Summer Report on Havells India Ltd

A Summer Internship Project Report on

STUDY OF MARKET SHARE & RETAILER SATISFACTION FOR HAVELL’S

Submitted in partial fulfillment of the requirements for the degree of

Post Graduate Diploma in Management (MARKETING)

By

VAIBHAV BAGARIA

(Roll No.A2-59)

Under the guidance of

Prof. Rajlaxmi Pujar

A Study Conducted for HAVELL’S INDIA PVT. LTD.

at

Indira School of Business Studies,

Tathawade, Pune 411033

(2011-13)

ACKNOWLEDGEMENT

―Such Thanks I give as near death to those that wish him Live‖ - Shakespeare

I take this opportunity to express my sincere thanks to everyone who has directly or

indirectly helped me in completing my summer project successfully.

I would like to thanks HAVELLS INDIA LTD. for giving me an opportunity to work on this

project in this reputed organization. The 45 days spend with Havells India ltd. has been real

fruitful experience.

I am very thankful to Mr. Amit kaushik (Branch Manager), Havells India who has provide me

with such a wonderful opportunity to gain practical experience by working on a project

for this organization .

I owe a profound intellectual debt to my project guide Mr. Durgesh Singh (Business Dev. Head)

Havell‘s India ltd, Pune for guiding me at each stage of my project and giving me valuable

inputs, taking time out from his busy schedule to help me with my project.

I thank our SIP Mentor Mrs. Raj Laxmi Pujar for helping me completing the project

successfully.

Last but not the least I would also like to express my gratitude to Havells employees. All of my

friends who helped me a lot through-out this project.

Vaibhav Bagaria

Indira School of Business Studies

Batch 2011-2013.

FORMAT OF CERTIFICATE FROM THE COLLEGE

This is to certify that Mr. Vaibhav Bagaria is a bonafide student of this institute and has

successfully completed his project entitled “To Study the Market Share and Retailers

Satisfaction of Havells ” at Havells India Pvt. Ltd for partial fulfillment of course Post

Graduate Diploma in Management (Marketing) from Indira School of Business Studies.

Dr. Renu Bhargava Prof. Raj Laxmi Pujar

Director, ISBS Internal Guide

EXECUTIVE SUMMARY

The SIP project was carried out by me under Havells India ltd in PUNE. This research shows

that companies today are not only customer centric but also proactive to importance of Channel

Satisfaction.

Since my purpose of the study is to deeply understand on how organization maintain Channel

Satisfaction and have tried to gain as much as information as possible. My research is primarily

descriptive since research question aim at describing TO STUDY THE MARKET SHARE AND

RETAILERS SATISFACTION FOR HAVELLS. So my intension in this research is to find out

how companies strategically maintain Channel Satisfaction and companies benefit from this

loyalty and create competitive advantage.

I got the opportunity to complete my summer internship program in HAVELLS INDIA LTD a

leading MNC in this sector and being part of training team as marketing student and thus it has

been a great learning experience.

TABLE OF CONTENTS

SR NO.

TOPIC

PAGE NO.

1

INTRODUCTION

1

2

INDUSTRY OVERVIEW/COMPANY OVERVIEW

4

3

REVIEW OF LITERATURE

11

4

OBJECTIVES OF THE STUDY

16

5

RESEARCH METHODOLOGY

18

6

DATA ANALYSIS & INTERPRETATION

21

7

FINDINGS

31

8

CONCLUSION

33

9

LIMITATIONS

35

10

RECOMMENDATIONS

37

15

ANNEXURE

39

16 BIBLIOGRAPHY 42

LIST OF TABLES

Table No.

Content

Page No.

01

RETAILERS DEALING IN HAVELLS PRODUCTS

23

02

HOW LONG HAVE RETAILERS BEEN SELLING HAVELLS

PRODUCTS

24

03

AMOUNT OF BUSINESS ACCOUNTED FROM HAVELLS

25

04

PRICE OF HAVELLS IS COMPARABLE TO OTHER BRANDS

26

05

IS SATISFACTORY MARGINS PROVIDED BY HAVELLS

27

06

DOES HAVELLS PROVIDE SATISFACTORY SCHEMES

28

07

REASONS FOR WHICH END CONSUMERS BUY HAVELLS

29

08

DOES HAVELLS HAVE A SATISFACTORY DELIVERY SERVICE

30

09

HOW IS THE REPLACEMENT PROCEDURE OF HAVELLS

31

CHAPTER: 1

INTRODUCTION

1.1 What is the project?

To find out MARKET SHARE AND RETAILER SATISFACTION FOR HAVELLS

IN PUNE and help organization to know the market share and Retailers satisfaction for

their switchgear products.

1.2 Definition and purpose of the project.

Some of the most important purpose behind this project is to:

To find out the reach of Havells switchgears in Pune.

To assess the present market share and suggest improvements.

To find out Channel satisfaction levels and suggest measures to improve.

1.3 Scope of the project:

To be used by the company for understanding their market share and take further decision

to increase market share in Pune.

To understand the Retailer satisfaction in Pune and take further decision to increase

dealer satisfaction.

The purpose of this training was to have practical experience of working within the organization,

in the field of marketing and to have exposure to the Important management practices in field of

marketing. While writing this report the language has been keep simple and the entire Discussion

has been logical.

The main motto of the Project work was MARKET SHARE AND RETAILER

SATISFACTION Of HAVELLS, PUNE. It includes market Research for ESP department

EBG (electrical electronic division). And in detail dealer (Satisfaction) responses analysis about

distribution channel, service activities, price of products etc by surveying number of dealers.

The project report is divided into two parts, first part consists market research for finding out ‗the

reach of Havells switchgear in retail market of pune and second, consist survey report of various

Retailers about their responses about satisfaction towards Havells in pune.

CHAPTER: 2

INDUSTRY OVERVIEW/

COMPANY OVERVIEW

2.1 Prospects of the Indian Electric Industry:

Like every other industrial sector in India, the Indian Electrical Industry too is slowly emerging

from out of its "protective cover". For far too long has Indian Industry remained shackled and

consequently inward looking. Over the past fifty years there was no exposure to global players

and competition, with the result that the Industry grew up in a sheltered environment, dependent

on the Government for everything, from licenses to protection to tariffs. Each one of these

interventions was aimed at securing protection for oneself and ensuring growth of one‘s own

organization at the cost of industry and the nation at large. Lack of global competition

encouraged a "cost plus" approach, where every conceivable cost increase was passed on to the

customer. There was thus no motivation to reduce costs.

As per the recent survey, the global electrical & electronics market is worth $1,143.2 billion,

which is forecasted to grow to $ 1,250.6 billion at the end of the year 2009. If we talk of

electrical & electronics production statistics, the industry accounted for $1,235.9 billion in 2010,

which is forecasted to reach $1,510.00 billion by 2015.

At the outset, it must be stated that the reduced domestic demand is at best a temporary

phenomenon. The power sector in India is bound to grow and this will undoubtedly boost

demand from the Utilities, quite apart from the industrial demand which will continue to grow

with increased industrial output. The poor financial health of the SEBs is however a damper that

cannot be wished away in the short term. This will continue to plague corporate in the Electrical

Industry, until the SEB restructuring and unbundling brings a turnaround in the medium term

Major Players of Electrical Industry-:

Havells

Schneider

L&T

Guts

Indoasian

Anchor

Legrand

Wipro

2.2 COMPANY PROFILE

Havells India Ltd is a billion-dollar-plus organization, and is one of the largest & India's fastest

growing electrical and power distribution equipment manufacturer with products ranging from

Industrial & Domestic Circuit Protection Switchgear, Cables & Wires, Motors, Water Heaters,

Fans, Power Capacitors, CFL Lamps, Luminaries for Domestic, Commercial & Industrial

applications and Modular Switches covering the entire gamut of household, commercial and

industrial electrical needs.

Havells owns some of the prestigious global brands like Crabtree, Sylvania, Concord,

Luminance, Linolite, & SLI Lighting.

With 94 branches / representative offices and over 5000 professionals in over 50 countries across

the globe, the group has achieved rapid success in the past few years. Its 12 state-of-the-art

manufacturing units in India located at Haridwar, Baddi, Noida, Faridabad, Alwar, Neem rana,

and 6 state-of-the-art manufacturing plants located across Europe, Latin America & Africa churn

out globally acclaimed products. Havells is a name synonymous with excellence and expertise in

the electrical industry. Its 20000 strong global distribution network is prompt to service

customers.

The company has acquired a number of International certifications, like CSA, KEMA, CB, CE,

ASTA, CPA, SEMKO, SIRIUM (Malaysia), SPRING (Singapore), TSE (Turkey), SNI

(Indonesia) and EDD (Bahrain) for various products. Today, Havells and its brands have

emerged as the preferred choice of electrical products for discerning individuals and industrial

consumers both in India and abroad.

In an attempt to transform itself from an industrial product company to a consumer products

company, Havells launched the consumer electrical products such as CFLs, Fans, Modular

Switches & Luminaires. The company has been consistent in its brand promotion with

sponsorship of Cricket events like T20 World Cup, India-Australia Series and IPL Season first,

second and third.

The company has also taken the initiative to reach directly to the consumers through "Havells

Galaxy" – a one stop shop for all electrical and lighting needs.

Vision

"To be a globally recognized corporation that provides best electrical & lighting solutions,

delivered by best-in-class people."

Mission

―To achieve our vision through fairness, business ethics, global reach, technological expertise,

building long term relationships with all our associates, customers, partners, and employees.‖

2.3 PRODUCT RANGE OF THE COMPANY

Building circuit protection:

Miniature circuit breaker

Changeover switch

Residual current circuit breaker

Residual current circuit breaker with overload and short circuit protection

Distribution board

Industrial circuit protection:

Air Circuit Breakers

Loadline MCCBs

Digital MCCB

Panel Board System

Automatic Transfer Switches

Changeover Switches

By-Pass Changeover Switch

Switch Disconnector

Off Load Changeover Switches

Contactor

Thermal Overload Relay

Starters

Switch Disconnector Fuse

Fuse Switch & Switch Fuse

Fuse Holder

Fuse Link & Fuse Base.

Plug & Socket

Load Break Switch

Capacitors.

Cables:

LT PVC/XLPE Power/Control Cables.

Domestic House Wire/Multicore Flexible Cables

Specialty Cables

a) Telephone Cables

b) Instrumentation Cables

Energy meters.

Lighting solutions.

CFL.

Fans.

Modular plate switches.

Bath Fittings and Accessories.

During this project working as an intern my job was related with the limited section of Havells

product which are

Building circuit protection

Industrial circuit protection and

Modular plate switches.

CHAPTER: 3

REVIEW OF LITURATURE/

THEOREICAL BACKGROUND

3.1 Market Share-

"Market share is the percentage of a market accounted for by a specific entity."

Increasing market share is one of the most important objectives of business. The main advantage

of using market share as a measure of business performance is that it is less dependent upon

macro environmental variables such as the state of the economy or changes in tax policy.

However, increasing market share may be dangerous for makers of fungible hazardous products,

particularly products sold into the United States market, where they may be subject to market

share liability.

Market share is a key indicator of market competitiveness—that is, how well a firm is doing

against its competitors. "This metric, supplemented by changes in sales revenue, helps managers

evaluate both primary and selective demand in their market. That is, it enables them to judge not

only total market growth or decline but also trends in customers‘ selections among competitors.

Generally, sales growth resulting from primary demand (total market growth) is less costly and

more profitable than that achieved by capturing share from competitors. Conversely, losses in

market share can signal serious long-term problems that require strategic adjustments. Firms

with market shares below a certain level may not be viable. Similarly, within a firm‘s product

line, market share trends for individual products are considered early indicators of future

opportunities or problems."

Research has also shown that market share is a desired asset among competing firms. Experts,

however, discourage making market share an objective and criterion upon which to base

economic policies. The aforementioned usage of market share as a basis for gauging the

performance of competing firms has fostered a system in which firms make decisions with

regard to their operation with careful consideration of the impact of each decision on the market

share of their competitors.

It is generally necessary to commission market research (generally desk/secondary research) to

determine. Sometimes, though, one can use primary research to estimate the total market size

and a company's market share.

"Market share: The percentage of a market accounted for by a specific entity."

"Unit market share: The units sold by a particular company as a percentage of total market

sales, measured in the same units."

Unit market share (%) = 100 * Unit sales (#) / Total Market Unit Sales (#)

Unit sales (#) = Unit market share (%) * Total Market Unit Sales (#) / 100

Total Market Unit Sales (#) = 100 * Unit sales (#) / Unit market share (%)

"Revenue market share: Revenue market share differs from unit market share in that it reflects

the prices at which goods are sold. In fact, a relatively simple way to calculate relative price is to

divide revenue market share by unit market share."

Revenue market share (%) = 100 * Sales Revenue ($) / Total Market Sales Revenue($)

"Although market share is likely the single most important marketing metric, there is no

generally acknowledged best method for calculating it. This is unfortunate, as different methods

may yield not only different computations of market share at a given moment, but also widely

divergent trends over time. The reasons for these disparities include variations in the lenses

through which share is viewed, where in the channel the measurements are taken, market

definition, and measurement error."

3.2 RETAILER SATISFACTION-

ABSTRACT

The conversion of production-provider markets in customer-demand markets brings a

change of power and influence in the distribution channel from producers to retailers as the

direct contact to the final consumer. In this article there will be analyzed the influence of power

and satisfaction on the success and the behavior of the members of the distribution channel. The

first analyzed problem is whether a shift of power from producers to retailer has taken place. The

second important thing is the satisfaction of the retailers with their producers, factors which

influence this satisfaction and the impact of the retailer‘s satisfaction on the success of

producers. As a conclusion it will be analyzed, if there is connection between power and

satisfaction and if there are any effects on the members of the distribution channel and their

success.

The second element analyzed in this article is the satisfaction of the retailers with their producers

and the effect of an increased satisfaction over the financial success of the producers. On one

hand some studies show that actually the power of the retailers increases their satisfaction. On

the other hand the satisfaction of the retailers have a positive influence on the cooperation

willingness of the partners, which will allow the producers to negotiate good conditions and

terms despite the power of the retailers. So the question which has to be asked is whether

satisfaction diminishes the exercise of power of the retailers? Moreover better conditions and

terms represent a better result for the producers.

Consequently after an analysis of all factors it can be stated that between power and satisfaction

there is a mutual relation. On one hand the increasing power of the retailers create a dependence

of their producers, which give retailers a certain security, which increases their satisfaction with

the retailers. On the other hand producers aim by the increase of satisfaction, the creation of a

certain loyalty from the retailers – characterized by trust, moral, no switch – which allows them

to negotiate better conditions. So somehow it can be stated that by satisfaction retailers get softer

in the exercise of their power. Regarding the success of the members of the distribution channels,

it is clear that retailers increase their success by getting favorable conditions because of their

power, described by Porter as a competitive advantage. For the producers, the above mentioned

studies showed that although producers have to accept the power of the retailers, they also

benefit from their big market shares and big sales value. So the question is if their relation with

the big retailers a ―pact with the devil‖ is. Despite the increased income of the producers which

supply big retailers, another aspect which has to be analyzed is who has the highest profit

margin? Are these the retailers or the producers? So the power relation between retailers and

producers can be considered a win-win situation, but in which one part wins more than the other.

CHAPTER: 4

OBJECTIVE

4.1 OBJECTIVES-

Primary Objectives:

1. To find out the reach of Havell‘s Products in Pune city.

2. To access the present market share and suggest improvements.

3. To find out the factors contributing in retailers satisfaction.

As a part of my project, I tried to analyze and explore the market share and dealer satisfaction in

Pune. I surveyed all the market places of Pune while doing the project. Major Area of operations

were covered by me..

The research methodology adopted was in depth interview of dealers & Retailers with respect to

the questionnaire so as to understand the market trend, market share, brand performance and

dealer satisfaction.

SECONDARY OBJECTIVES:

1. To find the factors which influence the customers in buying the Havell‘s Products.

2. To find out the major competitor in switchgears.

3. To Study the customers opinion towards the services provided by Havells India Ltd.

4. To know the efficiency of distribution channel.

CHAPTER: 5

RESEARCH

METHODOLOGY

5.1 Method of research:

Research design for customer satisfaction by conducting survey.

5.2 Type of research:

Research Design: Descriptive research design

Descriptive study is the fact finding investigating with adequate interpretation. It is

more specific in nature.

5.3 Data type:

Primary Source of data:

Retailers of the Electrical Product who uses electrical appliance.

Secondary Source of Data:

Data collected from different Marketing, articles, magazines, reports,

websites and books related to Electrical industry.

5.4 Data Collection Tool:

Questionnaire containing open ended and closed ended question along with some

descriptive questions to make interaction more result oriented.

5.5 Sampling Plan:

5.5.1 Sampling Frame

o Retailers of Electrical product in Pune.

5.5.2 Unit: Retailer

5.5.3 Size: Retailers of Electrical product : 70

5.5.4 Method: Non-probability Convenience sampling method.

5.5.5 Region: Pune, Maharashtra.

5.5.6 Analytical tool: Tabulation, Bar & Pie charts

5.6 Data analysis techniques:

The data was summarized in the excel sheets. Then Tabulation, Bar & Pie charts was

drawn according to the responses.

CHAPTER: 6

DATA ANALYSIS,

RESULT &

INTERPRITATION

1) Do you deal in Havells Products?

Response No. of Responses Percentage

Yes 62 88.57

No 8 11.42

Total 70 100

(Table No.- 01)

(Graph No.- 01)

INTERPRETATION –

89%

11%

Deals in Havells

Yes

No

This graph shows that out of 70 dealers/retailers interviewed89% of dealers are dealing with

Havells , which shows that Havells has covered huge market.

2) How long have you been selling Havells Products?

Years No. of Respondents Percentage

<1 years 9 12.85

1-3 years 10 14.28

3-5 years 11 15.71

>5 years 40 57.14

Total 70 100

(Table No.-02)

(Graph No.-02)

INTERPRETATION –

This graph shows that more than 55% interviewed dealers have been dealing with Havells from

more than 5 years, on which most of them have been dealing from more than 15 years.

13%

14%

16% 57%

How long have you been selling Havells

Products?

<1 years

1-3 years

3-5 years

>5 years

3) How much of your Business Volume is accounted from Havells Products?

Volume No. of Respondents. Percentage

<25% 43 61.42

25% - 50% 15 21.42

50% - 75% 4 5.71

>75% 8 11.42

Total 70 100

(Table No.- 03)

(Graph No.-03)

INTERPRETATION –

This shows that more than 60% dealers are dealing with less than 25% Havells product. It means

there is scope of increase the sale of products by improving its loopholes like products quality,

after sales services, dealer‘s relationship & other loopholes.

62%

21%

6%

11%

Volume of Business accounted from Havells

<25%

25% - 50%

50% - 75%

>75%

4) What do you think about the prices of Havells with compare to the price of other brands?

Pricing No. of Respondents. Percentage

Competetive 51 72.85

Higher 11 15.71

Lower 0 0

Cant Say 8 11.42

Total 70 100

(Table No.- 04)

(Graph No.-04)

INTERPRETATION –

This graph shows that most of the retailers think that the price of the Havells Product is higher

when compared with other companies.

73%

16%

0% 11%

Prices for the Products of Havells are

Competetive

Higher

Lower

Cant Say

5) Are you satisfied with the Margins provided to you by Havells?

Responses No. of Respondents Percentage

Yes 45 64.28

No 25 35.71

Total 70 100

(Table No.- 05)

(Graph No.- 05)

INTERPRETATION –

This graph shows that more than half of the retailers are satisfied with the margin that is

provided to them and 35% of the retailers are neither satisfied nor dissatisfied.

64%

36%

Margins Provided by Havells

Yes

No

6) Are you satisfied with the schemes offered to you by Havells?

Attributes No. of Respondents Percentage

Satisfied 32 45.71

Nor satisfied nor dissatisfied 21 30

Dissatisfied 17 24.28

Total 70 100

(Table No.- 06)

(Graph No.- 06)

INTERPRETATION –

This graph shows that nearly 46% retailers are satisfied with the scheme that they get from the

Havells but 30% of the retailers are nor satisfied nor dissatisfied with the scheme and around

24% of the retailers are not at all satisfied by the schemes.

46%

30%

24%

Schemes offered by Havells

Satisfied

Nor satisfied nordissatisfied

Dissatisfied

7) What are the reasons the Retailers feels because of which the end consumer buy the

products?

Attributes No. of Respondents Percentage

Price 12 17.14

Availability 22 31.42

Quality 30 42.85

Advertisements 6 8.571

Total 70 100

(Table No.- 07)

(Graph No.- 07)

INTERPRETATION –

This graph shows that nearly 43% of end consumers buy Havells products because of Quality,

31% consumers buy because of better availability of Stock, and rest of 9% and 17% buy‘s

because of Advertisements and price. Through this it has been showed that Quality is the main

reason because of which Havells has created better impact of it in the Market

17%

31% 43%

9%

Reasons because of which end consumers by the

Product

Price

Availliability

Quality

Advertisments

8) Are you Satisfied with the Delivery service of Havells with comparison to other brands?

Attributes No .of Respondent. Percentage

Excellent 14 20

Good 38 54.28

Average 5 7.14

Below Average 13 18.57

Total 70 100

(Table No.- 08)

(Graph No.- 08)

INTERPRETATION –

This graph shows that more than 70% of the customers are very much satisfied by Delivery

Service of Havells but around 20% of consumers are not satisfied by Delivery Service of Havells

20%

54%

7%

19%

Delivery Service of Havells

Excellent

Good

Average

Below Average

9) Are you satisfied with the Replacement Procedure of Havells?

Response No. of Respondents Percentage

Yes 48 68.57

No 22 31.42

Total 70 100

(Table No.- 9)

(Graph No.- 9)

INTERPRETATION –

This graph shows that more than half of the retailers are satisfied with the replacement procedure

that is provided to them and 31% of the retailers are not satisfied by the replacement procedure

provided by Havells.

69%

31%

Does Havells have a Satisfactory Replacement

Procedure?

Yes

No

CHAPTER: 7-

FINDINDS

FINDINGS

Dealer influenced market

Dealer recommendation crucial

Price/ margins may play a major role

Havells not only expanded its switchgear range but also its reach into Asia-Pacific and the

Middle East.

Major competitors are Schneider, Indoasian, Siemens, GE, L&T & Legrand, those are

catching the Havells market.

The brand whose relations in the market with the dealers are not sound or the dealers

satisfaction is not with the brand, the brand suffers in terms of Retailer‘s negative

recommendation to customers and market availability.

Dealers/retailers are not updated with change in price & change in product line. ―Some of

them does not has the latest price lists‖

Dealers or retailers are more interested in pushing the product of the company which

provides them better schemes.

Dealers are not given proper Technical support for the training of the product.

CHAPTER: 8

CONCLUSION

8.1 Salient Conclusion from the work:

After conducting Retailer‘s research for Havells Ltd, with their valuable suggestions and

responses to the different questions.

We can conclude that there is good market Awareness about Havells in the market. Retailer‘s

satisfaction level of most respondents is higher for Havells, which is provided by survey. Higher

satisfaction level of Havells was due to it provides good products at affordable prices. This

conveys that the dealers are stocking more Havells products than other companies.

About 90% of the Retailers of this Industry stocks Havells as their running item in Pune.

The company has a 40% share in India's low-voltage switchgear market.

The main factors contributing in Retailers Satisfaction are high Margin provided to them.

Quality is the main factor which influence the customer in buying the products of Havells.

According to the end consumers, the Price of Havells Product are a bit high but the Quality is

also better comparatively.

Working environment of company is sound. And all the employers work with coordination.

CHAPTER: 9

LIMITATION

LIMITATIONS OF THE PROJECT-

For the time limitation I could not gather more information to justify exact condition. The

time constraints are limiting factors.

The study is limited by the size of the sample. As the sample size is very small,

geographical and regional differences could not be included.

Difficult to take an appointment with business class people.

Most of the dealers and retailers could not give me enough time to fill up questionnaire.

It was very difficult to cover all the areas under Pune.

CHAPTER 10

RECOMMENDATION

RECOMMENDATIONS

Retailer should be appointed & sound relation should be maintained with dealers. Continuous

scheme and offers should be offered to dealers.

Price of the product should be updated with the market changes.

Havells has its brand name, people rely on this company, so company should also take care

of their customer, and also now competition is more, so company should always work on

their loopholes.

Sales executive should meet with dealers and retailer in time of intervals, when they are free

to give you time.

Give the certificate to the Retailer‘s, who achieve his targets.

Give the proper information and training about the new products to the dealers/retailers also.

Organize a meeting once or twice in a year among dealers to know the pros and cons about

the company, that will help to know the loopholes about the company, and then company can

overcome on those problems.

APPENDIX

ANNEXURE

1) Do you deal in Havells Products?

Yes

No

2) How long have you been selling Havells Products?

<1 years

1-3 years

3-5 years

>5 years

3) How much of your Business Volume is accounted from Havells Products?

<25%

25% - 50%

50% - 75%

>75%

4) What do you think about the prices of Havells with compare to the price of other brands?

Competitive

Higher

Lower

Can‘t Say

5) Are you satisfied with the Margins provided to you by Havells?

Yes

No

6) Are you satisfied with the schemes offered to you by Havells?

Satisfied

Nor satisfied nor dissatisfied

Dissatisfied

7) What are the reasons the Retailers feels because of which the end consumer buy the

products?

Price

Availability

Quality

Advertisements

8) Are you Satisfied with the Delivery service of Havells with comparison to other brands?

Excellent

Good

Average

Below Average

9) Are you satisfied with the Replacement Procedure of Havells?

Yes

No

BIBLIOGRAPHY

Books:

Philip Kotler (2010),‖ Marketing Management‖, Koshi, Jha, Pearson Education, 13th

edition.

C.K.Kothari (2004), ―Research Methodology Methods and Techniques‖, Revised 2nd

edition, New Age International Publishers.

Websites:-

http://www.havells.com

http://business.mapsofindia.com/india-company/h/havells-india.html

www.crabtree.com

www.havellsindia.wordpress.com

www.managementmarketing.ro/pdf/articole/96.pdf