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Project Guide: By: Submitted Prof. Yuvarj Vyas Manu Thakor Sanjay Rabari
Submitted To:
FLOW OF PRESENTATION
Company Information Distribution Channel & Sales Forecasting Literature review Research Methodology Data Analysis & Interpretation
Findings
Suggestions Conclusion Bibliography
COMPANY INFORMATION
Ahmadabad Forms of organization: it is a private ltd medium scale company Base on: Duke plasto mainly base on agriculture products Workers: Duke plasto have 475 employees in organization Business type: exporter, manufacturer, importer, trading company, supplier. Product range: submersible motors, submersible pumps, domestic pumps, pressure boosting pumps, winding wire.
Submersible Motors
DISTRIBUTION CHANNEL
The distribution channel as the set of marketing
institution participating in the marketing activities involved in movement of the flow of goods from services from the primary producer to ultimate consumers.
FACTORS AFFECTING THE DISTRIBUTION CHANNEL
process of marketing. Duke has adopted two level of distribution channel reach to their customer is as follow.
Company
Dealer
Retailer
Customer
CLIENTS WORLDWIDE
U.K. U.S.A ALGERIA
KOLKATA
GURGAON
TURKEY
KUWAIT NEPAL AUSTRALIA SAUDI ARABIA U.A.E SOUTH AFRICA KENYA
SMALL DISTRIBUTIOR
BHUJ, RAJKOT, DEESA, PALANPUR,BANGALORE, MANGALORE, ROORKEE, AGRA, AMRITSAR, LUDHIANA,
Vav Jalotra
CONT..
Sales Data of Duke Plasto Techniques Pvt. Ltd in north Gujarat are as follow
Region/District 2007-2008 2008-2009 2009-2010 2010-2011
Banaskantha
72,25,244
1,88,35,756
4,37,56,410
5,01,25,247
Patan
34,17,254
56,68,251
58,68,256
61,57,247
Mehsana
15,00,056
35,14,567
37,15,267
35,24,248
Sabarkantha
3,05,641
20,21,547
35,24,154
28,67,567
Total
1,24,48,195
3,00,40,121
5,68,64,087
6,26,74,309
LITERATURE REVIEW
& Supply chain management. Distribution in supply chain management refers to the distribution of a good from one business to another. It can be factory to supplier, supplier to retailer, or retailer to end customer. It is defined as a chain of intermediaries; each passing the product down the chain to the next organization, before it finally reaches the consumer or end-user. This process is known as the 'distribution chain' or the 'channel.' Each of the elements in these chains will have their own specific needs, which the producer must take into account, along with those of the all-important enduser.
CONT.
Distribution Channel Members satisfaction
Channel member satisfaction play very crucial role for the
development of distribution channel, profitability of firm, channel member satisfaction reduces conflict between parties, increase the efficiency of the firm,
Channel member satisfaction lead to (1) higher morale (2)
greater co-operation (3) Fewer terminations (4) Fewer individual & class actions lawsuits (5) reduced efforts to seek protective legislation
RESEARCH METHODOLOGY
RESEARCH METHODOLOGY
Research Title
Distribution
Research Objectives
Main objectives
To know the channel member
channel members satisfaction of Duke Plasto techniques Pvt. Ltd in north Gujarat region
channel member To know how many time dealer visit retailers shop and retailer is facing any problem in delivery To know satisfaction of credit policy, Marketing program, Delivery of product of Duke Company. To know satisfaction of channel member for Training, Promotion material & scheme, provided by Duke Company.
CONT..
Research Design
Methods Of Data
We use descriptive
Collection
Primary Data
research design
Research Approach
We did our survey of channel member in Banaskantha, Patan, Mehsana, and Sabarkantha Regions for the purpose of knowing the satisfaction level of channel member of duke.
respondents
Secondary Data
CONT..
Research Instrument
Sample Size
We have taken the sample of 44 respondents which included distributor & retailer
Sample Area
Sampling Procedure
Random Sampling
We undertake the
CONT..
Sampling Limitation Of Study
Technique
We
data
areas of North Gujarat region. It might be possible that some channel member provided wrong information. We have taken the few samples of selected areas.
% 44 100.0
Reliability Statistics
Cronbach's Alpha N of Items .851 18
Excludeda Total
0 44
.0 100.0
Q.1 How you are associated with Duke Plasto Techniques Privet ltd?
Dealer 25%
Retailer 75%
& Pumps
Clamps All Total 3 19 44 6.8 43.2 100.0 6.8 43.2 100.0 56.8 100.0
43%
39%
7%
11%
Percent 31.8
14
10 12
22.7 27.3
22.7 27.3
54.5 81.8
30%
70%
18%
82%
Total
44
100.0
100.0
Yes 27%
No 73%
Q.7 Does Duke Company provides you Promotional material & scheme?
Cumulative Frequency Valid Yes No 41 3 Percent 93.2 6.8 Valid Percent 93.2 6.8 Percent 93.2 100.0
Total
44
100.0
100.0
7%
93%
20%
80%
Q.9 How many time company representative or sales person visit to your store?
Frequency Everyday Once in a week Once in a Fifteen days Once in a Month Once in a Year Total 2 5 27 9 1 44 Percent 4.5 11.4 61.4 20.5 2.3 100.0 Valid Percent Cumulative Percent 4.5 11.4 61.4 20.5 2.3 100.0 4.5 15.9 77.3 97.7 100.0
9 2 Every day 5 1 Once in a week Once in a fiteen days once in a month Once in a year
Q.10 which things of Dukes are very good as per your opinion?
Frequency Valid Brand name Product Company Management Credit Policy Marketing Program 2 8 4.5 18.2 4.5 18.2 43.2 61.4 6 7 4 Percent 13.6 15.9 9.1 Valid Percent 13.6 15.9 9.1 Cumulative Percent 13.6 29.5 38.6
5 10 2 44
10
8 7 6
5
4
Brand name
Product
Marketing Program
Customer Opinion
Product Delivery
Frequency Valid Product Quality Management Style Credit Policy Marketing Program Product Delivery After sales service No change needed Total 2 5 20 5 2 7 3 44
Valid Percent 4.5 11.4 45.5 11.4 4.5 15.9 6.8 100.0
7 5 2 Product quality Management Credit Policy Style Marketing Program 5 2 Product Delivery After sales service 3
No change needed
10
5 0 Strongly agree Agree Neither Agree nor disagree Respondents Disagree Strongly disagree
y
Strongly agree Agree Neither Agree nor disagree Disagree Strongly disagree Total 44 3 2 14 19 6
Percent
31.8 43.2 13.6
Valid Percent
31.8 43.2 13.6
Percent
31.8 75.0 88.6
6.8 4.5
6.8 4.5
95.5 100.0
100.0
100.0
Cumulative
Percent 6.8 59.1 95.5
disagree
Disagree Strongly disagree Total 1 1 44 2.3 2.3 100.0 2.3 2.3 100.0 97.7 100.0
Frequency Strongly agree Agree Neither Agree nor disagree Disagree Strongly disagree Total 6 5 44 6 15 12
Valid Percent Cumulative Percent 13.6 34.1 27.3 13.6 47.7 75.0
88.6 100.0
Q.17 Do you face any problem while doing transaction with Duke Plasto?
Frequenc y 33 11 44 Percent 25 75 100 Valid Percent 25 75 100 Cumulative Percent 25 100
Valid
Yes
No Total
25%
75%
Area
AREA
Banaskantha Patan Mehsana sabarkantha
18% 32%
27% 23%
Age
Frequency 16-30 31-45 46-60 Total 20 12 12 44 Percent 45.5 27.3 27.3 100.0 Valid Percent Cumulative Percent 45.5 27.3 27.3 100.0 45.5 72.7 100.0
AGE
16-30 46%
satisfaction of channel member H1:- There is statistical significance between age & product satisfaction of channel member Level of Significance: - 5%
Chi-Square Test
Observed N 16-30 31-45 46-60 Total 20 12 12 44 Expected N 14.7 14.7 14.7 Residual 5.3 -2.7 -2.7
MAJOR FINDING
Channel members survey it is found that north Gujarat is
good market for upvc pipes. Most of channel member suggest manufacturing the upvc pipes. Sabarkantha, Mehsana have very good potential for the dukes submersible pumps & pipes so company should focus on that area try to tap maximum area of that two district. Generally dealers get 15 to 20% margin on selling of the pipes. They get highest margin from selling of local companys pipes. Company do its advertising at pipes sales and service centers by wall clocks, calendars and wallpapers. Sales and service centers are the main part of this business so company can increase its sales by making good relations and introducing new schemes for the sales and service centers.
CONT.
Generally duke co. is not given any kind of credit to its
channel member. Duke is very good brands as far as channel members opinion. Most of customer purchases the product because of brand name of duke. Duke is not given the target to its channel member. Duke purchases its raw material, assemble parts from outside agency. In few product they are not manufacturing only assemble the product & sell to the customer.
SUGGESTION
Company should give the extra unit of product to distributor or
channel member on a selling of specified no. of unit. Another way is that company should increase the rate of commission to channel member subject to deals made by them for avoiding the local competition & increase the sales of territory. Company should give the credit limit to dealer so they can give the credit to retailer & kept sufficient stocks of duke co. Company should forecast their sale quarterly, half yearly, annually, territory vise, product vise, so they can take better decision regarding production, marketing, finance, recruitment related. Company should manufactures the upvc pipes with some specific dimension because thats product demand are very much high in north Gujarat. Company should focus on relationship marketing & tap the secondary market sales.
CONCLUSION
As far as study of channel member satisfaction is
concerned, the channel members are play very crucial role for the development of any organization & help the organization to build their brand. Duke is very good brand in North Gujarat Region & also significance present in agricultural industrial product. Most of channel member are satisfied with dukes product, quality of product, promotion program, marketing program, delivery system, organization management, response from dukes. Few things need to change as per the opinion of channel member is credit policy. Few members suggest to launch upvc pipe with customer required dimension & specification. Duke is in growing stage so they increase their capacity start a new plant in other area tape the untapped market for agricultural industrial product.
BIBLIOGRAPHY
Websites
www.dukeplasto.com http:// www.dukeindia.com/products
Books
Havwdar Krishna k, kavlevasant m, Sales & Distribution
Management Chap-Sales forecasting p.no.35-40 Philip Kotler 13TH edition (marketing) Richard R, Still Eastern Economic Edition Naresh malhotras, Marketing Research applied addition
THANK YOU
Manu Thakor Sanjay Rabari