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EXECUTIVE SUMMARY

Company Profile:

Sujala pipes (p) ltd., is commissioned with the objective of catering the agricultural needs of the region. A dynamic entrepreneur Sri S.P.Y.Reddy who is basically a mechanical engineer started a unit at Nandyal those manufacturers black pipes. This resulted information of private ltd., company called “Sujala Pipes Pvt Ltd.,”

In the year 1995 it diversified into other products like milk products mineral water, super market etc., its greatest achievements are taking over sagar pipes in 1997 and monarch pipes in 1999 who are major competitors at that time. At present the major competitors are sudhakar & finolex pipes. It has its market presence in four states in south India (A.P, T.N, Karnataka, and Kerala).

Need for the Study:

In PVC Pipes industry Nandi is the market leader in A.P. As a market leader it has its efforts to maintain its position by knowing the preferences of Dealers and customers. The study explains the company’s continuous desire for improving dealer satisfaction. The study also defines about services offered to the dealers so as to improve the facilities and services provided to them.

Objectives of the Study:

To Study and analyze satisfaction of dealers towards Nandi Pipes. To assess the opinion of dealers on the quality and sales of Nandi

pipes in comparison with competitors. To study the perception of dealers about the services provided by the

company.

Research Methodology:

Research Design: It is descriptive.Sources of Data: Both Primary & Secondary sources of data.

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Primary data: It is collected from the respondents through a structured questionnaire.

Secondary data: It is collected from the company records & profiles.

Research Instrument: Well structured questionnaire.Research approach: Survey method.

Sample Plan:

Sample unit: All the dealers of sujala pipes in both Guntur & Prakasham districts.Population size: 40

Census study is adopted.

Findings:

1. 80% of the respondents opine that their major customers as farmers, 70% of the respondents opine that their customers as households, 75% of the respondents opine that their major customers are contractors.

2. Percentages exceeded more than 100% as respondents responded for more than one choice.

3. 35% of the respondent’s opined quality of Nandi as excellent, 57.5% as good, remaining 7.5% expressed satisfaction on quality in comparison with other brands.

4. 85% of the respondents opine that Nandi is having more demand in their market, followed by finolex, 12.5% and sudhakar at 2.5%.

5. 22.5% of the respondent’s opined delivery system of the Nandi as excellent, 62.5% as good, remaining 15% expressed satisfaction on delivery system.

6. 92.5% of the respondent’s opined prices of Nandi as reasonable as other brands and 5% opined prices of sudhakar pipes as reasonable and 2.5% of the respondent’s opined prices of finolex & other local brands as reasonable.

7. 80% of the respondent’s opined profit margin of Nandi as high followed by 10% of local brands, 7.5% of finolex and sudhakar at 2.5%.

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8. 83% of the respondents opined that customers mainly prefer brand & remaining 17% dealers said that customers prefer quality first.

9. 57% of the dealers are satisfied with the replacement policy and the remaining 45% are not satisfied.

10. 90% of the dealers are exclusive dealers and remaining 10% of the dealers are offering other brands to customers during out of stock.

11. 100% of the dealers opined that Nandi pipes are used for agricultural purpose, 53%of the dealers opined that finolex are used next to Nandi.

12. Percentages exceeded more than 100% as respondents responded for more than one choice.

13. 83% of the dealers opined that Nandi captures domestic water pipes market & followed by sudhakar 70%, finolex 17.5% and others at 5%.

14. Percentages exceeded more than 100% as respondents responded for more than one choice.

15. 85% of the respondents expressed that they are having good relation with Nandi, 12.5% are satisfied with relationship where as 2.5% are dissatisfied.

16. The company is supplying Sujala Pipes to Monark & ITL Pipes dealers, so by this the actual Sujala dealers are not getting the profits.

17. The company is raising their prices unexpectedly, so by this the dealers are facing the problem to explain the reasons.

Suggestions: Company need to design a comprehensive advertisement package to

enhance customer awareness and attract customers towards the product.

Company may take steps to organize dealer meetings bi-annually to identify problems of dealers and to motivate them.

Company may adopt exclusive dealership to enhance dealer commitment. It helps in promoting the product effectively and in turn increases the sales.

Company need to take steps to reduce prices fluctuations, so as to avoid conflicts between the dealer and customer company may go for disseminating information of price changes well in advance

INDUSTRY PROFILE

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Plastics have becomes synonymous with modern living. It is undoubtedly a product, which has penetrated extensively into the common mans life. No wonder the industry has achieved in terms of supply of raw materials, expansion and diversification of processing capacities and manufacturing of processing machinery and ancillary equipment.

The versatile material with its superior qualities such as light weight, easy process ability, corrosion resistance, energy conservation, non toxicity etc., may substitute to a large extent, many conventional and costly industrial materials like wood, metal, glass, jute, leather etc., on the automobiles, electronics, packaging and agriculture give enough evidence of the immense utility of plastics.

At present 80% of total requirement of raw material and almost all types of plastic machines required for the industry and indigenously available. The present investment in all three segment of the industry, namely production of raw materials, expansion and diversification of processing equipment in Rs.1,250 crores and it provides employment to more than eight lakh people.

Plastics have been subject to level not only at the central, but at state, and local government levels. These levels have affected the price of plastic of production adversely, because of their inherent advantage in properties and versatile in adaptation and use, plastics have come to play a vital role in a variety of applications over the world. In our country, plastics are used in essential consumer goods of daily use for common man such as baskets, shopping bags tiffany boxes, hair combs, tooth brushes, spectacle frames and fountain pens etc., they also find applications in field like packaging and automobiles and transportation, engineering, electronics, telecommunications, defense, medicine, building and other construction plastics and its importance is also growing infield like agriculture and water management.

The govt of India recognizing the importance of plastics in Agriculture, appointed on March 7th, 1981. National committee on the use of plastics in agriculture under the chairmanship of Dr.G.V.K.Rao. The committee has forecast a tremendous growth of drip irrigation through a

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network of plastic pipes and tubes. In its opinion, large scale adoption of irrigation would lend to support in demand for PVC pipes LDPE tubes and polypropylene emitters. The committee has highlighted the importance of the use of PVC resin in the manufacture of rigid pies, flexible pipes and sheeting, which are being used for agricultural operations to carry water for one place to another and also linen of ponds and reservoirs to reduce see page and most important, in drip irrigation system.

Engineering plastics are being increasingly used for various applications in automatic, electronics, telecommunications and other industries, The plastics are classified into two major classes thermoplastics and thermoses. The thermoplastics become sufficiently soft on the applications of heat. The thermoses on the initial application of heat and pressure in the mould to flow, but upon further application of heat and pressure they are cured to hard, insert molded piece which cannot be resoftened by reheating.

HIGH DENSITY POLYETHYLENEProduction of HDPE in INDIA started commences in 1968. At

present is on unit (polyolefin’s industry ltd.,) in INDIA, production HDPE by the end of 2002 to 2003 is placed at 1.25 lakhs tonnes.

LOW DENSITY PLYETHYLENE(LPDE)Production of LDPE in INDIA started in 1959. At present there are

three units manufacturing LDPE with a total of 1.15 lakh tonnes.

POLYSTERENEPolystyrene was first manufactured in India in May 1957. The first

production commenced in 1978. A production target of 29000 tonnes tube is achieved by the end of 1999-2000.

ACRYLONITRIL BUTANDIENE SYTRENE (ABS)The production of acrylonitrile Butadiene styrene (ABS) in India

started in 1978. The present total annual installment capacity of (ABC) is 5,000 tonnes.

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POLY VINYL CHLORIDE (PVC)Production of PVC started in INDIA in 1961 against first production

of PVC in the world in 1927. At present there are six units manufacturing PVC resins. The present total installed capacity comes to 1.70 lakh tones. The production target of PVC by the end of 2001-2002 is placed at 2.33 lakh tonnes.

EXPORT OF PLASTICS GOODSToday India exports plastic products to as many as 80 countries all

over the world. The exports, which aware stagnant at around aRs.60-70 crores per annum double to Rs.129 crores. The plastic industry has taken up the challenge of achieving an export target of Rs.17 crores.

Major export markets for plastic products and linoleum are Australia, Bangladesh, Canada, Egypt, Hong Kong, Hungary, Italy, Kuwait, Federal, Republic of Germany, Sri Lanka, Sweden, Taiwan, U.K, U.S.A, and Russia.

ROLE OF PLASTICS IN THE NATIONAL ECONOMYPlastics are been perceived as just simple colorful household

products in the minds of common man. A dominant part of the plastics of the present and future find their utilization in the following areas.

1. Agriculture, forestry and water-management2. Automobiles and transportation.3. Electronics and telecommunications buildings, construction

and furniture especially wood substitutes.4. Food processing and packaging5. Power and gas distribution.

IMPORTANCE OF PIPES INDUSTRYWe shall look at the basic data about plastics and particularly those

properties, which are of use in practical working with plastics. Plastics are the man-made materials. The oldest raw materials for producing plastics are carbonaceous materials obtained from petrol chemical sources and they can be economically produced in large quantities.

Plastics have changed our world and day by day they are becoming important. They own their success to whole series of advantages, which they have over conventional materials such as

1. Light weight

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2. Excellent mould ability3. Attractive colors4. Low energy requirement for convention5. Low labor and cost of manufacture6. Low maintenance7. High strength weight ratio8. Aesthetic

COMPANY PROFILE

NANDI is brand name of popular PVC pipes made by two companies Sujala Pipes and Rani plastic Pipes Industries. The companies was started in 1975 by a young mechanical engineer who had just left a

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plum job in Baba Atomic Research Center(Barc) and wanted to do something on his own.

Today the companies are worth few (or lot depends on who you are millions (both Indian & amp; American). They made possible few other small ventures Pipes are sold under brand names of Nandi, Rani, and Jala. Together they are highest selling PVC pipe brands in South India and will be among top three.

We believe that companies are about people more than anything else is. The group companies employ about 1500 people. Free accommodation is provided to most of the employees. Health services are also provided at free of cost. Other business interests of Nandi group include dairy product, information technology and education Sujala Pipes (p) Ltd, manufacturers the largest and most comprehensive range of U-P.V.C pipes in India. They offer pipes of up to 400 mm diameter Nandi pipes that are suitable for a wide range of applications.

Portable water transportation, irrigation, plumbing, drainage, cable ducting bore-wells, transfer of industrial effluents. Our gamuts of products cover all applications, which are covered by PVC pipes.

Nandi UPVC systems are more cost effective than conventional GI, CI or AC systems. They are lightweight, durable and non-corrosive. They offer excellent flow characteristics and they are easy to transport handle and install as well. Excellent quality with customized product development support.

The Unit also has excellent quality assurance systems in place we ensure products of uncompromising excellence, meeting all relevant ISI, BS, DIN, and ASTM standards. In addition, extensive R&B facilities provide reliable and committed support for new product development.

This means that, even if a Nandi customer is unable to find his precise requirements from our elaborate range of products, we can also develop customized products to his own exclusive specifications…

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It is this relentless pursuit of quality and a willingness to adapt and innovate, that has propelled Nandi to the forefront of this product category in India.

Water is indispensable for agriculture. However, only 15% of agricultural land, the world over, gets dependable water supply. In India too, only a fraction of the 164 hectares of cultivated land gets a dependable supply of water. Various irrigation methods are employed by farmers to ensure proper water supply.

Canal irrigation is one such method. However, canals occupy cultivate space and thus hamper production. Moreover, nearly 40% of canal water is wasted due to evaporation and percolation. Besides, in certain areas, canal irrigation, over a period, has led to salivations. Pipes are an effective way of overcoming the problem caused by canal irrigation as they can be laid underground and water loss because of percolation and evaporation is eliminated. Lift irrigation is employed to carry water from a lower to a higher level. Here, various kinds of pipes are used.

Product Portfolios UPVC Pressures Pipes & Fittings (MM Series)

UPVC Pressure Pipes.UPVC Pressure Fittings.

UPVC High Pressures Solvent Cement jointing System.UPVC Solvent cement jointing pipes.UPVC Solvent cements fittings.

UPVC Soil waste & Rainwater (S. W. R) Drainage System.UPVC S.W.R. Pipes.UPVC S.W.R. Fittings.

UPVC High Pressure Threaded System for Plumbing.UPVC Plumbing Pipes.UPVC Plumbing fittings.UPVC Casting Pipes.UPVC casting Pipes.

Product attributes

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All pipes and fittings fully conforming to relevant ISI/BS/DIN and ASTM standards. More cost effective than GI, GI and AC pipe systems due to

Light weight and Ease of handling transportation and installation. Excellent flow characteristics. Virtually Maintenance free. Environment friendly. Seamless, durable and resilient. Non-corrosive even resistant to chemical & electrolytic

corrosion.Application Areas

Portable water distribution. Lift irrigation Sprinkler & drip irrigation systems. Bore-wells & Domestic plumbing. Soil, waste and ventilation system. Rain water & subsoil drainage. Industrial effluents & waste chemicals transportation Cable ducting.

Features of UPVC Casing Pipes:- PVC Casing Pipes do not corrode. PVC Casing Pipes have smooth bore, do not support bacterial

growth or encrustation. PVC Casing Pipes are less expensive than any other non-

corrodible pipes. Easy to handle easy to install, no skilled labor required. PVC Casing Pipes are ideally suitable for domestic wells,

irrigation wells, industrial wells, public wells, watering wells, mining wells, observation wells, infiltration galleries and naturally packed wells.

PVC screens with continuous shaped ribs increase the permeability rating more than times.

Studies proved that permeability of well screen with horizontal slots is twice that of the screens with longitudinal slots.

UPVC casing has trapezoidal acme threads, which make easy joint.

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UPVC Screens can be chemically developed where as steel screen will react to strong chemicals.

THE PRIDE OF UPVC INDUSTRY

Sujala Pipes (p) Ltd., the jewel of Nandi Group of companies under the dynamic, energetic leadership of S.P.Y. Reddy, has been making rapid strides as the pioneering manufacturers of quality PVC pipes for potable and irrigation water supplies.

The Company has been consistently recording and excellent growth rate every year with the current production capacity of 22,000 Metric tones per annum. The plant is equipped with Battened Twin Screw extruders capable of producing pipes from 20mm to 315mm in 0.25 M pHs to 1.0 M pa pressure classes.

Stringent quality control tests are regularly conducted to ensure top quality products for multifarious applications like tube well casing telephone-ducting aquaculture besides supplying to various government aided schemes and medium irrigation projects.

With a view to effectively cater to the needs of the international market, the company is gearing up for ISO 9002 certification to become a member of select brand of elite group of companies. The company is also manufacturing UPVC Pipes and fittings conforming to British standards and DIN specifications especially to meet the requirements of the Middle East market for soil, wastewater and drainage systems and micro irrigation systems for Dry land.

NANDI PIPESFormed in: 1988

Manufactures as per Indian standards is 4985-2000 Has wide range of 20.315 mm Types

o AGRICULTUREo BLUECASING(Special)o WELL CASING o PLUMBING

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o S W Ro ELECTRICALo RING FIT o SUB MERSIBLE

QUALITY LABStringent quality control tests are regularly conducted to ensure

top quality products for multifarious applications like:o Tube well Casingo Telephone ductingo Aquacultureo Government aided schemeso Medium irrigations projects» Manufacturers as per IS 4985-2000» Passes all the tests as per IS 12125-1980» Proprietary compound development» Maximum specific gravity of 1.46» Maximum ash content of 8% when tested as per ISE 3451 part III» No deterioration of Physical and chemical properties♦ Fully automatic Manufacturing layout with world class batten field extrusion plant♦ Production capacity of 22000 metric tones per annum.

Benefits with Nandi PipesIf the Customer purchases 75mm and above dia pipes at least 200,

Poclain for trenching will be provided at a cost of Rs.30 for each pipe length. For laying Bore wells Rigs and Compressors are available with us. With large fleet of Trucks, free door delivery will provided for dealers and customers buying above 100 Nods of Pipes.

ADVANTAGES OF NANDI UPVC PIPES Corrosion Resistance No Chemical contamination No need of protective Liners, Coating, Encasements or Cathodes Protection of Thermal Conductivity Flexibility

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Variety of Jointing Methods. Nontoxic & Biological Resistance High Hazen William `x Coefficient (150)

OUR ESTIMATED CUSTOMERSNandi Pipes is proud to announce that we have supplied Pipes to lay

big water pipe line projects.Panchayat Raj,Industrial Development Corporation etc.,Satya Sai Water Schemes.Lorven ProjectsKolleru ProjectNABARD water schemes

Karnataka L and Army DepartmentTWAD Board Authority – TamilnaduOut customers have the benefit to buy our pipes at any place in South India Because of wide network of 493 Dealers spread in the states.

State No of DealersAndhra Pradesh 301Karnataka 17Tamilanadu 23Maharastra 9Pondichery 2Chatishghar 1

Dealer Ship at Sujala Pipes Pvt Ltd.

The company notifies in a local newspaper. Based on the given advertisement it receives for dealership. After receiving the application, the company will scrutinize the

application and calls for an informal interview. In the interview, they will see their credit worthiness and their

profile. Once they have selected, and are not allowed to take another

company’s dealership.

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ORGANIZATIONAL CHART

MANUFACTURING PROCESS

PVC raw material + other chemicals(Compound)

Fed into mixture hopper

Fed into extruder hopper

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MANAGING DIRECTOR

Heating Chamber(Compound is melt into paste)

Dye(10-35mm)

Cooling chamber(The paste is hardened)

Haul off

Cutter of pipes

Stocking of Pipes

THE FOLLOWING DATA SHOWS THE MARKET DEVELOPMENT FOR PVC PIPES OF SUJALA PIPES PVT. LTD.

1977 – 84 Nandyal Region (Polythene Pipes)

1984 – 85 Rayalaseema Region (PVC Pipes) 1985 – 86 Rayalaseema and Telangana.

1986 – 88 Karnataka and Andhra Pradesh.

1988 – 91 Karnataka and Andhra Pradesh and TamilNadu.

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1991 – 98 Karnataka, AndhraPradesh, TamilNadu & Kerala.

1998 - 2000 Karnataka, AndhraPradesh, TamilNadu,Goa & Maharastra.

2000 – 2002 Karnataka, AndhraPradesh, TamilNadu, Goa, Maharastra, Orissa, Uttar Pradesh, Pondicherry,& Yanam.

CHART FOR FINANCE DEPARTMENT

CHART FOR PURCHASE DEPARTMENT

CHART OF COMPUTERS DEPARTMENT

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CHART FOR MARKETING DEPARTMENT

CHART OF MAINTEINANCE DEPARTMENT

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DEALERS BEHAVIOUR TOWARDS NANDI BRAND OF SUJALA PIPES (P) LTD. (PVC PIPES)

In the era of today’s competition and global context nature, Marketing is made mandatory to use the latest and sophisticated techniques to capture the market. The products in the field of Fast Moving Consumer goods and other products, which need to reach the customers, must first reach Dealers. Dealership is the oldest form of channel, which is used widely in the marketing of the company products.

Dealers are “The agent for any company who sells the products to the customer and maintains a good and congenial relationship on behalf of the company and receives the margin for the activity conducted.” The manufactures knowing that their products have initial costs and will need careful maintenance and repair throughout its life, they also have an obligation to the customer to ensure that their chosen agent will provide good service. A manufacturer adopts the following various systems in choosing their agents.

(A) Dealers Holding Exclusive FranchiseExclusive franchise means that the dealer is committed to a single manufacturer.This has several advantages such as:(i) If the dealer is committed exclusively to a single

manufacturer, he gets oriented to a company’s policies and responds properly to the increasingly sophisticated management services programmes introduced by the manufacturer from time to time.

(ii) The manufacturer is in a better position to provide proper product and services support, train the dealers and control spare parts turnover.

Product feedback is more exhaustive, timely and aggressive. This is essential because the dealer’s future is associated with the product success.

Disadvantage:

With the reduced purchasing power and decline in market demand, the dealers find it an economically loosing proposition to be wedded to a

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single manufacturer. The viability of project becomes thin, essentially because all overheads are to be borne by a single product line. There are instances where very novel schemes have failed essentially due to this reason.

(B) Dealer Holding Multiple Franchises.In this arrangement, the dealer deals in several products

simultaneously. However, generally the manufacturer stipulates the condition that the products should not be in direct competition to each other. The major advantage of this system is that overheads are shared by several products and thus the dealer is financially stable. The dealer can support any particular product even in lean periods or in the periods or in the period of poor product image. The major disadvantages to the manufacturer are less attention by the dealer, poor response to aggressive sales efforts, and non-standardized reporting system. More often than not, such dealers ignore customer service.

(C) Dealer Ship with Exclusive Territory.In this arrangement, the dealer is given a territory with an

assurance that no other dealer will be appointed in that area. This builds confidence in the dealer and he is more willing to commit investment for promoting the product in any particular territory. However, in practice most of the dealers ask for additional territory merely to increase their area of operation and do not cater to the services expected of them. This arrangement should be followed only if the dealer has already established sales and servicing facilities in the areas being given to him.

(D) Dealership with Non-Exclusive TerritoryIn this arrangement the manufacturer keeps the right of appointing

as many dealers as he wishes in the same territory. This arrangement makes the dealer uncertain about his total hold on the business for business promotion. However, in practice the manufacturer rarely exercise his right of appointing another and resorts to it only when the existing dealer is not performing up to the mark. Thus there is an implicit understanding between the manufacturer and the dealer about the allocation of the territory.

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(E)Company managed show rooms:These are the show rooms, which are managed and run by the

company with conformity of the objectives.An organization should consider following factors before choosing a distribution.

a. Market image of the product:If the product image is good, the dealer will have little

problems in selling and he can easily win the market by providing good customer satisfaction. Such a product can well be marketed through dealers with exclusive franchise.

b. Product introduction:If a manufacturer is entering into the market for the first time,

new product injection, the company managed outlets on a limited scale would be an ideal choice for test marketing. With the new product, it would be safer to move with a little less confidence than to move with over confidence. Most of the engineering products do give teaching troubles. The company managed outlets will be the right channel, at least to begin with.

c. Market Potential:One should do economic studies of the market. The market

potential in terms of population, past performance, business cycle is the only rational approach to determine viable locations. In the absence of reliable data, the manufacturer could decide based upon the performance in contiguous areas. Alternatively, the performance of his competitors might serve as an indicator of the market potential.

d. Dealers Economics:A manufacturer should work out the economics for its dealers.

If it is not economical for the dealer to run the business, it is not economical for the company, too to continue the business.No body is interested in business that is not of benefit to him. The strength of the dealer is the strength of the company.

e. Business Requirements:

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The manufacturer should work out the financial requirements of the dealer, showroom, and after-sales service requirements and then decide upon the size of the dealer in a particular territory.

f. Economics of the manufacturer:Though the manufacturer would like to sell through its own

showroom, it may not always be possible to do so due to lack of funds and other resources. Moreover, it is very expensive to run your own show room everywhere. The manufacturer should not be obsessive of exclusive dealership only.

g. Number of Dealers:The normal tendency among the manufacturers is to increase

the number of dealers as sales increases, in the short run, higher sales will be achieved through acquiring additional dealers; but without the necessary service backup and financial viability over the years, it is likely that sales will subsequently deteriorate. Therefore, it is more desirable to have marginally smaller network of more successful dealers rather than a large network of below average dealers. The company should keep this factor in mind while establishing additional distribution centers.

The manufacturer should consider all the above factors and workout a distribution system that is financially viable to both the parties. Think of a situation wherein your product has not proved your expectations and the dealer finds himself is a tight corner. However, the dealer who was dealing in your product alone has been killed by you. One can not say as a rule of thumb that any particular system is superior to others.

Probably a manufacturer might find that the most desirable distribution system for his products will be:

Company-managed outlets for strategic areas, Exclusive franchise dealership in areas having good product image, Dealership with multiple franchise in areas of poor market image, only servicing points in areas of very poor market potential to develop markets of future.

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Both the dealers and manufacturers have special rights and undertake special Obligations as a part of their business relationship. It may not be out of place to list out the obligations of each party.

Manufacturers ObligationThe role of the manufacturer is not limited to the dispatch of goods

to the dealers’ show room. In buyers market, particularly the manufacturer has to perform many more functions in order to promote his product. It may include:

Publicity and advertising-contribute full, a portion of the cost of publicity and advertising expenses incurred by dealers and provides dealers with free printing blocks and other common material for publicity etc.

Help the dealer in clearing old stock, particularly while introducing a new model or while reducing the price.

Incentive to the dealers for higher sales and more efficient services.

Quick settlement of warranty and service claims. Reasonable margin on spare parts. Easy availability of spare parts. Keep the dealer informed about product improvement,

technical changes etc. Financial assistance to the dealer, if needed, temporarily. Organizing and creating healthy competition among the

dealers. Arranging national publicity, exhibitions, demonstrations etc. Providing service manuals, special tools for better service. Training dealer’s personnel. Visit by service engineers to ensure improvement in the quality

of after sales service rendered by the dealer. Encourage market feedback from dealers. Help the dealer in improving his sales. Provide recommended tariff for product, spare parts and labor.

Dealers Obligations:The Obligations of the dealer include:

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(a) To provide prompt, dependable and economical service to every customer both during warranty and outside warranty period.

(b) Arrange local publicity, demonstration, trials etc., for promoting the sales.

(c) Maintain operating procedures, documentation and records as specified by the manufacturer, and send correct reports in time regularly.

(d) Maintain certain minimal facilities and observe the guidelines specified by the manufacturer with respect to workshop, cleanliness, pieces, invoicing, staffing, training, provision of parts and customer relations.

(e) Specify maximum time to the customers for servicing and repair jobs.

(f) Keep adequate and genuine spare parts.(g) Proper and prompt submission of service and warranty

claims.(h) Keep the company informed about marketing forces such

as competition, demand pattern, pricing, substitute product etc.

(i) Keep the company informed about its products, its strong points from marketing point of view, weak points, problem areas and suggestions etc.

Key functions of dealers: Gather information about potential and about current

customer’s competitors and other market forces in the environment.

Develop and disseminate persuasive communications to stimulate purchase.

Place orders with manufacturers. Assume risks connected with carrying out channel

work. They acquire the funds to finance inventories at

different levels of marketing channels. Provide for the successive storage and movement of

physical products.

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RESEARCH METHODOLOGY

Methodology selected in order to realize the research objective of the present study of survey by interview

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RESEARCH DESIGN OF THE STUDY:

The research design selected for this research is descriptive research design. Descriptive research design is one that simply describes something such demographic characteristics of consumers/ readers/agents who use/ sell the product / services. The descriptive study is typical and concerned with determining frequency with which something occurs or how two variables vary together.

Objectives of the study:

1. To Study and analyze satisfaction of dealers towards Nandi Pipes.2. To assess the opinion of dealers on the quality and sales of Nandi

pipes in comparison with competitors.3. To study the perception of dealers about the services provided by the

company.4. To identify the new needs of the dealers to drive the product

After going through the objectives, it was found that qualitative study was necessary. The study was conducted in Guntur and Prakasham districts with population size of 40.

This sample has been selected from Guntur and Prakasham Dts

The interview with each respondent took around 30 minutes. The questionnaire designed and sample is shown as follows.

Questionnaire Design

As the study was very vital in terms of feedback to SUJALA PIPES PVT LTD, the standard structured Questionnaire was available which was made use of as a tool for data collection.

Sample Design

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Location : Guntur & Prakasham DtsPopulation : 40Instrument for data collection : well structured questionnaire

Census method is adopted

SAMPLING PLAN OF THE STUDY:

The sampling technique selected for this study is convenience sampling under the non-probability sampling techniques, because it relies on the judgment of the research. The choice between probability and the non-probability sampling should be based on the nature of the research, degree of error tolerance, relative magnitude of sampling and non-sampling errors variability. In the population and statistical and operational considerations.

SOURCES OF DATA:

Primary Data:

The primary data for the present study has been collected from the personal interviews methods with the help of a questionnaire.

Secondary Data:

The secondary data for the present study has been collected from too many sources.

The major sources are mentioned below:

1. Company profile / reports / records.2. External guide.

Analysis

1. The collected data is first shown in tabular form and is made lucid with the help of graphs.

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2. The data collected is interpreted and the conclusions are drawn at each step.

3. Keeping in view the conclusions, recommendations are given which is shown in the end of the report.

Limitations of the study:

1. The study was carried out in Guntur and Prakasham districts, hence, the results cannot be extended to National level.

2. Few respondents were not co-operative enough owing to their busy schedule.

3. Time constraint had become a hindrance to go for large sampling.

ANALYSIS

1. RESPONDENTS DEALERSHIP PROFILE

Companies No of Respondents

%ge of Respondents

One 36 95 Two 2 5

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Three 0 0 More than Three 0 0

RESPONDENTS OF DEALERSHIP PROFILE

Inference: 95% of the dealers are having maintaining with only one

company dealership and 5% are maintaining with two companies.

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2) YEARS OF EXPERIENCE WITH NANDI

Years No of Respondents %ge of Respondents2 yrs 1 2.53 yrs 10 254 yrs 10 25More than 4 yrs 19 47.5

YEARS OF EXPERIENCE WITH NANDI

Inference:

47.5% of the dealers are having more than 4 yrs of experience in dealing dealership from Nandi Pipes, 25% of the respondents are having 3 yrs and 25% 4 yrs and 2.5% are having with only 2 years experience.

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3) MAJOR CUSTOMERS FOR PVC PIPES

Customers No of Respondents %ge of RespondentsFarmers 32 80Households 28 70Contractors 3 7.5Others 1 2.5

MAJOR CUSTOMERS FOR PVC PIPES

Inference:

80% of the respondents opine that their major customers as farmers, 70% of the respondents opine that their customers as households, 75% of the respondents opine that their major customers are contractors.

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4) THE QUALITY OF NANDI PIPES

Quality No of Respondents %ge of RespondentsExcellent 14 35Good 23 57.5Satisfactory 3 7.5Poor 0 0

QUALITY OF NANDI PIPES

Inference:

35% of the respondent’s opined quality of Nandi as excellent, 57.5% as good, remaining 7.5% expressed satisfaction on quality in comparison with other brands.

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5) DEMAND FOR PVC PIPES

Brands No of Respondents %ge of RespondentsNandi 34 85Finolex 5 12.5Sudhakar 1 2.5Others 0 0

DEMAND FOR PVC PIPES

Inference: 85% of the respondents opine that Nandi is having more

demand in their market, followed by finolex, 12.5% and sudhakar at 2.5%.

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6) THE DELIVERY SYSTEM OF NANDI PIPES

Type No of Respondents %ge of RespondentsExcellent 9 22.5Good 25 62.5Satisfactory 6 15Poor 0 0

DELIVERY SYSTEM OF NANDI PIPES

Inference:

22.5% of the respondent’s opined delivery system of the Nandi as excellent, 62.5% as good, remaining 15% expressed satisfaction on delivery system.

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7) MOST PREFERRED BRAND BY CUSTOMERS

Brands No of Respondents %ge of RespondentsNandi 34 85Finolex 6 15Sudhakar 1 2.5Others 0 0

MOST PREFERRED BRAND BY CUSTOMERS

Inference: 85% of the respondents said that the most preferred brand by

customers are Nandi . 15% of the respondents said that the next preferred brand is Finolex and, the remaining market was grabbed by sudhakar.

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8) COMPANIES PROFIT MARGIN

Brands No of Respondents %ge of respondentsNandi 32 80Finolex 3 7.5Sudhakar 1 2.5Others 4 10

COMPANIES PROFIT MARGINS

Inference: 80% of the respondent’s opined profit margin of Nandi as high

followed by 10% of local brands, 7.5% of finolex and sudhakar at 2.5%.

9) SALES OF NANDI PIPES

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Option No of Respondents %ge of respondentsVery high 7 17.5High 22 55Equal 11 27.5Low 0 0

SALES OF NANDI PIPES

Inference: 55% of the Respondents said that the sales of the Nandi are

High , and 27.5% of the Respondents said that the sales of all the brands are equal and 17.5% of the Respondents said that the sales are very high.

10) SATISFACTION OF DEALERS ON PRICES?

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Satisfaction Number of respondents

%ge of respondents

Exists 35 87.5Doesn’t exists 5 12.5

SATISFACATION OF DEALERS ON PRICE

Inference: 87.5% of the Respondents are satisfied with the companies

Pricing Policy, and the remaining 12.5% are not satisfied with the prices.

11) CREDIT FACILITY OF VARIOUS BRANDS

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Brands No of Respondents %ge of respondentsNandi 0 0Finolex 0 0Sudhakar 3 7.5Nil 37 92.5

CREDIT FACILITY OF VARIOUS BRANDS

Inference: According to Dealers 92.5% of the companies are not offering

Credit facility except some companies like local brands, And 7.5% of the known Sudhakar dealers are getting credit facility.

13) ATTRIBUTES CUSTOMER PREFER

Attributes No of Respondents %ge of respondents

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Price 5 12.5Brand 33 82.5Quality 15 37.5Others 0 0

ATTRIBUTES CUSTOMER PREFER

Inference: 83% of the respondents opined that customers mainly prefer

brand & remaining 17% dealers said that customers prefer quality first.

14) TYPE OF MEDIA RESPONDENTS SUGGEST FOR THE COMPANY

Media No of Respondents %ge of respondents

40

Television 4 10Newspapers 15 37.5Wall painting 19 47.5Posters 2 5

TYPE OF MEDIA RESPONDENTS SUGGEST FOR THE COMPANY

Inference: According to Dealers 47% of the dealers are suggesting to go

for wall painting for advertisement, and 37.5% of the dealers suggest for Newspapers and 10% of the dealers suggest for Television and 5% suggest for posters.

15) RELATIONSHIP WITH THE SALESPERSONS OF NANDI

Option No of Respondents %ge of respondentsVery good 1 2.5Good 34 85

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Satisfactory 5 12.5Poor 0 0

RELATIONSHIP WITH THE SALESPERSONS OF NANDI

Inference: 85% of the respondents expressed that they are having good

relation with Nandi, 12.5% are satisfied with relationship where as 2.5% are dissatisfied.

16) SATISFACTION OF DEALERS ON COMPANYS PROFIT MARGIN

Option Number of respondents

%ge of respondents

Yes 22 55

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No 18 45

SATISFACTION OF DEALERS ON COMPANYS PROFIT MARGIN

Inference: 55% of the Respondents are satisfied with the profit margin

offered by Nandi and the remaining 45% are not satisfied with Nandi.

17) COMPANYS HAVING BEST QUALITY MERCHANDISE?

Brands No of Respondents %ge of respondentsNandi 32 80Finolex 10 40Sudhakar 1 2.5Others 0 0

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COMPANYS HAVING BEST QUALITY MERCHANDISE

Inference: According to 80% of the Respondents Nandi is offering better

quality at low price than finolex and next, 40% of the respondents says Finolex is having good quality, and 2.5% of the respondents says Sudhakar also maintaining good quality..

18) SUBSTITUTION OF OTHER GOODS IN OUT OF STOCK

Option Number of respondents

%ge of respondents

Yes 5 12.5No 35 87.5

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SUBSTITUTION OF GOODS IN OUT OF STOCK

Inference:

90% of the dealers are exclusive dealers and remaining 10% of the dealers are offering other brands to customers during out of stock.

19) PREFERRED BRAND BY DIFFERENT USERS Agriculture:

Brands No of Respondents %ge of respondentsNandi 40 100Finolex 10 40Sudhakar 11 27.5Others 2 5

FOR AGRICULTURE

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Domestic Water Pipes:Brands No of respondents %ge Nandi 33 82.5Finolex 7 17.5Sudhakar 28 70Others 2 5

FOR DOMESTIC WATER PIPES

Drainages:

Brands No of Respondents %ge of respondentsNandi 17 42.5Finolex 1 2.5Sudhakar 27 60Others 8 20

FOR DRAINAGES

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Inference: 100% of the dealers opined that Nandi pipes are used for

agricultural purpose, 53%of the dealers opined that finolex are used next to Nandi.Percentages exceeded more than 100% as respondents responded for more than one choice.

83% of the dealers opined that Nandi captures domestic water pipes market & followed by sudhakar 70%, finolex 17.5% and others at 5%.Percentages exceeded more than 100% as respondents responded for more than one choice.

60% of the customers are using Sudhakar for drainages and 42.5% are using Nandi and 20% of local brands are followed by nandi.

20) COMPANIES REPLACEMENT OF DAMAGED PIPES

Option Number of respondents

%ge of respondents

Yes 40 100No 0 0

COMPANIES REPLACEMENT OF DAMAGED PIPES

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Inference: Each and every Dealer are getting replacement of the damaged

pipes .

21) SATISFACTION LEVEL ON REPLACEMENT POLICY OF NANDI PIPES

Option No of Respondents %ge of respondentsTo greater extent 3 7.5To some extent 31 77.5To lesser extent 3 7.5Not at all 3 7.5

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SATISFACTION LEVEL ON REPLACEMENT POLICY OF NANDI PIPES

Inference: 77.5% of the dealers are satisfied with the replacement policy

to some extent, 7.5% are satisfied at greater extent and remaining 14% are not satisfied.

FINDINGS

From my responded sample, I infer the following conclusions and findings.

1. 80% of the respondents opine that their major customers as farmers, 70% of the respondents opine that their customers as households, 75% of the respondents opine that their major customers are contractors.

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Percentages exceeded more than 100% as respondents responded for more than one choice.

2. 35% of the respondent’s opined quality of Nandi as excellent, 57.5% as good, remaining 7.5% expressed satisfaction on quality in comparison with other brands.

3. 85% of the respondents opine that Nandi is having more demand in their market, followed by finolex, 12.5% and sudhakar at 2.5%.

4. 22.5% of the respondent’s opined delivery system of the Nandi as excellent, 62.5% as good, remaining 15% expressed satisfaction on delivery system.

5. 92.5% of the respondent’s opined prices of Nandi as reasonable than other brands and 5% opined prices of sudhakar pipes as reasonable and 2.5% of the respondent’s opined prices of finolex & other local brands as reasonable.

6. 80% of the respondent’s opined profit margin of Nandi as high followed by 10% of local brands, 7.5% of finolex and sudhakar at 2.5%.

7. 83% of the respondents opined that customers mainly prefer brand & remaining 17% dealers said that customers prefer quality first.

8. 57% of the dealers are satisfied with the replacement policy and the remaining 45% are not satisfied.

9. 90% of the dealers are exclusive dealers and remaining 10% of the dealers are offering other brands to customers during out of stock.

10. 100% of the dealers opined that Nandi pipes are used for agricultural purpose, 53%of the dealers opined that finolex are used next to Nandi.Percentages exceeded more than 100% as respondents responded for more than one choice.

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11. 83% of the dealers opined that Nandi captures domestic water pipes market & followed by sudhakar 70%, finolex 17.5% and others at 5%.Percentages exceeded more than 100% as respondents responded for more than one choice.

12. 85% of the respondents expressed that they are having good relation with Nandi, 12.5% are satisfied with relationship where as 2.5% are dissatisfied.

13. The company is supplying Sujala Pipes to Monark & ITL Pipes dealers, so by this the actual Sujala dealers are not getting the profits.

14. The company is raising their prices unexpectedly, so by this the dealers are facing the problem to explain the reasons.

SUGGESTIONS

Company need to design a comprehensive advertisement package to enhance customer awareness and attract customers towards the product.

Company may take steps to organize dealer meetings bi-annually to identify problems of dealers and to motivate them.

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Company may adopt exclusive dealership to enhance dealer commitment. It helps in promoting the product effectively and in turn increases the sales.

Company need to take steps to reduce prices fluctuations, so as to avoid conflicts between the dealer and customer company may go for disseminating information of price changes well in advance

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QUESTIONNAIRE

Dealers Name: Date:

Address:

1. How many companies dealership do you have?

a) One year[ ] b) Two years[ ] c) Three years[ ] d) More than three years[ ]

2) From how many years you have dealership with Nandi pipes?

a) Two years [ ] b)Three years [ ] c) Four years [ ] d) More than four years[ ]

3) Who are your major customers?

a) Farmers [ ] b) House holds [ ] c) Contractors [ ] d) others [ ]

4) When compared with other PVC Pipes the quality of NANDI PIPES are

a) Excellent [ ] b) Good [ ] c) Satisfactory [ ] d) poor [ ]

5) Which PVC Pipes brand are having moredemand in your segment?

a) Nandi [ ] b) Finolex [ ] c) Sudhakar [ ] d) others [ ]

6) How is the Delivery system of Nandi Pipes?

a) Excellent [ ] b) Good [ ] c) Satisfactory [ ] d) poor [ ]

7) Most preferred Brand by Customers?

a) Nandi [ ] b) Finolex [ ] c) Sudhakar [ ] d) others [ ]

8) Which company’s profit margin is high?

a) Nandi [ ] b) Finolex [ ] c) Sudhakar [ ] d) others [ ]

9) How are the sales of Nandi PIPES compared with other companies?

a) Very high [ ] b) High [ ] c) Equal [ ] d) Low [ ]

10)Are you satisfied with the company’s pricing policy?

a) Yes [ ] b) No [ ]

11) Which company’s are offering Credit facility?

a) Nandi [ ] b) Finolex[ ] c) Sudhakar[ ] d) others[ ]

12) What motivate you to sell particular brand to customers?

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a) Higher Profit Margin [ ] b) Companys quality profit [ ]

c) Companys Advertising [ ] d) to clear the stock [ ]

13) What type of attributes customers prefer?

a) Price [ ] b) brand [ ] c) Quality [ ] d) others [ ]

14) Which media you suggest the company to advertise?

a) Television [ ] b) Newspapers [ ] c) Wall painting [ ] d) Posters [ ]

15) How is the relationship with the salespersons of NANDI PIPES pvt ltd.?

a)Very Good [ ] b) Good [ ] c) Satisfactory [ ] d) Poor [ ]

16) Are you satisfied with the company’s profit margin?

a) Yes[ ] b)No[ ]

17) Which Company has the best quality merchandise?

a) Nandi [ ] b) Finolex[ ] c) Sudhakar[ ] d) others[ ]

18)If the product is out of stock in the market, I would Substitute rather than go to

the another store to get it.

a) Yes[ ] b)No[ ]

19)Preferred brand by different users?

USER NANDI FINOLEX SUDHAKAR OTHERS(name them)

Agriculture

Domestic Water

Pipes

Drainages

20) Is company offering replacement of damaged pipes?

a) Yes [ ] b) no [ ]

21) Are you satisfied with the replacement policy of NANDI

a) to greater extent[ ] b) to some extent[ ] c) to lesser extent[ ] d) not at all[ ]

BIBLIOGRAPHY

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I HAVE REFERRED THE FOLLOWING BOOKS WHILE DEVELOPING THIS PROJECT:

Marketing Management - Philip Kotler.

(Prentice Hall of India, 11th Edition)

Research Methodology - C.R.Kothari.

(Wishwa Prakasham Publications, 2nd Edition)

Marketing Research - BERI

Internet www.surveyconsole.com www.google.com www.yahoosearch.com

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