Final Grand

8/6/2019 Final Grand

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CONTENTS

Sr. No. PARTICULARS Page No.

1 EXECUTIVE SUMMARY 2

2 ABOUT THE PLASTIC INDUSTRY 3

3 COMPANY PROFILE 7

4 THEORETICAL BACKGROUND OF THE STUDY 16

5 OBJECTIVE,LIMITATION, METHODOLOGY 20

6 ANALYSIS OF THE STUDY 22

7 FINDINGS OF THE STUDY 38

8 RECOMENDATION 40

9 CONCLUSION 42

10 APPENDIX 43

11 BIBLIOGRAPHY 47


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Executive Summary

Sintex Industry is one of the major players of plastic products in India, It is the market leader inthe manufacturing of water tanks, in the water tank segment market. At present there are many

players in the water tank market who are having there small brands of water tank, There is aimmense competition in the market especially in Gujarat,

The study of project revolves around the study of channel partners of Sintex water tank inAhmedabad city. The project holds great importance because for any successful operation ofbusiness the channel structure must have no flaw and there must be a smooth flow of operationtill the product reaches the end consumer through the existing channel system,

Thus main aim of the study is to find out the factors which are affecting the existing channelsystem.


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About Plastic Industry

The plastic industry of India has a big market potentiality and is gradually prospering. This

potentiality of the market will surely actuate the entrepreneurs to invest in this industry.

Entrepreneurs are trying to provide high quality plasticproducts, so that it becomes a booming

industry.

Some associatedindustries

The potentiality of plastic industry India propels other associated industries to grow side by side.

One of such growing industry is petrochemical industry. Both these industries are reciprocal to

each other. The petrochemical industry facilitates the plastic industry to produce plastic products

that will meet the domestic demand as well as that of the overseas market

Finished products of plastic industry Indi

The plastic processing industry consist of over 30,000 units which are producing a wide range of

plastic products through the process of injection molding, then blow molding, extrusion, and

finally calendaring. Some of the common markets are

-End user markets: These are the plastic products basically used for domestic purposes. Some of

the end user plastic products are plastic balls, plastic bags, polypropylene bags, polyethylene

bags, plastic barrels, plastic caps, plastic bottles,

-Appliances: These are basically the plastic mechanical components

Some other industries, where plastic materials are used are automotive, building & construction,

electrical and electronics, industrial, medical, packaging, transportation etc.

Strategies of plastic industry India

The government of India is trying to set up the economic reforms to elevate and boost the plastic

industry by joint venturing, foreign investments.
http://e/grand/plastic/india.htmlhttp://e/grand/plastic/india.html


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Prospect of plastic industry India

Plastic Indus try India symbolizing a promising industry and at the same time creating new

employment opportunities for the people of India. The per capita consumption of plastic products

in India is growing and is moving towards 8% GDP growth.

Classification of Plastic Products by Type of process used

ExtrusionFilms and Sheets, Fiber and Filaments Pipes,

Conduits and profiles, Miscellaneous applications

Plastic ProductsInjection Molding

Industrial Injection Molding, Household InjectionMolding and Thermo-ware/ Molded luggage

Blow Molding Bottles, containers, Toys and House wares

Roto molding Large circular tanks such as water tanks

Process (%) Share in Total consumption in India

Extrusion 60.0

Injection Molding 25.0

Blow Molding / Stretch Molding 06.0

Roto molding 01.0Other Processes 08.00

The Indian plastic processing industry is highly fragmented and comprises 25,000 firms. Barring

10% - 15% of the firms, which can be classified as medium scale operations, all the units operate

on a small-scale basis.


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About Roto molding:-

In plastic Industries three main processes were known to the industries

(1) Extrusion

(2) Blow Molding

(3) Injection Molding.

In all these processes the main draw back is the tooling or die cost of the equipment against the

single piece weight of the product. For the large Hollow component the Rotational Molding is

most economical process

The basic advantages of the process are as below.

Economic tooling costs, One-piece construction, Weight reduction as compared to most metals, Uniform wall thickness Variety of finishes and colours, The ability to produce multi-wall Moldings, Metal inserts as integral parts. Minor undercuts are possible with no draft angle required, Short lead-time, Products from this process can offer excellent load-bearing properties and resistance to

stress cracking and corrosion.

pplications

gricultural

Spray Tanks Horse troughs Grain Storage Hoppers Feed Crates

Industrial

Chemical Storage Textiles Trolleys Ducting Material Handling Food Processing

Pharmaceutical / Chemical

Safety And Constructional

Road barriers Septic tanks Construction toilets Traffic signals Workmen's huts


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omestic

Drinking Water Storage Tank Rain water Storage Slim line Tank Office Waste Containers

Furniture Planters Playground Equipment Toys Wheel Barrows i Dog kennels Light

Globes *Cabins.


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SINTEX INDUSTRIES- HISTORY

Seven Decades of Success: Established in the year 1931, Bharat Vijay Mills (BVM), a composite

textile mill, initially operated on a very modest scale at Kalol, a town 30 Km in North of

Ahmedabad(India). In 1956, the present management took over. The technology, style, outlook

just about everything was revamped. There was an infusion of motivation an enduring

commitment to excellence. Since then, there has been no looking back. It has grown into 50

million US$ group turnover with a dedicated work force of 1600 people in the textile division.

Today, BVM is a vertically integrated plant. Having its own spinning to finishing facilities. BVM

has been the undisputed leader in varied product mix for the last 70 years with a continuous

expansion of its product range. Since last 20years it has established a name in global market with

its Yarn Dyed / Piece Dyed Shirting, Corduroy & Bottom Weight.

Sintex Industries Limited (Earlier known as The Bharat Vijay Mills Ltd) has two divisions

textiles and plastics. In the area of textiles, they have been pioneers in high value fabrics. Their

Plastics Division started in the year 1975 and today they have most diversified manufacturing

capabilities in plastic processing in the world, with 10 plants spread across the country, more than

twelve manufacturing processes under one roof, having more than 500,000 Sq. meter area and a

more than 1000 strong work force. They have also created extensive finishing, assembling, metal

fabrication and concrete products facilities. Combination of such varied capabilities along with

our state-of-the-art design and tool room facilities enables us to give vast array of products and

solutions.

Clean Development Mechanism (CDM)Sintex, main commitment to the environment and the community is reflected in the application of

eco-friendly technologies to spearhead green initiatives, while accelerating community uplift. The

mechanism reconciles the following:

Socially relevant

Employment generation: The Company pioneered, in the regions of its presence, the concept of

package cogeneration, creating job opportunities in the technical as well as managerial levels.

Energy saver: The project aims to minimize fuel consumption, conserving national energy.


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Economically responsible

Enhanced revenues: The Companys emission reduction sales will translate into attractive

earnings.

Cost leadership: Application of waste heat for thermal energy/reduced oil consumption, resulting

in cost savings. Impetus to ancillary industries: The project will create opportunities for ancillary

industries, accelerating economic development of the region.

Products

Sintex have pioneered development of number of products in such as Water Tanks, Doors,

Windows, Frames, Partitions, False Ceiling, Wall Paneling, Prefabs etc. for Buildings and

Interiors. they also brought for the first time in India Pallets, Intermediate Bulk Containers,

Insulated Boxes, Milk Cans, Multibins, Waste Bins etc. that are delivering better utility and value

to the customers. Recently they have created number of innovative products for the Electrical,

Telecom and Infrastructure Sectors such as Tamper Proof Meter Boxes, Shock Proof Chequered

Plates, FRP Cable Trays, BTS Shelters, Prefab Schoolrooms, Prefab Anganwadis, Prefab Police

Chowkies etc.

In Sintex there are six different types of Products range

1. Building & Construction2. Prefabs3. Interiors4. Industrial5. Electrical Engineering6. Consumer


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Septic Tank Rainwater Harvesting PVC PipesSystem for

Drinking Water

FMD Doors Sliding Windows Frontura Doors

Reno Sintex RenoWater Tanks loft Tanks loft Tanks

Underground FRP Underground SMCWater storage Water Storage Tanks Panel TanksTanks (SUMPS)
http://www.sintex-plastics.com/Pvc_Pihttp://www.sintex-plastics.com/SMC_Tahttp://www.sintex-plastics.com/Under_G_Tahttp://www.sintex-plastics.com/Under_G_Tahttp://www.sintex-plastics.com/Ren_Loft_tahttp://www.sintex-plastics.com/Frontura_dohttp://www.sintex-plastics.com/Sliding_Windhttp://www.sintex-plastics.com/FMD_dohttp://www.sintex-plastics.com/Rain_Water_systhttp://www.sintex-plastics.com/septic_ta


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Fomura Doors Openable Windows Energy Saving

Windows

Horizontal Louvered Ventilators Endura DoorsCylindrical Tanks

Continuous Door Frames (Choukhats) Solidor DoorsSandwich Panels
http://www.sintex-plastics.com/solidor_dohttp://www.sintex-plastics.com/Fmd_Frahttp://www.sintex-plastics.com/Continuous_Sandwich_Panhttp://www.sintex-plastics.com/Endura_dohttp://www.sintex-plastics.com/Louvered_Venhttp://www.sintex-plastics.com/Horizontal_Tahttp://www.sintex-plastics.com/Energy_Windhttp://www.sintex-plastics.com/Openable_Windhttp://www.sintex-plastics.com/Fomura_do


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Prefabs Prefabs BTS Sheltersfor Schools for Anganwadis

Prefabs Prefabs Prefabs

for Defense for Housing for Site Offices

Prefabs for Prefabs for Prefabs forPolice Chowkies Security Cabins Kiosks / Shops
http://www.sintex-plastics.com/Prefab_Kioshttp://www.sintex-plastics.com/Prefab_S_Cabhttp://www.sintex-plastics.com/Prefab_Police_Chowhttp://www.sintex-plastics.com/Prefab_Site_Offihttp://www.sintex-plastics.com/Prefab_Housihttp://www.sintex-plastics.com/Prefab_Defenhttp://www.sintex-plastics.com/Prefab_BTS_Shelthttp://www.sintex-plastics.com/Prefab_Anganwahttp://www.sintex-plastics.com/Prefab_scho


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SMC Meter Boxes SMC Distribution pillar boxes FRP Aerial Fuse boards

Moulded Service Moulded Service SMC Distribution

Connection Boards Boards Boxes

SMC Trench Covers Pultruded Sections FRP Ladders
http://www.sintex-plastics.com/Electric_FRP_Laddehttp://www.sintex-plastics.com/Electric_Pultruded_Shttp://www.sintex-plastics.com/Electric_Trench_Covhttp://www.sintex-plastics.com/Electric_Distribution_Boxe_Dhttp://www.sintex-plastics.com/Electric_Distribution_Bohttp://www.sintex-plastics.com/Electric_Moulded_Servihttp://www.sintex-plastics.com/Electric_Fuse_Boahttp://www.sintex-plastics.com/Electric_Pillar_Boxhttp://www.sintex-plastics.com/Electric_Meter_b


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Sintex Reno False Ceiling &Plastic Section Plastic Section Wall Panelings

Plastic Boards Furniture System Education Sector

Pallets Pallet Containers Insulated Boxes
http://www.sintex-plastics.com/Insulated_Boxhttp://www.sintex-plastics.com/Pallet_Containehttp://www.sintex-plastics.com/Pallhttp://www.sintex-plastics.com/Education_Secthttp://www.sintex-plastics.com/Furniture_Systhttp://www.sintex-plastics.com/Plastic_Boarhttp://www.sintex-plastics.com/False_Ceiling_Wall_Panellinhttp://www.sintex-plastics.com/R_Plastic_Sectihttp://www.sintex-plastics.com/S_Plastic_Secti


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29.Insulated Boxes Injection Moulded Pallets FRP Underground tanks

Acid Storage Tanks Chemical Tanks Acid Processing Tanks

Waste Bins & Containers Multi Bins Ice Boxes
http://www.sintex-plastics.com/Insulated_21%20Serihttp://www.sintex-plastics.com/Insulated_21%20Serihttp://www.sintex-plastics.com/Chemical_Cylindrichttp://www.sintex-plastics.com/FRP_Petroleum_tahttp://www.sintex-plastics.com/injection_moulded_pallehttp://www.sintex-plastics.com/Insulated_21%20Serihttp://www.sintex-plastics.com/Ice_Boxhttp://www.sintex-plastics.com/Multi_Bihttp://www.sintex-plastics.com/Waste_Bhttp://www.sintex-plastics.com/Chemical_Dist_Botthttp://www.sintex-plastics.com/Chemical_Ta


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Solar Water Heating System Evacuated Glass Tube System Planters

Milk Cans

Deenbandhu Type Floating Type Milk CansBio Gas Bio Gas Plants
http://www.sintex-plastics.com/Floating_Tyhttp://www.sintex-plastics.com/Milk_Cahttp://www.sintex-plastics.com/Floating_Tyhttp://www.sintex-plastics.com/Deenabanhttp://www.sintex-plastics.com/Planthttp://www.sintex-plastics.com/Glass_Tuhttp://www.sintex-plastics.com/Solar_Water_Heat


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THEORETICAL BACKGROUND OF THE STUDYMarketing involves satisfying consumers needs and wants. The task of any business is to deliver

customer value at a profit. The American Marketing Association offers the following formal

definition: Marketing is an organizational function and a set of processes for creating,

communicating, and delivering value to customers and for managing customer relationships in

ways that benefit the organization and its stake holders. A holistic marketing framework shows

how the interaction between relevant actors (customers, company, and collaborators) and value-

based activities (value exploration, value creation, and value delivery) helps to create, maintain,

and renew customer value.

THE ROLE OF MARKETING CHANNELS

Successful value creation needs successful value delivery. Holistic marketers are increasingly

taking a value network view of their businesses. The marketing channel performs the work of

moving goods from producers to consumers. Intermediaries normally achieve superior efficiency

in making goods widely available and accessible to target markets. Through their contacts,

experience, specialization, and scale of operation, intermediaries usually offer the firm more than

it can achieve on its own.

These are the various roles performed by the channel partners:

Gather information about potential and current customers, competitors, andother actors and forces in the marketing environment.

Develop and disseminate persuasive communications to stimulate purchasing. Reach agreements on price and other terms so that transfer of ownership or

possession can be affected.

Place orders with manufacturers. Acquire the funds to finance inventories at different levels in the marketing

channel.

Assume risks connected with carrying out channel work. Provide for the successive storage and movement of physical products. Provide for buyers' payment of their bills through banks and other financial

institutions.

Oversee actual transfer of ownership from one organization or person to another.


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All channel functions have three things in common: They use up scarce resources; they can often

be performed better through specialization; and they can be shifted among channel members.

When the manufacturer shifts some functions to intermediaries, the producer's costs and prices are

lower, but the intermediary must add a charge to cover its work. If the intermediaries are more

efficient than the manufacturer, prices to consumers should be lower. If consumers perform some

functions themselves, they should enjoy even lower prices.

CHANNEL MANAGEMENT DECISIONS

After a company has chosen a channel alternative, individual intermediaries must be selected,

trained, motivated, and evaluated. Channel arrangements must be modified over time.

SELECTING CHANNEL MEMBERS

Companies need to select their channel members carefully. To customers, the channels are the

company. Consider the negative impression customers would get of if one or more of their outlets

or dealers consistently appeared dirty, inefficient, or unpleasant .To facilitate channel member

selection, producers should determine what characteristics distinguish the better intermediaries.

They should evaluate the number of years in business, other lines carried, growth and profit

record, financial strength, cooperativeness, and service reputation. If the intermediaries are sales

agents, producers should evaluate the number and character of other lines carried and the size and

quality of the sales force. If the intermediaries are department stores that want exclusive

distribution, the producer should evaluate locations, future growth potential, and type of clientele.

TRAINING CHANNEL MEMBERS

Companies need to plan and implement careful training programs for their intermediaries. The

company must constantly communicate its view that the intermediaries are partners in a joint

effort to satisfy end users of the product. Coercive and reward power are objectively observable;

legitimate, expert, and referent power are more subjective and dependent on the ability and

willingness of parties to recognize them.

MOTIVATING CHANNEL MEMBERS

A company needs to view its intermediaries in the same way it views its end users. It needs to

determine intermediaries' needs and construct a channel positioning such that its channel offering


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Objective of the study

Primary ObjectiveThe primary objective of the study is to understand the distribution channel relationship

with reference to Sintex water tanks

Secondary ObjectiveTo find out the factors which are creating hindrance in the channel flow and the problems

faced by the dealer.

Limitation of the study

One of the major limitations of this study is that the respondent may be biased and maynot give true opinion.

Although there are limitation sincere effort have been made to see that the data obtained may be

closer to actual facts and may try to show the correct picture.

Methodology

Research MethodologyPrimary Data

-Interview technique is conducted for the distributors in Ahmedabad city

-Questionnaire method is used to conduct the survey of the dealers in

Ahmedabad city

Secondary DataSecondary data is collected through internet, brochure of the company


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Sample size:The total sample size collected for the survey is 100

Sample selection method:Convenient sample selection technique was used for collecting the sample for the survey


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Analysis of the sample survey

1) Does the dealer sell only Sintex brand?

Particulars No of respondents Percentage

Yes 24 24%

No 76 76%

From the above chart one conclusion which can be derived is that most of the dealers are selling

other brands of water tanks. It was found that there was intense competition and there are many

players of water tank manufactures in the market

Yes

24%

No

76%

Exclusivety


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2)Does the dealer have the offering of all the different models of Sintex water

tanks?

Particulars No of Respondents Percentage

Yes 100 100%

No 0 -

From the above chart we can conclude that the dealers who are selling Sintex water tanks. Most

of them do have the offering of all the models of Sintex water tanks. When the customer asks for

different models they directly order from the distributor and the distributor delivers the product

to the customer or the dealer.

Yes

100%

No

0%

Avalablity


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3)Which is the largest selling model of water tank for Sintex?

Particulars No of respondents Percentage

Sintex 24 24%

Reno 64 64%

Loft tank 12 12%

Triple layer tank 0 -

From the above chart we can clearly find that Reno is the most favourable model among the

consumer, One of the basic attributes for its high demand is its cost which is comparatively lower

than the main Sintex brand and it is also quite good in quality compared to other brands of water

tanks offered by different companies.

Sintes

24%

Reno

64%

Loft tank

12%

Triple layer tank

0%

Sales


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4) Weather the dealer is having sufficient catalogue of the Sintex products?


Yes 22 22%

No 78 78%

From the above chart it can be concluded that most of the dealers do not have product catalogue.

It was also found that the dealers who are not having catalogue are also selling other brands of

water tank and those dealer who are having catalogue are only selling Sintex water tanks

Yes

22%

No

78%

Availablity of catalogue


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5) Weather the dealer is aware of the current pricelist of all the Sintex water tank

models ?


Sintex 100 100%

Reno 100 100%

Loft tank 100 100%

Triple layer tank 100 100%

From the above chart it can be analyzed that the dealers are aware about the current pricelist of all

the models of Sintex water tanks, Most of the dealer are buying goods from the distributor when

the customer comes to buy the product from them so the dealer gets the knowledge of the current

pricelist through distributor.

0

20

40

60

80

100

120

Sintex Reno Loft tank Triple layer tank

Price awarness

Price awarness


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6) Which is the largest selling competitors brand in the market in the water tank

segment?

Particulars Respondents Percentage

National 100 100%

Omtex 82 82%

Penguine 61 61%

From the above chart we can conclude that the main competitor for Sintex in the water segment is

National. Apart from National the other two brands which also offer stiff competition are Omtex

and Penguine. There is also other water tank manufacturer in the market. It is a sort of highly

competitive market, There are only few major players in this market.

0

20

40

60

80

100

120

National Omtex Penguine

sales

sales


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7) Whether the dealer is satisfied with the service offered by the distributor?


Yes 44 44%

No 56 56%

From the above chart conclusion can be derived that some dealer were not satisfied with the

service offered by the distributor. The dealers do have grievances with the distributor. The main

reason for dissatisfaction was that the distributor sells the product to the dealer at the same price

which he directly sells to the customer.

Yes

44%

No

56%

Service satisfaction


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8) How often does the distributor Sales person visit the store?


Once in a week 20 20%

After 15 days 0 -

Once in a month 4 4%

Never 76 76%

Most of the dealer said that the distributor sales person do not visit their store, Most of the dealer

order directly from the distributor when there is a demand from the customer who asks for Sintex

tanks.

Once in a week

4%in 15 days

0%

One month

20%

Never

76%

Sales Man visit


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9) Whether the dealer gives customer feedback to the distributor or the company?


Yes - -

No 100 100%

Most of the Dealer said that they not give any customer feedback information to the distributor or

the company. One of the reasons given by the Dealers was that the company or the distributor

doesnt ask for the information from them.

Yes

0%

No

100%

Customer Feedback


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10) Is the dealer satisfied with the incentive scheme provided by the company?


Yes 17 17%

No 83 83%

Most of the dealers are not satisfied with the incentive scheme provided by the company, they

believe that changes should be made in the incentive scheme offered by the company it should be

similar to the incentives scheme given by other water tank manufactures. Only 17% of dealers are

satisfied with the incentive scheme given by the company.

Yes

17%

No

83%

Incentive Scheme


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11) Are you satisfied with the credit facilities offered by the Distributor?


Yes 88 88%

No 12 12%

Most of the dealers are satisfied with the credit facilities offered by the distributor. As they

purchase the goods from the distributor when there is a demand made by the customer , the dealer

doesnt mind paying in cash and credit facility is provided by the distributor in case when the

need arises.

Yes

88%

No

12%

Credit Facility


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12) What can Sintex do to enhance its sales through dealers?


Advertisement 88 88%

Display concert 0 0

Price change 91 91%

Incentive Scheme 72 72%

Other 0 0

Most of the dealers felt that the company should make some price change in order to attract more

customers,88% of the dealers also felt that the company should invest in advertisement and 72%

felt that incentive scheme should be given to boost sales from the dealers point of view. One of

the main reason for the importance given to price change was that there are many competitors in

the market who are selling their product at a lower price compared to Sintex water tank.

Advertisement Display

concert

Price change Incentive

scheme

Other

88

0

91

72

More sales

More sales


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13) Do you provide after sales service to the customer after he has purchased Sintex

water tanks?


Yes 92 92%

No 8 8%

Most of the dealers said that they do provide after sales service to the customer who has bought

water tanks from their store, by providing transport facility, helping them in the pipe fitting

related to tanks.

Yes

92%

No

8%

After sales service


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14) If any fault is found in the product purchased by the customer what would they

do?


Repair 46 46%

Replace the product - 0

Inform the distributor 95 95%

From the above chart it can be analyzed is that most of the dealer would call the distributor if any

defect is found in the product, Some dealer said that if defect is found in the product they would

repair the product, None of the dealer said that that they would replace the product. The main

reason given was that the company does not have any replacement policy.

46

0

95

Repair the product Replace the product Inform the distributor

Fault in product

Fault in product


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15) When a customer comes to your store to purchase water tanks do you promote

Sintex Water tank?


Yes 38 38%

No 62 62%

From the above chart it can be analyzed is that most of the dealer were not willing to promote

Sintex water tank as they were not getting much benefits by selling Sintex water tanks

compared to other brands of water tanks .Some other reasons given by dealer was that Sintex is

already well established brand and there is no need to promote the product consumer

themselves ask for the Sintex brand when they come to buy water tanks from their store.

Yes

38%

No

62%

Promote Sintex


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16) Are you generally overall satisfied with Sintex products during your

experience selling the companys product?


Yes 84 84%

No 16 16%

Most of the respondents said that they were overall satisfied with Sintex product as it had

very good reputation in the market and customers were very much satisfied while buying the

Sintex brand.

Yes

84%

No

16%

Satisfaction


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Findings of the Analysis

There is a immense competition in water tank market. So many of the dealer are sellingother manufactures water tank along with the Sintex water tank

Reno is the largest selling model of water tank, the company should develop strategies sothat other models of water tank sales also increases

Most of the dealers do not have catalogue with them, which can be one of the major toolto market Sintex products

The major competition for Sintex in the water tank market is faced by National water tank Most of the dealers are not satisfied with the distributor of Sintex water tank as they do

feel that distributor do not give the am any incentive and sell the product to them at the

same price which they sell to the customer

The distributor sales person do not visit the dealer store quite often, Majority of the dealerdirectly book for the product when there is a demand made by a customer at their store

Most of the dealer do not give customer feedback to the distributor or the company whichis a very important aspect for product development and facing cut throat competition

83% of the dealer are not happy with the incentive scheme provided by the company, theywant the company to give more incentives on selling Sintex water tanks

88% of the dealers are happy with the credit facility offered by the distributor 91% of the dealer felt hat the company should reduce price to increase more sales, while

88% of the dealer felt that the company should invest in advertisement to have more sales

of the product

92% of the dealer said that they provide after sales service to the customer when they havepurchased water tanks from their store.

If any fault is found in the product 95%of dealer said that they would inform thedistributor and 46%of dealer said that they would repair it if the problem is repairable.

The company doesnt have buyback policy.

62% of dealer said that they would not promote Sintex water tanks if a customer comes totheir store to purchase water tank as they are not getting much benefit by selling Sintex

water tank


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84% of dealer said that they are overall satisfied while selling Sintex product as theproduct has a good customer satisfaction ratio compared to other products.


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Recommendations

Sintex should give more incentives to dealer so that they can be more motivated to sellSintex product

Sintex should see to it that the distributor do not sell product to the dealer at the sameprice which they sell to the customer

Sintex should not change the water tank price frequently as it affects the profit base of thedistributor

The company should sell Reno and Sintex model of water tank in same proportion to thedistributor.

The company should see to it most of dealers do have a product catalogue with them as itcan be a good promotional tool.

As Sintex is the market leader in water tanks , pricing strategy should be used by thecompany to remove competition.

As company is having wide array of plastic product the company should start its ownexclusive outlet along with the existing distribution channel as it will help the company to

promote itself and showcase most of its product

The company should encourage its dealers and distributor to give customer feedbackabout the companys product as this will help in developing new product and face stiff

completion in the market

The company should start more incentive programs for dealers so that they may bemotivate as they are the last people to come in contact with the customer

Rewards in the form of mementos and gift should be given to the dealer as a part ofpromotional tool

The company should increase the number of distributors in the city so that dealers of moreoption to buy Sintex product rather than go for a particular distributor in that particular

area so that monopolistic attitude of the distributor is curtailed.

The company should not allow dealer to sell water tanks directly to the customers as itcreates unfair advantage to the distributor and most of the dealers in that area are at a loss.


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The company should see to it that distributor sales man visit dealers once in a month as itcan be a good promotional tool.

The company should have buyback policy when there is any fault found in the productafter the customer has purchased the goods as it can create a good brand value andcustomer loyalty.


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Conclusion

As there is more competition in the water tank segment of the market it becomes more important

for a big company like Sintex to protect its market share. That is why it is more important to have

good channel structure. The channel flow of the existing channel structure of Sintex is quite good

but there are some flaws which can be rectified by some proper planning and coordination

among the channel partners.


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Appendix

Questionnaire for the dealer

1)Name of the dealer

2)Does the dealer sell only Sintex brand

Yes No

3)Does the Dealer have the offering of all the different models of Sintex brand?

Yes NO

4)Which is the largest selling model of water tanks for Sintex

-Sintex

-Reno

-Sintex Loft tank

- Triple layer tank

25) Whether the Dealer is having sufficient catalogue of the Sintex products ?

-Yes

-No

6)Whether the dealer is aware of the current pricelist of all the Sintex products?

-Sintex

-Reno

-Sintex Loft tank

- Triple layer tank


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7)What are the other different brands which the dealer sells apart from Sintex water tanks?

(Open ended Question)

8)Whether the dealer is satisfied with the service offered by the distributor?

-Yes

-No

9)How often does the distributor sales person visit the counter?

- once in a week

-After 15 days

-Once in a month

10) Whether the dealer is satisfied with the service provide by the sales person?

-Yes

-No

11)Does the dealer gives the customer feedback to the distributor or to the company?

-Yes

-No

12) Is the dealer satisfied with the incentive scheme provided by the company?

-Yes

-No


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13) Does the company offer credit facility on the purchase of Sintex products?

-yes

-No

14) Are you satisfied with the credit facility offered by the distributor?

-yes

-no

15)What type of credit facility would you like to avail from the company?

(open ended question)

16) If the goods are not sold for a set period of time, does the company have buyback policy ofthe goods?

-Yes

-no

17) What can Sintex do to enhance its sales through dealers?

-Advertising

-Display concert

-Price change

-Incentive Scheme

-Any other

18)Do you provide after sales service to the customer who has purchased Sintex water tanks?

-Yes


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-No

19 )If any fault is found in the goods purchased by the customer what would you do?

-Repair the product

-Replace the product

-Any other

20)What benefit do you get by selling other companies water tanks compared to Sintex water

tank?

(open ended question)

21) When a customer comes to your store to purchase water tanks do you promote Sintex water

tanks?

-yes

-no

22) Are you generally satisfied with Sintex product during your experience selling the companys

product?

-Yes

-No

23) Would you like to give any suggestions to the company?


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BibliographyWebsites

http://www.google.com http://www.wikipedia.com http://www.sintex-plastics.com http://www.sintex-india.com

Books

Marketing Channels by Anne T. Coughlan , Erine Anderson, Louis W .Stern & Adel I.ELAnsary

Marketing Management by Philip Kotler

Final Grand

Documents

Transcript of Final Grand