summer internship project- A study of wholesalers & retailers feedback towards products of arpit...

CHAPTER 1

EXECUTIVE SUMMARY

G.H. RAISONI INSTITUTE OF BUSINESS MANAGEMENT, JALGAON Page ‐ 1 -

1 EXECUTIVE SUMMARY

Title of Project

A Study of Wholesalers & Retailers Feedback towards Products of Arpit Agro.

Objectives

The Main and Basic Objective were to survey the market for knowing prevailing market

condition of Product of Arpit Agro and comparing sales activities and promotional activities

undertaken by Arpit Agro and other same companies in market of Jalgaon.

Sources

The sources from where I collected data are the Wholesalers & Retailers of Arpit Agros Product.

I also collected from the books and websites.

Research Methodology

The type of study done was Descriptive.

Descriptive research includes surveys and facts findings enquiries of different kinds. The major

purpose of research of this type of research is to know what is happening and includes attempts

to discover causes.


Findings

It is found that in term of price of Product of Kogta Import & Export highly effective and

then Arpit Agro, in term of quality Arihant Agro highly effective and then Sunil Agro, in

term of packaging Mohan Agro highly effective.

It is observed that discount is mostly practiced promotional activity followed by gift

items, tour and Company meet.

Conclusions

Good marketing creates good image and Arpit Agro has positioned itself as a good

quality product with very competitive pricing as compared to its competitors.

Promotional schemes for Wholesaler and Retailers are very important like discount, gift items,

tour etc. It is motivate them to sell more.

Recommendations

Adopt the aggressive marketing strategy like Kogta Import & Export.

Also reach to the customer’s reference groups like Hotels, Private Caterers, Mall,

Departmental Stores, and Super Market.


CHAPTER 2

INTRODUCTION

2.1) Preamble to the Topic

2.2) Problem Definition

2.3) Objective of the Study

2.4) Scope Of the Study

2.5) Research Design

2.6) Limitation of the Study


2 INTRODUCTION

2.1 Preamble To The Topics

Maintain good relationships

Customer feedback is the most important in Agro industry because the Spices & Pulses is the

product through which the home is made if the customer is fully satisfied with the quality of the

Spices & Pulses then that Spices & Pulses is good if the customer is not satisfied with the Spices

& Pulses quality then that cement is not good. If the firstly the company is provide is the good

Spices & Pulses to the customer then that customer is attach with company & to maintain such

attachment with customer that time the company is need to provide the same quality Spices &

Pulses at any situation means maintain the relation with customer.

Problem Faced By Dealer

The Wholesaler & Retailer get the various problems to sales the Spices & Pulses to the customer,

the problem is may be related to the geographical area, language & vehicle problem etc.

Helps in forming sales Strategy

The Wholesaler & Retailer is faced the various problems so that there is necessary to forced the

strategy to sale the Spices & Pulses, the strategy made in such a way that the Wholesaler &

Retailer problem should be solve.


2.2 Problem Definiton

Proper Communication with Dealers and Customer helps the organization to increase the sale of

the company and reduces the marketing efforts of the company, thus Arpit Agro wants to know

that there Communication System is working properly or not, and then I choose subject for

Research- A Study of Wholesaler & Retailers Feedback towards Product of Arpit Agro.


2.3 Objective Of The Study

Objectives of the study are as under:

To understand the reasons behind selling different brands of Spices & Pulses by Wholesaler

& Retailer.

To know the factors considered by consumers while purchasing Spices & Pulses.

To understand the effectiveness of various sales promotion activities of Spices & Pulses.

To analyze packaging, quality, delivery etc of Arpit Agro and other brands in market.

To study challenges faced by Wholesaler and retailers in selling Spices & Pulses brands.


2.4 Scope Of The Study

Scopes of the study are:

The study has been done for the Spices & Pulses so more or less it helps in understanding the

consumer preference towards the Spices & Pulses market.

Scope of the market research was limited to Jalgaon district.

Retailers selling different brands of Spices & Pulses were studied during the research to find

out the market share and overall performance of Arpit Agros Productt in Jalgaon district.


2.5 Research Design

Once the problem is defined the next step is the research design. The research

design is the basic framework, which provides guidelines for the rest of research Process. It is a

map or blueprint according to which the research is to be conducted.

A research design is the arrangement of condition for collecting & analysis of

data in a manner that aims to provide relevance to the research purpose with economy in

procedure. It constitutes decision regarding What, Where, When, How much, by what means a

research study could be carried out.

To carry out the all research process I decided to do survey on Wholesaler and

Retailer of Product of Arpit Agro, for that I prepared questionnaires for Wholesaler and Retailer.

And I selected the Wholesaler and Retailer randomly.


STATEMENT OF THE PROBLEM

OBJECTIVE OF THE STUDY

SCOPE OF THE STUDY

LIMITATION OF THE STUDY

COMPONY PROFILE

PRODUCT PROFILE

RESEARCH METHODOLOGY

DATA ANALYSIS

FINDINGS

SUGGESTIONS

RECOMMENDATIONS

CONCLUSIONS

ANNEXURE


Figure: Steps in research design

2.6 Limitation of Study

1. The study is restricted to Jalgaon District only.

2. Time is a constraint in study as only 60 days were allotted.

3. It was experienced during the survey that it was difficult to get correct information from

Wholesalers and retailers.


CHAPTER 3

LITERATURE REVIEW

3.1) Introduction

3.2) History

3.3) Types

3.4) Applications

3.5) Importance

3.6) Benefits


3 LITERATURE REVIEW

3.1 Introduction

'feedback' exists between two parts when each affects the other.

Feedback is a process in which information about the past or the present influences the same

phenomenon in the present or future. As part of a chain of cause-and-effect that forms a circuit or

loop, the event is said to "feed back" into itself.

Definition of Customer Feedback

Information coming directly from customers about the satisfaction or dissatisfaction they feel

with a product or a service. Customer comments and complaints given to a company are an

important resource for improving and addressing the needs and wants of the customer. The

information is procured through written or oral surveys, online forms, emails, letters, or phone

calls from the customer to the company.

(Source: http://www.businessdictionary.com/definition/customer-feedback.html#ixzz2rp2fMA1H)

Feedback signal - the measurement of the actual level of the parameter of interest.

Feedback mechanism - the action or means used to subsequently modify the gap.


Feedback loop - the complete causal path that leads from the initial detection of the gap to the

subsequent modification of the gap.

http://en.wikipedia.org/wiki/File:Simple_Feedback_02.png�

http://en.wikipedia.org/wiki/Information

http://en.wikipedia.org/wiki/Phenomenon

http://en.wikipedia.org/wiki/Signal_chain_%28signal_processing_chain%29

http://en.wikipedia.org/wiki/Causality

http://www.businessdictionary.com/definition/information.html

http://www.businessdictionary.com/definition/customer.html

http://www.businessdictionary.com/definition/satisfaction.html

http://www.businessdictionary.com/definition/product.html

http://www.businessdictionary.com/definition/final-good-service.html

http://www.businessdictionary.com/definition/complaint.html

http://www.businessdictionary.com/definition/company.html

http://www.businessdictionary.com/definition/resource.html

http://www.businessdictionary.com/definition/needs-and-wants.html

http://www.businessdictionary.com/definition/survey.html

http://www.businessdictionary.com/definition/online.html

http://www.businessdictionary.com/definition/form.html

http://www.businessdictionary.com/definition/letter.html

http://www.businessdictionary.com/definition/customer-feedback.html#ixzz2rp2fMA1H

3.2 History

Self-regulating mechanisms have existed since antiquity, and the idea of feedback had started to

enter economic theory in Britain by the eighteenth century, but it wasn't at that time recognized

as a universal abstraction and so didn't have a name.

The verb phrase "to feed back", in the sense of returning to an earlier position in a mechanical

process, was in use in the US by the 1860s, and in 1909, Nobel laureate Karl Ferdinand Braun

used the term "feed-back" as a noun to refer to (undesired) coupling between components of an

electronic circuit.

By the end of 1912, researchers using early electronic amplifiers (audions) had discovered that

deliberately coupling part of the output signal back to the input circuit would boost the

amplification (through regeneration), but would also cause the audion to howl or sing. This

action of feeding back of the signal from output to input gave rise to the use of the term

"feedback" as a distinct word by 1920.

There has been over the years some dispute as to the best definition of feedback. According to

Ashby (1956), mathematicians and theorists interested in the principles of feedback mechanisms

prefer the definition of circularity of action, which keeps the theory simple and consistent. For

those with more practical aims, feedback should be a deliberate effect via some more tangible

connection.


"[Practical experimenters] object to the mathematician's definition, pointing out that this

would force them to say that feedback was present in the ordinary pendulum ... between

its position and its momentum—a 'feedback' that, from the practical point of view, is

http://en.wikipedia.org/wiki/Karl_Ferdinand_Braun

http://en.wikipedia.org/wiki/Audion_tube

http://en.wikipedia.org/wiki/Regenerative_circuit

http://en.wikipedia.org/wiki/William_Ross_Ashby

somewhat mystical. To this the mathematician retorts that if feedback is to be considered

present only when there is an actual wire or nerve to represent it, then the theory becomes

chaotic and riddled with irrelevancies."


Ramaprasad (1983) defines feedback generally as "...information about the gap between the

actual level and the reference level of a system parameter" that is used to "alter the gap in some

way." He emphasizes that the information by itself is not feedback unless translated into action.

3.3 Types Of Customer Feedback

The three types of customer feedback are:

Customer needs

• Used to plan for and develop new services, or redesign existing services.

Customer experiences

• Used to improve service delivery, and determine if the service is being provided in ways

that deliver customer satisfaction or dissatisfaction.

Customer outcomes


• Used to document the impact of the service on customers, evaluate the effect of the

service and report on results.

3.4 Applications

Control theory

Feedback is extensively used in control theory, using a variety of methods including state space

(controls), full state feedback (also known as pole placement), and so forth. Note that in the

context of control theory, "feedback" is traditionally assumed to specify "negative feedback".

PID controller

The most common general-purpose controller using a control-loop feedback mechanism is a

proportional-integral-derivative (PID) controller. Heuristically, the terms of a PID controller can

be interpreted as corresponding to time: the proportional term depends on the present error, the

integral term on the accumulation of past errors, and the derivative term is a prediction of future

error, based on current rate of change.

In organizations


As an organization seeks to improve its performance, feedback helps it to make required

adjustments. Feedback motivates many people in the work place. People who receive negative or

positive feedback must decide how to apply it to their job. Joseph Folkman says that to find the

greatest level of success in an organization, working with other people, a person should learn

how to accept any kind of feedback, analyze it in the most constructive manner possible, and use

it to further impact future decision making.

http://en.wikipedia.org/wiki/State_space_%28controls%29

http://en.wikipedia.org/wiki/State_space_%28controls%29

http://en.wikipedia.org/wiki/Full_state_feedback

http://en.wikipedia.org/wiki/PID_controller

http://en.wikipedia.org/wiki/Controller_%28control_theory%29

http://en.wikipedia.org/wiki/PID_controller

http://en.wikipedia.org/wiki/Organization

http://en.wikipedia.org/wiki/Valence_%28psychology%29

http://en.wikipedia.org/wiki/Valence_%28psychology%29

3.5 The Importance of Customer Feedback

Companies use marketing research surveys to garner many types of information from consumers

and business customers. Businesses gather some of this information prior to introducing

products, but they acquire the majority of customer data after they have introduced products.

Whatever the case, customer feedback is important for a number of reasons Your business will make more money if your customers are happier. But how do you keep your

customers happy? How do you even know what your customers like or dislike about your

product?

Ask them.

Asking for customer feedback can provide extremely valuable insight for your business and

products. After every one of my company's events for entrepreneurs, we send out a short survey

to the folks who came asking for their feedback on the event. A few days later, we review the

feedback, both positive and negative.

This feedback directly influences what changes we make for the next event, what aspects we

want to highlight more, and what parts need to stay exactly the same. This feedback is invaluable

to us, and it doesn’t cost us anything to get.


http://www.entrepreneursunpluggd.com/events

3.6 Benefits of Customer Feedback

The benefits of bringing the Voice of the Customer into your Business are numerous. Here are

some of the benefits that customer feedback can bring your company:

• Your Customers opinions and feelings are acknowledged as being important.

• Your Customers are listened to and heard, a positive feeling is directed back to you as their

supplier.

• Satisfied customers provide affirmative quotes, narratives and stories that can be used to

promote your business. On average Client Insight receives 8 to 10 affirmative comments per

interview. What does that say about our ability to engage your clients. Click here to see examples

of satisfied customers.

• Your Customers realize that their supplier (your company) is interested in improving and

enhancing their business relationship.

• Your company name is escalated to the customer’s “top of mind” so that referrals continue. We

all like a positive story and a frequent “water cooler” conversation often follows “guess what my

supplier is doing …”

• Customers feel open to provide honest and upfront feedback to a neutral third party. This

insight is often inaccessible in any other manner.


• Your Customers are reminded of your Company’s name and the diligence you have taken to

meet their needs.

http://clientinsight.ca/customer-feedback/case-studiescf

CHAPTER 4

COMPANY PROFILE


4 COMPANY PROFILE

The company is established in 1993, the managing Director Mr. Mahavir Jain has an 20 years

of experince of the field. With a mission for national growth he has intiated the best techniques

to achieve international standard in manufacturing pulses, the reason is simple the Arpit Agro

pulses are exported to over 40 countries across the world.

Jalgaon is the main growing area for pulses. It is having dry-hot climate which is effective to

make the world class pulses. Jalgaon city is having hold of International Market. The

International Commodity Market is controlled by Jalgaon City.

INFRESTRUCTURE

The area of the company is around 48000sq.ft. which obviously encompasses the highly

advanced technology. The Arpit Agro pulse Industry has best modern technology at the work.

The entire processing and packaging is done under one roof. The quality of pulse produced due

to skill workers and professional experts.

Infrastructure Of Arpit Agro Industries Pvt. Ltd.

EXPORT


At the national level the Arpit Agro Pulses & Spices are supplied in all major cities and is easily

available at almost all Grocery Shops, Food departmental stores and Malls. At the international

level Arpit Agro pulses & Spices are exported to the countries of 5 continenets like USA, UK,

Canada, New Zealand, Australia, Middle East, Far East, Europe, Sri lanka, Pakistan ,Saudi

arabia & Africa etc.

QUALITY POLICY

Quality products and customer satisfaction are our goals. We try to ensure that we sell only

the best that is why we have a history of fully satisfied costomers from the world. You name it

and we have it . We are dedicated to supplying you only the finest products available in the

market. We are very particular in the items that we purchases so that you can be worry free while

purchasing the dal.

� We probe these areas to ensure that we purchase only the highest class of excellence

� We clean the goods by colour sorter machine and get the 99.995 purity

� We control the critical moisture level of the Dal to increase the shelf life of the Product

Reaching across 5 continents of the world, Arpit Agro has carved niche for itself in the global

pulse industry. Our all pulses are highly appreciated, purchased & consumed by the consumers

because they are clean, pure, hygienic, untouched by human hands.

The extensive R & D work assures the tasteful, aromatic, natural, pulses at every slot of time

Maharashtra state Export Award FOR YEAR 2007-08


AWARD-World-Economic-Development-Award-for-Quality-Excellence

INHOUSE MECHNIRY

Infrastructure with following machineries:

� Dall Mill Plant

� Polishing Plant

� Post Cleaning Plant

� Sortex Machine

� Gravity separator


Fully Automated Consumer packing machine:

� PLC (Programmed Logistic Control)

� Auto Form Fill & Seal

� Computerized weighment

� Nitrogen Flush

� Date and batch coading

SORTEX Machine

The equation of the quality in Arpit Agro is easy to cook, tasty & healthy to eat. The results of

the up-to-date machineries used in the company is

� Accurate cleaning of pulses, leaving no contamination & no impurities.

� Uniformity in quality of product.

� Hygienic, intact freshness & longer shelf life

ACHIVIMENTS


Certificate Of Registraton

ISO : 9001 2000

Recognition by the Director of Transpacific Certificatios LTD.

Certificate Of approval

Recognition by the Lead Auditor of Transpacific Certificatios LTD.

The HACCP system is applicable to "Importing. Exporting. manufacturing and Supply of

pulses."

"STAR EXPO0RT HOUSE "


CERTIFICATE BY GOVERNMENT OF INDIA .


The equation of the quality here in Arpit Agro is easy to cook, tasty & healthy to eat. The results

of the up-to-date machineries used in the company is

� Accurate cleaning of pulses, leaving no contamination & no impurities.

� Uniformity quality of product.

� Hygienic, intact freshness & longer shelf life.

The HDPE bags, Jute Bags & laminated flexible pouches are used to pack the fresh dal. The

purity and the taste should be maintained; hence the packaging care of the product is taken

properly. The packaging is suitable as per the European, American & Asian standards so the dals

are packed & denoted in Kilogram & Pound form.

Packaging are available in Bulk quantities of 15, 18, 20, 25, kg. and consumers packs available

in Kilogram & Pound like 1/2Kg, 1Kg, 2Kg & 5Kg as well as 1lb, 2lb, 4lb, 8lb & 10lb.

The Machineries & the methods that are used for packaging as well as production are...

Product List

WHITE CHICK PEAS OIL SEEDS

SIZE / COUNT PER OUNCE NATURAL SESAME SEEDS

14 MM 40/42 BLACK SESAME SEEDS

12MM 42/44 HULLED SESAME SEEDS

11MM 44/46 SAFFLOWER SEEDS

9 MM 58/60 SOYA BEAN

8 MM 75/80 GROUND NUT KERNEL

CHICK PEAS GOLDEN MUSTARD SEEDS BLACK


SPICES FOOD GRAIN/ BIRD FEED

CORIANDER SEEDS SPLIT WHITE JUWAR ( SORGHUM )

CORIANDER SEEDS GREEN BAJRA ( MILLE T)

CUMIN SEEDS WHITE YELLOW MAIZE (CORN )

CUMIN SEEDS BLACK PULSES

DIL SEEDS TOOR DAL

RED CHILLI URID DAL

FENNEL SEED MOONG DAL

FENUGREEK SEED TOOR DAL

TURMERIC FINGER CHANA DAL

MUSTARD SEEDS BROWN MASOOR DAL

ADDERESS & CONTACT INFORMATION

Arpit Agro Industries Pvt. Ltd.

F-71, MIDC Area,

Jalgaon-425003

(Maharashtra State) India.

Tel. +91 257 2272352,

+91 257 2270050,

+91 257 2210050 ,

Fax +91 257 2272654

Cell +91 9823115093

Email [email protected]

[email protected]

[email protected]

Skype: mahaveer.jain12


mailto:[email protected]



http://www.arpitagro.com/skype.com

CHAPTER 5

PRODUCT PROFILE


5 PRODUCT PROFILE Pulses & Spices are extremely nutritious and healthy, being a major food of Indian as well as

every Vegeterian Human being on this living world. Pulses are the main source of proteins, fibre

& vitamins.

Our variety includes Rajma (baked beans), Masoor, Moong, Arhar, Urad, Channa and Toor Dal.

Our dals adhere to the highest standards of quality.

They retain their delicious flavor and do not lose their appetizing color, texture and aroma.

Spices

Coriander Seed Split Coriander Seed CUMIN SEEDS BLACK DIL SEEDS

Fennel Seed Fenugreek Seed MUSTARD SEEDS BLACK MUSTARD SEEDS BROWN

RED CHILLI TURMERIC

Oil Seed


PEANUT BOLD PEANUT JAVA S AFFLOWER SEEDS SESAME SEEDS BLACK

http://www.arpitagro.com/images/spices/CORIANDER SEEDS SPLIT.jpg�

http://www.arpitagro.com/images/spices/CORIANDER SEEDS.jpg�

http://www.arpitagro.com/images/spices/CORIANDER SEEDS SPLIT.jpg�

http://www.arpitagro.com/images/spices/CUMIN SEEDS BLACK.jpg�

http://www.arpitagro.com/images/spices/Fennel Seed.jpg�

http://www.arpitagro.com/images/spices/Fenugreek Seed.jpg�

http://www.arpitagro.com/images/spices/MUSTARD SEEDS BLACK.jpg�

http://www.arpitagro.com/images/spices/MUSTARD SEEDS BROWN.jpg�

http://www.arpitagro.com/images/spices/RED CHILLI.jpg�

http://www.arpitagro.com/images/spices/TURMERIC.jpg�

http://www.arpitagro.com/images/oil seed/PEANUT BOLD.jpg�

http://www.arpitagro.com/images/oil seed/PEANUT JAVA.jpg�

http://www.arpitagro.com/images/oil seed/SAFFLOWER SEEDS1.jpg�

http://www.arpitagro.com/images/oil seed/SESAME SEEDS BLACK.jpg�

SESAME SEEDS HULLED SESAME SEEDS BLACK SESAME SEEDS NATURAL SOYABEAN

Food Grain

GREEN BAJRA SORGHUM WHITE Yellow Maize Corn

Chick Peas

CHICK PEAS DESI/WHITE CHICK PEAS


http://www.arpitagro.com/images/oil seed/SESAME SEEDS HULLED.jpg�

http://www.arpitagro.com/images/oil seed/SESAME SEEDS BLACK.jpg�

http://www.arpitagro.com/images/oil seed/SESAME SEEDS NATURAL.jpg�

http://www.arpitagro.com/images/oil seed/SOYABEAN.jpg�

http://www.arpitagro.com/images/food grain - bird feed/GREEN BAJRA.jpg�

http://www.arpitagro.com/images/food grain - bird feed/SORGHUM WHITE.jpg�

http://www.arpitagro.com/images/food grain - bird feed/Yellow Maize corn.jpg�

http://www.arpitagro.com/images/chick peas_small/CHICK PEAS DESI.jpg�

http://www.arpitagro.com/images/chick peas_small/WHITE CHICK PEAS.jpg�

CHAPTER 6

RESEARCH METHODOLOGY

6.1) Research Methodology

6.1.1) Research Methodology

6.1.2) Research Objective

6.1.3) Data (Primary & Secondary)

6.2) Sampling Methodology


6 RESEARCH METHODOLOGY

6.1 RESEARCH METHODOLOGY

6.1.1 Research Objectives

To understand the reasons behind selling different brands of Pulses & Spices by Wholesalers

& Retailers.

To know the factors considered by consumers while purchasing Pulses & Spices.

To understand the effectiveness of various sales promotion activities of Pulses & Spices.

To analyze packaging, quality, delivery etc of Arpit Agro and other brands in market.

To study challenges faced by Wholesalers & Retailers in selling Pulses & Spices brands.


6.1.2 Types of Research Design

Type of Study

The type of study done was Descriptive.

Descriptive research includes surveys and facts findings enquiries of different kinds. The major

purpose of research of this type of research is to know what is happening and includes attempts

to discover causes.

Nature of Study

The research was Quantitative and qualitative in nature.

Type of Questionnaire / Schedule

The type of questionnaire used during the survey was the Structured and formalized

Questionnaire. The respondents were administered a questionnaire having Questions containing

multiple choice questions.

Type of Analysis

Type of analysis carried out during the study was statistical analysis. It was clear that the

information collected for the research was completely quantitative. So the analysis of the data

was statistically done.


6.1.3 Data (primary and secondary)

Primary Data

The data collected by an investigator or agency for the first time for any statistical investigation

and used for statically analysis, is termed as primary data. In primary research, data is collected

specifically for the study at hand.

Primary data was collected from market place by interacting with the Wholesalers, retailers and

users through the Personal Interview survey method. The corresponding name and address or the

Wholesalers and retailers were provided by the company sales office Jalgaon. Convenience

sampling has been done to carry out the survey. The instrument used for data collection is a

structured questionnaire.

Secondary Data

Unlike primary data, the second data are already collected and processed in nature. The

researcher can directly use them.

It was collected after going under through data provided by company, collected through the

internet and Arpit Agros website etc.

Research Instrument

Structural Questionnaire was the Research Instrument.


6.2 Sampling Methodology

Sample Design

A sample design is a definite plan for obtaining information (sample) form a given population.

The market researcher must define the target population to be sampled. The sampling units

chosen for this survey ware the dealers & retailers selling Pulses & Spices.


Target Wholesalers & retailers listed in company data ( provided by

Jalgaon Arpit Agros office )

Sample element Wholesalers & Retailers of Product of Arpit Agro.

Sample size Census study

The overall sample size for the study was 50 dealers &

retailers listed in company data.

( provided by Jalgaon Arpit Agros office )

Sampling Method Convenience Method

Sample Unit The survey was conducted in Jalgaon district only. The area

covered under the survey was almost Jalgaon district.

Sample duration The sample duration for survey and interviews was 40 days;

remaining days were spent in the data analysis and

interpretation.

Areas Covered

The market study is conduct on the Wholesalers, retailers of Product of Arpit Agro brands of

Jalgaon district. The geographical scope of my study is limited to the area of Jalgaon district

where by different area were covered.

• Jalgaon

• Amalner

• Chopda

• Pacohra

• Adavad


CHAPTER 7

DATA ANALYSIS


7 DATA ANALYSIS

Q.1) Qualification of owner?

Particulars Under Graduate Graduate Post graduate Doctorate Total

Respondents 24 20 6 0 50

% of Targeted


INTERPRETATION


The above data shows that 48% respondents are under graduates, 40% are graduates, 12% are

post graduates and there is 0% doctorate in sample population.

Q.2) What is your average monthly sales of Product of Arpit Agro?

Particulars 0-500 Kg 500-1000

Kg

1000-2500

Kg

More than

2500 Kg Total


% of Targeted


0

5

10

15

20

25

0‐500 Kg 500‐1000 Kg 1000‐2500 Kg More Than 250 Kg

INTERPRETATION

It is observed that 22% of the respondents are having the monthly sales figure between 0-500

Kg, while 40% of the respondents are having the sales between 500-1000 Kg. The parentage of

1000-2500 and more than 2500 Kg are 26% and 12% respectively.


Q.3) Since how long your business is in operation?

INTERPRETATION

The above chart shows that most of the respondents who all are surveyed, they have dealership

or sub-dealership of various brands since long time and some are new shops. 22% of shops are

pretty new and are 0-2 years old; similarly 18 % of the shops were 2-5 years old. 18 % of the

shops are 5 to 10 years old while 42% of the shops are more than 10 years old.


Particulars 0- 2 years 2-5

years

5-10

years

10 >

years Total


% of Targeted Respondents 22 18 18 42 100

Q.4) What payment options do you give to your customers?

Particulars Cash Credit Both Total

Respondents 11 4 35 50

% of

Targeted

Respondents

22 8 70 100

INTERPRETATION

The above pie chart shows that most of the respondents who all are surveyed, they sell on both

basis. 70% of Wholesalers & Retailers are sells on both i.e. cash &credit, only 8% only sales on

only credit and 22% of samples are sells on only cash basis.


Q.5) Kindly express the duration of credit?

Particulars No

Credit

2-4

Days 1 Week 15 Days

1

Month

More than 1

month Total

Respondents 11 10 12 11 3 3 50

% of Targeted

Respondents

22 20 24 22 6 6 100

INTERPRETATION

It is found that some shops are small hence there capital is less also they don’t hold the

dealership of any company. Hence they are not selling on credit basis i.e. 11 shops. Remaining

39 shops are sales on credit basis. Hence 22% respondents not selling on credit, 26% respondents

sales on 2-4 days credit period, 32% respondents sales on 1 week credit period basis, 28%

respondents sales on 15 days credit period basis, 7% & 7% respondents sales on 1 month and

more than 1 month credit period basis respectively.


Q.6) Do customers ask for a particular Brand?

Particulars Yes No Total

Respondents 36 14 50

% of Targeted Respondents 72 28 100

INTERPRETATION

The above data shows that 72 % respondent are told that customer ask for a particular brand, and

28% respondent were told that customer not ask for any particular brand.


Q.7) Which brand is generally asked by the customer?

Particulars Kogta Arihant

Sunil Arpit Mohan Total

Respondents 17 3 8 5 3 36

% of Targeted Respondents 48 8 22 14 8 100

0

2

4

6

8

10

12

14

16

18

Kogta Arihant Sunil Arpit Mohan

INTERPRETATION

In brand preference 48 % consumer asks for Kogta because of its aggressive marketing strategy

and advertisement, 8% asks for Arihant, 22 % ask for Sunil. Then 14 % & 8% consumer ask for

Arpit and Mohan respectively because of price-sensitive consumers.


Q.8) Why do you prefer selling particular brands of Pulses & Spices

over others?

Factors Strongly

Agree

Agree Naither Agree

Nor Disagree

Disagree Strongly

Disagree

Profit margin 28 44 4 20 4

Demand 36 46 2 14 2

Loyalty 42 38 0 18 2

Brand 32 46 0 16 6

Quality 22 46 0 20 12

INTERPRETATION

The above data shows that all the factors like profit, demand, loyalty, brand, quality are equally

important for Wholesalers & Retailers.


Q.9) According to you, what influences a Pulses & Spices customer’s

purchase most?

Particulars Price Quality Advertisement Reference Total


% of Targeted


INTERPRETATION

The above data show that customers give the maximum weight age to the Price of Spices &

Pulses. Even Advertisements play a major role in their buying decisions. 40% of respondent told

that consumer influence by price, 16% influence by quality, 30% influence by Advertisements

and 14% influence by reference.


Q.10) What percentage of your Pulses & Spices customers are?

Retailers Caterers Hotels Individual customer

16% 30% 42% 12%

16%

30%42%

12%

Retailers

Caterers

Hotels

Indivisula Customer

INTERPRETATION

In selling of Pulses & Spices there are different types of consumers like individual, caterers,

masons, retailer etc. the result of this question the percentage of selling from total sell were 16%

retailers, 30% Caterers, 42% Hotels, and 12% Individual customer.


Q.11) Rate the sales promotion activities of Pulses & Spices

companies according to their effectiveness.

Advertisement

Particulars Least

effective

Somewhat

effective Neutral

Effectiv

e

Very

effectiv

e

Total


% of Targeted

Respondents 4 12 4 64 16 100

INTERPRETATION

Advertisement is considered the important tool for sales promotion as 4% dealers & retailers said

it least effective, 12% considered it somewhat effective, 4% are neutral, 64% considered as

effective and 16% considered it very effective which shows according to dealer & retailers

customers could be gained through advertisement.


Responses

Wall painting

Particulars Least

effective

Somewhat

effective Neutral Effective

Very

effective Total


% of Targeted

Respondents 8 14 6 40 32 100

INTERPRETATION

Followed by advertisement wall painting is the most effective activity for sales promotion as far

as customers are concerned. It plays an important role in buying decisions of customers as they

are more likely to get attracted towards wall paintings which keeps them reminding about any

particular brand. As per survey 8% dealers & retailers said it least effective, 14% considered it

somewhat effective, 6% are neutral, 40% considered as effective and 32% considered it very

effective which shows according to dealer & retailers customers could be gained through wall

paintings.


Responses

Hoardings

Particulars Least effective Somewhat


Very

effective Total


% of targeted

Respondents 2 8 10 30 50 100

INTERPRETATION

Hoardings are considered important sales activity after wall paintings, as almost 80 % dealers

said that customers are more likely to notice hoardings placed at public areas. So according to

dealers from customers point of view hoarding is very effective sales promotion activity. As

results 2% said it least effective, 8% said it somewhat effective, 10% are neutral, 30% considered

as effective and 50% said it very effective.


Responses

Word of Mouth

Particulars Least

effective

Somewhat


Very

effective Total


% of targeted

Respondents 10 20 4 26 40 100

INTERPRETATION

Word of Mouth is another sales promotion activity which can be taken up and which is effective

also as customer is very likely to get influenced by engineers, contractors and shop keepers. The

above chart also shows that according to 10% dealer’s mouth selling is least effective, 20% said

its somewhat effective,4% are neutral, 26% and 40% consider it effective and very effective

respectively. Hence it is an important sales promotion activity.


Q.12) Rate the following different promotion schemes known to you.

(5 being highly practiced, 1 being lowest practiced) Different promotion schemes (in view of seller)

Discount Mansoon,

Contractor meet Gift item Tour

1 2 3 4 5 1 2 3 4 5 1 2 3 4 5 1 2 3 4 5

2 8 9 11 20 9 8 17 10 6 4 7 13 16 10 6 2 14 18 10

4 16 18 22 40 18 16 34 20 12 8 14 26 32 20 12 4 28 36 20

INTERPRETATION

It is observed that discount is mostly practiced promotional activity followed by gift items, tour

and masons, contractor meet.


14). During which months/period your sales are Maximum?

Particulars Regular April –

June

July –

September

October –

December

January

– March Total


% of targeted

Respondents 28 16 12 20 24 100

INTERPRETATION

It is found that 28% shops respondents are Regular purchased, 16% in April-June, 12% in July–

September, 20% in October– December, 24% in January – March.


Q.15) What is highest challenge you face while selling the Pulses &

Spices?

Particulars Competition Demanding customers Price Quality Total


% of targeted Respondents 40 18 28 14 100

INTERPRETATION

In the above data found that 40% of shops agreed on increasing competition as one of the

important challenge which face while persuading their customers. The highly demanding

customers are thinks as a challenge by 18% shops respondents while price differentiation and

quality are taken as a challenge by 28% and 14 % shops respectively.



CHAPTER 8 CHAPTER 8

FINDINGS FINDINGS


8 FINDINGS

48% respondents are under graduates, 40% are graduates, 12% are post graduates and there is

0% doctorate in sample population.

It is observed that 22% of the respondents are having the monthly sales figure between 0-500

Kg, while 40% of the respondents are having the sales between 500-1000Kg. The parentage

of 1000-2500 and more than 2500 Kg are 26% and 12% respectively.

22% of shops are pretty new and are 0-2 years old; similarly 18 % of the shops were 2-5

years old. 18 % of the shops are 5 to 10 years old while 42% of the shops are more than 10

years old.

70% of Wholesalers & Retailers are sells on both i.e. cash &credit, only 8% only sales on

only credit and 22% of samples are sells on only cash basis.

22% respondents not selling on credit, 26% respondents sales on 2-4 days credit period, 32%

respondents sales on 1 week credit period basis, 28% respondents sales on 15 days credit

period basis, 7% & 7% respondents sales on 1 month and more than 1 month credit period

basis respectively.

72 % respondent are told that customer ask for a particular brand, and 28% respondent were

told that customer not ask for any particular brand.


In brand preference 48 % consumer asks for Kogta because of its aggressive marketing

strategy and advertisement, 8% asks for Arihant, 22 % ask for Sunil. Then 14 % & 8%

consumer ask for Arpit and Mohan respectively because of price-sensitive consumers.

All the factors like profit, demand, loyalty, brand, quality are equally important for

Wholesalers & Retailers.

40% of respondent told that consumer influence by price, 16% influence by quality, 30%

influence by Advertisements and 14% influence by reference.

Percentage of selling from total sell were 16% retailers, 30% Caterers, 42% Hotels, and 12%

Individual customer.

Advertisement is considered the important tool for sales promotion as 4% dealers & retailers

said it least effective, 12% considered it somewhat effective, 4% are neutral, 64% considered

as effective and 16% considered it very effective which shows according to dealer & retailers

customers could be gained through advertisement.

Wall painting is the most effective activity for sales promotion as far as customers are

concerned. It plays an important role in buying decisions of customers as they are more likely

to get attracted towards wall paintings which keeps them reminding about any particular

brand. As per survey 8% dealers & retailers said it least effective, 14% considered it

somewhat effective, 6% are neutral, 40% considered as effective and 32% considered it very

effective which shows according to dealer & retailers customers could be gained through

wall paintings.


Hoardings are considered important sales activity after wall paintings, as almost 80 % dealers

said that customers are more likely to notice hoardings placed at public areas. So according

to dealers from customers point of view hoarding is very effective sales promotion activity.

As results 2% said it least effective, 8% said it somewhat effective, 10% are neutral, 30%

considered as effective and 50% said it very effective.

Word of Mouth is another sales promotion activity which can be taken up and which is

effective also as customer is very likely to get influenced by Peoples. The above chart also

shows that according to 10% dealer’s mouth selling is least effective, 20% said its somewhat

effective,4% are neutral, 26% and 40% consider it effective and very effective respectively.

Hence it is an important sales promotion activity.

It is observed that discount is mostly practiced promotional activity followed by gift items,

tour and masons, contractor meet.

It’s found that 28% shops respondents are Regular purchased, 16% in April-June, 12% in

July–September, 20% in October– December, 24% in January – March.


It’s found that 40% of shops agreed on increasing competition as one of the important

challenge which face while persuading their customers. The highly demanding customers are

thinks as a challenge by 18% shops respondents while price differentiation and quality are

taken as a challenge by 28% and 14 % shops respectively.


CHAPTER 9

SUGGESSTIONS

9 SUGGESSTIONS

Following are some of the suggestions for the company.

Kogta Import & Export is more popular amongst customers because of their aggressive

marketing. So to build the strong brand image, Arpit Agro has to adopt aggressive marketing

strategies.

Arpit Agro has to show its presence in the market not in the terms of dealers but should also

reach to the customer’s reference groups like Hotels, Caterers, Mall, Super Store via different

means. Dealer meets should be organized in every six months.

Since advertisement was found effective form of communication so company should come

up with good advertisement.

Like other competitors, Arpit Agro should be also conduct product promotional programs

regularly.

Company is having one of the best marketing supports, delivery term and packaging with

which can tap the new opportunity and focus on expanding its market in order to grab the

market shares.


The company should provide some gifts to the Wholesalers & Retailers beside discount.

Since it was observed that Wholesalers & Retailers assume gifts as motivational factor.

Company should focus on improving the quality. Since the customers perceived it as an

average quality product as compare to other brands.


CHAPTER 10

CONCLUSIONS


10 CONCLUSIONS

In the market, Arpit Agro is well known brand of Pulses & Spices. This is the result of the good

pricing policy, good delivery of the Arpit Agro. There are five major players in the market but

because of good discounting schemes and pricing Arpit Agro have a good market share.

The market survey undertaken shows that effective marketing efforts play a vital role in

creating the goodwill of the brand.

The distribution channel of Arpit Agro is well designed and made effective this ensures

timely availability of Spices & Pulses to consumers.

Arit Agro has positioned itself as a good product with very competitive pricing as compared

to its competitors.

Promotional schemes for Wholesalers & Retailers are very important like discount, gift

items, tour etc. It is motivate them to sell more and Arpit Agro has undertaken good schemes

to attract Wholesalers & Retailers.


CHAPTER 11

BIBLIOGRAPHY


11 BIBLIOGRAPHY 1. Marketing Management : By Philip Kotler 2. Marketing Management : By Sherlekar 3. Research Methodology : By C. R. Kothari

WEB LIOGRAPHY:

1. www.arpitagro.com,

2. http://www.wikipedia.com,

3. http://www.google.co.in


http://www.arpitagro.com/

http://www.wikipedia.com/

CHAPTER 12

ANNEXURE


12 ANNEXURE

Q.1. Qualification of owner. Under graduate Post graduate Graduate Doctorate

Q.2. What is your average monthly sales of cement?

0-500 Kg 500-1000 Kg

1000-2500Kg More than 2500 Kg

Q.3. Since how long your business is in operation?

0- 2 years 2-5 years

5-10 years More than 10 years

Q.4. What payment options do you give to your customers?

Cash Both

Credit

Q.5. Kindly express the duration of credit?

No credit 2-4 days

1week 15 days

1 month More than 1 month

Q.6. Do customers ask for a particular brand?

Yes No

Q.7. which brand is generally asked by the customer?

Kogta Arpit

Mohan Arihant Sunil


Q.8. Why do you prefer selling particular brands of cement over others? Factors Strongly

Agree Agree Naither Agree

Naither Disagree

Disagree Strongly Disagree

Profit margin

Demand

Loyalty Brand Quality Q.9. According to you, what influences a cement customer’s purchase most? Price Quality Advertisement Reference Q.10. What percentage of your cement customers are? Retailers Caterers Hotels Individual customer

accompanied by mason

Q.11. Rate Rate the sales promotion activities of cement companies according to their

effectiveness.

Activities Least effective

Somewhat effective Neutral Effective Very

effective Advertisement Wall paintings

Hording Word of Mouth

\Q.12. Rate the following different promotion schemes known to you. (5 being highly practiced,

1 being lowest practiced)

Discount Masons, Contractor meet

Gift item Tour


Q.14. During which month/period your sales are Maximum? Regular April – June July – September October – December January – March Q.15. What is highest challenge you face while selling the cement? Competition Demanding customers Price Quality Date: ……………………………… Place: …………………………….. …………………………………...

(Surveyor’s Signature)


summer internship project- A study of wholesalers & retailers feedback towards products of arpit...

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