Introduction of the company Introduction of the company

Surya’s journey started in 1973 when it set up its Surya’s journey started in 1973 when it set up its steel pipe plant at Bahadurgarh, Haryana. Today, steel pipe plant at Bahadurgarh, Haryana. Today, this plant is one of the largest in Asia and this plant is one of the largest in Asia and produces 180000 MT of steel pipes annually. In produces 180000 MT of steel pipes annually. In

1984, Surya set up its first factory, for lighting 1984, Surya set up its first factory, for lighting products, at kashipur. And in 1992, it built another products, at kashipur. And in 1992, it built another factory at malanpur. Both these plants have been factory at malanpur. Both these plants have been

awarded the ISO 14001 & OHSAS 18001 awarded the ISO 14001 & OHSAS 18001 certifications. Today Surya is the second largest certifications. Today Surya is the second largest seller of GLS and FTL in India. It has achieved a seller of GLS and FTL in India. It has achieved a

turnover of RS 15 billion and an international turnover of RS 15 billion and an international presence in 48 countries. presence in 48 countries.

Mission & VisionMission & Vision

OUR MISSIONOUR MISSION

Our mission declares our purpose as a company. It Our mission declares our purpose as a company. It serves as the standard against which we weight our serves as the standard against which we weight our actions and decisions. It is the foundation of our actions and decisions. It is the foundation of our Manifesto. Manifesto. To refresh the world in body, mind and spirit. To refresh the world in body, mind and spirit. To inspire moments of optimism through our brands and To inspire moments of optimism through our brands and our actions.our actions. To create value and make a difference everywhere we To create value and make a difference everywhere we engage. engage.

OUR VISIONOUR VISION

Our vision guides every aspect of our business by Our vision guides every aspect of our business by describing what we need to accomplish in order to describing what we need to accomplish in order to continue achieving sustainable growthcontinue achieving sustainable growthPeople:People: Being a great place to work where people are Being a great place to work where people are inspired to be the best they can be. inspired to be the best they can be. Portfolio:Portfolio: Bringing to the world a portfolio of quality Bringing to the world a portfolio of quality beverage brands that anticipate and satisfy people's beverage brands that anticipate and satisfy people's desires and needs. desires and needs. Partners:Partners: Nurturing a winning network of customers and Nurturing a winning network of customers and suppliers, together we create mutual, enduring value. suppliers, together we create mutual, enduring value.

Objective of the studyObjective of the study

To know the draw back in the distribution To know the draw back in the distribution system of the Surya Roshni ltdsystem of the Surya Roshni ltd To know the problem in the distribution of To know the problem in the distribution of activation element.activation element. To identify suitable distribution strategy To identify suitable distribution strategy according to the stockiestaccording to the stockiest To know the impact of distribution element on To know the impact of distribution element on sell when keep it.sell when keep it. To know the impact of distribution element on To know the impact of distribution element on customer.customer. To help. (Distributors) in the distribution .To help. (Distributors) in the distribution .

Scope of the studyScope of the study

The main scope of study is to understand the The main scope of study is to understand the distribution management of the Surya Roshni distribution management of the Surya Roshni Pvt. ltd.Pvt. ltd.To distribute the product in the store at prime To distribute the product in the store at prime time.time.To fill the gape of distribution and sales in To fill the gape of distribution and sales in different distribution units.different distribution units.To make a platform for distributors to distribute To make a platform for distributors to distribute the product in effective manner.'the product in effective manner.'To analyze and learn the work of the To analyze and learn the work of the distributors.distributors.

Distribution ManagementDistribution Management

This company has a wide range of This company has a wide range of distribution network and there is a process distribution network and there is a process also -also -

Production----Production----plant warehouse---plant warehouse---depot warehouse---depot warehouse---------------------Distribution warehouse-------Distribution warehouse-------retail stockiest----------retail stockiest----------Retail shelf----------Retail shelf----------consumerconsumer

Distribution systemDistribution system

Direct distribution-------Direct distribution------- in direct distribution the in direct distribution the manufacturer unit has the direct control on over manufacturer unit has the direct control on over the activity of the sales ,retailing and the activity of the sales ,retailing and merchandising and local management account merchandising and local management account at store level.at store level.

Indirect distributionIndirect distribution------in indirect distribution ------in indirect distribution an organization which is not a part of the an organization which is not a part of the manufacturing system has control on one or manufacturing system has control on one or more than one of the distribution elements.more than one of the distribution elements.

MerchandisingMerchandising---- Merchandising means ---- Merchandising means communication with the consumer at the communication with the consumer at the point of the purchase to convey product point of the purchase to convey product benefit, value and quality sales people and benefit, value and quality sales people and delivery people both have this delivery people both have this responsibility in certain location special responsibility in certain location special teams who go into the business to teams who go into the business to specifically merchandise our product.specifically merchandise our product.

QuestionerQuestioner

How often vendor visit to you?How often vendor visit to you?

(A) 15 days (A) 15 days (B)1 Month(B)1 Month

(c) 1.5 month(c) 1.5 month (D)2 Month(D)2 Month

Why Surya’s product are not much in Why Surya’s product are not much in demand in market?demand in market?

(A) lack of promotion (B) Lack of (A) lack of promotion (B) Lack of competitive pricecompetitive price

(C) Lack of quality (C) Lack of quality (D) Lack of awareness(D) Lack of awareness

In which area Surya Roshni need to be In which area Surya Roshni need to be improved?improved?

(A) promotion (B) price(A) promotion (B) price (C) quality (C) quality (D) placement (D) placement

Which method of the advertisement is best Which method of the advertisement is best according to you?according to you?

(A) television (B) printed (A) television (B) printed mediamedia

(C) radio (C) radio (D) sites (D) sites

RECOMMENDATIONSRECOMMENDATIONS

Aggressive marketingAggressive marketing

Regular visit to distributorsRegular visit to distributors

Sales distribution and advertising to be Sales distribution and advertising to be made more frequent for brand buildingmade more frequent for brand building

Communication should be improved. Fulfill Communication should be improved. Fulfill the demand of the product by company in the demand of the product by company in the fields sales situation sales person work the fields sales situation sales person work independently and away from the office.independently and away from the office.

Company should plan for better Company should plan for better performance to sales man.performance to sales man.

Company should implement customer Company should implement customer suggestions and complaint about products suggestions and complaint about products service policies, prices changes etc..service policies, prices changes etc..

Company should gather information of Company should gather information of competitor’s activities. Transportation competitor’s activities. Transportation confers time utility confers time utility

ConclusionConclusion

After analyzing the whole work which I have After analyzing the whole work which I have done in Surya Roshni ltd., I have learned that done in Surya Roshni ltd., I have learned that Surya Roshni is a very reputated company in Surya Roshni is a very reputated company in steel pipes and lighting area. It is continuously steel pipes and lighting area. It is continuously growing its business in all over the world . But I growing its business in all over the world . But I have analyzed that this company is customer have analyzed that this company is customer oriented company, who always take care of oriented company, who always take care of customers demands and problems but it is not customers demands and problems but it is not paying attention on promotion. So company paying attention on promotion. So company should pay attention on heavy promotion.should pay attention on heavy promotion.

THANK YOUTHANK YOU

SUBMMITED BYSUBMMITED BYAMIT SHARMAAMIT SHARMA

PGP - 09-11PGP - 09-11