Distribution Channel net

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A PROJECT REPORT

ON

STUDY OF

Submitted in partial fulfillment of the requirements for the award of

MASTER OF BUSINESS ADMINISTRATION

BYK.Krishnamachary

Roll No: 09E11E0017

Under the esteemed guidance of

P.VIKRANTH KUMAR(ASSOCIATE PROFESSOR, MBA DEPT)

BHARAT INSTITUTE OF ENGINEERNG AND TECHNOLOGY

(NBA ACCREDITED)

(Approved by AICTE, Recognised by the Govt. of AP and Affiliated to JNTU)

Mangalpally (V), Ibrahimpatnam (M), Ranga Reddy District, A.P. 501 510.

2009-2011


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Latter from the new indian express


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Latter from the college


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CERTIFICATE

This is to certify that the project report entitled Distribution channel

management procedure at Mediciti Hospital., Hyderabad, submitted to Jawarharlal

Nehru Technological University in partial fulfillment for the award of degree ofMaster

of Business Administration has carried out by Mr.K.Krishnamacharya bearing

Hall Ticket No: 09E11E0017. Who is a bonafide student ofBharat Institute of

Engineering & Technology, Mangalpally, Ibrahimpatnam,for the academic year 2009-

2011.

Prof. A. Sudhakar Rao

Head of Department BIET Management Studies Project Guide

Submitted for the University Examination held on...

Name of the Examiners

1...................................................... . Signature with date

2......................................................


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DECLARATION

I hereby declare that the project work titled Distribution channel

management submitted by me in partial Fulfillment of the award of the degree of

MASTER OF BUSINESS ADMINISTRATION was done under the guidance of

A.Sudhakar rao HOD, in partial fulfilment for the award of the degree ofMaster of

Business Administration in marketing from Bharat Institute Of Engineering And

Technology affiliated to the Jawaharlal Nehru Technological University and have

not been submitted to any other institute or University for the award of any degree or

diploma.

Place:

Date:

(Mr.K.Krishnamacharya )


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ACKNOWLEDGEMENT

I express my profound thanks to the management ofBHARAT INSTITUTE OF

ENGINEERING & TECHNOLOGY for providing the facilities in carrying this

project.

I am extremely grateful to Mr.A.Sudhakar rao HOD, MBA Department, Project

internal Guide, for his unflinching cooperation throughout the project.

I express my gratitude to Prof. A. Sudhakar Rao, HOD, MBA Department, for

his kind assistance with timely suggestions and indispensable help, whose cooperation

has made this project feasible.

I thank our beloved Principal, Dr. P. Padmanabhamfor giving me permission todo the project at The New Indian Express, Hyderabad.

Last but not the least we thank all the teaching and non-teaching staff members of

MBA Department who directly or indirectly helped us in successful completion of the

project.

Mr.K.Krishnamacharya

(09E11E0017)


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ABSTRACT

The chain of businesses or intermediaries through which a good or service passes until it

reaches the end consumer. A distribution channel can include wholesalers, retailers,

distributors and even the internet. Channels are broken into direct and indirect forms,

with a "direct" channel allowing the consumer to buy the good from the manufacturer and

an "indirect" channel allowing the consumer to buy the good from a wholesaler. Direct

channels are considered "shorter" than "indirect" ones.

Distribution system includes distribution channels. Which are sets of independent

organizations involves in the process of making a product (or) a service available for the

consumption. Distribution network is necessary for smooth flow of goods.

Most businesses use third parties or intermediaries to bring their products to market.

They try to forge a "distribution channel" which can be defined as

"all the organizations through which a product must pass between its point of

production and consumption"


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Index

S.NO CONTENTS

1. CHAPTER1

1.1INTRODUTION TO MARKRETING MANAGEMENT

1.2 OBJECTIVES OF THE STUDY

1.3 NEED OF THE STUDY

1.4 INTRODUCTION DISTRIBUTION CHANNEL

MANAGEMENT

1.5 RESEARCH METHODOLOGIES

2. CHAPTER2

2.0 LITERATURE REVIEW

3. CHAPTER -3

3.0 COMPANY & INDUSTRY PROFILE

4. CHAPTER -4

4.0 ANALYSIS AND INTERPRETATION

5. CHAPTER5

5.1 FINDINGS

5.2 SUGGESTIONS AND RECOMMENDATIOS

BIBLOGRAPHY

ANNEXURE


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LIST OF TABLES AND FIGURES

S.No. Title Page nos

4.1 Dealers relation with THE NEW INDIAN EXPRESS 39

4.2 Dealers feeling about Company Image 40

4.3 To know on which aspects the customer gets more satisfaction 41

4.4 Stock out problems 42

4.5 Dealer satisfaction on supply of NEWSPAPER 43

4.6 Dealers satisfaction on in time deliveries 44

4.7 Customers Awareness 45

4.8 Sales satisfaction 46

4.9 Industry to stock point fright expenses percentage 47


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CHAPTER-I

INTRODUTION TO MARKRETING MANAGEMENT OBJECTIVES OF THE STUDY NEED OF THE STUDY INTRODUCTION DISTRIBUTION CHANNEL MANAGEMENT RESEARCH METHODOLOGY


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Marketing Management

Marketing Management is a business discipline which is focused on the

practical application ofmarketing techniques and the management of a firm's marketing

resources and activities. Rapidly emerging forces ofglobalization have compelled firms

to market beyond the borders of their home country making International marketing

highly significant and an integral part of a firm's marketing strategy. Marketing managers

are often responsible for influencing the level, timing, and composition of customer

demand accepted definition of the term. In part, this is because the role of a marketing

manager can vary significantly based on a business' size, corporate culture, and industry

context. For example, in a large consumer products company, the marketing manager

may act as the overall general manager of his or her assigned product .To create an

effective, cost-efficient Marketing management strategy, firms must possess a detailed,

objective understanding of their own business and the market in which they operate. In

analyzing these issues, the discipline of marketing management often overlaps with the

related discipline ofstrategic planning.
http://en.wikipedia.org/wiki/Marketinghttp://en.wikipedia.org/wiki/Globalizationhttp://en.wikipedia.org/wiki/International_marketinghttp://en.wikipedia.org/wiki/Corporate_culturehttp://en.wikipedia.org/wiki/Industryhttp://en.wikipedia.org/wiki/General_managerhttp://en.wikipedia.org/w/index.php?title=Marketing_management_strategy&action=edit&redlink=1http://en.wikipedia.org/wiki/Objectivehttp://en.wikipedia.org/wiki/Markethttp://en.wikipedia.org/wiki/Strategic_planninghttp://en.wikipedia.org/wiki/Strategic_planninghttp://en.wikipedia.org/wiki/Markethttp://en.wikipedia.org/wiki/Objectivehttp://en.wikipedia.org/w/index.php?title=Marketing_management_strategy&action=edit&redlink=1http://en.wikipedia.org/wiki/General_managerhttp://en.wikipedia.org/wiki/Industryhttp://en.wikipedia.org/wiki/Corporate_culturehttp://en.wikipedia.org/wiki/International_marketinghttp://en.wikipedia.org/wiki/Globalizationhttp://en.wikipedia.org/wiki/Marketing


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Structure

Traditionally, marketing analysis was structured into three areas: Customeranalysis, Company analysis, and Competitor analysis (so-called "3Cs" analysis). More

recently, it has become fashionable in some marketing circles to divide these further into

certain five "Cs": Customer analysis, Company analysis, Collaborator analysis,

Competitor analysis, and analysis of the industry Context.

Customer analysis is to develop a schematic diagram for market segmentation,

breaking down the market into various constituent groups of customers, which are called

customer segments or market segmentation's. Marketing managers work to develop

detailed profiles of each segment, focusing on any number of variables that may differ

among the segments: demographic, psycho graphic, geographic, behavioral, needs-

benefit, and other factors may all be examined. Marketers also attempt to track these

segments' perceptions of the various products in the market using tools such as perceptual

mapping.

In Company analysis, marketers focus on understanding the company's cost

structure and cost position relative to competitors, as well as working to identify a firm's

core competencies and other competitively distinct company resources. Marketing

managers may also work with the accounting department to analyze the profits the firm is

generating from various product lines and customer accounts. The company may also

conduct periodic brand audits to assess the strength of its brands and sources ofbrand

equity.

The firm's collaborators may also be profiled, which may include various

suppliers, distributors and other channel partners, joint venture partners, and others. An

analysis ofcomplementary products may also be performed if such products exist.

Marketing management employs various tools from economics and competitive

strategy to analyze the industry context in which the firm operates. These include Porter's

five forces, analysis ofstrategic groups of competitors, value chain analysis and others.[5]

Depending on the industry, the regulatory context may also be important to examine in

detail.
http://en.wikipedia.org/wiki/Market_segmentationhttp://en.wikipedia.org/wiki/Perceptual_mappinghttp://en.wikipedia.org/wiki/Perceptual_mappinghttp://en.wikipedia.org/wiki/Core_competencehttp://en.wikipedia.org/wiki/Resource-Based_Viewhttp://en.wikipedia.org/wiki/Accountinghttp://en.wikipedia.org/wiki/Profit_%28accounting%29http://en.wikipedia.org/wiki/Product_lininghttp://en.wikipedia.org/w/index.php?title=Brand_audits&action=edit&redlink=1http://en.wikipedia.org/wiki/Brand_equityhttp://en.wikipedia.org/wiki/Brand_equityhttp://en.wikipedia.org/wiki/Distribution_%28business%29http://en.wikipedia.org/wiki/Joint_venturehttp://en.wikipedia.org/wiki/Complement_goodhttp://en.wikipedia.org/wiki/Economicshttp://en.wikipedia.org/wiki/Competitive_strategyhttp://en.wikipedia.org/wiki/Competitive_strategyhttp://en.wikipedia.org/wiki/Porter_5_forces_analysishttp://en.wikipedia.org/wiki/Porter_5_forces_analysishttp://en.wikipedia.org/wiki/Strategic_grouphttp://en.wikipedia.org/wiki/Value_chainhttp://en.wikipedia.org/wiki/Marketing_management#cite_note-PorterCS-4http://en.wikipedia.org/wiki/Marketing_management#cite_note-PorterCS-4http://en.wikipedia.org/wiki/Marketing_management#cite_note-PorterCS-4http://en.wikipedia.org/wiki/Regulationhttp://en.wikipedia.org/wiki/Regulationhttp://en.wikipedia.org/wiki/Marketing_management#cite_note-PorterCS-4http://en.wikipedia.org/wiki/Value_chainhttp://en.wikipedia.org/wiki/Strategic_grouphttp://en.wikipedia.org/wiki/Porter_5_forces_analysishttp://en.wikipedia.org/wiki/Porter_5_forces_analysishttp://en.wikipedia.org/wiki/Competitive_strategyhttp://en.wikipedia.org/wiki/Competitive_strategyhttp://en.wikipedia.org/wiki/Economicshttp://en.wikipedia.org/wiki/Complement_goodhttp://en.wikipedia.org/wiki/Joint_venturehttp://en.wikipedia.org/wiki/Distribution_%28business%29http://en.wikipedia.org/wiki/Brand_equityhttp://en.wikipedia.org/wiki/Brand_equityhttp://en.wikipedia.org/w/index.php?title=Brand_audits&action=edit&redlink=1http://en.wikipedia.org/wiki/Product_lininghttp://en.wikipedia.org/wiki/Profit_%28accounting%29http://en.wikipedia.org/wiki/Accountinghttp://en.wikipedia.org/wiki/Resource-Based_Viewhttp://en.wikipedia.org/wiki/Core_competencehttp://en.wikipedia.org/wiki/Perceptual_mappinghttp://en.wikipedia.org/wiki/Perceptual_mappinghttp://en.wikipedia.org/wiki/Market_segmentation


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In Competitor analysis, marketers build detailed profiles of each competitor in

the market, focusing especially on their relative competitive strengths and weaknesses

using SWOT analysis. Marketing managers will examine each competitor's cost

structure, sources of profits, resources and competencies, competitive positioning and

product differentiation, degree ofvertical integration, historical responses to industry

developments, and other factors.

Marketing management often finds it necessary to invest in research to collect

the data required to perform accurate marketing analysis. As such, they often conduct

market research (alternately marketing research) to obtain this information. Marketers

employ a variety of techniques to conduct market research, but some of the more

common include:

Qualitative marketing research, such as focus groups and various types of interviews

Quantitative marketing research, such as statistical surveys

Experimental techniques such as test markets

Observational techniques such as ethnographic (on-site) observation

Marketing managers may also design and oversee various environmental

scanning and competitive intelligence processes to help identify trends and inform the

company's marketing analysis.

Marketing strategy

If the company has obtained an adequate understanding of the customer base and

its own competitive position in the industry, marketing managers are able to make their

own key strategic decisions and develop a marketing strategy designed to maximize the

revenues and profits of the firm. The selected strategy may aim for any of a variety of

specific objectives, including optimizing short-term unit margins, revenue growth, market

share, long-term profitability, or other goals.

To achieve the desired objectives, marketers typically identify one or more target

customer segments which they intend to pursue. Customer segments are often selected as

targets because they score highly on two dimensions: 1) The segment is attractive to
http://en.wikipedia.org/wiki/SWOT_analysishttp://en.wikipedia.org/wiki/Positioning_%28marketing%29http://en.wikipedia.org/wiki/Product_differentiationhttp://en.wikipedia.org/wiki/Vertical_integrationhttp://en.wikipedia.org/wiki/Market_researchhttp://en.wikipedia.org/wiki/Marketing_researchhttp://en.wikipedia.org/wiki/Qualitative_marketing_researchhttp://en.wikipedia.org/wiki/Focus_groupshttp://en.wikipedia.org/wiki/Quantitative_marketing_researchhttp://en.wikipedia.org/wiki/Statistical_surveyhttp://en.wikipedia.org/wiki/Experimental_techniqueshttp://en.wikipedia.org/wiki/Test_markethttp://en.wikipedia.org/wiki/Observational_techniqueshttp://en.wikipedia.org/wiki/Ethnographyhttp://en.wikipedia.org/wiki/Environmental_scanninghttp://en.wikipedia.org/wiki/Environmental_scanninghttp://en.wikipedia.org/wiki/Competitive_intelligencehttp://en.wikipedia.org/wiki/Marketing_strategyhttp://en.wikipedia.org/wiki/Revenueshttp://en.wikipedia.org/wiki/Profit_%28accounting%29http://en.wikipedia.org/wiki/Market_sharehttp://en.wikipedia.org/wiki/Market_sharehttp://en.wikipedia.org/wiki/Market_sharehttp://en.wikipedia.org/wiki/Market_sharehttp://en.wikipedia.org/wiki/Profit_%28accounting%29http://en.wikipedia.org/wiki/Revenueshttp://en.wikipedia.org/wiki/Marketing_strategyhttp://en.wikipedia.org/wiki/Competitive_intelligencehttp://en.wikipedia.org/wiki/Environmental_scanninghttp://en.wikipedia.org/wiki/Environmental_scanninghttp://en.wikipedia.org/wiki/Ethnographyhttp://en.wikipedia.org/wiki/Observational_techniqueshttp://en.wikipedia.org/wiki/Test_markethttp://en.wikipedia.org/wiki/Experimental_techniqueshttp://en.wikipedia.org/wiki/Statistical_surveyhttp://en.wikipedia.org/wiki/Quantitative_marketing_researchhttp://en.wikipedia.org/wiki/Focus_groupshttp://en.wikipedia.org/wiki/Qualitative_marketing_researchhttp://en.wikipedia.org/wiki/Marketing_researchhttp://en.wikipedia.org/wiki/Market_researchhttp://en.wikipedia.org/wiki/Vertical_integrationhttp://en.wikipedia.org/wiki/Product_differentiationhttp://en.wikipedia.org/wiki/Positioning_%28marketing%29http://en.wikipedia.org/wiki/SWOT_analysis


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serve because it is large, growing, makes frequent purchases, is not price sensitive (i.e. is

willing to pay high prices), or other factors; and 2) The company has the resources and

capabilities to compete for the segment's business, can meet their needs better than the

competition, and can do so profitably.[3]

In fact, a commonly cited definition of marketing

is simply "meeting needs profitably."[6]

The implication of selecting target segments is that the business will

subsequently allocate more resources to acquire and retain customers in the target

segment(s) than it will for other, non-targeted customers. In some cases, the firm may go

so far as to turn away customers who are not in its target segment. The doorman at a

swanky nightclub, for example, may deny entry to unfashionably dressed individuals

because the business has made a strategic decision to target the "high fashion" segment of

nightclub patrons.

In conjunction with targeting decisions, marketing managers will identify the

desired positioning they want the company, product, or brand to occupy in the target

customer's mind. This positioning is often an encapsulation of a key benefit the

company's product or service offers that is differentiated and superior to the benefits

offered by competitive products. For example, Volvo has traditionally positioned its

products in the automobile market in North America in order to be perceived as the

leader in "safety", whereas BMW has traditionally positioned its brand to be perceived as

the leader in "performance."

Ideally, a firm's positioning can be maintained over a long period of time

because the company possesses, or can develop, some form ofsustainable competitive

advantage.[8]The positioning should also be sufficiently relevant to the target segment

such that it will drive the purchasing behavior of target customers.[7]

Implementation planning

The Marketing Metrics Continuum provides a framework for how to categorize

metrics from the tactical to strategic.
http://en.wikipedia.org/wiki/Marketing_management#cite_note-Clancy.26Krieg-2http://en.wikipedia.org/wiki/Marketing_management#cite_note-Clancy.26Krieg-2http://en.wikipedia.org/wiki/Marketing_management#cite_note-Clancy.26Krieg-2http://en.wikipedia.org/wiki/Marketing_management#cite_note-KotlerMM-5http://en.wikipedia.org/wiki/Marketing_management#cite_note-KotlerMM-5http://en.wikipedia.org/wiki/Marketing_management#cite_note-KotlerMM-5http://en.wikipedia.org/wiki/Positioning_%28marketing%29http://en.wikipedia.org/wiki/Product_differentiationhttp://en.wikipedia.org/wiki/Volvo_Carshttp://en.wikipedia.org/wiki/Automobilehttp://en.wikipedia.org/wiki/BMWhttp://en.wikipedia.org/wiki/Sustainable_competitive_advantagehttp://en.wikipedia.org/wiki/Sustainable_competitive_advantagehttp://en.wikipedia.org/wiki/Marketing_management#cite_note-PorterCA-7http://en.wikipedia.org/wiki/Marketing_management#cite_note-PorterCA-7http://en.wikipedia.org/wiki/Marketing_management#cite_note-PorterCA-7http://en.wikipedia.org/wiki/Marketing_management#cite_note-Ries.26Trout-6http://en.wikipedia.org/wiki/Marketing_management#cite_note-Ries.26Trout-6http://en.wikipedia.org/wiki/Marketing_management#cite_note-Ries.26Trout-6http://en.wikipedia.org/wiki/Marketing_management#cite_note-Ries.26Trout-6http://en.wikipedia.org/wiki/Marketing_management#cite_note-PorterCA-7http://en.wikipedia.org/wiki/Sustainable_competitive_advantagehttp://en.wikipedia.org/wiki/Sustainable_competitive_advantagehttp://en.wikipedia.org/wiki/BMWhttp://en.wikipedia.org/wiki/Automobilehttp://en.wikipedia.org/wiki/Volvo_Carshttp://en.wikipedia.org/wiki/Product_differentiationhttp://en.wikipedia.org/wiki/Positioning_%28marketing%29http://en.wikipedia.org/wiki/Marketing_management#cite_note-KotlerMM-5http://en.wikipedia.org/wiki/Marketing_management#cite_note-Clancy.26Krieg-2


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After the firm's strategic objectives have been identified, the target market

selected, and the desired positioning for the company, product or brand has been

determined, marketing managers focus on how to best implement the chosen strategy.

Traditionally, this has involved implementation planning across the "4Ps" of marketing:

Product management, Pricing (at what price slot do you position your product, for e-g

low, medium or high price), Place (the place/area where you are going to be selling your

products, it could be local, regional, country wide or International) (i.e. sales and

distribution channels), and People. Now a new P has been added making it a total of 5P's.

The 5th P is Politics which affects marketing in a significant way.

Taken together, the company's implementation choices across the 4(5)Ps are

often described as the marketing mix, meaning the mix of elements the business will

employ to "go to market" and execute the marketing strategy. The overall goal for the

marketing mix is to consistently deliver a compelling value proposition that reinforces the

firm's chosen positioning, builds customer loyalty and brand equity among target

customers, and achieves the firm's marketing and financial objectives.

In many cases, marketing management will develop a marketing plan to specify

how the company will execute the chosen strategy and achieve the business' objectives.

The content of marketing plans varies from firm to firm, but commonly includes:

An executive summary

Situation analysis to summarize facts and insights gained from market research and

marketing analysis

The company's mission statement or long-term strategic vision

A statement of the company's key objectives, often subdivided into marketing objectives

and financial objectives

The marketing strategy the business has chosen, specifying the target segments to be

pursued and the competitive positioning to be achieved

Implementation choices for each element of the marketing mix (the 4(5)Ps)

Project, process, and vendor management

Once the key implementation initiatives have been identified, marketing

managers work to oversee the execution of the marketing plan. Marketing executives
http://en.wikipedia.org/wiki/Product_managementhttp://en.wikipedia.org/wiki/Distribution_%28business%29http://en.wikipedia.org/w/index.php?title=People,_you_have_to_identify_the_people_you_are_going_to_target,_for_e.g_you_cannot_try_to_sell_an_arab_robe_to_a_non_arab_population._%28marketing%29&action=edit&redlink=1http://en.wikipedia.org/wiki/Marketing_mixhttp://en.wikipedia.org/wiki/Go_to_markethttp://en.wikipedia.org/wiki/Value_propositionhttp://en.wikipedia.org/wiki/Customer_loyaltyhttp://en.wikipedia.org/wiki/Brand_equityhttp://en.wikipedia.org/wiki/Marketing_planhttp://en.wikipedia.org/wiki/Marketing_planhttp://en.wikipedia.org/wiki/Brand_equityhttp://en.wikipedia.org/wiki/Customer_loyaltyhttp://en.wikipedia.org/wiki/Value_propositionhttp://en.wikipedia.org/wiki/Go_to_markethttp://en.wikipedia.org/wiki/Marketing_mixhttp://en.wikipedia.org/w/index.php?title=People,_you_have_to_identify_the_people_you_are_going_to_target,_for_e.g_you_cannot_try_to_sell_an_arab_robe_to_a_non_arab_population._%28marketing%29&action=edit&redlink=1http://en.wikipedia.org/wiki/Distribution_%28business%29http://en.wikipedia.org/wiki/Product_management


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may therefore manage any number of specific projects, such as sales force management

initiatives, product development efforts, channel marketing programs and the execution

ofpublic relations and advertising campaigns. Marketers use a variety ofproject

management techniques to ensure projects achieve their objectives while keeping to

established schedules and budgets.

More broadly, marketing managers work to design and improve the effectiveness

of core marketing processes, such as new product development, brand management,

marketing communications, and pricing. Marketers may employ the tools ofbusiness

process reengineering to ensure these processes are properly designed, and use a variety

ofprocess management techniques to keep them operating smoothly.

Effective execution may require management of both internal resources and a

variety of external vendors and service providers, such as the firm's advertising agency.

Marketers may therefore coordinate with the company's Purchasing department on the

procurement of these services. Under the area of marketing agency management (i.e.

working with external marketing agencies and suppliers) are techniques such as agency

performance evaluation, scope of work, incentive compensation, RFx's and storage of

agency information in a supplier database.

Organizational management and leadership

Marketing management may spend a fair amount of time building or maintaininga marketing orientation for the business. Achieving a market orientation, also known as

"customer focus" or the "marketing concept", requires building consensus at the senior

management level and then driving customer focus down into the organization. Cultural

barriers may exist in a given business unit or functional area that the marketing manager

must address in order to achieve this goal. Additionally, marketing executives often act as

a "brand champion" and work to enforce corporate identity standards across the

enterprise.

In larger organizations, especially those with multiple business units, top

marketing managers may need to coordinate across several marketing departments and

also resources from finance, research and development, engineering, operations,

manufacturing, or other functional areas to implement the marketing plan. In order to
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effectively manage these resources, marketing executives may need to spend much of

their time focused on political issues and inte-departmental negotiations.

The effectiveness of a marketing manager may therefore depend on his or her

ability to make the internal "sale" of various marketing programs equally as much as the

external customer's reaction to such programs.

Reporting, measurement, feedback and control systems

Marketing management employs a variety of metrics to measure progress against

objectives. It is the responsibility of marketing managersin the marketing department

or elsewhereto ensure that the execution of marketing programs achieves the desired

objectives and does so in a cost-efficient manner.

Marketing management therefore often makes use of various organizational

control systems, such as sales forecasts, sales force and reseller incentive programs, sales

force management systems, and customer relationship management tools (CRM).

Recently, some software vendors have begun using the term "marketing operations

management" or "marketing resource management" to describe systems that facilitate an

integrated approach for controlling marketing resources. In some cases, these efforts may

be linked to various supply chain management systems, such as enterprise resource

planning (ERP), material requirements planning (MRP), efficient consumer response

(ECR), and inventory management systems.

Measuring the return on investment (ROI) of and marketing effectiveness

various marketing initiatives is a significant problem for marketing management. Various

market research, accounting and financial tools are used to help estimate the ROI of

marketing investments. Brand valuation, for example, attempts to identify the percentage

of a company's market value that is generated by the company's brands, and thereby

estimate the financial value of specific investments in brand equity. Another technique,

integrated marketing communications (IMC), is a CRM database-driven approach that

attempts to estimate the value of marketing mix executions based on the changes in

customer behavior these executions generate.
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OBJECTIVES OF THE STUDY :-

Primary objective:

To study the nature and importance of distribution channel management in THE NEW

INDIAN EXPRESS.

Secondary objective:

To study various factors and determinants and outcomes of distribution channel

management.

To suggest factors that might improve distribution channel management.

To acknowledge strategies of the employees.

To offer suggestion in building effective channel strategy to THE NEW INDIAN

EXPRESS.

NEED FOR THE STUDY


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The primary reason for studying the distribution channel management in

newspaper industry is to practice undertaken by the organization with THE NEW

INDIAN EXPRESS changing technology & skilled and qualified staffing ,its need to pay

attention towards distribution channel &how it is effecting India &also the organization.

Distributions are also one of the important functions in marketing. Through distribution

only one company can sell its products. Here the distribution channels contain the

dealers. Who are very near to the customers and act as middlemen between the

organizations.

Distribution system includes distribution channels. Which are sets of independent

organizations involves in the process of making a product (or) a service available for the

consumption. Distribution network is necessary for smooth flow of goods.

SCOPE OF THE STUDY

The study aims to measure satisfaction level of the dealers regarding THE NEW

INDIAN EXPRESS . The area within which the study was conducted regarding the

information the primary data is collected in the form of questionnaire collected from thedealers in Rangareddy district. To sum up the project had within the scope of the study in

the area of DISTRIBUTION CHANNEL of THE NEW INDIAN EXPRESS dealers

in Rangareddy district for a particular time (JAN-FEB 2010)

The news and features are recorded on the newspaper.

So they can be accessed whenever necessary and can be discussed elaborately.

Newspapers reach remote areas where the other media is not

accessible.

The local news and information locally can cover more properly in

the news papers.

The items like application formats, examinations results etc. can be given only

through the newspapers.


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Newspapers are the cheapest medium for advertisers to reach a

large number of people.

The newspaper can be expended in terms of pages to

accommodate more news, give extra supplements and other

feature.

The newspaper can give news, information and advertisements at the same time

on the same page. This enables different people to

access different item or features at the same time.

Distribution and Channel Management

Introduction :

Distribution (or "Place") is the fourth traditional element of the marketing mix. The other

three are Product, Price and Promotion.

The Nature of Distribution Channels

Most businesses use third parties or intermediaries to bring their products to market.

They try to forge a "distribution channel" which can be defined as

"all the organizations through which a product must pass between its point of

production and consumption"

Why does a business give the job of selling its products to intermediaries? After all, using

intermediarys means giving up some control over how products are sold and who they

are sold to.

The answer lies in efficiency of distribution costs. Intermediaries are specialists in

selling. They have the contacts, experience and scale of operation which means that

greater sales can be achieved than if the producing business tried run a sales operation

itself.

Functions of a Distribution Channel


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The main function of a distribution channel is to provide a link between production and

consumption. Organizations that form any particular distribution channel perform many

key functions:

Information Gathering and distributing market research and intelligence -

important for marketing planning

Promotion Developing and spreading communications about offers

Contact Finding and communicating with prospective buyers

Matching Adjusting the offer to fit a buyer's needs, including grading,

assembling and packaging

Negotiation Reaching agreement on price and other terms of the offer

Physical distributionTransporting and storing goods

Financing Acquiring and using funds to cover the costs of the distribution

channel

Risk taking Assuming some commercial risks by operating the channel (e.g.

holding stock)

All of the above functions need to be undertaken in any market. The question is - who

performs them and how many levels there need to be in the distribution channel in order

to make it cost effective.

Numbers of Distribution Channel Levels

Each layer of marketing intermediaries that performs some work in bringing the product

to its final buyer is a "channel level". The figure below shows some examples of channel

levels for consumer marketing channels:


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In the figure above, Channel 1 is called a "direct-marketing" channel, since it has no

intermediary levels. In this case the manufacturer sells directly to customers. An example

of a direct marketing channel would be a factory outlet store. Many holiday companies

also market direct to consumers, bypassing a traditional retail intermediary - the travel

agent.

The remaining channels are "indirect-marketing channels".

Channel 2 contains one intermediary. In consumer markets, this is typically a retailer.

The consumer electrical goods market in the UK is typical of this arrangement whereby

producers such as Sony, Panasonic, Canon etc. sell their goods directly to large retailers

such as Comet, Dixons and Currys which then sell the goods to the final consumers.

Channel 3 contains two intermediary levels - a wholesaler and a retailer. A wholesaler

typically buys and stores large quantities of several producers goods and then breaks into

the bulk deliveries to supply retailers with smaller quantities. For small retailers with

limited order quantities, the use of wholesalers makes economic sense. This arrangement

tends to work best where the retail channel is fragmented - i.e. not dominated by a small

number of large, powerful retailers who have an incentive to cut out the wholesaler. A

good example of this channel arrangement in the UK is the distribution of drugs.


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RESEARCH METHODOLOGY

The Market research project was carried out in two phases. In the first phase

primary data was collected from the customers through questionnaires (direct,

telephonic and mailed) prepared for the purpose. The second phase consisted of

analyzing the Primary data with SPSS tool a n d d o e s t h e findings and Analysis. For

this purpose there is a kind of methodology adopted to ease the purpose of the study.

Steps:

Research design,

Sampling methods,

Questionnaire,

Data analyses and interpretation.

Research Design

Data collection:

Data is empowered information about the problem chosen. It is considered as raw

material used in the interpretation part of the project work which is used to find out the

hidden problem of the chosen topic. Thus the collected data is analyzed and interpreted to

find out the exact reason for the problem and to give out appropriate suggestions toovercome the problem. So in order to carry out the analysis and interpretation as part of

project work data collection with relevance to the problem chosen is essential. Data is

collected in two ways:

Primary data:

The questionnaire is designed & circulated to personnel across the company out of

which we are received and it was aimed to study the satisfactory level of employees in an

organization at both supervisory and executive levels in the organization. The

questionnaire and observation is used as the primary data in this report.


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Questionnaire:

Under this method a well-structured questionnaire is prepared covered all aspects with

respect to the related topic. This may contain both open and close ended questions. The

open-ended are those where the respondent are free to give their options. While in close-

ended the respondent has to answer the questions with in choice specify by the richer. By

distributing it to the respondents the data is collected.

b) Observation: here observing the activities being performed by the organization

collected data. Focus should be on the employees who are not satisfied and would leave

the organization based on various reasons. Secondarydata: the data that is already

written and has gone through some prior statistical analysis. This data can be collected

from various data banks, internet downloads, business periodicals, annual reports of the

company etc.

As to meet the set objectives, the personnel manual has been use to get the information

regarding the system and structures existing.

Browsed through several websites to gather further information and journal on HR have

been studied to help in understanding the basic principle.

Samplingplan: sampling is the technique where a small sample would be considered

and each of them would be considered as the universe. This method is used over the

survey method because of its many advantages.

In this project the size of the universe is around 70 out of which my sample

size representing the universe was 50. The sampling method used was random method. It

will be selected from the universe at random. The sample elements need not be related to

each other.

Sampleunit: people belonging to all designation.

Samplesize: The sample size for the study is 100.


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Sampletechnique: This technique used was simple random sampling.

Methodofanalysis: A statistical technique used for the analysis of questionnaire in

percentile analysis and is represented with the use of tables and pie chart


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CHAPTER-II

LITERATURE REVIEW


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INTRODUCTION

Newspaper Circulation & Distribution

A newspapers circulation is the number of copies it distributes on an average day.

Newspaper circulation rates are currently experiencing a downward trend. Circulation is

one of the principal factors used to set advertising rates. Circulation is not always the

same as copies sold, often called paid circulation, since some newspapers are distributed

without cost to the reader. Readership figures are usually higher than circulation figures

because of the assumption that a typical copy of the newspaper is read by more than one

person.

Problem Definition Process

To study the Distribution system of The New Indian Express newspaper and the process

concerned before it reaches the customer

Study of Distribution Process Distribution Process of The New Indian Expressnewspaper

1) The newspaper sales involve distributing highly perishable products under

severe time constraints.

2) The printed newspapers have to be dispatched to various distributors across the

region. Transportation is normally through private contract carriers within local

area, public transport in case of longer distances and through couriers in other cases.

3) The newspaper distributor has the rights to distribute the newspaper in his area. The

revenue of the newspaper distributor is based on a commission on the sal e of every

newspaper. The circulation is normally through salesmen appointed and salaried by

the distributors, who in turn pass it on to hawkers.


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4) Hawkers, vendors and book stall owners are the last link of the supply chain before

newspaper reaches readers. The hawkers remuneration is also normally based on the

commission system an generally the highest in the entire supply chain.

5) Responsiveness and efficiency play an important role in

newspaper distribution channel. Responsiveness includes supply chain' stability

to respond to wide a range of quantity demanded (due to de man d fluctu at ion s) an d

me et sh or t le ad ti me s . On th e ot he r hand efficiency is the cost of making and

delivering the newspaper to the reader.

1) Distribution of newspapers is based on number of drop points that area

serves. In Bangalore The new Indian Express operates at 140 Drop points with

each drop point being administrated and managed by respective Distributive Executives.

2) Number of Circulations differs for each Distribution drop point based on demand.

3) Distribution Process:

Logistics: The newspapers were supplied to var ious points of sale were through

delivery vans.

Distribution point Segregation: The paper supplied in the vans are thencollected and segregated in the distribution point

*Distributor, Agents and Sub Agents Handling: The distributor supplies the

segregated paper to the agents and then the agents to the sub agents.

Haw ker s: T he ha wker i.e .; t he mi ddl e men take the se p aper sand distribute

to the houses with the help of newspaper boys.

Household and Newspaper Mart: Newspaper supplied to the households is

thorough hawkers and the newspaper mart gets paper straight from the agents or sub

agents.


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PRESENT SCENARIO OF NEWSPAPER INDUSTRY

The industry has achieved a point where the public feels that newspaper is must for the

society and the welfare of the society and not for profits. The industry is affected by two

main sections. The government and its working and paper industry through which it gets

the necessary input resources i.e. the newsprint. The Government controls the price and

quota of newsprint given to the respective newspaper organizations.

The competition both from other players in the market but also from the other media. The

economic and social factors that affect the industry are the literary rate the per capita

income, the average time spent on reading attitude of the public about particular

newspaper. In the present day the industry is at a very slow growth with the individual

organizations reaching maturity in their business life cycles. The newsprint produced in

the country is costlier because of which most of newsprint is imported. Hence an increase

or decrease in the import tariffs would also affect the newspaper industry.

In order to study the present scenario of the NIE the activities of production, Finance,

Human Resource and Marketing have been considered.

PRODUCTION PROCESS:

The production of the newspaper is carried out at the greatest speed when all production

stops at the most of the other industries. The hectic activity starts at about 9:30 PM and

ends at 3:30 AM, Coordination play an important role in the newspaper industry. The

various departments that co-ordinate in bringing out the product is as follows:

FINANCE DEPARTMENT:

There are not much of activities with respect to finance that takes place. In the various

units spread out in the state most of the decisions the executive who reside at the

corporate. The NIE at Hyderabad was set up by the corporate officer with all the

machinery and its structure. The price of the newspaper is less than the cost of its

production. This gap is filled in for the revenue that the organization gets in the form of

advertisements.


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The agents collect the actual circulation revenue and submit to the marketing department.

In turn it is passed over to the accounts department. Billing activities are carried out by

the marketing department. Since the inflow of advertisements is seasonal and the profits

are calculated yearly.

HUMAN RESOURCE:

NIE unit at VSP has a work force of 96 of which 6 of them are in

Management levels. The regular working staff is divided into clerical,

Marketing and editing staff. The general working hours for the clerical staff is 9:30 AM

to 5:00 PM. The editorial staff start their work at about 6:30 PM and finishes at about

3:00 AM the next day. There are about members in the NIE editorial section.

The sales organization is headed by the sales manager (marketing). Under him are the

circulation inspectors. They are two in number one sales officers. They are followed by

the field sales promoters. The sales promoters are both promoters and temporary. There

are about 10 sales promoters. The sales promoters work in teams. The average working

hours per day is 5 hours. The sales promoters are two in number one as sales officer and

other as asst sales officer, they are followed.

MARKETING DEPARTMENT:

In this department they mainly concentrate on the Marketing Mix like the Product,

Price, Place and Promotion.

PRODUCT:

The product from the newspaper industry is the newspaper which in itself carries features

like news, information, advertisements and entertainment. Each the paper covers these four

important aspects in varying proportions. The NIE at Hyderabad publishes English

newspaper.


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PRICE:

The sales of any product are based on price compared to other factors it plays a major

role in buying a product. The prices were reduced in paper industry in Oct 2000 when

will India reduced its price to Rs. 1.50p with this all English newspapers, in the

industry were forced to cut down their prices in order to survive in the competition.

Even though the prices were reduced all the papers were maintaining the same number of

pages and supplements for the same reduced price. With the reduction in prices all the

papers circulation has also increased tremendously. When compared with last two

decades, readership percentage increases abnormally within a time span of 5 months.

Even though the company had spent lots of money on publicity earlier, growth

percentage increased just above 10%. After the price slash, even without publicity, the

market has seen a tremendous growth rate of 4000 in its circulation. In 1980 the price of

the paper in weekdays was Rs.0.30p and for Sunday it is Rs.0.40p. In Jan 2000, price of

the paper in weekdays is Rs.1.00 and for Sundays it is Rs2.50. From March these prices

are increased to Rs.2.50 for weekdays and 3.00 for Sunday.

After the reduction of price by Times of India, NIE this is also found in the survey that

the circulation of the paper has increased because readers were subscribing only one

paper before the press cut. After reducing the price people are subscribing for more than

one paper.

PROMOTION:

Newspaper is a media that promotes other business. Naturally it does not for excessive

promotion of itself. NIE Hyderabad, promotion is done by marker into urban and rural

semi-urban, market the sponsorship. In the rural areas the slides are used which are show

in the theatres. The use of stockers are painting is also used for promotion.

CLASSIFICATION OF NEWSPAPER:

Newspapers can be defined as a tangible media that is used in mass communication

through which the receiver is made aware of the latest news, information and the related

topic perceived as important by the editorial personnel of the newspaper. The newspapers


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can be classified on the basis of ownership, on the basis of circulation, on the basis of

frequency of editions, on the basis of subjects dealt.

LIMITATIONS OF NEWS PAPERS

The market has to be literate and able to understand difficult

sentences.

The subscription is a regular expense i.e. the customer has to pay for every month

The time of delivery and its value becomes more as the day goes by.

The price of the newspaper is less than the cost of production.

Hot news cannot be given immediately and the readers have to wait till the next

morning.

Effort has to be put in by the reader to read the news paper.

The newspaper is geographically oriented.

Journalism is not literature and is short lived.

The interference of the press into the private lives of individuals, both high and low

is criticized.

In places where here is no freedom of press the newspapers

becomes mere tools of the government.

INDUSTRY VISION STATEMENT

Newspapers serve our democratic society by vigilantly protecting the peoples right to

know. Newspapers are leaders in providing news, editorial comment, information and

advertising. Newspapers will remain vital and sustain their vigilance by Investing

energy and resources to strengthen their value to readers and advertisers Continuing to be

the most comprehensive source of gathering, organizing and presenting news and

information Pioneering businesses that anticipate and meet the changing needs and

desires of consumers and marketers Attracting, retaining and advancing a talented,

creative and diverse workforce.


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VISION STATEMENT OF NEW INDIAN EXPRESS:

Create a Vibrant organization Perfect the functioning of all the parts Focus on the success of the whole company Release the enthusiasm of our people Tune-in to the live ends of the evolving society Convert every challenge into an opportunity

STATISTICAL INFORMATION OF NIE

Advertisement Revenue - 10 Cores per annum

Circulation - 3 lakhs per day in south

Turnover - 12.5 Cores per month

Turnover for 2008 - 120 cores




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Chapter-III COMPANY PROFILE


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INDUSTRY PROFILE

Indian Newspaper Industry Researchers have discovered a place where the

newspaper, a threatened species in parts of the world, is thriving. In most parts of the

world the age old newspaper industry is fighting a losing battle to the online news

sources and in most parts surrendering to it. However, in India, home to 1.1 billion

people, not only is the press in robust health, but its growing at an astonishing rate.

From 2005 to 2006, nearly2,100 newspapers debuted in India, joining 60,000

circulating. India is a country with an expanding middle class and a booming economy,

which have fuelled an explosion in consumer spending and advertising. The illiteracy

ratethough stubbornly high at an estimated 35 percent gradually is coming down. In

New Delhi and Mumbai, about 80 percent of residents age 7 and older can read and write.

Meanwhile, Internet penetration remains marginal, despite Indias reputations an

information-technology powerhouse. Only a sliver of the population, mostly

well-heeled urbanites, can afford home computers and high-speed Internet access.

Helping newspaper circulation are newsstand prices that rarely exceed 3rupees

a copy, the equivalent of about 7 cents. A vicious price war several years ago

suppressed prices. But thanks in part to the surge in advertising, only fournewspapers out of more than 60,000 ceased publication between 2005 and 2006,

according to the official Registrar for Newspapers in India. With blogging coming in

vogue, it has to be seen whether the Indian newspaper industry will reach a saturation

point remains to be seen.


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COMPANY

The New Indian Express Group

The Indian Express is an Indian newspaper owned by Ramnath Goenka started in 1931

by Chennai based Veradharajulu Naidu. After his death the group was split in 1999

am on g h is fam il y m emb er s i n t o t wo wi th th e southern edit ions taking

the name The New Indian Express, while the old Indian Express name was retained

in the northern editions based in Mumbai with a prefix "The". It is published in all

major Indian cities. It is a major and respected Indian newspaper with a worldwide

circulation. The Indian Express is owned by the Indian Express Group with

Vivek Goenka as the Chairman and Managing Director. The group also owns

other Newspapers in India such as the Financial Express, a newspaper focused on the

Indian economy, stock markets, and fiscal policies. The group has other publications

such as Scree n weekl y focuse d on e ntertai nment ne ws, t he Marathi-

language daily Loksatta, and the Hindi daily Jansatta. The group also runs the Business

Publication Division. This division publishes and prints out of its headquarters at

Nariman Point in Mumbai a series of B2B magazines such as Express Computer,

Express Travel World(formerly called Travel and Tourism), Express Pharma(formerly Express Pharma Pulse), Express Hospitality (formerly Express

Hotelier & Caterer),the IT-focus ed Networ k Magazin e, CIO Decis ions,

Exp res s He al thc ar e Management and the newly launched business magazine

Express Channel Business. The Business Publications Division (BPD) has also

ventured into organizing events and exhibitions such as Express World. The event is a

mix of hospitality, tra vel and hea lthc are . BPD also cond ucts even ts on IT

an d organizes exhibitions for other parties. In September 2006, BPD's Express

Travel World organized the exhibit ion for Travel A gents Association

of India (TAAI) 55th annual convention in Hyderabad. The Screen Awards,

initiated by Ananya Goenka, is focused on films in India. The awards attempt to

position themselves as India's first awards that are g i v e n by the film fraternity to


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the film fraternity by way of a jury, as opposed to the other " popul ar" aw ards su ch

as F ilm fare and Zee Cin e Awards.

The New Indian Express Newspaper

The New Indian Express is a newspaper with its head office based in Chennai in south

India. It was started in 1932 as the Indian Express, under the ownership of

Chennai-based Veradharajulu Naidu. Following the death of the then owner

Ramnath Goenka in 1991, the Goenka's family split the group into two

separate companies. The northern editi ons, headquartered in Mumbai, retained

and renamed Indian Express into The Indian Express title, while the southern

editions became The New Indian Express. The two newspapers used to share

articles till early 2008but they are now very much different corporate entities.

The newspaper is known for its intrepid and anti-establishment tone.

Editions:

The New Indian Express is now published from all major cities in Andhra

Pradesh, Karnataka, Tamil Nadu and Kerala besides Orissa, including Chennai,

Coimbatore, Hyderabad, Bangalore, Kochi and Bhubaneswar. In total, it publishes from

22 centers in the south. It a l s o publishes city supplement known as Espresso which

covers the local news of each city.

Supplements:

Its various supplements, which appear on a weekly or fortnightly basis, include pullouts

on career and education called Edex. Also a special supplement for Saturday edition

by name Zeitgeist i s being published after its re launch in 2008. The Sunday

magazines are i witness and I witness 2.


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Pricing & Circulation:

The New Indian Express Newspaper is priced at 2 Rs/copy in weekdays and3 Rs/copy in

weekends. It has a daily circulation of 6 lacs copies in different states of India

Major Competitors & Market Share:

The New Indian Express faces a competition from the other daily newspapers in

the region in which the major players are The Times of India, The Hindu, Deccan Herald

and Deccan Chronicle. The marketing strategies of The Times of India, Deccan Herald

and Deccan Chronicle and the brand loyalty for The Hindu adds, and these were the

serious issues to be considered. Considering the market share, The Times of India is the

leader in the market followed by Hindu and Deccan Herald, The New Indian Express

having the third position.


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Chapter-IV

DATA ANALYSIS & INTERPRETATION


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Table -1

Dealers relation with THE NEW INDIAN EXPRESS

Business experience Number of respondents Percentage


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Table-2

Dealers feeling about Company Image

Dealers Opinion Number of respondents Percentage

Highly satisfied 15 30

Satisfied 30 60

Neutral 5 10

Dissatisfied 0 0

Others 0 0

Total 50 100

Inference:-

30% of the dealers falling highly satisfied about companied image and 60%of the dealers

were feeling moderately satisfied, 10% of the dealers were feeling satisfied about

companies image.

Number of respondents

Highly satisfied

Satisfied

Neutral

Dissatisfied

Others


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Table-3

To know on which aspects the customer gets more satisfaction

Dealers opinion Number of respondents Percentage

Brand name 6 12

Price 2 4

Quality 38 76

Usages 4 8

Others 0 0

Total 50 100

Inference: -

Majority of the respondents are gibing fist preference to quality, second preference to

brand name, then followed by product, usage and price.

0

10

20

30

40

50

60

70

80

Brand

name

Price Quality Usages Others


Percentage


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Table-4

Stock out problems

Dealers opinion Number of respondents Percentage

Frequently 0 0

Rarely 5 10

No 45 90

Total 50 100

Inference: -

90% of the dealers are getting satisfied with the supply ofTHE NEW INDIAN

EXPRESS by expressing that they do not come across stock out problem.

0%

10%

90%


Frequently Rarely No


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Table-5

Dealer satisfaction on supply of NEWSPAPER

Dealers Opinion No. of. Respondents Percentage


Moderately satisfied 12 24

Satisfied 24 48

Dissatisfied 2 4

Highly dissatisfied 0 0

Total 50 100

Inference:

48% of the dealers are satisfying by the supply and 24% moderately satisfying, 24%

highly satisfied and 2% dissatisfied.

0

10

20

30

40

50

60

No. of. Respondents

Percentage


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Table-6

Dealers satisfaction on in time deliveries

Dealers opinion No. Of. Respondents Percentage



Satisfied 32 64

Dissatisfied 0 0


Total 50 100

Inference:-The majority of the dealers are satisfied with the mode of dispatch by the

company.

Highly satisfied

4%

Moderately

satisfied

32%

Satisfied

64%

Dissatisfied

0%Highly

dissatisfied

0%

No. Of. Respondents


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Table-7

Customers Awareness


Advertisement 19 38

Campaign 4 8

Dealer 27 54

Others 0 0

Total 50 100

Inference:-

The above table shows that 54% respondents are saying that dealers play majors in

customers awareness about the product. And 38% of respondents are stating that

advertisement is second highest promotional activity to create awareness in the minds of

customer.

0

10

20

30

40

50

60

No. Of. Respondents

Percentage


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Table-8

Sales satisfaction

Dealers opinion No. of. Respondents Percentage



Satisfied 30 60

Dissatisfied 0 0


Total 50 100

Inference:-

60% of the dealers are satisfying the sale newspaper following 22% if the dealers

moderately satisfied, 18% of the dealers were highly satisfied.

No. of. Respondents

Highly satisfied

Moderately satisfied

Satisfied

Dissatisfied

Highly dissatisfied


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Table-9

Industry to stock point fright expenses percentage


2% 30 60

3% 10 20

4% 8 16

5% 2 4

Total 50 100

Inference: - The dealers are incurs very less fright charges representing 2%, to receive

goods from company to your stock point.

0%

1000%

2000%

3000%

4000%

5000%

6000%

7000%

1 2 3 4

Dealers opinion

No. Of. Respondents

Percentage


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Chapter-V FINDINGS & SUGGESTIONS


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FINDINGS

Majority of the dealers having 3 to 6 years experience, and less number of dealers having

above 6 years experience.

Majority of dealers just satisfied about the companys image, remaining are neutral,

Highly satisfied.

Majority of the customers satisfying about the quality of the product next preference

given brand name followed by usages, price.

The entire dealers were saying they do not face any difficulties to deal with the customers

to selling the product.

Majority of the dealers satisfying with the supply from the company and very few

members satisfied, dissatisfied.

Majority of the dealers satisfied with the mode of dispatch by the company. And few

members were moderately satisfied, highly satisfied.


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SUGGESTIONS

If possible increase the quality of the product and reduce the price.

Company and dealers should try to maintain customer good relationship as muchas the possible.

Try to provide discounts to dealers and credit facilities.

Time to time delivery to customers.

To maintain good relation with customers.

Quality of newspaper must be increased.

To create awareness about the company, using of various ways of promotionalactivities such as advertisement, to maintain the better relation with dealers.


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Questionnaire

Name of the shop : Date :

Name of the proprietor: Ph No :

District : Signature:

_________________________________________________________________

1) How long have you been dealing with THE NEW INDIAN EXPRESS?

a)


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d) Dissatisfied e) highly dissatisfied

6) In time delivery is very important for better serving the market. In this connection are

you satisfied with the mode of dispatch by the company?

a) Highly satisfied b) moderately satisfied c) Satisfied

d) Dissatisfied e) highly dissatisfied

7) According to you most of the customers are aware of THE NEW INDIAN EXPRESS

through

a) Advertisement b) Campaign c) Dealer

d) Others

8) Do you satisfy with the NEW INDIAN EXPRESS?

a) Highly satisfied b) moderately satisfied c) Satisfied

d) Dissatisfied e) Highly dissatisfied

9) At what percent are you satisfied with the commission of the company?

a) 2% b) 3% c) 4% d) 5%


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Bibliography

BOOKS & AUTHORS

Phillipkotler,2003Marketing Mgmt, T.M.H, New Delhi (12th EDITION)

Levin & Kirpatric, Quantitative Techniques For M.B.A, Tata McGraw Hill-1985

Websites:

www.marketing.org

www.estrategicmarketing.com

www.marketingprofs.com

www.btobonline.com

Www.indianexpress.com

Www.expressbuzz.com
http://www.marketing.org/http://www.marketing.org/http://www.estrategicmarketing.com/http://www.estrategicmarketing.com/http://www.marketingprofs.com/http://www.marketingprofs.com/http://www.btobonline.com/http://www.btobonline.com/http://www.indianexpress.com/http://www.indianexpress.com/http://www.expressbuzz.com/http://www.expressbuzz.com/http://www.expressbuzz.com/http://www.indianexpress.com/http://www.btobonline.com/http://www.marketingprofs.com/http://www.estrategicmarketing.com/http://www.marketing.org/

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