavanur Post

ADDRESS
Davanagere Karnataka -577004

YEAR OF
2012
ESTABLISHMENT

BOARD OF Siddeshwara B.B (Chairman and MD)

DIRECTORS Rekhasiddesh(Director)

INITIAL
10000RS
INVESTMENT

NO OF
100
EMPLOYEES

TURN OVER 10,00,000rs

BRAND NAME Rishi,Akash And Big boss

1.3 VISION:
 To be the principal decision cleansers for clients
 To be the favored manager for staff in the cleanser business
 To be the main cleanser for making investor esteem.

1.4 MISSION:
 Steps taken to accomplish the mission Education for all.
 To secure them a more promising time to come
 Health care and hygienic living condition
 Empowerment of women

4
1.5 PRODUCT PROFILE:
Akash&Bigboss detergent cake is the flags ip brand of the Sri Vishwabandhu industries sit uated
h Q

in davanagere. Sri Vishwabandhu industries specialized in manufacturing detergent cakes, soaps

and dish wash powder. The company is one of the major detergent manufacturing in dustriesQ

owned by a single indivi ual and run ing independently.

d n

PRODUCTS:
.

New Rishi soap.

New Akash soap.
Big Boss detergent cake.
Rishi Detergent Powder
Rishi Scouring powder
Rishi phenyl.
DETER GENT:Q

This division manufacturing high quality detergent cake and detergent powder. Under the brand
name of Rishi Shampoo Powder.

RISHI AKASH & BIGBOSS DETERGENT CAKE

Akash&Bigboss detergent cake detergent cake is available in pink And blue color with 150gms
and 250gms Pack size, posses the perfect information for the washing requirements and also
Detergents optical whiter and anti-graying Ingredient enhance the brightness of cloth.

RISHI DETERGENT WASHING POWDER

Exploding to be the legend that "Better quality dependably requests more expensive rate" Rishi
presented a shower dried blue shaded washing powder in the superior portion accessible in 250g,
500g, and 1000g bundles, these items outflanked its rival marks, this brand inside a limited
ability to focus time had achieved its objective.

5
MATERIALS USES FOR SOAPS AND DETERGENTS:
 Rajasthan Doorlamaent.
 AndraDoorlamaentacid lyric.
 AO Paste.
 AO Liquid.
 Sodium Silicate.
 Salt.
 Chain Clay.
 Talcam powder.
 Halam powder.
 Colours and perfume.

OWNERSHIP PATTERN:
Sri Vishwabandhu industri es was registered. under the partnership. Act with two partners, bei ng
Q Q

Smt. Rekhasiddeshwara who is entitled for 60% share in the firm and Siddeeshwara B.B, who
has entiled for 40% of share in the firm. However, Sri Siddeeshwara B.B is the p rtner of the Sri
t a

Vishwabandhu industries.

COMPETITORS INFORMATION:
 Nirma,
 Wheel,
 Sundari,
 Shashi,
 Tide,
 Surfexcel

INFRASTRUCTURAL FACILITIES:
 Canteen facility
 Vehicle facility
 Waiting room.

6
Achievements/Awards:

a. 2013 - Best Rural Women Entrepreneurship in INDIA.

b. 2015–Davangere university Department of studies Research In commerce Shivagangotri

Davanagere, had given BEST QUALITY POWDER PRODUCT.

1.6 SWOC ANALYSIS:

STRENGTH:

 Good location. Skilled manpower, motivated staff

 Availability of necessary infrastructure
 Highly skilled and qualified persons.
 Company adopting new technology for production process.

WEAKNESSES:
 Distribution only for the particular areas not other areas.
 No proper channel of distribution.
 There is no promotional activity.

OPPORTUNITIES:
 Expand the market in rural areas.
 Build the customer relationship.
 Company can try and increase the number of product range in the same product Line.

CHALLENGES:
 Competition by the large scale industries.
 Cost pressures from competitors:
 Cost pressures by customers.
 Increasing distribution cost.

7
1.7 Future .Growth and. Prospectus:
Within the brief time frame they will begin the assembling of cleanser, bath powder, toilet
cleansers with home grown based, they will endeavor to improve their business to finish in the
remote market too. Presentation of new higher power point cleanser powder for institutional
deals in mass bundling and accomplishing the market authority. Acquainting new exchange
plans with increment deals. Forceful ad and exposure as a piece of offers advancement

8
 CHAPTER-02
CONCEPTUAL FRAMEWORK AND LITERATURE REVIEW

2.1 THEORITICAL BACKGROUND OF THE STUDY

Introduction
A channel of distribution or trade channel is the way or course along which items move from
creators to outrageous buyers or mechanical customers. As it were, it is the scattering
masterminds through which a producer puts his thing in the hands of genuine customers. The
channel of allocation joins the main creator, the last buyer and any specialists either distributer or
retailer. The term goes between implies any foundation or individual in the channel which either
acquires title to the items or orchestrates or offers in the point of confinement of an administrator
or seller. Regardless, promising associations that perform or help with exhibiting limit are
rejected as middle people in the channel of scattering. This is by virtue of they neither gets title
to the product nor masterminds purchase or arrangement. Such promising workplaces fuse banks,
railways, roadways, circulation focuses, protection offices, publicizing workplaces, etc.
Meaning and definition of channel of distribution:
Distribution channel, the creating organization specifically conveys its items to its clients
without the assistance of middle people. The circuitous distribution channel depends on
delegates to perform the vast majority of or all distribution capacities. It incorporates
wholesalers, retailers, and merchants. Such sorts of channels are associated with related
associations and organizations through various streams. These streams are physical stream of
item, proprietorship stream, installment stream, data stream, and advancement stream. These
streams make distribution channels more muddled.
Distribution channels are diverse in view of their purchaser and modern market and in light of
the quantity of including factors in distribution channel. The decision of distribution channels
and channel individuals will hugy affect the organization's methodology.
A cautious consideration ought to be additionally considered at various levels in distribution
channel's basic leadership process. In such manner, there are three methodologies including
concentrated distribution system, restrictive distribution technique, and particular distribution
strategy.
As per Hill: "Distribution channel - one or more companies or individuals who participate in the
flow of goods and services from the manufacturer to the final user or consumer".

9
2.2 Characteristics of a Good Distribution System
The advertise cost is equivalents to the cost of creation in addition to a benefit for makers, deals
specialists and transportation costs.

 Consumer accomplish to the required item by investing less energy expending.

 Not permitted to accumulate (store products in the market just for reestablish arrange,
nonstop and convenient supply).
 Install a sticker price on all products.
 not much distinction among vast cable stores and retail units
 Careful and steady observing with a specific end goal to balance out costs.
 Having complete flexibility to address their issues using the right example

2.3 Choice of a channel of distribution:

1. Product consderations:
i

The.nature.and kind of item has an essential manner on the decision of appropriation stations.
For cases, perishable products require fast developments and henceforth shorter channel or
course of appropriation; for tough merchandise, longer and differentiated.
2. Mar ketconside rations:
q q

The nat ure and sort of clients and siz e of market are vital contemplations in the decision of a
q q

chann el of circulation. For instance, if the. market measure is huge, thee might be long c annels,
q r h

while in a little market coordinate offering might be beneficial. The nature and sort of purchasers
incorporate factors; for example, want for credit, inclination for the quit shopping, interest for
individual administrations, measure of time and exertion the client will spend. It likewise
incorporates factors like age, salary gathering, sex, and religion of clients.

3. Company consideration:
The nature, size and goals of the business firm additionally assume an imperative part in the
determination of dispersion channel. It incorporates monetary assets, advertise standing, volume
of generation, want for control of channel, administrations gave by producers', and so on. For
instance an organization with significant budgetary assets require not depend excessively on the
go betweens and can stand to decrease the levels of circulation. Correspondingly an organization
craving to practice more noteworthy control over channel will lean toward a shorter channel.

10
4. Middeman considerations:
l

The price and proficiency of dissemination be contingent generally on the countryside and kind
of mediators. It incorporates qualities of go betweens, for example, accessibility, states of mind,
administrations, deals potential, costs and so forth. For instance, if the terms and states of
connecting with wholesalers are troublesome, a maker may get a kick out of the chance to
channelize his items through semi wholesalers or retailers, in this way, bypassing wholesalers..

2.4 Role of wholesaler and retailer in distribution of goods

ROLE OF WHOSLESALER r:
Whole seller goes about as a broker in the channel of conveyance as he purchases products in
substantial amount from the maker and offers these to retailers in little amounts. His job in
dispersion of merchandise is talked about underneath:
 Buying and amassing: A distributer conjectures the interest for products and collects
diverse assortments of merchandise from a few makers. A few wholesalers likewise
import merchandise from outside nations.
 Selling and scattering: A distributer breaks the mass with the goal that retailers and
clients can get them in little parts. His delegate's normally approach retailers and
mechanical clients/purchasers to convey the merchandise among broadly dispersed
individuals.
 Transportation: A distributer orchestrates transportation of merchandise from makers to
his godowns and from that point to retailers now and again he has his very own vehicle
plan for this reason.
 Storage: He holds huge stocks and fills in as a store and supplies to retailers. He helps in
balancing out costs by modifying supply of products to their interest.
 Packing and reviewing: A distributer packs and repacks products in helpful parts. He
deals with products in various evaluations. He additionally gives brand names to the
items pressed and evaluated by him.
 Advertising and deals promotion:A distributer performs publicizing and deals
advancement exercises to build the closeout of items. He likewise takes the
administrations of specialists for this reason.
 financing: Sometimes the distributer purchases products on money premise from makers
and pitches them on layaway to retailers. Along these lines he gives budgetary help both
to the makers and retailers. In the event that vital, the distributer additionally gives money
related help by method for development installment to makers.
 Risk-taking: A distributer bears dangers of changes popular and costs, awful obligations
and harm to products over the span of transportation and capacity. By attempted different
dangers he rearranges the procedure of conveyance.

11
Role of Retailers:
A retailer purchases merchandise from distributer and offers them legitimately to customers. In
this way he goes about as an immediate connection between the distributer and buyers. His job in
conveyance of merchandise is specified beneath:

Wide decision to buyers: The retailer envisions needs of purchasers. He collects merchandise
from various sources and stocks diverse assortments of items. Along these lines, he offers a wide
decision to customers. They can purchase as indicated by their acquiring force and prerequisites.

Availability of merchandise in little amounts and at advantageous areas: A retailer gives

prepared supply of products so purchasers can purchase helpfully and rapidly in little parts with
no bother of putting ahead of time requests and sitting tight for provisions. By guaranteeing
continuous and crisp supply of products, he spares buyers from the botheration of purchasing
merchandise in mass and putting away them.

Home conveyance: A retailer transports merchandise from wholesalers to extreme shoppers. A

few retailers give free home conveyance administration to their shoppers. Along these lines they
make place utility.

Assurance of ordinary supply: He keeps up satisfactory supply of merchandise with the goal
that customers are certain of getting normal supply at the season of their need.

Credit office: Although retailers generally sell merchandise for money, they likewise supply
products on layaway to their ordinary clients.

Close association with clients: A retailer movements new items to the notice of clients and
instructs them in their employments. A retailer along these lines, goes about as a companion and
manual for his clients. Without a doubt his connection with clients is of close to home nature and
in this way he can give criticism to wholesalers and producers about shoppers' inclinations.

2.5 Factors Affecting the Distribution Policy

The proportion of keep away from grandstand and make the inadequate or inefficient
correspondence issues and the nonappearance of definite information on the modifications in that
showcase.

12
Awareness of the target appointment system and assess the money related resources,
orchestrating the satisfactory staff to penetrate the market and dealing with resources according
to vital laws and existing scattering channels
The proportion of power over the wholesalers and gathering of spread directs in perspective on
it.
Identify the unmistakable allocation channels, including chain stores, wholesalers, retailers, etc.
Evaluation of the procedures for movement prohibitive or extraordinary depiction in explicit
zones or the wide scattering technique.
The satisfaction of transport process and depicts the commitments and obligations of all of the
intermediates with the objective that any essential action not block dispersion
The overviews of terms and the understanding that each transitional in perspective on it play out
an activity.

2.6LITRATURE REVIEW:
Mallen (1963) has found that there are six essential channel choices with which the promoting
chief must concern oneself, and for which the person in question may be considered capable.
These are as per the following: 1. Immediate or circuitous channels 2. Single of various channels
3. Length of channel 4. Kinds of delegates 5. Number of wholesalers at each dimension. 6.
Which go-betweens.
Morgan and Hunt (1984) have demonstrated that the development of fare arranged firm was
essentially connected with the viability of the relationship and participation among makers and
the abroad merchant.
Frazier (1989) has concentrated on industrialized makers, found that the need of vendor to keep
up a powerful divert relationship in a vender's market was normally dictated by the commitment
of the producers to the sellers' advantage.
Bowersox&Cooper (1992) have decided how best to go to advertise Marketing channel choices
are among the most basic choices confronting the board.

Londe, Grabner& Robeson (1993) have one of the underlying issues experienced when the
region of incorporated appropriation is talked about is the issue of definition. No single
"demonstrate" conveyance framework can be custom-made for all business firms. The
appropriation work, as different elements of the firm, must be created inside the structure of the
board reasoning and accessible assets of the individual firm.

13
Anderson (1997) has additionally discovered that the adequacy of channel individuals'
coordination and correspondence among makers, operators, wholesalers, and retailers improved
channel part execution.

Rose and Shoham (2004), have it was shown that commonsense clash that occurred among
channel individuals would not fortify the connection, however despite what might be expected, it
would decrease the adequacy of methodology utilized, which, would thus, mitigate their
execution.
Rosenbloom (2004)" has the outer legally binding association that administration works to
accomplish its circulation destinations".

Gudonaviciene&Alijosiene (2008) have Distribution, as one of four components of showcasing

complex, is an indivisible piece of advertising choices which includes every one of the choices
about conveyance of items to the end client.

Lambert, (1978) has a channel part is an individual association unit foundation or office that
performs at least one of the showcasing capacities and by doing as such has a functioning job in
the channel of circulation.

Stern, (1971) has Channels of circulation can be seen as social frameworks including a lot of
related associations, which play out every one of the exercises (capacities), used to move an item
and its title from generation to utilization.

Spekman and O'Neal, have 1988Physical conveyance has been recognized just like a critical
segment of channel the board.

Berman, (1999) has dispersion still offers another boondocks for contending effectively,
particularly if the accentuation is put on the plan and the executives of better promoting channel
frameworks than give amazing client administrations.

Fein and Anderson, (1997) have Two principle zones of directs investigate in showcasing have
advanced. In the first place, how channels are sorted out or organized has been a point of
convergence, fixating on the dimension of channel incorporation, dependence on various

14
channels, appropriation force and hierarchical strategies identifying with centralization,
formalization, institutionalization, and observation

Frazier,( 1999) has Starting from the 70's, gigantic steps have been made in the comprehension
of how firms ought to compose and deal with their channels of dispersion. In any case, the
specialists have scarcely contacted the outside of all the administrative issues that have been
tended to. Moreover, numerous issues of administrative significance identifying with the
association and the executives of channels of conveyance have gotten no consideration in
observational research.

Stern, and El-Ansary, (2001) have reflecting their quality in modern and
transitional.economies, promoting channels steadily came to be seen as the arrangement of
reliant associations engaged with the way toward making an item or administration accessible for
use or utilization

Obaji, (2011) has Marketing channel choices are among the most critical choices that
administration faces today. Without a doubt, in the event that one takes a gander at the real
methodology of the showcasing blend (item, value, advancement and circulation), the best
potential for accomplishing an upper hand currently lies in appropriation.

Kotler, (2003) has Distribution, as one of four components of advertising complex, is an

indivisible piece of promoting choices which includes every one of the choices about
conveyance of items to the end client.

15
 CHAPTER- 03

RESEARCH DESING

3.1 NEED OF THE STUDY:

 It provides clear picture of Indian Detergent Industry

 It explains the need of small scale industries in growth of the urban area

 The in plant training is the outcomes of a study undertaken in fulfillment in M.B.A course.

3.2 OBJECT IVES OF THE STU DY:

q q

 To. study the of distribution channel of Sri Viswabandhu Industries Thurchgatta.

 To identify the importance of distribution channel in Sri Viswabandhu Industries

Thurchgatta.

3.3 SCOPE OF THE STUDY:

 In this study I can know behavior of different people in distribution channel.

 To understand the how to distribute the product into the market in a systematic channel.

3.4 RESEARCH METHODOLOGY:

The.data.required for this study has been. collected mainly from two important sources i.e.

Primary data: Information obtained from the original source by research is called Primary Data.
They offer much greater accuracy and reliability. The data was collected from the respondents
through the questionnaire.

16
Secondary data: In me ns data that are already obtainable i.e. it refers to the data which have
a

already been collected and analyzed by someone else. The data was collected from the websites
and journals.

.
3.5 SAMPLING
Sample size: 100 respondents.
Sampling area: consumers of the industry.
Sampling tool: survey and questionnaire.
Sampling technique: Non-probability sampling technique is used for data collection.
Tools for the analysis: simple percentage is used for analysis and interpretation.

3.6 LIMITATION OF THE STUDY:

 Time is major constraint.

 Respondent’s opinion may be biased.

 The respondents at times give biased and concealed responses.

17
3.7 CHAPTER SCHEME

Chapter-1: Introduction:
Indus ry Profile. Company Profile .Promoters, vision,Mission&quality policy, product/services
t

profi le areas of operation, infra tructure facilities. Competitors’ information, SWOT Analysis,
i s

Future growth and prospects and financial statement.

Chapter-2: Conceptual Framework and Literature review
Theoretical background of the study Literature review with research gap (with minimum 20
literature review)
Chapter-3: Research Design
Statement of problem, Need for the study, Objectives, Scope of the study, Research
Methodology, Hypotheses, Limitations Chapter scheme.
Chapter-4: Analysis and Interpretation
Analysis and Interpretation of the data –collected with relevant tables and graphs .Result
obtained by the using statistical tools must be included.
Chapter-5: Findings, Suggestions & Conclusion:
Summary of findings suggestions and conclusion /Recommendations Bibliography
Annexure relevant to the project such as figures, graphs, photographs etc,

18
 CHAPTER – 4
DATA ANALYSIS AND INTERPRETATION

1. Classification on the basis of Gender.

Table No: 4.1

Criteria No of respondents Percent

MALE 80 80

FEMALE 20 20

TOTAL 100 100

(Source: Primary Data)

Graph No: 4.1

Chart Title

20%
Male
Female
80%

Analysis:
Above table shows the classifcation of resp ndents on the basis of Gender. Among 100 respondents 80%
i o

are Male and the remaining 20% are Female.

Interpretation:
Above analysis reveals most of the respondents are male.

19
 2. Classifi cation of respond ents on the basis of Marital Status.
Q Q

Table No: 4.2

Criteria No. of Respondents Per cent

Married 35 35

Unmarried 65 65

Total 100 100

(Source: Primary Data)

Graph No: 4.2

Chart Title
70

60

50

40

30

20

10

0
Married Unmarried

Analysis:
Above table shows the classification of respondents on the basis of their marital status. Among 100
respondents 35% are married and the 65% are Unmarried.

Interpretation:
Above analysis interprets most of the respondents are unmarried.

20
 3. Classifi ation on the ba is of age.
c s

Table No: 4.3

Criteria NO of respondents Per cent

Below 30 years 40 40

30-40 years 30 30

40-50 years 15 15

Above 50 years 15 15

Total 100 100

(Source: Primary Data)

Graph No: 4.3

Chart Title

15%
Below 30 years
40% 30-40 years
15%
40-50 years
Above 50 years
30%

Analysis:
Above table shows the that of respondents on the basis of age. Among 100 respondents 40% are below 30
years, 30% are 30-40 years, 15% are 40-50 years and the remaining 15% are Above 50 years.

Interpretation:
Above analysis reveals most of the respondents are below 30 years of age they are of young generation
they give effective opinion.

21
 4. Which is the distribution channel used for distribution of your product?

Table No: 4.4

Criteria No. of Respondents Percent

Dealers/Distributors 25 25

Retail chains 30 30

Co. Shoppe retailing 10 10

MLM 10 10

Teleshopping 10 10

Any other 15 15

Total 100 100

(Source: Primary Data)

Graph No: 4.4

Chart Title
35
30
25
Axis Title

20
15
10
5
0
Dealers/D Co.
Retail Teleshop
istributor shoppe MLM Any other
chains ping
s retailing
Series1 25 30 10 10 10 15

Analysis:
Above table shows which distribution channel is used to distribute the company product Among 100
respondents 30% said retail chains, 25% said dealers or distributors, 10% said company Shoppe retailing,
10% said MLM, 10% said Teleshopping and the remaining 15% said any other methods of distribution.
Interpretation:
Above analysis reveals most of the respondents said the company distribute its product through the retail
chains.

22
 5. Are you having distributor/dealers network.

Table No: 4.5

Criteria No. of Respondents Per cent

Yes 85 85

No 15 15

Total 100 100

(Source: Primary Data)

Graph No: 4.5

Chart Title
Yes No

15%

85%

Analysis:
Above table shows the company having distributors/dealers network. Among 100 respondents 85% said
yes and the remaining 15% said no.

Interpretation:
Above analysis reveals most of the respondents said yes the company having the distributors/dealers
network.

23
 6. How do you select distributors for the product?

Table No: 4.6

Criteria No. of Respondents Per cent

Exclusively 55 55

Multi-Brand 45 45

Total 100 100

(Source: Primary Data)

Graph No: 4.6

60

50

40

30
Series1

20

10

0
Exclusively Multi-brand

Analysis:
Above table shows the how company select the distributors for its product. Among 100 respondents 55%
said through exclusively and the other 45% said through Multi-Brand.

Interpretation:
Above analysis reveals most of the respondents said that company select the distributors to its product
exclusively.

24
 7. Does industry conduct proper induction programs for new channel members?

Table No: 4.7

Criteria No. of Respondents Per cent

Yes 75 75

No 25 25

Total 100 100

(Source: Primary Data)

Graph No: 4.7

Chart Title

25%

Yes
No

75%

Analysis:
Above table explains does industry conduct proper induction program for new channel members. Among
100 respondents 75% said yes and the remaining 25% said no.

Interpretation:
Above analysis reveals most of the respondents said yes the company conducts induction programs for
new channel members.

25
 8. Do the liberal credit policies of industry afect the overall effecti eness of distributors?
f v

Table No: 4.8

Criteria No. of Respondents Per cent

Hig hly satisfied

Q 20 20

Moderately Satisfi ed Q 70 70

Less Satisfied 10 10

Total 100 100

(Source: Primary Data)

Graph No: 4.8

Chart Title
Series1

70

20
10

Highly satisfied Moderately Satisfied Less Satisfied

Analysis:
Above table shows the liberal credit policy of the industry affect the overall effectiveness of distributors.
Among 100 respondents 70% said moderately satisfied, 20% said highly satisfied and the remaining 10%
said less satisfied.

Interpretation:
Above analysis reveals most of the respondents moderately satisfied with the liberal credit policy of the
industry that affects the distributors.

26
 9. Are distributors are satisfied with the profit margin they are getting?

Table No: 4.9

Criteria No. of Respondents Per cent

Highly Satisfied 50 50

Moderately Satisfied 40 40

Less Satisfied 10 10

Total 100 100

(Source: Primary Data)

Graph No: 4.9

Chart Title
Highly Satisfied Moderately Satisfied Less Satisfied

10%

50%
40%

Analysis:
Above table shows the distributors are satisfied with the profit margin they are getting. Among 100
respondents 50% are highly satisfied, 40% are moderately satisfied and the remaining 10% less satisfied.

Interpretation:
Above analysis reveals most of the respondents are highly satisfied with the profit margin they are
getting.

27
 10. How dealers/distributors affect the price of product?

Table No: 4.10

Criteria No. of Respondents Per cent

Cost high 20 20

Cost low 20 20

Remains Equal 60 60

Total 100 100

(Source: Primary Data)

Graph No: 4.10

Chart Title

20%

Cost high
Cost low

60% 20% Remains Equal

Analysis:
Above table shows dealers/distributors affect the price of product. Among 100 respondents 20% said
costs high, 20% cost low, and the 60% said remains equal.

Interpretation:
Above analysis reveals most of the respondents said that price remains equal.

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 11. Do the dealers/distributors share the cost of promotion at local level with industry?

Table No: 4.11

Criteria No. of Respondents Per cent

Yes 50 50

No 50 50

Total 100 100

(Source :Primary Data)

Graph No: 4.11

Chart Title
Yes No

50% 50%

Analysis:
Above table shows the dealers/distributors share the cost of promotional at local level with industry.
Among 100 respondents 50% said Yes and the 50% said no.

Interpretation:
Above analysis reveals that respondents reacted equally for the dealers/distributors share the cost of
promotional at local level with industry.

29
 12. Do you think that your distributors play an important role in product innovation?

Table No: 4.12

Criteria No. of Respondents Per cent

yes 80 80

No 20 20

Total 100 100

(Source: Primary Data)

Graph No: 4.12

Chart Title
Yes No

20%

80%

Analysis:
Above table shows that your distributors play an important role in product innovation. Among 100
respondents 80% said yes and 20% said no.

Interpretation:
Above analysis reveals that most of the respondents said yes that the distributors play an important role in
the product innovation in the industry.

30
 13. Do the distributors contribute in providing service infrastructure for after sales services?

Table No: 4.13

Criteria No. of Respondents Per cent

Yes 60 60

No 40 40

Total 100 100

(Source: Primary Data)

Graph No: 4.13

Chart Title
70

60

50

40

30 Series1

20

10

0
Yes No

Analysis:
The above table shows distributors contribute in providing service infrastructure for after sale services.
Among 100 respondents 60% said yes and 40% said no.

Interpretation:
Above analysis reveals that most of the respondents said yes that the distributors contribute in providing
service infrastructure after sales services.

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 14. Do the distributors co-operate with sales personnel in giving feedbacks and other reporting
issues?

Table No: 4.14

Criteria No. of Respondents Per cent

Yes 65 65

No 35 35

Total 100 100

(Source: Primary Data)

Graph No: 4.14

Chart Title

35%
Yes
No
65%

Analysis:
Above table shows distributors co-operate with sales personnel in giving feedback and other reporting
issues. Among 100 respondents 65% said yes and 35% said No.

Interpretation:
Above analysis reveals that most of the respondents said yes the distributors co-operate with sales
personnel in giving feedbacks and other reporting issues.

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 15. Do the distributors complain that the products are highly priced as compared to the competition?

Table No: 4.15

Criteria No. of Respondents Per cent

Yes 70 70

No 30 30

Total 100 100

(Source: Primary Data)

Graph No: 4.15

80

70

60

50

40
Series1
30

20

10

0
Yes No

Analysis:
Above table shows that distributors complain that the products are highly priced as compared to the
competition. Among 100 respondents 70% said yes and 30% said no.

Interpretation:
Above analysis reveals that most of the respondents said yes that the distributors complain that the
products are highly priced as compared to the competition.

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 16. How frequently do you evaluate the performance of distributors?

Table No: 4.16

Criteria No. of Respondents Per cent

Monthly 40 40

Quarterly 30 30

Yearly 30 30

Total 100 100

(Source: Primary Data)

Graph No: 4.16

Chart Title

30%
40% Monthly
Quarterly
Yeraly

30%

Analysis:
Above table shows evaluation of distributor’s performance. Among 100 respondents 40% said monthly,
30% said quarterly and the remaining 30% said yearly.

Interpretation:
Above analysis reveals most of the respondents said that the distributor’s performance is evaluated
monthly.

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 17. How frequently you evaluate the performance of dealers?

Table No: 4.17

Criteria No. of Respondents Per cent

Monthly 40 40

Quarterly 30 30

Yearly 30 30

Total 100 100

(Source: Primary Data)

Graph No: 4.17

Chart Title

30%
40% Monthly
Quarterly
Yeraly

30%

Analysis:
Above table shows evaluation of dealer’s performance. Among 100 respondents 40% said monthly, 30%
said quarterly and the remaining 30% said yearly.

Interpretation:
Above analysis reveals most of the respondents said that the dealers performance is evaluated monthly.

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 18. How effectively your distributors help in promoting the product?

Table No: 4.18

Criteria No. of Respondents Per cent

Visibility of product 30 30

Conducting Dealers meets 50 50

Road shows and exhibitions 20 20

Total 100 100

(Source: Primary Data)

Graph No: 4.18

60

50

40

30
Series1
20

10

0
Visibility of product Conducting Dealers Road shows and
meets exhibitions

Analysis:
Above table shows distributors helps in promoting product. Among 100 respondents 50% said they will
conduct dealers meeting, 30% said they organize visibility of product and the remaining 20% said they
will conduct road shows and exhibitions.

Interpretation:
Above analysis reveals most of the respondents said they conduct dealers meeting to promote the
products effectively.

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 19. How do you select dealers for the product?

Table No: 4.19

Criteria No. of Respondents Per cent

Exclusively 65 65

Multi-Brand 35 35

Total 100 100

(Source: Primary Data)

Graph No: 4.19

Chart Title
Exclusively Multi-Brand

35%

65%

Analysis:
Above table shows that how the industry select the dealers for the product. Among 100 respondents 65%
said exclusively and the 35% said through multi-brand.

Interpretation:
Above analysis reveals most of the respondents said they will select the dealers for their product through
exclusively.

37
 20. How do rate the distribution channel of the industry?

Table No: 4.20

Criteria No. of Respondents Per cent

Good 80 80

Average 10 10

Poor 10 10

Total 100 100

(Source: Primary Data)

Graph No: 4.20

80
70
60
50
40 Series1

30
20
10
0
Good Average Poor

Analysis:
Above table shows that how the distribution channels of industry are rated. Among 100 respondents 80%
said Good, 10% said Average and the remaining 10% said Poor.

Interpretation:
Above analysis reveals that most of the respondents said that the distribution channels of industry are
rated good.

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 Chapter -5
FINDINGS, SUGGESTION, CONCLUSION

5.1 FINDINGS:
The final step of a project is reporting of finding. The finding is given on the basis of analysis
and interpretation of the survey. It processes the main findings that have been observed in the
process of analysis and interpretation.
 Most of the respondents are young their opinion is effective.
 Retail chains are used as a distribution channel for the distribution of products.
 The industry having a effective distribution network.
 The distributors are selected exclusively in the industry.
 Liberal credit policy of the industry will moderately affect the effectiveness of the
distribution of product.
 Most of the distributors are satisfied with the profit margin they are getting in the
industry.
 Most of the dealers/distributors share the cost of promotion at local level in the industry.
 Most of the respondents said distributors play an important role in product innovation.
 Most of the distributors contribute in providing service infrastructure for after sales
service.
 The distributors co-operate with sales personnel in giving feedbacks and other reporting
issues.

5.2 Suggestions:
Suggestions are the thoughts given on the basis of observation of findings to the organization to
implement some of measures to improve their productivity.
 Distributors must provide proper services and solve the customer’s problems effectively.
 Distributors must help in promoting the products which helps industry to occupy market
share.
 Distribution channel of the industry should adopt new techniques for further growth of
the industry.

39
  Proper induction programs must be conducted by the industry to the channel members.

5.3 Conclusion:
I have come out about the industrial history, background of the company and its vision, mission
and quality policy and also organizational structure of the company. I came to realize the about
the dealer/distributors of the industry and also came to understand about the distribution
channels.
I exposed to some practical aspects as compared to theoretical aspects and it is also taught me
about working of an organization. I have got the practical orientation of the functions of various
departments of the company. And I was able to analyze the performance of the company. I came
to the application of theoretical concepts of business decision in the organization.
I had carried out the project on the study on distribution channel to perceive deeper knowledge
about this concept in the company. I had been analyzed about the dealers/distributors of the
industry.
After studying this in detail I started approaching employees and I have been conducted the
survey which would help me in the preparation of the report to the required extent. Finally, I
have gained the knowledge about all round view of the various operations in the company. I got
the awareness about the analysis of the present status and future strategies of the company.

40
 BIBILOGRAPHY

REFERENCE:
Mallen, B. (1973). Functional Spin-off: A Key to Anticipating Change in Distribution Structure.
Journal of Marketing,.

SLaLonde, B., Grabner, J. R., & Robeson, J. F. (1993). Integrated distribution systems: A
management perspective. International Journal of Physical Distribution & Logistics
Management, 23(5).

Frazier, G. L. (2009). Physical Distribution and Channel Management: A knowledge and

Capabilities Perspective. Journal of Supply Chain Management , 23.

Anderson, E., & Coughlan, A. (2002). A channel management: structure, governance and
relationship management. In B. Weitz, & R. Wensley, Handbook of Marketing (pp. 224-247).
London: Sage Publications.

Rosenbloom, B., & Larsen, T. (2008). Wholesalers as Global Marketers. Journal of Marketing
Channels , Vol. 15, n. 1, 235-252.

Gudonaviciene, R., &Alijosiene, S. (2008). The Specific Features of Marketing Channel Design.
Engineering Economics

WEBILOGRAPHY:
WWW.LINKDIN.IN
WWW.GOOGLE.COM
WWW.VISHWABANDHU@GMAIL.COM

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