A

SYNOPSIS
ON
“TO STUDY DISTRIBUTION STRATEGIES OF
HINDUSTAN PENCILS PVT. LTD. IN NAGPUR.”
Submitted by

PANKAJ P. SAMARTH

Under the Guidance of

PROF. SNEHAL GODBOLE

DAIMSR

DR. AMBEDKAR INSTITUTE OF MANAGEMENT

STUDIES & RESEARCH, NAGPUR.
INTRODUCTION:
TOPIC:
Marketing & Distribution strategies is considered to be very specialised
division in any organization .It is one of the four elements of marketing mix. An
organization or set of organizations (go-betweens) involved in the process of
making a product or service available for use or consumption by a consumer or
business user.

COMPANY PROFILE
Hindustan Pencils Limited is the largest Primary School Stationery manufacturing
company in India. Established in 1958, they have mastered the art of making high
quality stationery products. With the latest machinery set up, today their state- of-
the-art manufacturing units daily produce 5.6 million pencils, 1.2 million
sharpeners, 2.3 million erasers, 0.16 million scales, 0.30 million pens.
All our products conform to European CE EN-71 safety standards.
They have always believed in manufacturing products of high quality. To be able
to control quality better, they are backward integrated. Every little component like
pencil lacquer, sharpener blades, screws etc, that goes into the making to their
products, is produced in-house
In India their brands Apsara and Nataraj have emerged as household names. In
other words, Hindustan Pencils Ltd. has come to personify quality at a
competitive price.
Keeping up with their mission statement 'Delighting consumers with globally
recognize stationery' we are at present exporting our products to over 30 countries
.

NEED FOR STUDY:

In this competitive world people are more conscious about their appearance. This gives
an importance to distribution division and hence the study becomes rational for company.
OBJECTIVES:
1) To identify market situation of different product.
2) To find out constrains in product penetration in market.
3) To understand the problem faced by distributors.
4) To study distribution channels both in domestic & international market.

SCOPE:
Functional scope
• Research can be done for individual products. In above project we only take
overview of Pencils products present in market & thus find out market potential.
So it include just pencils products enlisting. In future project we can take
satisfaction survey for individual pencils products. What is expectation of
students & other customers from particular product? That is very good insights for
design people to design their product accordingly customer need i. e. customized
product.
Geographical scope
• Similar survey can be done in other cities and by combining all data, analysis can
be done which gives overall market potential for Pencils products present in India.

RESEARCH METHODOLOGY:
Design of the Study:
Project has based on study of the market research of the products of
HINDUSTAN PENCILS and its competitors, this projects need to go with very specific
way so that the company come to conclusion whether to carry on with the same
strategies or not. With discussion with the project guide, project study steps has taken.
The study was conducted in following steps.
1) Introduction and briefing
2) Research proposal
3) Survey and data collection
4) Analysis and interpretation of the data.
 5) Conclusion and Recommendation
The detailed steps are as shown below:

Introduction and Briefing

Market identification and planning of the study

Research Proposal
Research proposal was prepared

Primary Data Collection

Checked sources of primary data and based on
that questionnaire should be prepare.

Survey and Data Collection

Data has collected from retailers, dealers , distributor by visiting them

Data Analysis and Interpretation

Conclusion and Recommendations

Data collection was done with the help of a self developed questionnaire, designed for
distributors.
Data collection
a) Primary Data
The primary data in concern to market research was collected
from actual visit to dealer, distributor at every level and retailers interviews
with the help of self designed Questioner. Also collection of data from
organization staff member.

b) Secondary Data
Secondary data has collected from the Internet websites, books and
magazines to understand the overall current status of the Pencils industries in India and
on the basis of secondary information Questioner was prepared under the guidance of
company project guide.

Research Instrument
1) Questioner
2) Interview with Dealers and Distributor
3) Interaction with Project guide

HYPOTHESIS:-
At the time there are assumed to be many intermediaries between the
producers of the good and ultimate consumers in case of HINDUSTAN PENCIL’S LTD.
distribution, these intermediaries are received up to 50% of price paid to the producers.

LIMITATIONS
• Survey has been done in the limited area of Nagpur city.
• Conducted survey on random sampling basis.
• Some authority doesn’t allow to carry out survey, such industries are
omitted from sample set.
• Very few company allow to give personal details of there company. For
other information have to depends upon what data given by authority.
 • Representatives of some industries were non- cooperative regarding the
disclosure of information related to the USP they use.
• Concerned person is not always available

BIBLO GRAPHY/ REFERENCE

BOOKS:
RESEARCH METHODOLOGY by C.R.KOTHARI
MARKETING MANAGEMENT by PHILIP KOTLER

WEBSITE:

www.hindustanpencils.com