C\ ~.

Reg. No. : ...............................

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(For the candidates
)

Q.P. Code: [05 MB 33]

admitted from 2000 onwards)

M.RA. DEGREE EXAMINATION,APRIL 2007. Fourth Semester Elective: DISTRIBUTION MANAGEMENT

Time: Three hours PART A - (5 x 6 Maximum: 75 marks

=30 marks)

Answer ALL questions.

1.

(a)

What do you mean by channel design? Or

(b) costs?

What

are

the

various

types

of inventory

2.

(a)

What do you mean by telemarketing?

Or (b) In what ways do the 'sales' and 'distribution' functions complement each other?

3.

(a)

What are the causes for channel conflict? Or

8.

How is a retailer different from a wholesaler? types of warehouses and

(b) 4. (a)

What are the objectives of Market-Logistics? What are the categories of non-store

What are the various their uses? 10.

9.

What modes of transportation manufacturing personal

would you use for a computers? Give

retailing? Or (b) What is vertical marketing can a line system? motivate the

company justifications

for your reconlmendation. PART C -(1 x 15

= 15 marks)

5. (a) How distributor?

manager

(Compulsory) 11. Case study: Raymond's Retail Shops

Or (b) What are the factors affecting choices of a warehouse? PART B - (3 x 10

RAYMOND decades

a success

story

that

began hands

six to

= 30 marks)

ago. In 1944, Raymond

changed

become a member of the JK Organisation.

Traditional

Answer any THREE questions. 6. What is Logistics? What are the factors affecting

product lines were dropped and high quality became the watchword, also the diversification programme got ~ head start. Backed by sound R&D, new~r non-traditional were blends of natural The result: and man-made greater fibres.

the logistics choice?

7. What are the criteria for selecting the dealer and theinterrnediaries?

introduced.

consumer

satisfaction,

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both at home and abroad. 1964 marked the 3 4136

beginning of vertical integration ready-made garment plant

at Raymond. In 1968, a was set up. Within

In 1979, Raymond commenced work on a cement project. Today, it has a capacity of 12 lakh tonnes per year. This plant is the most efficient in the country, both in terms of overall productivity and energy consumption. Overseas, Raymond's multinational composite textile mill and a ready-made line includes a garment plant

18 months, Raymond had become India's only exporter of sophisticated sophisticated established machines trousers and suits to the most

markets

of the world. In 1979, Raymond

a new unit at Jalgaon with REPCO spinning with the latest in wrosted spinning

technology. In the early 50's, a completely new field Engineer making Files. Today it is the second largest file

in Kenya, and a steel file plant in Indonesia. Raymond today is one of the leaders in exporting Indian wool-worsted and blended textiles. From a small order in 1956, Raymond is, today a major player in the global market. It has carved a niche for itself in the fiercely competitive market. Today Raymond quality throughout is a symbol of excellence 'and and stands as India's

company in the world and about 50% of its

production is exported to almost all the countries of the world. JK (Mumbai) Ltd., another Raymond establishmeI)t was established in 1948. The company for its line of garments. India

enjoys leadership in the domestic market manufacture, Currently namely men's ready-made

the country

its products are marketed

throughout

premier textile manufacturer. It has a turnover of Rs. 6 billion, a family of more than 6000 employees, high-tech manufacturing units and an annual output exceeding 15 million metres of pure wool, wool blended
{

under the brand name "Park Avenue". In 1966, Raymond Curtis (international) joined hands with high Helene quality

to manufacture

cosmetics and toiletries and the Park Avenue range of exclusive men's toiletries was started.

and polyester-viscose fabrics and 0.5 million pieces of blankets and shawls. It's got an extensive distribution network, including 150 Raymond retail shops, India's finest men's shops in over 70 cities. 5 4136

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(a)

What

are

the

channels

of distribution

available for Mis. Raymond's? (b) Critically analyse the Raymond's Retail.

shops' success story. (c) Make a comparative analysis of Raymond's

retail shops in India vs global market.