A Project Study Report On “RETAILERS SURVEY IN JAIPUR WITH SPECIAL REFERENCE TO BISLERI” At Bisleri International Pvt. Ltd. (Submitted to the University of Rajasthan in the partial fulfillment of the degree of Bachelor of Business Administration) Faculty Guided:- Submitted By:- Mrs. Sonia Bajaj Pratap Jangir BBA Final Year 1
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A
Project Study Report
On
“RETAILERS SURVEY IN JAIPUR WITH SPECIAL
REFERENCE TO BISLERI”
At
Bisleri International Pvt. Ltd.
(Submitted to the University of Rajasthan in the partial
fulfillment of the degree of Bachelor of Business Administration)
ARKAL FILTERRemoves suspended matter and turbidity.
CARBON FILTERRemoves residual chlorine & odours
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REVERSE OSMOSISRemoves organic material. Controls total dissolved solids in the water.
ADDITION OF MINERALSFor the purpose of maintaining a balanced mineral content.
MICRON FILTRATIONAdditional safety measures to guarantee purity.
OZONATIONEnsures water remains bacteria free for longer life.
1.4 PACKAGING
The most critical aspect of Bisleris bottling process that sets them apart from the rest of the
industry is the fact that there bottles remain untouched right through the rinsing, filling, capping
and labeling operations.
1.5 BISLERI JAIPUR
Bisleri has total number of 8 plants in country, Mumbai being the biggest. Jaipur plant is
smallest of all. Its share is around 2.5 percent in production. This plant supplies Bisleri
packaged drinking water to whole of the Rajasthan state.
Its importance lies in the fact that it covers the hottest region of country and also supplies to a
major tourist attraction region. Maximum number of tourists in country visits Rajasthan, hence
during winters there is huge demand of packaged water in this particular state. Apart from that
Rajasthan is very hot region there for there is always a demand of water in form of packaged
water.
Bisleri have there offices in all the major cities of Rajasthan but there is only a single plant, in
Jaipur. This plant has the capacity of fulfilling demand of whole of the state. The plant is
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located in one of the major industrial areas of Jaipur- Vishwakarma Industrial Area, away from
the main city, on Sikar highway. Its location helps its operations in form of supplies as all the
major highways are connected to this highway. Major distribution channels are setup in cities
of Jodhpur and Udaipur which are situated in further west and south of Rajasthan further
helping its distribution.
There are major three external distributers for Jaipur city itself. There is Shyam enterprises,
Radhey enterprises and one being a new distributer which took place of another one because
of his incapability’s to supply and lot of complains being filed upon him by the retailers in this
survey.
At administration level staff there is only one person held responsible in Jaipur that is being
DGM of company – Mr.Neeraj Kumar. There is around a staff of 20 people in a company
including Sales Manager and Human Resource Manager. There are three salesmen for Jaipur
city and company is looking forward to hire more of them.
As we enter plant which is located in basement of building we find plant manager who is
always there to look after the proper functioning of plant. The whole process from bottle
making to packaging is divided among around 6 machines. Firstly bottles are made out of
plastic capsules, and then they are cleaned. Water which has already undergone 7stage
purification is filled in it. Then labeling and packaging takes place. Then 12 bottles cartons are
filled and moved up to the storage room, from there carriage takes place and operational cycle
is completed.
1.6 COMPETITORS
The bottled water industry is one of the most thriving sectors in India. The market is growing at
a whopping rate of about 55 per cent annually and is expected to cross Rs. 1000-crore mark
within the next couple of years.
Almost all major national and international brands have taken a plunge. Parle's Bisleri that
virtually monopolised the bottled water market is now vying with Nestle, Coca Cola, PepsiCo,
Manikchand, UB and Britannia. According to a national-level study, there are close to 200
bottled water brands in India. Nearly 80 per cent of these are local brands.
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CHAPTER-2INTRODUCTION TO THE ORGANIZATION
(MARKET OVERVIEW)
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2.1 Introduction
Water is the most important necessity for life. The drinking-water needs for individuals vary depending on the climate, physical activity and the body culture. but for average consumers it
is estimated to be about two to four litres per day. The growing number of cases of water borne diseases, increasing water pollution, increasing urbanization, increasing scarcity of pure and safe water etc. have made the bottled water business just like other consumer items. Scarcity of potable and wholesome water at railway stations, tourists spots, and role of tourism corp.
etc. has also added to the growth.
Indians currently spending about $330 m a year on bottled water, analysts estimate. The packaged water market constitutes 15 per cent of the overall packaged beverage industry, which has annual sales of at least $2.6bn, Deepak Jolly, a spokesperson for Coca-Cola India
said. Almost all the major international and national brands water bottles are available in Indian
market right from the malls to railway stations, bus stations, grocery stores and even at panwala's shop. Before few years bottle water. was considered as the rich people's choice, but
now it is penetrated even in rural areas. The growth and status of Indian Bottled Industry in comparison with Western or Asian market, India is far behind in terms of quantum,
infrastructure, professionalism and standards implementation. The per capita consumption of mineral water in India is a mere 0.5-liter compared to 111 liter in Europe and 45-liter in USA.
Also As per UN study conducted in 122 countries, in connection with water quality, India's number was dismal 120. In comparison to global standards India's bottled water segment is
largely unregulated. Former President Dr. A.P.J. Abdul Kalam has urged youngsters on July 17, 2010 to be aware of water conservation techniques to avoid grave water crisis in future.`"It is so sad that today, people are forced to buy water in plastic bottles. I am told that bottled water industry is worth nearly 10000 crore rupees and even big companies like the Coke and Pepsi are involved in
this bottling of water and making money. So, it is imperative that we ought to save water," he added. Do not be surprise if today's bottles water industry becomes next Oil industry by 2025.
If oil is the focal point of world conflict now, it is possible that water will be the next battleground among monopoly capitalists and even among nations. Prices of water and water
services keep on increasing because most of our public water utilities have already been privatized by the government. Private beverage and water companies have been granted by the government with permits to practically control and operate our natural springs and water
sources in natural parks and protected areas for water production and processing plants.```The bottled water category is growing at a rapid pace. The branded`market is 40 % of the
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category and non- branded contributes to 60% of the market. The category is growing at a rate of 30%. Bisleri is the market leader in mineral water in India with a 60% market share within
organized mineral water category. Three key players mainly dominate the Indian Bottled Water Market Parle Bisleri, Coca Cola India Inc Kinley and Pepsico India Holdings Pvt. Limited. This market is expected to grow at a 30% rate in the next 7 years. In 2010 the revenue generated
by this market was over $250 million.
Water is one of the basic necessities for human life to survive on this planet & today
getting pure water is not an easy task with so much harmful chemical being disposed into the
water by various industries is making the water harmful for drinking.
71% of the earth is made of water out of which only 1% of water can be used by living
beings. Among this 1% of water 50% of water is polluted.
According to the Bureau of Indian Standards there are 1,200 bottled water factories all
over India (of which 600 are in one state -- Tamil Nadu). Over 100 brands are vying for the Rs.
1,000-crore (Rs. 10 billion) bottled water market and are hard selling their products in every
way possible -- better margins to dealers, aggressive advertising, catchy taglines.... In such a
scenario, The Strategist takes a look at how it all started -- with Bisleri -- and how Ramesh
Chauhan, chairman, Bisleri created a market out of pure water.
This is an SWOT analysis report of one of the premium, recognized & trusted brand in
the Indian bottled water market named BISLERI INTERNATIONAL PVT LTD. This is enjoying
the huge share in the market both in bulk segment & in small packs.
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2.2 INTRODUCTION TO JAIPUR: THE PINK CITY
Jaipur is the first planned city of India, located in the desert lands of Rajasthan. The city that
once had been the capital of he royalty, now serves as the capital city of Rajasthan. Founded
in 1727 by Maharaja Sawai Jai Singh II, the ruler of Amber, the city today has a population of
more than 5 million residents. The very structure of Jaipur resembles the taste of the Rajputs
and the Royal family. In the present date, Jaipur is the major business centre for the natives of
Rajasthan with all requisites of a metropolitan city. The city of Jaipur, painted in pink, grasp the
appreciation of every visitor. One can see that hoary charm still alive in the avenues of Jaipur.
The active streets of Jaipur get plenty of visitors, every year at their footsteps. The Ancient
Testimonials in the form of mind-blowing monuments remind one of the past ages. The city
comprises the famous structures like Hawa Mahal, City Palace and Amber Fort, the best
architectural examples of India. Artistic temples and gardens of Jaipur, marks the atmosphere
of serenity and aestheticism to the lands of Rajasthan. The lively city observes its ethnicity by
celebrating various festivals like Kite festival, Elephant festival and many others, of Indian
origin. All theses features make Jaipur, one of the most sought after tourist destinations of
Rajasthan, India. The glorious city boasts of its cultural heritage from every nook and corner.
Jaipur is the reservoir of Indian customs, traditions, civilization and legacy. Jaipur lies at a
distance of 260 kms from Delhi, the capital of India and the city is well-connected with other
major cities of India. Every year, People across the globe come to experience this royal capital
The climate and weather of Jaipur is usually hot. The summer season persists from Mid-March
to June reaching to the maximum temperature of 45o C. The showers of Monsoons come
usually in the month of July preceded by dust and thunderstorms. The city doesn't receive
much rain. During the post-monsoon season in September, Jaipur gets hot spell once again. In
winters, the city of Jaipur observes bright and pleasant sunny days, though the temperature
can reach a low of around 5o C during the nights
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2.3 GUIDE MAP:JAIPUR
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CHAPTER- 3
RESEARCH METHODOLOGY
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3.1 TYPE OF RESEARCH
My research is DESCRIPTIVE RESEARCH as it includes a questionnaire survey and it is a
fact finding enquiry through retailer’s scheme card. And I am focusing on retailers viewpoint
towards packaged drinking water and problems associated
My Project is descriptive research due to the following factor:
It describes the characteristics of retailers in Jaipur city.
It is carried out to estimate the approximate percentage of units in a specified population
exhibiting certain behavior.
It helps in determining the perception of product characteristics.
It helps in making certain predictions related to packaged drinking water.
3.2 SAMPLE DESIGN
Regardless of the method or the design of the research that is used to obtain the primary data, the decision for this very research activity in the field of FMCG and about surveying the entire
population of retailers or only a representative portion of the population of the market had to be made. For this research activity the latter was adopted due to the resource constrains which was also the limitation of this research report. With the limited amount resource in the hand, the only feasible way was to survey a representative portion of the population than the entire
population as such. The difficulty in forms of time and resources caused the researcher to resort to the sampling approach than census approach as the size of the entire population was
huge which could not be catered because of limited resource and time.
3.2.1 SAMPLE UNIT
As the project was being done for the Jaipur branch of the Bisleri the sample unit taken was
retailers of Jaipur city.
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3.2.2 SAMPLE SIZE
The sample size selected was 26 respondents. This was due to the time and resource
constraint faced by the researcher during the project.
3.2.3 SAMPLE SELECTION
Respondents were selected on the bases of assigned markets by the company; all retailers in
those markets were covered. Criteria for selection were-
All retailers selling packaged drinking water.
Retailers who were not into packaged drinking water but can be a future prospect for a
company.
3.3 DATA COLLECTION TOOLS
3.3.1 PRIMARY DATA
Primary data was collected through questionnaire method and also through retailers’ scheme
card. The Questionnaire and Retailers card are attached to the annexure of this report. It
contained 12 questions and covered the necessary areas needed to complete the research.
3.3.2 SECONDARY DATA
Secondary Data was collected from sources at the office, magazines’, newspapers and
Most of the data that were collected for this research activity is primary in nature. The total
number of targeted respondents was 265 across the 12 markets and the time constrains were
5 to 6 weeks. Therefore the best method of concluding the data collection was to design a
short objective based questionnaire and thereby to proceed with the informal personal
interviews with the sample respondents.
The questionnaire was designed by fully keeping the objective of the research in the mind. A
proper structured questionnaire which was a combination of an open end and close ended
questions was prepared. The reason for it hails from the suggestion given by the industry
guide who assisted me in designing the questionnaire; who suggested that the research
activity is descriptive in nature and so the questionnaire contained more number of an close
end questions; but on the other hand since there is a need to understand retailers perception
open ended questions was an essential.
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Refer to the appendix for the questionnaire
3.6.2 SECONDARY DATA COLLECTION
Most of the secondary data for the research was collected from websites, magazines and
newspapers.
3.7 LIMITATIONS AND CHALLENGES WHILE UNDER GOING THE RESEARCH
First, it was not a consumer’s survey but retailer’s survey; it was really hard to find a free
sitting shopkeeper in peek hours of a day when survey was carried out.
Secondly, no shopkeeper likes to waist there precious selling time in such activities like
filling of questionnaires. Here I am thankful to company to provide me with a retailer’s
scheme card which helped them attract still there were shopkeepers who were very busy to
entertain me.
Biggest limitation of this report is that in all the markets covered there were 4 distributers
and they all have there own way of working. That is the reason there were totally opposite
response from some markets to the others with different distributers.
When I use to cover markets it was noticed that many shopkeepers use to keep there
shops closed from 1 to 4 due to heat of Jaipur, because of which there were certain shops
missed.
Another reason because of which many a shops were not covered was that shop owners
themselves were not present on shop and it was not possible to handover the scheme to
any other person at shop.
All those retailers who were not into selling of packaged drinking water were hard to
convince to give there information.
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Also those retailers which were selling some other companies mineral water proved a challenge.
There were certain cases in which shopkeepers were not willing to give there information
on account of security measures.
Most of the people in Jaipur believed in hiding there age and did not tell there DOB.
In certain cases it was seen that few shopkeepers were so unhappy with services provided
by Bisleri that they showed there anger by not entertaining me.
Many of the phone numbers given by respondents were wrong or were not picked by the
owners of phone.
The research covers only a minor part of Jaipur city there by doesn’t bring about maximum
satisfaction.
But in spite of these obstacles there were many people who really helped me to reach my
destination. There were a no. of retailers who patiently heard what I tried to convey them and
they also made me aware of the different problems associated with Bisleri and its distribution.
But they were very kind to me and some of them even gave a good response by placing order
for Bisleri to me.
The main advantage that I had while doing my training was the attractive scheme which I was
distributing. After a long there was any scheme introduced by Bisleri and this helped me in
ease of conversation with retailers. They took interest because they were getting something
out of it.
I also got reference from the existing customers of the Bisleri and they assisted me to track
right type of retailers who were interested in selling packaged drinking water.
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CHAPTER- 4
AFCTS AND FINDINGS
26
FACTS AND FINDINGS
During this two months period of my training period I visited every shop more then twice. All
these findings are based on my continues interaction with retailers and anlysis of data
collected by me.
Restailers in Jaipur believe that water is just water and it does not make difference fom
whom they buy it from.
Retailers in jaipur mostly believe in what are the margins provided to them by the
companies.
Most positive aspect of Bisleri in market is that people believe that Bisleri is a best quality
packaged water in market.
Apart from all the issues overall Bisleri stil holds it positin as a Market leader.
Bisleri is a highest priced product in the market, and market customers are daily walk inns ;
hence they are not ready to always pay more then 12 rupees for a 1ltr bottle which sells
most.
Companies like aquafina and kinley are providing free product to the shopkeepers with
purchase of there cola’s, which is bringing down the sales in many areas.
Pepsi and Coke provide free refrigerators to retailers in which they are not letting them
keep any other companies product., this inturn is breaking sales of Bisleri cause usually a
customer asks for cold water.
Distributers in Jaipur are very reluctant to change.
Distributers just dont visit any other shops except those which regularly buy from them in
other words they just dont move away from there set routes.
As Jaipur is very old city hence there are lots of shops in small streets which are not
covered by distributers , as they usually just move along main roads.
There were lots of complains in Market B of suppliers, many of retailers responded that
Bisleri people doesnt visit at all.
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CHAPTER -5
ANALYSIS AND INTERPRETATION
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5.1 ANALYSIS OF PRIMARY DATA
How many scheme cards were collected back of 32 distributed to shopkeepers?
MARKET A
Total, N, 51, 44%
Total, Y, 66, 56%
N
Y
Cards collected back
Cards collected
Cards collected TotalN 51Y 66Grand Total 117
Off 117 cards distributed in Market A, 66 that is 56% of cards were collected back.
This suggests that people in this area do care about such schemes and just don’t throw
away the cards considering them useless.
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MARKET B
Total, N, 74, 47%
Total, Y, 84, 53%
N
Y
Card collected back
Card collected back.
Card collected back. TotalN 74Y 84Grand Total 158
There were very similar results in Market 2 as well, here also major number of cards that is 53% were collected back indicating the importance of schemes to the people
Reason behind not getting cards back were lost cards, misplaced cards and some retailers
even threw the cards away.
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Q.1 What is your shop type?
Juice, cold drinks and food shop General/Kirana store Pan shop Dairy an Medical store
MARKET A
Juice, Cold drinks & Food Stores; 42; 36%
General / Kirana Store; 44; 38%
Pan shop; 16; 14%
Dairy and Medical Store; 15; 13%
FREQUENCY OF SHOP TYPE
Juice, Cold drinks & Food StoresGeneral / Kirana StorePan shopDairy and Medical Store
Type of shopFrequency of shop
typeJuice, Cold drinks & Food Stores 42General / Kirana Store 44Pan shop 16Dairy and Medical Store 15Total 117
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MARKET B
Juice, Cold drinks & Food Stores; 72; 46%
General / Kirana Store; 61; 39%
Pan shop; 8; 5%
Dairy and Medical Store; 17; 11%
FREQUENCY OF SHOP TYPE
Juice, Cold drinks & Food StoresGeneral / Kirana StorePan shopDairy and Medical Store
Type of shop Frequency of shop typeJuice, Cold drinks & Food Stores 72General /Kirana Store 61Pan shop 8Dairy and Medical Store 17
Total 158
Maximim number of shops in both region are juice,colddrink and food shops and
General/Kirana stores.
But dairy/Medical and pan shops in both regions have there importance as almost each
shops of these kind sell packaged drinking water.
Q.2 Do you sell mineral water at your shop?
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Yes
No
MARKET A
Total, N, 15, 13%
Total, Y, 102, 87%
N
Y
Do you sell mineral water
Do you sell mineral water?
Do you sell mineral water?
Total
N 15Y 102Grand Total 117
In Market A, 87% of the shops covered were selling some or the other kind of mineral
water.
There were just 15 retailers off 117 who were not selling mineral water in Market A.
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MARKET B
Total, N, 38, 24%
Total, Y, 120, 76%
N
Y
You sell mineral water
Do you sell mineral water?
Do you sell mineral water
Total
N 38Y 120Grand Total 158
There were 38% of the shops covered in Market B which were not selling mineral water.
This suggests that there are good number of shops which are availaible to Bisleri to be exploited in near future.
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Q.3 Which mineral water do you sell at your shop?
Bisleri
Bailley
Aquafina
Kinley
Kingfisher
Fosters
Others please specify__________________________
MARKET A
BrandsPercentage Frequency of various brands being sold at retail
It can be clearly seen from both the markets that maximum shops selling mineral water
cannot sell more then 0- 25 cartons in month.
Biggest customers who fall in category of above 150 cartons have capacity of selling 150 to
450 cartons, hence they themselves cover up for companies other 60%-70% customers.
In Market B company doesn’t have any above 100 cartons customers.
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Q.10 Are you satisfied with the services provided by Bisleri distributer?
Yes
No
Please state reason behind your answer___________________
MARKET A
Total, No Response, 25, 21%
Total, N, 21, 18%Total, Y, 71, 61%
No Response
N
Y
Are you satisfied with Bisleri Supplier?
Are you satisfied?
Are you satisfied?Total
No Response 25N 21Y 71Grand Total 117
61% of shopkeepers in Market A were satisfied with the services provided by the
distributer.
There were 25 non respondents to this question.
There were just 18% non satisfied shopkeepers.
Reason behind non satisfied customers were...
Not providing bills on time
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There was a case of supply of special railway water of less MRP at normal rates.
There were few replacement problems with these respondants.
MARKET B
Total, No response, 65, 41%
Total, N, 54, 34%
Total, Y, 39, 25%
No response
N
Y
Are you satisfied with Bisleri distributer?
Are you satisfied with supplier?
Are you satisfied with supplier?Total
No response 65N 54Y 39Grand Total 158
There were more number of shopkeepers in Market B were unsatisfied with 34%.
Major reason stated by these people was no supplies or irregular supplies.
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Q.11 How often does he provide you a bill on your purchase?
Always
Sometimes
Never
I never ask for bill
MARKET A
HOW OFTEN DOES HE PROVIDE YOU A BILL
35
22
11
15
0
5
10
15
20
25
30
35
40
Always Sometimes Never I never ask for a bil l
HOW OFTEN DOES HE PROVIDE YOU A BILL?
Frequency
Percentage
Always 35 42.16Sometimes 22 26.51Never 11 13.25I never ask for a bill 15 18.07 Total 83 100
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MARKET B
Always Sometimes Never I never ask for a bill0
5
10
15
20
25
30
19
24
9 9
HOW OFTEN DOES HE PROVIDE YOU A BILL
HOW OFTEN DOES HE PROVIDE YOU A BILL?
Frequency
Percentage
Always 19 31.15Sometimes 24 39.35Never 9 14.75I never ask for a bill 9 14.75 Total 61 100
Only 42 percent and 31 percent shopkeepers in both the markets were getting bills on
regular bases.
Around 14% retailers in both the markets were never getting bills by distributor.
There was also negative sign on part of retailers; 18% in Market A and 14% retailers in
Market B never cared to take bills from distributers.
This states that shopkeepers to avoid taxes and extra charges don’t take bills
Also these people were supplied on differentiated rates.
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Q.12 Would you like to place any order
250ml
500ml
1ltr
1.5ltr
2ltr
5ltr jar
20ltr jar
There were total of 34 retailers who responded to this question and placed there orders.
In total there were orders of around 150 cartons in whole.
This response were majorly from those people who wanted to reach there targets to
avail the scheme provided by company.
In Market B major respondents were those people where supply was very irregular.
These supplies were made by directly placing order to the distributer by researcher.
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5.2 SUMMARY OF GIFTS DISTRIBUTED
SR.NO GIFTS MARKET A MARKET B
1. WALLCLOCK 9 2
2. TRAVELBAG 5 1
3. ICE-BOX 6 0
4. TROLLY-BAG 0 0
5. MOBILE HANDSET 3 0
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CHAPTER-6SWOT
59
SWOT ANALYSIS OF BISLERI
STRENGHTS
Nearly 60% share in market..
Well established distribution
channel.
Initiaters advantage.
Brand recognisation.
Only company in 1.5ltr segment.
Best quality product accepted.
WEAKNESSES
Highly priced products.
High costs of production.
Distributers reluctant to change.
OPPORTUNITIES
Growing Indian packaged drinking
water market.
Expected to cross 1000 crore mark.
THREATS
Nearly 200 brands in this sector.
Many new players entering
market.
Competitors ability to invest. Eg-
Pepsi and coke.
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CHAPTER-7
CONCLUSION
61
CONCLUSION
With this SWOT analysis we have derived the conclusion that:
1. The base of BISLERI water is very strong in the Indian market. Its managing director is one
of the biggest achiever in the packed water bottled market.
2. It is found that its weakness lies in the production. The company was in trouble because of
its production related techniques.
3. The company has a lot of opportunity which can be exploited in the future which will give the
company a profit, proper utilization of opportunities will be a key to survive in the market.
4. But with more and more competitors entering the market, there are also various threat to
company. One wrong step can lead to a white-wash of company from the market in the future.
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CHAPTER-8RECOMMENDATION AND SUGGESTION
63
RECOMMANDATIONS AND SUGGESTIONS
First of all Jaipur is not a small city, company just have 3 sales man, Bisleri needs to make
atleast a team of 5 salesman to cover whole Jaipur to keep a good check on secondary
sales of company.
Bisleri needs to regularly come up with certain attractive schemes so that it can compete
with its giant competitors like Pepsi and Coke.
Distributer in Market A are doing excellent job but story is not same in Market B so
company needs to educate there distributers by making them learn about the working of
other distributers.
Bisleri must appraise there suppliers on there good work which will inturn motivate
suppliers who are not doing well to work hard.
Every month a team of people must visit every shop in problem markets atleast ones to
remind them of there importance to company.
Bisleri must give there good and regular customers complimantary gifts to always keep
them faithful towards company.
Bisleri still holds biggest share in market and it needs to keep improving upon its services to
keep that share intact because its competitors are very strong and have ability of huge
inversement. I think from my point of view it would be better for Bisleri if it will try to increase
the share of cake by increasing the size of the overall cake, not by decreasing the others
players share of the cake. It means it should try to increase its customer base not by
converting the other companies existing customer, it should try to convert the non customer of
packaged drinking water to Bisleri customer.
This scheme was for a month of May and gave opportunity to retailers to win gifts on buying
certain target amount of cartons of Bisleri in month of May. All they needed to do was to attach
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all the bills of May with the card which was collected from them after end of month. Details of
scheme-
CARTONS PURCHASED GIFTS
25
WALL-CLOCK
50
TRAVEL BAG
100
ICE-BOX
150
TROLLY-BAG
200
COLOURED MOBILE PHONE
This scheme was valid on all products of Bisleri except 20 ltr jars
65
CHAPTER-9
APPENDIX
66
QUESTIONNAIRE
Dear Sir/Madam,
I am doing a research on “RETAILERS SURVEY WITH SPECIAL REFERENCE TO BISLERI”. I willl be grateful for the valuable inputs you give to the following questions. Your responses shall be kept completely confidential, will be merged with other responses and used only for statistical purposes.