Fusion

Vahini Irrigation Pvt. Ltd.

Introduction

Dealer is a person or firm engaged in commercial purchase and sale.

Dealer may signify firms that buy or resell products at retail or wholesale basis.

A producer cannot sell all his products directly to consumer; he has to depend

upon intermediaries to push, off, his products. A dealer is an intermediary who

helps to market a product. A dealer is one who purchase and sells products. A

dealer may be a wholesaler or a retailer or a distributor or any agents.

The volume of sales depends on the efficiency of a dealer who assesses

the psychology of consumers and takes appropriate steps to sell a product. It is

the dealer who suggests to the manufacturers the suitable media of

advertisement and other promotional tools. Dealers are searching for new

marketing strategies to attract and hold customers. Dealers include all activities

involved in selling goods and services to those buying for resale or business use.

Dealers buy mostly producers and sell mostly to retailers or industrial

consumers.

DEALER SATISFACTION

Dealer wants high marginal gain from manufacturers. The main objective

of dealership is earning profits. Dealership business is different from other

business. The peculiar feature of a dealer is dealing with one or more similar

products. Dealers earn commission for goods sold from the manufacturers. The

SSIMS, Tumkur


commission depends upon the value of sales both cash and credit. Now a days

the demand for cement increases every year.

The manufacturers are not able to cover all the consumers directly. With

the help of dealers only they can reach the consumers. Dealer excepts income

from business because there is some guarantee of getting more commission

from this business. Dealers demand more commission from the manufactures,

they cover the entire market within their locality. They also sell cement in

credit to regular customer.

PROMPT DELIVERY

For every business competition is inevitable, Knowledge, about the

direct, reasonable price, prompt delivery etc., are the only ways in which one

can attract more consumers. Delivery of every goods to the place of consumers

will attract every consumer. When there is a delay a small delay of one or two

days or even hours may cause a great set back in consumer satisfaction.

There are various ways we can satisfy the consumers. One among them

is a regular supply and prompts delivery of goods to customers. Even though

quality is excellent and the price is reasonable we cannot satisfy the consumers,

unless there is prompt delivery of goods.

SSIMS, Tumkur


IMMEDIATE REALIZATION OF MONEY AFTER SALES

Dealers will get their commission immediately after every sale. This will

motivate the dealers to increase the sales volume. The sales are increased then

income will also be increased. Generally commission will be paid in every

month or for every sale. “More sales more commission and less commission” is

the doctrine of dealership.

CREDIT FACILITIES

Business is based on bonafide good faith, confident and mutual trust.

Long ago business was based on cash basis. But now business is based on

mercantile basis (Credit basis). More over cash basis of business in also not

possible for every business because of want of funds. Mercantile basis of

business is globally accepted and very easier for the business people.

Credit facilities to regular customer and genuine consumers will enhance

the business. There some consumers who buy mostly in credit and make their

payment at regular intervals. There is some agreement between the buyer and

seller for a credit purchase. This agreement also covers terms of payment trade

discount, cash discount etc., for the smooth ant regular payment of cash. Credit

facility system is beneficial to both the buyers and sellers. There will be

tremendous improvement on both the sides. Allowing credit to consumers is

also useful for growth and expansion.

SSIMS, Tumkur


GIFTS FROM THE COMPANY

Some reputed companies will provide a number of gifts to its dealers and

distributors. Their gifts are allowed to improved sales in all areas. Dealers will

be much motivated when gifts are offered by manufactures. Gifts are a special

kind of incentives, which will pursue the dealers to increase their sales.

The main objectives of offering gifts to dealer and distributors are to

enhance or improve sales to the maximum level. The competition can be easily

managed when gifts are offered to dealer, the number of types of gifts is as

follows.

Value of sales in Rupees.

Value of sales in units

Seasonal gifts.

Gifts to dealers will play a greater role in marketing. This will motivate the full

dealers to do better and this will also encourage better sales.

SSIMS, Tumkur


Industry Profile

Plastics, in the modern meaning of the word, are synthetic materials that

are capable of being formed into usable products by heating, milling,

molding and similar processes. The term is derived from the Greek

plastic, to form in simplest terms; plastics can be described as resins in

their molded form.

The wonders of plastics cut across all sectors of society. It is a

material of choice due to its versatility, its physical strength, its economic

viability; its easy process ability and also its attractiveness and durability

of all weather conditions. With the globalization of Indian economy and

television entering into homes and tiniest villages and communications

demand for the materials for suitable functional use more economic

packing, durable all weather products has meant increasing demand for

plastics.

Packing of cement bags, the end user is demanding plastics instead

of conventional jute, because it prevent transits loses and wastages. The

hilly regions of East India or drought prone districts of Rajasthan,

Gujarat, and Tamil Nadu demand auto molded tanks in thousands each

day. The agriculturists of Himachal Pradesh insist on plastic pipes for

irrigation to their farms, the floriculturists of Karnataka and Maharashtra

cannot thrive without ultraviolet stabilized polythene wide width films

for huge tunnels and green polymers consumption and import.

SSIMS, Tumkur


The Plastic industry in India has made significant achievements ever

since it made a modest but promising start by commencing production of

polystyrene in 1957. The potential market has motivated Indian

entrepreneurs to acquire technical expertise. Achieve high quality

standards and build capacities in various facts of the booming plastic

industry. Phenomenal development in the plastic machinery sector

coupled with matching development in petrochemical sectors, both of

which supports the plastic processing sectors, have facilitated the plastic

processors to build capacities to service both the domestic market and

overseas.

The chronology of manufacture of polymers in India is summarized as

under.

1957 : poly styrene

1959 : LDPE

1961 : PVC

1968 : HDPE

1978 : polypropylene

The economic reforms launched in India since 1991, joint ventures,

foreign investments, easier across to technology from developed

countries etc. have opened up new vistas to further Indian plastic industry

are exported to over 150 countries round the globe with major trading

partners being USA,UAE, Italy, UK, Russia, Hongkong, Germany etc.

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The plastic processing sector comprises of over 30000 units involved in

producing a variety of items through injections molding, blow molding,

extrusion and calendaring. The capacities built in most of this industry

coupled with inherent capabilities have made us capable of servicing the

overseas markets. The development of plastics took place in 1920’s with

the introduction of cellulose acetate, polyvinylchloride and nylon.

Polyethylene evolved out of the need for a superior insulating

material could be used for such applications as radar during World War

II. The decade of the 1950’s saw the introduction of poly propylene and

the development of acetyl and polycarbonate. In 1960’s and 1970’s a sub

group of plastic family started to emerge ,called high temperature

plastics, which includes polyamides, aromatic polyesters, polyether

siphoned etc.

PVC Pipes - Segmental Usage in India.

Irrigation- 45%

Water Supply- 29%

Sewage-12%

Plumbing- 10%

Flexible- 4%

Others- 1%

The PVC consumption on India was about 2416 lakh metric tons in 2014

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ROLE OF PLASTICS IN THE NATIONAL ECONOMY

Plastics are been perceived as just simple colorful household products in the

minds of common man. A dominant part of the plastics of the present and future find

their utilization in the following areas.

1. Agriculture, forestry and water-management

2. Automobiles and transportation.

3. Electronics and telecommunications buildings, construction and

furniture especially wood substitutes.

4. Food processing and packaging

5. Power and gas distribution.

IMPORTANCE OF PIPES INDUSTRY

We shall look at the basic data about plastics and particularly those properties,

which are of use in practical working with plastics. Plastics are the man-made

materials. The oldest raw materials for producing plastics are carbonaceous materials

obtained from petrol chemical sources and they can be economically produced in large

quantities.

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Plastics have changed our world and day by day they are becoming important. They

own their success to whole series of advantages, which they have over conventional

materials such as

Light weight

Excellent mould ability

Attractive colors

Low energy requirement for convention

Low labor and cost of manufacture

Low maintenance

High strength weight ratio

Aesthetic

SSIMS, Tumkur


Company Profile

Business Information

Name : Vahini Irrigation Pvt. Ltd.

Founder : Anand and Hemchand

Address : #495/1,

Doddahosur Gate,

Kunigal Road, Gulur Post, Tumkur Taluk.

Tumkur Dist.,

Karnataka- 572118

Number of Employee: 200

Product Description: UPVC pipes, Rigid PVC Pipes, SWR Pipes, PVC casing

pipes, Electrical Conduit pipes, Plumbing Pipes, Drip irrigation equipments &

CPVC Pipes & Fittings

Strength: Holding 7 Bureau of Indian Standards (ISI) licenses

Production Capacity: 800 Metric ton per month

Certification: ISO 9001: 2008

GMS REGISTRAR LTD, CLEVELAND, OHIO, USA

(Certificate No: 1242 dated 04/02/2013)

Web: www.vahinipipes.com

Email: [email protected]

SSIMS, Tumkur

mailto:[email protected]

http://www.vahinipipes.com/


Introduction to Vahini Irrigation Pvt. Ltd., Tumkur

M/s. Vahini Irrigation Private Limited is a company incorporated in 1999

is in the business of manufacturing of PVC & LLDPE pipes widely used in

various applications such as potable water supply, Agriculture, Irrigation

distribution system and drip irrigation system. It is an ISO:9001:2000 company

and its products confirm to the specifications of IS:4985:2000 and ensure the

quality. The company has developed a strong dealer & distributor network -

numbering in excess of 400 - covering the entire State of Karnataka, Western

Tamilnadu & Southern Andhra Pradesh.

Soon the company has become a premier unit of the prestigious Vahini

Group & has earned a high reputation in term of producing & supply of most

comprehensive range of quality products for Potable Water Supplies, Irrigation,

Drainage & Plumbing Pipes, SWR Pipes, Casing Pipes for bore wells, cable

ducting pipes & UPVC Electrical Conducts.

To cater the needs of the market, Vahini Group has incorporated the art of

manufacturing facilities with the help of German Collaborated Technology

Machines with fully automated techniques. Vahini Products are available at

very economical prices & satisfy every individual needs & wants.

Now M/s. Vahini Irrigation Pvt. Ltd. to strives to serve the Nation by

Manufacturing and Marketing quality products at affordable cost to the Two

Core Sectors. Water Supply & Micro Irrigation Systems.

SSIMS, Tumkur


Company has obtained 7 licenses from Bureau of Indian Standard and

company is producing around 800 Metric Ton per month. Our major

specification in this field has been from Rigid PVC

Pipes of various applications such as:

1. ‘Vahini’ PVC potable water pipes as per IS-4985:2000 vide Bureau of Indian

Standard (ISI) license No.CM/L- 6259879.

To use in water distribution application.

2. ‘Vahini’ PVC Casing Pipes for bore wells as per IS 12818:2010 vide Bureau

of Indian Standard (ISI) license No. CM/L-4751065

To use in bore well casing pipe.

3. ‘Vahini’ SWR pipes as per IS 13592:1992 vide Bureau of Indian Standard

(ISI) license No. CM/L-4728575

To use in Soil and waste discharge system inside the building including

ventilation and rain water system.

4. ‘Vahini’ NU-Drain pipes for underground drainage and sewerage system as

per IS 15328:2008 vide Bureau of Indian Standard (ISI) license No. CM/L-

6200005375

To use in underground drainage and sewerage systems.

SSIMS, Tumkur


5. ‘Vahini’ Online lateral pipes for drip irrigation as per IS12786:1989 vide

Bureau of Indian Standard (ISI) license No. CM/L-4750972

To use in drip irrigation purposes.

6. ‘Vahini’ Inline lateral pipes for drip irrigation as per IS13488:2008 vide

Bureau of Indian Standard (ISI) license No. CM/L-4751166

To use in drip irrigation purposes.

7. ‘Vahini’ Irrigation equipment emitters as per IS 13487: 1992 vide Bureau of

Indian Standard (ISI) license No. CM/L-4750871

To use in drip irrigation systems.

7. ‘Vahini Flowkem’ CPVC Pipes and fittings

To use in hot and cold water in plumbing system for commercial & domestic

purpose.

9. ‘Vahini’ ASTM threaded blue pipes for plumbing purpose as per ASTM

1785 schedule 40 SCH, 80 SCH and 120 SCH Schedule.

To use in cold water in plumbing system

10. ‘Vahini’ Conduit pipes

To use in electrical applications.

Company Strategy:

SSIMS, Tumkur


Quality Policy: We at Vahini Irrigation Pvt. Ltd. Are committed to work

together with group and manufacture and sales of best quality PVC pipe

and Drainage pipes. With on time delivery of the products and achieving

customer satisfaction with goal of quality management and continual

improvement and legal requirements

Purpose: To be a leader in the PVC pipe manufacturing industry by

providing enhanced services, relationship and profitability.

Vision: To provide quality services that exceeds the expectations of our

esteemed customers

Mission: To build long term relationship with our customers and clients

and provide exceptional customer services by pursuing business through

innovation and advanced technology.

Core values:

We believe in treating our customers with respect and faith

We grow through Quality Product and meeting customer expectations on

time.

We integrate honesty, integrity and business ethics into all aspects of our

business functioning.

Goals:

Regional expansion in the field of PVC industry and develop a strong

base of key customers.

Increase the assets and investments of the company to support the

SSIMS, Tumkur


development of services.

To build good reputation in the field of PVC pipe manufacturing industry

in the concept of total water management and become a key player in the

industry

Product Range:

Sl.

NoProduct Range

1‘Vahini’ PVC Potable Water pipes from 20mm to 315mm 2.5, 4, 6,8,10

KGF /CM2 class- 1, 2, 3, & 5.

2‘Vahini’ PVC Casing pipes for bore wells with latest amendments from

100 mm to 200 mm (‘CM’ & ‘CS’Type).

3 ‘Vahini’ SWR VAHINI TYPE-A and TYPE-B 40mm to 160mm.

4‘Vahini’ Drain pipes from 63mm to 250mm available in SN8 SDR 34,

(SN2, SN4- 160mm to 250mm).

5 ‘Vahini’ Online lateral pipes form 12mm to 16mm class- 1 & Class -2.

6 ‘Vahini’ Inline lateral pipes form 12mm to 16mm Class -2.

7 ‘Vahini’ Irrigation equipment emitters( dripper)

8‘Vahini Flowkem’ CPVC Pipes from 1/2”3/4”, 1” & 2” in SDR 11 &

13.5 with class-1 & Class-2, CPVC fittings and solvent cement.

9‘Vahini’ Blue threaded Pipes as per ASTM 40SCH to 80SCH. 20 mm to

63mm.

10 ‘Vahini’ Conduit pipes from 19.8 mm & 20.28 mm

SSIMS, Tumkur


Company has further plans of expanding our business by manufacturing HDPE

PIPES UP TO 450MM DIA, PVC AGRI FITTINGS and WATER STORAGE

TANK in UPCOMING NEW UNIT.

Company has future vision in developing infrastructure in urban area and as

well as concentrate on entering to urban market with new range of products.

Company Turnover for last three financial years:

Financial year Amounts in crores

2012-13 38.08 INR

2013-14 46.58 INR

2014-15 87.55 INR (As on Mar 31, 2015)

Major projects handled:

Company Name Project Cost

Larsen & Toubro Limited Construction 58,82,567 INR

Giddegowda Constructions 33,10,000 INR

Maloo Constructions Last Yr 2.6 Cr & Current Yr 3.25Cr

K Gowda and Company 1.4 Cr

Srinivasa Constructions India Pvt Ltd. 2.4 Cr

SSIMS, Tumkur


Channel of Distribution

Company /Manufacturer

Distributor

Dealers

Customer

Distributors in Karnataka

Shreyas Marketing, Kolar

Mahaveer Marketing, Mysore

Sri Ranganatha Marketing, Tumkur

Vahini Marketing, Bangalore

Maataji Marketing, Hassan

Sri Vinayaka Enterprises, Chitradurga & Davangere

Vahini Marketing, Hubli

PROMOTION

The company on its part does promotional activity through advertisements. It

also encourages its dealers to do promotion and provides financial support to

those expenditures. Promotional activity normally carried out are, pads dairies

and putting up hoardings. Also they share costs of any local or regional

advertisement costs.

SSIMS, Tumkur


The marketing communication mix (also called promotion mix) consists

of four major tools.

Advertising.

Sale promotion.

Public relation.

Personal selling.

SSIMS, Tumkur


Utilization of Production Capacity in % for 800 Metric Tons per month

2009-10 2010-11 2011-12 2012-13 2013-140

10

20

30

40

50

60

70

80

90

100

65

75

8590

95

Fig:

Projected Utilization of capacity in % 2500 Metric Tons per Month

2014-15 2015-16 2016-17 2017-18 2018-190

20

40

60

80

100

120

800 mt

1375 mt

1625 mt

1875 mt2125 mt

Fig:

SSIMS, Tumkur


MANUFACTURING PROCESS of PVC Pipes

PVC raw material + other chemicals

(Compound)

Fed into mixture hopper

Fed into extruder hopper

Heating Chamber

(Compound is melt into paste)

Dye

Cooling chamber

(The paste is hardened)

Puller

Cutter of pipes

Stocking of Pipes

SSIMS, Tumkur


SSIMS, Tumkur


The essential steps of Poly Ethylene (PE) pipe are to heat, melt, mix and

convey the raw material into a particular shape and hold that shape during the

cooling process. This is necessary to produce solid wall and profile wall pipe as

well as compression and injection molded fittings. All diameters of solid wall

PE pipe are continuously extruded through an annular die. Whereas, for large

diameter profile wall pipes, the profile is spirally wound onto a mandrel and

heat-fusion sealed along the seams.

Pipe Extrusion

The essential aspects of a solid wall PE pipe manufacturing facility are

presented in the below Figure . This section will describe the production of solid

wall pipe from raw material handling, extrusion, sizing, cooling, printing, and

cutting, through finished product handling.

Fig:

Raw Materials Description

SSIMS, Tumkur


The quality of the starting resin material is closely monitored at the resin

manufacturing site. A certification sheet is sent to the pipe and fitting

manufacturer documenting important physical properties such as melt index,

density, ESCR (environmental stress crack resistance), SCG (slow crack

growth), stabilizer tests, amongst others. The resin supplier and pipe

manufacturer may agree upon additional tests to be conducted.

Raw Materials for PVC Pipes

Resin

Calcium carbonate

Master Batch

Titanium

Bureau lob

Wax

Raw Materials for Irrigation Pipes

Linear Low density Poly Ethylene (LLDPE)

Low density Poly Ethylene (LDPE)

High Density Poly Ethylene (HDPE)

Master Batch

Recycled Plastic

Extrusion Line

SSIMS, Tumkur


The raw material, usually referred to as PE compound, is typically

supplied to the pipe producer as non-pigmented pellets. PE pellets are stabilized

for both heat and UV protection. Usually, color pigment is added to the pipe at

the producer’s facility. The choice of color will depend upon the intended

application and the requirements of the pipe purchaser

The function of the extruder is to heat, melt, mix and convey the material

to the die, where it is shaped into a pipe. The extruder screw design is critical to

the performance of the extruder and the quality of the pipe. The mixing sections

of the screw are important for producing a homogenous mix when extruding

blends

Pipe Sizing

The dimensions and tolerances of the pipe are determined and set during

the sizing and cooling operation. The sizing operation holds the pipe in its

proper dimensions during the cooling of the molten material. For solid wall

pipe, the process is accomplished by drawing the hot material from the die

through a sizing sleeve and into a cooling tank. Sizing may be accomplished by

using either vacuum or pressure techniques. Vacuum sizing is generally the

preferred method.

In the vacuum sizing system, molten extrudate is drawn through a sizing

tube or rings while its surface is cooled enough to maintain proper dimensions

and a circular form. The outside surface of the pipe is held against the sizing

SSIMS, Tumkur


sleeve by vacuum. After the pipe exits the vacuum sizing tank, it is moved

through a second vacuum tank or a series of spray or immersion cooling tanks.

Cooling

For either the vacuum or pressure sizing technique, the pipe must be cool

enough so that it maintains its circularity before it exits the cooling tank.

Various methods of cooling are utilized to remove the residual heat out of the

PE pipe. Depending upon the pipe size, the system may use either total

immersion or spray cooling. Spray cooling is usually applied to large diameter

pipe where total immersion would be inconvenient. Smaller diameter pipe is

usually immersed in a water bath. Cooling water temperatures are typically in

the optimum range of 40° to 50°F (4° to 10°C). The total length of the cooling

baths must be adequate to cool the pipe below 160°F (71°C) in order to

withstand subsequent handling operations.

Pullers:

The puller must provide the necessary force to pull the pipe through the

entire cooling operation. It also maintains the proper wall thickness control by

providing a constant pulling rate. The rate at which the pipe is pulled, in

combination with the extruder screw speed, determines the wall thickness of the

finished pipe. Increasing the puller speed at a constant screw speed reduces the

SSIMS, Tumkur


wall thickness, while reducing the puller speed at the same screw speed

increases the wall thickness.

Take-off Equipment

Most pipe four inches or smaller can be coiled for handling and shipping

convenience. Some manufacturers have coiled pipe as large as 6 inch.

Equipment allows the pipe to be coiled in various lengths. Depending upon the

pipe diameter, lengths of up to 10,000 feet are possible. This is advantageous

when long uninterrupted lengths of pipe are required - for example, when

installing gas and water pipes.

Saw Equipment and Bundling

Pipe four inches or more in diameter is usually cut into specified lengths

for storage and shipping. Typical lengths are 40 to 50 feet, which can be

shipped easily by rail or truck. The pipe is usually bundled before it is placed on

the truck or railcar. Bundling provides ease of handling and safety during

loading and unloading.

SSIMS, Tumkur


RESEARCH METHODOLOGY

Interpretation of Data

Interpretation is the process by which the researcher uses his knowledge

and intelligence to draw specific conclusion using the data.

We have gone through certain steps as follows to interpret:

Evaluation of data

Drawing conclusion

Testing tentative conclusion

Arriving on final conclusion

Random Sampling

For the present study, exclusive and non-exclusive Dealers of Vahini

Pipes has been chosen from Tumkur City and Tumkur Taluk. So the sampling is

random sampling.

Sources of data collection

The data required for the study is collected from the two sources. The

primary data is generated through the external respondents.

The most common primary data source is survey method; it is a technique

whereby the researcher studies the whole population with the respect to

SSIMS, Tumkur


sociological and psychological variables. Survey research studies large and

small population by selecting and studying samples chosen from the population

under investigation.

Survey research is approached through methods of personal interview,

questionnaire and personal discussion besides oral investigation.

The success of survey research depends upon the willingness and the

cooperativeness of the sample selected study.

Here, we have adopted the personal discussion method which is the most

common used method. In this method an interviewer is personally required to

visit the respondent with the set of questions that are to be asked and record his

responses.

We undergone through personal interviews with the Vahini Pipe dealers

Primary sources

In this study, primary data are collected by the use of two types of

methods the primary data is the first band information collected from different

respondents from various segments by means of a questionnaire and inner

schedule through survey.

SSIMS, Tumkur


Secondary sources

These are the data collected from various sources, used in addition to the

primary data in the research. The various sources are the government

publication, research organization journals, Newspapers, websites, etc. these

data are more easily available than the primary data. These data are essential as

primary data for drawing conclusion of the study.

Tools for data collection

Research has mainly one instrument for collecting the primary data i.e.

questionnaire has been made much easy to understand and answer, and clearly it

takes lesser time to respond.

A. Questionnaire

B. Interviews.

Sampling Procedure

A. Sample unit

In this study the respondents from Tumkur city and taluk

B. Sample size

Sample size has taken 40 respondents

C. Sampling technique

Simple convenient sampling technique has been used for arriving the

sample size.

SSIMS, Tumkur


Tools and techniques for data analysis

The data analysis has been done by using average and percentage on the

basis of statistical tables.

Geographical Area

The study is conducted in Tumkur city and Tumkur Taluk

Sample size has taken 40 respondents.

SSIMS, Tumkur


Objective:

To know the factor impressed the dealers to deal with Vahini Pipes.

To know the most preferred product among Vahini Pipes.

To know the satisfaction towards after sales service by Vahini Pipes.

To know the overall opinion of dealers towards Vahini Pipes.

Limitations:

Since the survey was done only in Tumkur City and Tumkur Taluk the

result obtained may not be taken as universal suggestion.

Quality of the information highly dependent on the knowledge of the

respondents.

Concern person of shop keeping in charge will always change, so that

their assessment of the product and the relationship with the company

officials could not be adequate.

NEED OF THE STUDY

As there are a large no of dealers dealing with Vahini PVC Pipes, the

study was conducted to know the dealers satisfaction towards Vahini PVC

Pipes. It enables the company to enhance its strength in the competitive market

SSIMS, Tumkur


1. Being in business since.

Particulars Respondents Percentage

0-1 Years 04 10

1-2 Years 05 12.5

2-5 Years 10 25

5-10 Years 09 22.5

More than 10 Years 12 30

0-1 Years 1-2 Years 2-5 Years 5-10 Years More than 10 Years

0

2

4

6

8

10

12

14

Doing Business Since

Doing Business Since

Fig:

Interpretation:

10% of respondents are in business since 0-1 Year.

12.5% of respondents are in business since 1-2 Years.

25% of respondents are in business since 2-5 Years.

22.5% of respondents are in business since 5-10 Years.

30% of respondents are in business since more than 10 Years.

2. Selling Vahini pipes from

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0-1 Years 9 22.5

1-2 Years 6 15

2-5 Years 13 32.5

5-10 Years 9 22.5

More than 10 Years 3 7.5

0-1 Years 1-2 Years 2-5 Years 5-10 Years More than 10 Years

0

2

4

6

8

10

12

14

Selling from

Selling from

Fig:

Interpretation:

22.5% of dealers are selling Vahini Pipes from 0-1 Year

15% of dealers are selling Vahini Pipes from 1-2 Years

32.5% of dealers are selling Vahini Pipes from 2-5 Years

22.5% of dealers are selling Vahini Pipes from 5-10 Years

7.5% of dealers are selling Vahini Pipes from more than 10 Years

SSIMS, Tumkur


3. The factor Impressed to deal with Vahini Pipes is


Promotional Scheme 1 2.5

Quality 24 60

Margin 6 15

Credit policy 1 2.5

Others 8 20

Promotional Scheme

Quality Margin Credit policy Others0

5

10

15

20

25

30

Impressed Factor

Impressed Factor

Fig:

Interpretation:

2.5% of dealers were impressed by Promotional Scheme to deal with

Vahini Pipes.

60% of dealers were impressed by Quality to deal with Vahini Pipes.

15% of dealers were impressed by Margin to deal with Vahini Pipes.

2.5% of dealers were impressed by Credit policy to deal with Vahini

Pipes.

20% of dealers were impressed by other factors to deal with Vahini Pipes.

SSIMS, Tumkur


4. Most preferred product among Vahini Pipes is


PVC 30 75

Electrical Conduit 1 2.5

Drip Irrigation 3 7.5

Casing 0 0

CPVC 4 10

SWR Pipes 2 5

0

5

10

15

20

25

30

35

Most Preferred Product

Most Pre-ferred Product

Fig:

Interpretation:

75% of dealers say that most preferred product is PVC pipes.

2.5% of dealers say that most preferred product is Electrical Conduit.

7.5% of dealers say that most preferred product is Drip Irrigation.

0% of dealers say that most preferred product is Casing.

10% of dealers say that most preferred product is CPVC.

5% of dealers say that most preferred product is SWR Pipes.

5. Rate the Promotional activities taken up by Vahini pipes

SSIMS, Tumkur



Excellent 9 22.5

Above Average 11 27.5

Average 18 45

Below Average 0 0

Poor 2 5

Excellent Above Average Average Below Average Poor0

2

4

6

8

10

12

14

16

18

20

Rating of Promotional Activiteis

Rating of Promotional Activiteis

Fig:

Interpretation:

22.5% of dealers have rated excellent for the promotional activity.

27.5% o f dealers have rated above average for the promotion activity.

45% of dealers have rated average for the promotion activity.

0% of dealers have rated below average for the promotion activity.

5% of dealers have rated poor for the promotion activity.

SSIMS, Tumkur


6. Promotion activity need from Vahini Pipes


Advertisement 11 27.5

Dealers Meet 11 27.5

Better Credit Terms 7 17.5

Public Relations 8 20

Others 3 7.5

Advertisement Dealers Meet Better Credit Terms

Public Relations Others0

2

4

6

8

10

12

Need of Promotion Activity

Need of Promotion Activity

Fig:

Interpretation:

27.5% of dealers need advertisement has a promotion activity.

27.5% of dealer’s need dealers meet has a promotion activity.

17.5% of dealers need better credit terms has a promotion activity.

20% of dealers need public relations has a promotion activity.

7.5% of dealers need others has a promotion activity.

SSIMS, Tumkur


7. Dealers opinion about the margin provided by Vahini Pipes


Excellent 6 15

Above Average 8 20

Average 22 55

Below Average 1 2.5

Poor 3 7.5


5

10

15

20

25

Opinion about Margin

Opinion about Margin

Fig:

Interpretation:

15% of dealers have excellent opinion, 20% of dealers have above

average, 55% of dealers have average opinion, 2.5% of dealers have

below average opinion, and 7.5% of dealers have poor opinion about the

margin provided by Vahini Pipes

SSIMS, Tumkur


8. Compared to other brand the price of Vahini Pipes is


Very High 0 0

High 4 10

Average 33 82.5

Low 3 7.5

Very Low 0 0

Very High High Average Low Very Low0

5

10

15

20

25

30

35

Price when compared to other brand

Price when compared to other brand

Fig:

Interpretation:

0% dealers say that the price of Vahini Pipes is very high.

10% of dealers say that the price of Vahini Pipes id high.

82.5% of dealers say that the price of Vahini Pipes is average.

7.5% of dealers say that the price of Vahini Pipes is low.

0% of dealers say that the price of Vahini Pipes is very low.

9. Sales of other brand when compared to Vahini brand

SSIMS, Tumkur



Very High 6 15

High 17 42.5

Average 14 35

Low 0 0

Very Low 3 7.5

Very High High Average Low Very Low0

2

4

6

8

10

12

14

16

18

Sales of other brand

Sales of other brand

Fig:

Interpretation:

15% of dealers say that sales of other brand are very high.

42.5% of dealers say that the sales of other brand are above average.

35% of dealers say that the sales of other brand are average.

0% of dealers say that the sales of other brand are low.

7.5% of dealers say that the sales of other brand are very low.

10.Rate the quality of Vahini Pipes

SSIMS, Tumkur



Excellent 12 30

Above Average 11 27.5

Average 17 42.5

Below Average 0 0

Poor 0 0


2

4

6

8

10

12

14

16

18

Quality of Vahini Pipes

Quality of Vahini Pipes

Fig:

Interpretation:

30% of dealers rated the quality of Vahini Pipes is Excellent.

27.5% of dealers rated the quality of Vahini Pipes is above average.

42.5% of dealers rated the quality of Vahini Pipes is average.

0% of dealers rated the quality of Vahini Pipes is below average.

0% of dealers rated the quality of Vahini Pipes is poor.

11.Satisfaction with the interaction of sales representative

SSIMS, Tumkur



Highly Satisfied 10 25

Satisfied 18 45

Average 7 17.5

Dissatisfied 2 5

Highly Dissatisfied 3 7.5

Highly Satisfied Satisfied Average Dissatisfied Highly Dissatisfied0

2

4

6

8

10

12

14

16

18

20

Interaction with Sales Representative

Interaction with Sales Representa-tive

Fig:

Interpretation:

25% of dealers are highly satisfied with the interaction of sales representative.

45% of dealers are satisfied with the interaction of sales representative.

17.5% of dealers are averagely satisfied with the interaction of sales

representative.

5% of dealers are dissatisfied with the interaction of sales representative.

7.5% of dealers are highly dissatisfied with the interaction of sales

representative.

12.Satisfaction towards company margins

SSIMS, Tumkur




Satisfied 18 45

Average 18 45

Dissatisfied 2 5

Highly Dissatisfied 0 0


2

4

6

8

10

12

14

16

18

20

Company Margins

Company Margins

Fig:

Interpretation:

5% of dealers are highly satisfied towards company margins.

45% of dealers are satisfied towards company margins.

45% of dealers are averagely satisfied towards company margins.

5% of dealers are dissatisfied towards company margins.

0% of dealers are highly dissatisfied towards company margins.

13.Supply of Vahini Pipes is.

SSIMS, Tumkur



According to Demand 32 80

More than Demand 4 10

Less than Demand 4 10

According to Demand More than Demand Less than Demand0

5

10

15

20

25

30

35

Supply of Pipes

Supply of Pipes

Fig:

Interpretation:

80% of dealers say that the supply of pipes is according to the demand.

10% of dealers say that the supply of pipes is more than demand.

10% of dealers say that the supply of pipes is less than demand.

SSIMS, Tumkur


14.Satisfaction towards the supply of Vahini Pipes


Highly Satisfied 9 22.5

Satisfied 16 45

Average 3 7.5

Dissatisfied 1 2.5

Highly Dissatisfied 1 2.5


2

4

6

8

10

12

14

16

18

Supply of Vahini Pipes

Supply of Vahini Pipes

Fig:

Interpretation:

22.5% of dealers are highly satisfied towards the supply of Vahini Pipes

40% of dealers are satisfied towards the supply of Vahini Pipes.

7.5% of dealers are average towards the supply of Vahini Pipes

2.5% of dealers are dissatisfied towards the supply of Vahini Pipes

SSIMS, Tumkur


2.5% of dealers are highly dissatisfied towards the supply of Vahini Pipes

15.Satisfaction towards after sales service.



Satisfied 17 42.5

Average 18 45

Dissatisfied 1 2.5

Highly Dissatisfied 0 0


2

4

6

8

10

12

14

16

18

20

Satisfaction Towards after Sales Service

Satisfaction To-wards after Sales Service

Fig:

Interpretation:

10% of dealers are highly satisfied towards after sales service.

42.5% of dealers are satisfied towards after sales service.

45% of dealers are average satisfaction towards after sales service.

2.5% of dealers are dissatisfied towards after sales service.

0% of dealers are highly dissatisfied towards after sales service.

SSIMS, Tumkur


16.Overall opinion about Vahini pipes.


Excellent 11 27.5

Above Average 16 40

Average 13 32.5

Below Average 0 0

Poor 0 0


2

4

6

8

10

12

14

16

18

Overall Opinion

Overall Opin-ion

Fig:

Interpretation:

27.5% of dealers have excellent opinion about the Vahini pipes.

40% of dealers have above average opinion about the Vahini pipes.

32.5% of dealers have average opinion about the Vahini pipes.

0% of dealers have below average and poor opinion about the Vahini

pipes.

SSIMS, Tumkur


FINDINGS

25% of respondents are in business since 2-5 Years.

32.5% of dealers are selling Vahini Pipes from 2-5 Years.

60% of dealers were impressed by Quality to deal with Vahini Pipes.

75% of dealers say that most preferred product is PVC pipes.

45% of dealers have rated average for the promotion activity.

27.5% of dealers need advertisement and 27.5% of dealer’s need dealers

meet has a promotion activity.

55% of dealers have average opinion about the margin provided by

Vahini Pipes.

82.5% of dealers say that the price of Vahini Pipes is average.

42.5% of dealers say that the sales of other brand are above average.

42.5% of dealers rated the quality of vahini Pipes is average.

45% of dealers are satisfied with the interaction of sales representative.

45% of dealers are satisfied and 45% of dealers are averagely satisfied

towards company margins.

80% of dealers say that the supply of pipes is according to the demand.

40% of dealers are satisfied towards the supply of Vahini Pipes.

45% of dealers are average satisfaction towards after sales service.

40% of dealers have above average opinion about the Vahini pipes.

SSIMS, Tumkur


SUGGESTION

Organize meetings and parties for dealers to meet them and listen to

the problem, suggestions to increase the market.

The company margins on pipes can be increased so that more number

of dealers can be satisfied.

As media impact is more, so company should go for more

advertisements in mass media and outdoor advertisements to promote

the brand.

SSIMS, Tumkur


Conclusion

The company is having a good dealer network and it is maintaining

good relations with them i.e., the service rate of the company is good.

The price of Vahini Pipes is matching with the quality of the pipe.

By using different concepts of advertisement in media they attaining the

concentration of customers.

With the ideal promotional strategies and increasing the satisfactory

level of the dealers the company can grow and become a market leader

in the future.

The presence of Vahini Pipes dealers are more in the rural area than in

the urban area.

The sales of PVC pipes are more than the other products of the

company.

SSIMS, Tumkur

Fusion

Documents

Transcript of Fusion