ABSTRACT Distribution channels are behind every product and service that consumers and business buyers purchase

every where. Usually, combination on institutions specializing in manufacturing, wholesaling, retailing and many other areas join force in Distribution channels. A Distribution channels are a set of inter dependent organization involved in the process of making a product or service available for use or consumption. Distribution channels decisions play a role of Strategic importance in the overall presence and success a company enjoys in the market palace. This project report entitled A Study on Distribution Channel with Special Reference to Life time wire kitchen hardware in abad District. To determine the dealer satisfaction of the product and future demands, needs, wants. The study starts with an introduction of the Distribution Channel, company profile, important of the Study, Review of Literature and objectives are set out for the study. Research methodology, data analysis and interpretation, findings and suggestions of the study follow. The response given by the dealers and analyzed and interpret using different types of statistical tool such as percentage analysis, chi-square method.

CHAPTER - I INDRODUCTION Place, Distribution, Channel, or Intermediary. A channel of distribution comprises a set of institutions which perform all of the activities utilized to move a product and its title from production to consumption. Bucklin - Theory of Distribution Channel Structure (1966) Another element of Neil H.Borden's Marketing Mix is Place. Place is also known as channel, distribution, or intermediary. It is the mechanism through which goods and/or services are moved from the manufacturer/ service provider to the user or consumer. There are six basic 'channel' decisions: Do we use direct or indirect channels? (e.g. 'direct' to a consumer, 'indirect' via a wholesaler) Single or multiple channels Cumulative length of the multiple channels Types of intermediary (see later) Number of intermediaries at each level (e.g. how many retailers in Southern Spain). Which companies as intermediaries to avoid 'intrachannel conflict' (i.e. infighting between local distributors)

Selection Consideration - how do we decide upon a distributor? Market segment - the distributor must be familiar with your target consumer and segment. Changes during the product life cycle - different channels can be exploited at different points in the PLC e.g. Foldaway scooters are now available everywhere. Once they were sold via a few specific stores. Producer - distributor fit - Is there a match between their polices, strategies, image, and yours? Look for 'synergy'. Qualification assessment - establish the experience and track record of your intermediary. How much training and support will your distributor require? Types of Channel Intermediaries. There are many types of intermediaries such as wholesalers, agents, retailers, the Internet, overseas distributors, direct marketing (from manufacturer to user without an intermediary), and many others. The main modes of distribution will be looked at in more detail. 1. Channel Intermediaries - Wholesalers

They break down 'bulk' into smaller packages for resale by a retailer. They buy from producers and resell to retailers. They take ownership or 'title' to goods whereas agents do not (see below). They provide storage facilities. For example, cheese manufacturers seldom wait for their product to mature. They sell on to a wholesaler that will store it and eventually resell to a retailer.

Wholesalers offer reduce the physical contact cost between the producer and consumer e.g. customer service costs, or sales force costs.

A wholesaler will often take on the some of the marketing responsibilities. Many produce their own brochures and use their own telesales operations.

2. Channel Intermediaries - Agents

Agents are mainly used in international markets. An agent will typically secure an order for a producer and will take a commission. They do not tend to take title to the goods. This means that capital is not tied up in goods. However, a 'stockiest agent' will hold consignment stock (i.e. will store the stock, but the title will remain with the producer. This approach is used where goods need to get into a market soon after the order is placed e.g. foodstuffs).

Agents can be very expensive to train. They are difficult to keep control of due to the physical distances involved. They are difficult to motivate.

3. Channel Intermediaries - Retailers

Retailers will have a much stronger personal relationship with the consumer. The retailer will hold several other brands and products. A consumer will expect to be exposed to many products.

Retailers will often offer credit to the customer e.g. electrical wholesalers, or travel agents.

Products and services are promoted and merchandised by the retailer. The retailer will give the final selling price to the product. Retailers often have a strong 'brand' themselves.

4. Channel Intermediaries - Internet

The Internet has a geographically disperse market. The main benefit of the Internet is that niche products reach a wider audience e.g. Scottish Salmon direct from an Inverness fishery.

There are low barriers low barriers to entry as set up costs are low. Use e-commerce technology (for payment, shopping software, etc) There is a paradigm shift in commerce and consumption which benefits distribution via the Internet

1.1 IMPORTANTS OF THE STUDY

The study is very significant to understand the distribution channels. The study is important to know the dealers satisfaction level for the dealership. The study is important to know the dealers satisfaction level in the price of the kitchen hardware. The study is important to know the dealers preference for the quality. The study is very important to know the sales volume. The study is also analyses the effective media for improving the sales. The study is important to know availability of the kitchen hardware. The study is important to know margins in the kitchen hardware.

1.2 COMPANY PROFILE

BOARD OF DIRECTORS: Mr. Kumara Mangalam Birla, Chairman Mrs. Rajashree Birla Mr. M.L.Apte Mr. B.V.Bhargava Mr. R.C.Bhargava Mr. Y.P.Gupta Mr. Cyril Shroff Mr. S.G.Subhramanyan Mr. Shailendra K.Jain (Whole-time Director) Mr. D.D.Rathi (Whole-time Director) Mr. S.B.Mathur

BUSINESS HEADS: Mr. Shailendra K.Jain, Viscose staple fibre Mr. Saurabh Misra, cement Mr. Ravi Kastia, Sponge iron Mr. S.K.Saboo, Textiles, Spinning Mr. Vikram Rao, Textiles, Fabrics

Mr. K.K.Maheshwari, Chemicals WHOLE-TIME DIRECTOR AND CHIEF FINANCIAL OFFICER: Mr. D.D.Rathi

COMPANY SECERETARY: Mr.Ashok Malu 1.3 PRODUCT PROFILE: Cement is the basic binding material, which is used for construction purpose and it is a commodity which has become a part of our life and will find demand till time stands still. The Indian cement industry is on a roll. Riding on increased activity in real estate, cement production has registered a growth of 7.24 per cent in April, 2005, at 11.41 million tones as against 10.49 million tones in the corresponding period a year ago. The growth trend has been on for some time now. In the April-January 2004-05 period, the sector registered a rise of 7.1 per cent, producing 108.06 million tones. If these trends are anything to go by, it will not be long before the sector meets the production target of 133 million tones set by the government in the fiscal 2004-05. During the Tenth Plan, the industry, which is ranked second in the world in terms of production, is expected to grow at 10 per cent per annum adding a capacity of 40-52 million tones, according to the annual report of the Department of Industrial Policy and Promotion (DIPP). The report reveals that this growth trend is being driven mainly by the expansion of existing plants and using more fly ash in the production of cement. A number of cement industry leaders have reported increase in dispatches ranging from 5.44 per cent to around 10 per cent for the year ended March 31, 2005.

Associated Cement Companies said its dispatches of 16.569 million tones are the highest it has ever achieved. Yearly dispatches showed an increase of 7.9 per cent over the previous year (15.364 million tones) while production at 16.606 million tones (15.353 million tones), showed an increase of 8.5 per cent. Dispatches from the Aditya Birla group (from Grasim and UltraTech) rose 5.44 per cent to touch 26.260 million tones. Clinker dispatches stood at 2.965 million tones. Production rose 5.61 per cent. Grasim recorded cement dispatches at 13.379 million tones, and clinker dispatches at 296,000 tones. For UltraTech, the figures were at 12.881 million tones and 2.669 million tones, respectively.

For the Ambuja Cement group, which observes a July-to-June fiscal, the cumulative despatches for the first three quarters of the fiscal rose 10 per cent to 10.745 million tones from 9.733 million tonnes? Production for the same period was recorded at 10.756 million tones, showing a rise of 11 per cent. Both ACC and Ambuja Cement said their dispatches in March were the highest

ever for their groups. ACC reported dispatches at 1.572 million tones, up by 6 per cent from the year-ago figure of 1.483 million tones; production rose 7.5 per cent, to 1.576 million tones from 1.466 million tones). Ambuja Cements reported dispatches of 1.356 million tones, up by 9 per cent year-on-year and production of 1.358 million tones, up by 10 per cent. The cement industry has also been witnessing a spurt in exports. India exported about 8.13 million tones of cement and clinker between April-January 2004-05.The export figures for cement were 3.31 million tones and 4.82 million tones for clinker in the same period. The cement industry has also been witnessing a spurt in exports. India exported about 8.13 million tones of cement and clinker between April-January 200405.The export figures for cement were 3.31 million tones and 4.82 million tones for clinker in the same period.

Storage and usage information: STORAGE Store bagged cement on a raised floor in a damp-proof shed. If this is not possible, then store the cement on a raised platform and cover with waterproof sheeting. Use the cement in the order you receive it. i.e. first in first out.

WATER In general, the more water used for a given quantity of cement, the weaker the concrete or mortar will be. It is therefore important to use the minimum amount of water required to make the mix workable.

MIXING Accurately measure all materials with a suitable container (wheelbarrow or bucket). Mix thoroughly until a uniform colour is obtained. Add water whilst mixing to avoid adding too much water.

CURING Concrete or plaster should be kept moist for at least 7 days to prevent cracking and to ensure that it's strength increases. Spray gently with water and protect it with plastic sheets (or wet Hessian) to prevent it from drying out.

HEALTH AND SAFETY WARNING:

When working with cement wear safety glasses and gloves. Wash you hands after working with wet cement. In the event of cement contact with your eyes, rinse thoroughly with water and get medical attention if necessary. Keep Cement out of reach of children.

OTHER INFORMATION:

Transport in vehicles with adequate protection from weather. Arrange cement bags on timber pallets/platform at least 15cm above the floor. Place stacks away from external walls and they should not exceed 10 bags. The cement should not be lumpy. Cement should be from bags that are not torn or interfered with.

CEMENT PERFORMANCE

Cement performance of the Aditya Birla Group for April 2006: Production at 26.76 lakh mt up by 8.53 per cent Despatches at 26.28 lakh mt up by 6.08 per cent The Aditya Birla Group's cement production for April 2006 grew by 8.53 at 26.76 lakh mt as against 24.66 lakh mt during April 2005. Despatches moved up by 6.08 per cent at 26.28 lakh mt in April 2006 as against 24.77 lakh mt in the corresponding period last year. Cement performance of the Aditya Birla Group for May 2006: Production at 26.09 lakh mt up 3.68 per cent Despatches at 28.26 lakh mt up by 7.92 per cent percent

The Aditya Birla Group's cement production for May 2006 grew by 3.68 percent at 26.09 lakh mt, while despatches rose by 7.92 per cent at 28.26 lakh mt, over May 2005. The Aditya Birla Group's cement production for the period April-May 2006 at 52.86 lakh mt is up by 6.08 per cent vis--vis 49.83 lakh mt for April-May 2005, and despatches at 56.33 lakh mt reflect a rise of 7.51 per cent as against 52.39 lakh mt. Cement performance of the Aditya Birla Group for June 2006:

Production at 24.23 lakh mt up 6.10 per cent Despatches at 24.74 lakh mt up by 9.37 per cent

The Aditya Birla Group's cement production for June grew by 6.10 per cent at 24.23 lakh mt, while despatches rose by 9.37 per cent at 24.74 lakh mt, over June 2005. The Aditya Birla Group's cement production for the period April-June 2006 at 77.09 lakh mt is up by 6.09 per cent vis-a vis 72.66 lakh mt for April-June 2005 and despatches at 76.89 lakh mt reflect a rise of 6.54 per cent as against 72.18 lakh mt.

CHAPTER - II REVIEW OF LITERATURE

Industry has been defined as a process in which changes of a series of strategically production are taking place and it involves those basic changes that accompany the mechanization of an enterprise. The building of a new industry and the opening of a new territory The achievements in the field of industrial development during the past three decades in India have been significant and substantial in many respects There is considerable literature on cement industry befitting, its long and chequerred history and high economic importance. A good deal of analytical literature exists at broad levels covering problems associated with productivity, financial performance, size and technology, manpower and location. Gupta.M.C.(1989)discussed the study revealed that profitability of the units has been consistently good things largely to the partial decontrol of cement. HarshDwivedi (1993)discussed to its wider ramification, analyzing among other things, stages of control, marketing practices, trends and innovation, consumer preference and importance of management. He found that existing capacity were inadequate to meet the growing demand for cement and marketing practices lacked depth and realism. R.Ramanujam (1996) discussed its wider ramification, analyzing among covering all aspects of cement unit, cost of production, productivity, marketing and finance. He found that in the liberalized economy, the industry has a favorable market factories affect capacity utilization viz., power cut, inadequate supply of coal and its poor quality and shortage of forenighe wagone, with all these areas under government control, the gult must take necessary steps to remove the hurdles M.selvaraj(1996)discussed to the limited aspects of cement unit like finance, administration, human resource and marketing aspect etc. he found that as cement market has turned out to be a buyers market in recent years, effort should be made by

the government and cement manufacturers association to popularize cement by exhibiting various uses of cement and thus creating an increase in the demand of cement. K.shanmuga Vadivu (2002) discussed the research study has brought sufficient market opportunity for the cement industry in different areas in Karur district, it has been brought out in the report that. The various problems faced by the dealer, the trend in cement industry. Almost all the companies understood customers insipid for quality. The need of the hours is to have an effective distribution network so that supplies reach and in time to customers. This will also help to ensure increased sales and promotion activities. 1. M.C. Gupta, profitability analysis of cement industry with special reference to Rajasthan 1988. 2. Harsh Dwivedi, cement industry in India Marketing perspectives, New Delhi: Classier Publishing House, 1994. 3. R. Ramanujam, study on cement industry in Tamilnadu, 1996. cement

4. M.selvaraj, financial administration and human management in Indian industriy,1996.

5. K. Shanmuga Vadivu, A study on marketing of cement in chettinad cement corporation Ltd., puliyar at karur district in tamilnadu, 2002.

CHAPTER - III OBJECTIVES OF THE STUDY PRIMARY OBJECTIVES: To find out the distribution channels of life time wire kitchen hardware product in Abad district. To compare the distribution system of life time wire product with other kitchen hardware product.

SECONDARY OBJECTIVES: To find out the advertisement efficiency of life time wire product. To find out the marketing situations of life time wire product from others. To find out the present problems faced by dealers. To find out the any new scheme required by the dealers. To give valuable suggestions to the company for increase the sales volume

CHAPTER - IV RESEARH METHODOLOGY Pilot study tells about the completeness, accuracy convenience of the sampling from which it is proposed to select the sample. 4.1 RESEARCH DESIGN: On analysis the condition the researcher found that descriptive research design is appropriate for the research for the study. DESCRIPTIVE RESEARCH: Descriptive research includes surveys and fact-finding enquiries of different kinds. The major purpose of descriptive research is description of the state of affairs as it exists at present. In social science and business research we quite often use the term Ex post facto research for descriptive research studies. The main characteristic of this method is that the researcher has no control over the variables; he can only report what has happening. Most ex post facto research projects are used for descriptive studies in which the researcher seeks to measure such items as, for example, frequency of shopping, preferences of people, or similar data. Ex post facto studies also include attempts by researchers to discover causes even when they cannot control the variables. The methods of research utilized in descriptive research are survey methods of all kinds, including comparative and correlation methods. In analytical research, on the other hand, the researcher has to use facts or information already available, and analyze these to make a critical evaluation of the material.

4.2 PRE-TEST: The researcher tested the questionnaire with 62 respondents chosen from different retailer at random and checked whether this questionnaire was understandable. 4.3 SAMPLING TECHNIQUES: The researchers select the judgment sampling model for his researcher work.

4.4 SAMPLE SIZE: The researcher selected the 62 respondents for the present study in Abad District. 4.5 AREA OF ANALYSIS: The researcher has identified Abad district as the area of analysis for this project study. Ahmedabad Mehsana Visnagar Vijapur 4.6 DATA COLLECTION TECHNIQUES The researcher used a Questionnaire, which was self developed after having session of discussion with marketing manager. The statistical techniques such as on the way of analysis of various chi-squares were applied to draw meaning full.

4.7 HYPOTHESIS TEST CHI-SQUARE ANALYSIS: This test was employed for testing hypothesis. It was used only when the data satisfied the required conditions.

Chi-square test is applied here to know whether there is a relationship between Awareness of consumers. PROCEDURE FOR CHI-SQUARE TEST: The procedure for the test is given below: 1. DEFINITION OF THE PROBLEM: First we have to define the problem in a clear-cut manner. 2. FORMULATION OF HYPOTHESIS: Then we have to formulate Null hypothesis as well as alternative hypothesis on the basis of our base assumption on research question.

3. FINDING OUT THE TABULATED VALUE: Tabulated value is found out from table at a specified significant level. 4. ACCEPTANCE OR REJECTION OF HYPOTHESIS: If the calculated value is higher than the table value, we have to accept the alternative hypothesis or we have to reject the null hypothesis of we have to reject the lesser hypothesis tabulated or we have to reject the lesser null hypothesis we have to reject the alternative hypothesis.

CHAPTER-V Reliability data: To test the reliability of various constructs of the questionnaire, the Cronbach coefficient alpha (equivalent to the average of all the split half correlation coefficients) is used. In this study, it was found 0.659. That is the above of 0.6 that is set by the researcher. So we can say that the data is consistent in nature and we can rely on it.

Case Processing Summary N Cases Valid Excludeda Total a. Listwise deletion based on all variables in the procedure. 62 0 62 % 100.0 .0 100.0

Reliability Statistics

Cronbach's Alpha .659

N of Items 12

DATA ANALYSIS AND INTERPRETATION

Frequency test of gender

Gender Cumulative Frequency Valid male female Total 57 5 62 Percent 91.9 8.1 100.0 Valid Percent 91.9 8.1 100.0 Percent 91.9 100.0

Interpretation: In this chart we shows that female respondent is less and male respondent is more just because of male is seating at the shop.

Frequency of age

Age Cumulative Frequency Valid 21-30 31-40 41-50 Above 50 Total 22 14 19 7 62 Percent 35.5 22.6 30.6 11.3 100.0 Valid Percent 35.5 22.6 30.6 11.3 100.0 Percent 35.5 58.1 88.7 100.0

Interpretation: In the chart in 21-30 age 22 respondent in 31-40 age 14 respondent in 41-50 age 19 respondent in above 50 age 7 respondent is there.

Frequency of the income

Income Cumulative Frequency Valid 1,00,000 1,00,000 - 3,00,000 2,00,000 - 4,00,000 More than 4,00,000 Total 4 19 18 21 62 Percent 6.5 30.6 29.0 33.9 100.0 Valid Percent 6.5 30.6 29.0 33.9 100.0 Percent 6.5 37.1 66.1 100.0

Interpretation: In this graph we shows that more than 4,00,000 income level respondent is more than the product selling is good.

Frequency test on reason for selling the life time wire product.

Please provide the reason(s) for selling the life time wire product? Cumulative Frequency Valid Good margine Good promotional offer High demand Dealer relationship Adequate credit policy other reason please specify Total 16 8 13 8 15 2 62 Percent 25.8 12.9 21.0 12.9 24.2 3.2 100.0 Valid Percent 25.8 12.9 21.0 12.9 24.2 3.2 100.0 Percent 25.8 38.7 59.7 72.6 96.8 100.0

Interpretation: In this chart respondent is more on selling the product selling reason for the good margine because product price is consist.

Frequency test on basis of placed ordered for product.

On which basis ,you placed ordered for Life time wire product? Cumulative Frequency Valid previous days demand Average monthly sales Whenever need Total 20 28 14 62 Percent 32.3 45.2 22.6 100.0 Valid Percent 32.3 45.2 22.6 100.0 Percent 32.3 77.4 100.0

Interpretation: In above chart we shows that in basis of placed ordered average monthly sales more than to previous days demand or whenever need.

Frequency test on how many times you placed ordered.

How many times you placed order for Life time wire product? Cumulative Frequency Valid Daily Weekly Monthly Semi annually Annually Total 11 21 21 6 3 62 Percent 17.7 33.9 33.9 9.7 4.8 100.0 Valid Percent 17.7 33.9 33.9 9.7 4.8 100.0 Percent 17.7 51.6 85.5 95.2 100.0

Interpretation: Above chart the respondent of the placed ordered is same on the weekly or monthly.

Frequency test on how much time does it take for delivery.

How much time does it take for delivery of life time wire Product after ordering? Cumulative Frequency Valid 6 - 12 hours 1 - 2 days 2 - 7days More than 7 days Total 16 9 21 16 62 Percent 25.8 14.5 33.9 25.8 100.0 Valid Percent 25.8 14.5 33.9 25.8 100.0 Percent 25.8 40.3 74.2 100.0

Interpretation: In this chart the delivery time of the product ratio is high on a 2 -7 days. Than it must be affect on the selling because its a very more days to delivery.

T- Test

Gender t test
Group Statistics Gender We are always getting all male N 57 5 57 5 57 5 57 5 57 5 57 5 57 5 57 5 57 5 57 5 57 5 57 5 Mean 4.05 2.80 3.98 4.00 3.49 4.40 3.75 2.60 3.49 3.00 3.56 4.40 4.09 3.00 3.88 3.80 3.89 3.40 3.89 3.40 4.11 3.60 4.25 4.20 Std. Deviation .895 1.304 .991 .000 1.136 .894 1.214 .894 1.136 1.000 1.195 .894 1.169 .707 .965 1.643 1.064 1.342 1.012 .548 .920 1.140 .950 .837 Std. Error Mean .119 .583 .131 .000 .150 .400 .161 .400 .150 .447 .158 .400 .155 .316 .128 .735 .141 .600 .134 .245 .122 .510 .126 .374

products as per our demand. female Quantity of demanded male

Product are always same as female ordered quantity Delivery time is same for all days. Behavior of delivery boy is male female male

good enough & cooperative. female Time accuracy of delivery systems are not at satisfactory level. Because of late delivery, we male lose our customer sometimes. There is no need to change current delivery. male female female male female

Credit policy of the company male is appropriate to the market. female There is no need to change Pricing Policy of the company. Quality of the product always male remains consistent. With respect to Price, company provides proper value to customer. Overall, I am satisfied as a distributor of the company. male female female male female male female

chi-square test

1. Ho : There is no significant relationship between reason for selling and time placed order of product. H1 : There is significant relationship between awareness and variety of product.

Please provide the reason(s) for selling the life time wire product? * How many times you placed order for Life time wire product? Crosstabulation Count How many times you placed order for Life time wire product? Semi Daily Please provide the reason(s) for selling the life time wire product? Good margine Good promotional offer High demand Dealer relationship Adequate credit policy other reason please specify Total 4 4 2 1 0 Weekly 9 2 1 0 9 Monthly 3 0 8 5 5 annually 0 2 2 1 0 Annually 0 0 0 1 1 Total 16 8 13 8 15

0 11

0 21

0 21

1 6

1 3

2 62

Chi-Square Tests Asymp. Sig. (2Value Pearson Chi-Square Likelihood Ratio Linear-by-Linear Association N of Valid Cases 49.382a 53.633 9.166 62 df 20 20 1 sided) .000 .000 .002

a. 26 cells (86.7%) have expected count less than 5. The minimum expected count is .10.

2.
Please provide the reason(s) for selling the life time wire product? * How much time does it take for delivery of life time wire Product after Count How much time does it take for delivery of life time wire Product after ordering? More than 7 6 - 12 hours Please provide the reason(s) for selling the life time wire product? Good margine Good promotional offer High demand Dealer relationship Adequate credit policy other reason please specify Total 5 4 1 0 6 1 - 2 days 0 2 1 1 4 2 - 7days 7 1 6 4 3 days 4 1 5 3 2 Total 16 8 13 8 15 ordering? Crosstabulation

0 16

1 9

0 21

1 16

2 62

Chi-Square Tests Asymp. Sig. (2Value Pearson Chi-Square Likelihood Ratio Linear-by-Linear Association N of Valid Cases 21.435a 26.455 .056 62 df 15 15 1 sided) .123 .034 .813

a. 22 cells (91.7%) have expected count less than 5. The minimum expected count is .29.

3. On which basis ,you placed ordered for Life time wire product? * How many times you placed order for Life time wire product? Crosstabulation Count How many times you placed order for Life time wire product? Monthl Semi Annuall Daily Weekly y annually y Total On which basis ,you placed ordered for Life time wire product? Total previous days demand Average monthly sales Whenever need 4 5 2 11 9 8 4 21 7 10 4 21 0 5 1 6 0 0 3 3 20 28 14 62

Chi-Square Tests Asymp. Sig. (2Value Pearson Chi-Square Likelihood Ratio Linear-by-Linear Association N of Valid Cases 15.633a 15.792 4.570 62 df 8 8 1 sided) .048 .045 .033

a. 11 cells (73.3%) have expected count less than 5. The minimum expected count is .68.

4.
On which basis ,you placed ordered for Life time wire product? * How much time does it take for delivery of life time wire Product after Count How much time does it take for delivery of life time wire Product after ordering? More than 7 6 - 12 hours On which basis ,you time wire product? previous days 9 1 - 2 days 4 2 - 7days 5 days 2 Total 20 ordering? Crosstabulation

placed ordered for Life demand Average monthly sales Whenever need Total

5 2 16

4 1 9

12 4 21

7 7 16

28 14 62

Chi-Square Tests Asymp. Sig. (2Value Pearson Chi-Square Likelihood Ratio Linear-by-Linear Association N of Valid Cases 11.567a 11.251 8.868 62 df 6 6 1 sided) .072 .081 .003

a. 6 cells (50.0%) have expected count less than 5. The minimum expected count is 2.03.

ANOVA TABLE 1.Age

ANOVA Sum of Squares We are always getting all Between Groups products as per our demand. Quantity of demanded Within Groups Total Between Groups 1.307 57.548 58.855 3.443 51.541 54.984 9.097 70.145 79.242 14.481 77.406 91.887 2.732 74.622 77.355 4.797 81.671 86.468 6.219 77.781 84.000 1.901 61.066 62.968 5.490 66.204 71.694 4.379 55.314 59.694 1.576 52.166 53.742 df 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 .525 .899 .584 .628 1.460 .954 1.531 .216 1.830 1.141 1.603 .198 .634 1.053 .602 .616 2.073 1.341 1.546 .212 1.599 1.408 1.135 .342 .911 1.287 .708 .551 4.827 1.335 3.617 .018 3.032 1.209 2.507 .068 1.148 .889 1.291 .286 Mean Square .436 .992 F .439 Sig. .726

Product are always same Within Groups as ordered quantity Total Delivery time is same for all days. Between Groups Within Groups Total Behavior of delivery boy is Between Groups good enough & cooperative. Within Groups Total

Time accuracy of delivery Between Groups systems are not at satisfactory level. Because of late delivery, we lose our customer sometimes. There is no need to change current delivery. Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Credit policy of the Between Groups

company is appropriate to Within Groups the market. Total There is no need to change Pricing Policy of the company. Quality of the product always remains consistent. With respect to Price, Between Groups Within Groups Total Between Groups Within Groups Total Between Groups

company provides proper Within Groups value to customer. Total

2. Income

ANOVA Sum of Squares We are always getting all Between Groups products as per our demand. Quantity of demanded Within Groups Total Between Groups 12.867 45.988 58.855 2.774 52.210 54.984 2.083 77.159 79.242 10.212 81.675 91.887 6.823 70.532 77.355 5.680 80.788 86.468 16.138 67.862 84.000 .132 62.836 62.968 3.841 67.853 71.694 8.090 51.604 59.694 7.754 45.988 53.742 df 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 3 58 61 2.585 .793 3.260 .028 2.697 .890 3.031 .036 1.280 1.170 1.094 .359 .044 1.083 .041 .989 5.379 1.170 4.598 .006 1.893 1.393 1.359 .264 2.274 1.216 1.870 .145 3.404 1.408 2.417 .075 .694 1.330 .522 .669 .925 .900 1.027 .387 Mean Square 4.289 .793 F 5.409 Sig. .002

Product are always same Within Groups as ordered quantity Total Delivery time is same for all days. Between Groups Within Groups Total Behavior of delivery boy is Between Groups good enough & cooperative. Within Groups Total

Time accuracy of delivery Between Groups systems are not at satisfactory level. Because of late delivery, we lose our customer sometimes. There is no need to change current delivery. Within Groups Total Between Groups Within Groups Total Between Groups Within Groups Total Credit policy of the Between Groups

company is appropriate to Within Groups the market. Total There is no need to change Pricing Policy of the company. Quality of the product always remains consistent. With respect to Price, Between Groups Within Groups Total Between Groups Within Groups Total Between Groups

company provides proper Within Groups value to customer. Total

CHAPTER - VI FINDINGS OF THE STUDY (26%) of the respondents are having Chettinadu cement dealership. And 16% of respondents are having Birla cement dealership. (26%) of the respondents feel that Chettinadu cement is having high sales volume. At the same time Birla cement is having less sales volume. (26%) Chettinadu cement most valuable suppliers from dealers point of view. And Birla cement (16%) of respondents are considering most valuable suppliers. (92%) of the respondents feel that quality of the product is excellent. And (8%) of the respondents feel that quality is poor. (14%) of the respondents satisfied with price of the products. And (86%) of the respondents not satisfied with price of the products. (26%) Chettinadu cement and (26%) Dalmia cement they are moving fast in cement industry. And (12%) Birla cement is moving slowly. (6%) of the respondents feel that order and replacement is highly satisfied. And (62%) of the respondents feel that average. (28%) of the respondents highly satisfied with availability of the product. And (10%) of the respondents not satisfied.

 (12%) of the respondents satisfied with margins offered by the product. And (68%) of the respondents feel that margins of the product is average. (62%) of the respondents satisfied with Birla cement dealership. And (38%) of the respondents not satisfied. (42%) of the respondents feel that advertisement offered by Birla cement is too high. And (14%) of the respondents feel that advertisement is low. (10%) of the respondents feel that sales promotional efforts of the Birla cement is excellent. (38%) of the respondents feel that poor. (30%) Dalmia cement, (28%) Birla cement they are having more life time. And (12%) Ramco cement has less life time from others. (52%) of the respondents satisfied with reliability of the Birla cement. And (12%) of the respondents not satisfied. (12%) of the respondents satisfied with the financial schemes of the Birla cement. And (88%) of the respondents not satisfied. (70%) of the respondents satisfied with delivery period of the product with in 5 days. And (30%) of the respondents not satisfied. From the chi-square test we find out that there is no significant

association between more life time and reliability of the Birla cement. From the chi-square test we find out that there is no significant

association between financial schemes and satisfaction with Birla cement dealership. From the chi-square test we find out that there is no significant

association Sales promotional effects and reliability of Birla cement

CHAPTER - VII SUGGESTION

Life time wire kitchen hardware product should concentrate in credit facility of the dealers.

Fixed the standard price of the product

Life time wire kitchen hardware product should concentrate on sales man visit for wide marketing.

Life time wire kitchen hardware product should concentrate to attract the dealers.

Life time wire kitchen hardware product should improve their sales promotional efforts.

Life time wire kitchen hardware product does a market research and gets feed back.

Life time wire kitchen hardware product should concentrate to give incentives to the sub-dealers also.

Life time wire kitchen hardware product should concentrate to fulfill the service for dealers required.

CHAPTER - VIII CONCLUSION After analysis the data we have concluded that Chettinadu cement, Sankar cement, and Dalmia cement they are captured first three place and Birla cement is in fourth place. Because the sales volume of the Birla cement is very low compare than others and the aware of the Birla cement is very less in Thiruvarur dist. Moreover Birla cement has limited dealership with dealers. So automatically there is lack of availability creates. Therefore Birla cement has to improve its sales promotional efforts as well as follow some strategies through effective market research and get feedback from their consumers and customers(dealers).And give more advertisement so that move powerful than others and fixed the standard price. At the same time quality (life time of the cement) delivery time of the Birla cement is good. IN SIMPLE WORDS BIRLA CEMENT IS UNDER DEVELOPING STAGE IN THIRUVARUR DIST

CHAPTER - IX LIMITATION OF THE STUDY One of the important of the study was lack of time. Though the respondent to the study was vast due to the time constraints the sample size was limited. The researcher has difficulty with most of the respondents who was not willing to cooperate with the study, as they were very busy with their work. The research had also difficulty in getting some information, which the respondents were not interested to give. The researcher had difficulty with the respondents because they did not fill up the questionnaire in proper time. Another limitation of the study was confined with not only retailers but also consumers for survey of this study.

CHAPTER - X SCOPE OF THE FURTHER STUDY * The scope of the study is confirmed to distribution channel with special reference to the LIFE TIME WIRE PRODUCT in Ahmedabad district. * The study can help to the management to know the factors why their sales volumes are low. * The study will help to improve the sales volumes of the LIFE TIME WIRE PRODUCT * The recommendation and suggestion of the study can also be applied to the similar project or similar situation.

CHAPTER - XI

Questionnaire
Dear Respondent, We are the students of V. M. Patel Institute of Management , Ganpat University, Kherva, and studying in MBA. We are conducting a survey on Distribution channel of life time wire product Hence, data provided by you will be kept as confidential and exclusively used for academic purpose only. Please Tick () on one option you feel the most appropriate.

1.

Gender
A. Male ( B. Female ( ) )

2.

Age :
A. 21-30 ( ) B. 31-40 ( ) C. 41-50 ( ) D. Above 50 ( )

3. Income group (per year)

Below 100,000 2 00,001 400,000 ( ( ) ) 100,000 - 300,000 More than 400,000 ( ( ) )

4.

Are you selling life time wire product?

A. Yes B. No ( ( ) )

5. On which basis ,you placed ordered for Life time wire product?
A. Previous days demand B. Average Monthly sales C. Whenever need

6. How many times you placed order for Life time wire product?
[ [ [ [ [ ] ] ] ] ] Daily Weekly , -_______Times Per week Monthly - _______Times Per month Semi annually - _____Times per six month Annually -________Times per year

7. How much time does it take for delivery of life time wire Product after ordering?
A. 6 12 hours B. 1 to 2 days C. 2 to 7 days D. More than 7 day

8. Please Tick () on one option you feel the most appropriate for following statements. 1.STRONGLY DISAGREE 2. DISAGREE 3. NEUTRAL 4. AGREE 5. STRONGLY AGREE No. 1. 2. 3 4 5 6 7 8 9 10. 11. 12. We are always getting all products as per our demand. Quantity of demanded Product are always same as ordered quantity Delivery time is same for all days Behavior of delivery boy is good enough & cooperative Time accuracy of delivery systems are not at satisfactory level Because of late delivery, we lose our customer sometimes. There is no need to change current delivery system Credit policy of the company is appropriate to the market There is no need to change Pricing Policy of the company Quality of the product always remains consistent. With respect to Price, company provides proper value to customer Overall, I am satisfied as a distributor of the 1 2 3 4 5

company. 10. Give your valuable suggestion to the company for improvement.

________________________________________________________________ ________________________________________________________________ _______________

BIBLIOGRAPHY BOOKS 1.Marketing Management Philip Kotler [PRENTICE HALL OF INDIA PVT,LTD NEW DELHI-110001,2003.] 11th EDITION 2. Research Methodology C.R.Kothari[NEW AGE INTERNATIONAL(P)LIMITED,HYDERABAD] 2ND EDITION. 3. Marketing Dr N. Rajan and sanjith.R.Nair[SULTAN CHAND&SONS Daryaganj New Delhi-110002,1987]6th EDITION. 4. Marketing Management S.A.Sherleker[PRENTICE HALL OF INDIA PVT,LTD NEW DELHI-110001,2003.] 1stEDITION

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