departement of commerce and business management

8/9/2019 Departement of Commerce and Business Management

http://slidepdf.com/reader/full/departement-of-commerce-and-business-management 1/47

1

DEPARTEMENT OF COMMERCE AND

BUSINESS MANAGEMENT

RANCHI UNUVERSITY

PROJECT REPORT

MBA (MARKETING)

A BRIEF STUDY O N

2007-2009

UNDER THE GUIDANCE OF:-

MR.RAJESH RAI

MARKETING MANAGER (SWASTIK )

PRESENTED BY:

RAMESH KUMAR

ROLL NO. = 44

SESSION = 2007-2009

MBA RANCHI UNIVERSITY



2

CONTENTS

1. ACKNOWLE E ENT

. OB ECT E OF T E ST

3. MET OD OF ST DY

4. L MITATIONS

5. UR OSE OF T E STUDY

6. COM ANY ROFILE

7. RODUCTS

8. AIM OF SURVEY

9. AR EA OF SURVEY

10. ERIOD OF SURVEY

11. FINDINGS OF SURVEY

12. SUGGESTION AND CONCLUSIONS

13. BIBLIOGRA HY



3

ACKNOWLEDGEMENT

I must express my deep sense of gratitude to Mr. RAJESH RAI(MARK ETING MANAGER, SWASTIK FROOTS LIMITED,

RANCHI JHARKHAND for his support and supervision. I would

also like to extend my thanks to Mr. Bijay Sharawgi, Owner of

Swastik Fruit, Jharkhand.

I am also thankful to each and every dealer who gave me some of

their very busy time .I spend some valuable time at Big Bazzar,So I

gives thanks to them.

I thank the whole faculty of DEPAR TEMENT OF COMMERCE

AND BUSINESS MANAGEMENT, RANCHI UNIVERSITY, and

Specially Our HOD Pof. S.B. SAY and Our teacher Mr. Shaid

Akhter.

Last but not the least I thank my parents, family members and

friends for their co-operation and encouragement.

Thanking you

RAMESH KUMAR

ROLL.NO. - 07MBA01086



4

CONTENTS OF PR OJECT:-

I NTR ODUCTION TO THE STUDY

1. OBJECTIV E OF THE STUDY

2. M ETHOD OF STUDY

3. LIMITATIONS

4. PURPOSE OF THE STUDY



5

INTRODUCTION OF THE STUDY

OBJECTIVE OF THE STUDY

To study the dealer satisfaction of swastik froot

product pvt.ltd.

METHODOLOGY

1. SOUR CES OF DATA USED

i. Primary Data (by means of questionnaires)

ii. Secondary data (from internet and internal

records)

2. I NSTR U M ENT USED FOR DATA

COLLECTION

A market survey on the basis Questionnaire



6

3. SA MPLI NG PL AN

(a) SAMPLE SIZE

1. Dealers - 35

2. Projects - 30

(b) SAMPLING PROCEDUR E -

The method used was random sampling.



7

LIMITATIONS

This study is subject to a few limitations.

y Due to distance and proximity many dealers were not

surveyed keeping the sample size very small.

y Since the questionnaires were written in English, we

had to translate it in Hindi to illiterate dealers, thereby

restricting a proper comprehension of question on this

part.



8

PURPOSE OF THE STUDY

As per syllabus of our 2nd semester of MBA, Ranchi

University I had to undertake a market survey under

³marketing´, the topic of survey was "General

information - Dealers satisfaction and market

structure´.

It was an honour for me to be given an opportunity in

swastik froot product pvt Ltd. to conduct this survey

under the topic "General Information - Dealers

satisfaction and Market structure".

The main purpose of this study was analyses theexisting market as well as to elicit the views and

suggestions of the dealers of the various brand froot

juice.

This survey was conducted between ³23³May 2008 to

³23 ³July 2008 and was conducted in commercial areas

of Ranchi



9

COMPANY PROFILE

The Swastik Group renders services in the form of

Consultancy. Supply of Equipments and Spares,

Erection and Commissioning and operation in the

following fields: -

1. Mining and Construction

(i) Open Cast Mining

y Hydraulic Excavators, Rope Shovels, Blast Hole

Drills, Loading Equipment, Rear End Dumpers,

Draglines, Bulldozers, Motor Graders etc.

y Coal and Mineral Preparation and Beneficiation

Plants & Material Handling Equipment.

y Pollution Control Equipment.

y Complete equipment for large Open-Pit Mining

with annual productions of 10 million tons by

shovel-Hauler Process or semi-continuous

process.



10

(ii) Underground Mining

y Drilling, Loading, Man and Material

Transportation Equipments, Under Ground

Support Vehicles.

y Complete projects for mining (Minerals and

metals)

2. Power Plants

y MiniI/Micro Hydel Power Projects.

y Thermal Power Projects Upto 1000 MW.

y Hydel Power Projects upto 360 MW.

y Transmission & Distribution Equipment.

3. Materials Handling and Reduction

Equipments

y

Cranes - EOT/HOT upto 250 MT capacity

y Mobile Cranes - Tyre mounted and crawler

y Port cranes (Luffing Cranes, Container Handling

Cranes)



11

y Barges, Sea going vessels

y Crushers & Grinders

4. Ferrous & Non-Ferrous Metal, Ferro-

Alloys, Minerals and other metals

y Aluminum, Brass, Copper, Chromium metal,

Ferro-Silicon, Rolledproducts, Steel, Silicon

metal etc.

5. Machine Tools

y Special Purpose Machine Tools

y Foundry Equipments & Machines

y Electrical, Pneumatic and Cordless Engineering

Tools

y CNC Machines



12

6. i i

y Forgi g i gs of Ferrous on Ferrous

etals,, n Steel asting, iner Plates, Rolls for

Rolling ills etc.

7. anufactur ing

ocation- atisil ai, Ranchi

anufactur ing roducts are:-

a. Frooti

. ailley

c. y Fi



13

8. Export

y Commodities

Tea, Spices, Jute, Processed Food (Veg. &

Fruits), Rice, Fruit Pulp & Juice, Garments,

Textiles, Cosmetics, Decorative Laminates,

Marble, Minerals, Granite (Polished and

Unpolished) etc.

y Ferrous & Non-Ferrous Metals

Forgings & Castings

y Engineering Products.

y Material Reduction Equipments.

y Spares for heavy earth moving machines.

9. General Trading

Bearings, Cement, Ferrous & Non-Ferrous Metals,

Gears and Speed Reducers, Lubricants, Petroleum

Products, Rubber Compounds and Chemicals, Steel,

Tyres and Tubes etc.



14

10. Electrical Equipments and Components

y Transformers

y Switchgears

y Motors

y Luminaries

y LT and HT Cables

11. Consultancy Services

We Provide Engineering and Management

consultancy Services for Infrastructure Projects i.e. .

Roads, Bridges, Ports and Harbous, Water Treatment

and Distribution, Sewage Treatment, Material Handling

Plants, Railways, Urban Development etc.

12. Publication

Newspapers, magazines, pamplets etc,



15

Export Swastik exports the following commodities from India

to many countries.

y Cosmetics

y Decorative Lamination

y Fruit Pulp & Juice

y Garments

y Granite (Polished & Unpolished)

y Jute

y Marble

Minerals

y Processed Food (Vegetables & Fruits)

y Rice

y Spices

y Textiles

y Tea



16

Group Companies

y ) Powermech (India) Pvt Ltd

y STI Marketing Pvt Ltd

y Swastik Aqua Ltd

y Swastik Coke Pvt Ltd

y Swastik Forgings Pvt Ltd

y Swastik Fruits Products Ltd

y Swastik Global Pvt Ltd

y Swastik Overseas Pvt Ltd

y Swastik Softech Pvt Ltd

y Swastik Trades & Industries

y High Point Rendel (India) Pvt Ltd

y Associates and Representatives (India

- Kolkata

- Hyderabad

- Indore

- New Delhi

- Raipur



17

PROMOTERS H.P.Sarawgi

Mr. H.P. Sarawgi, 5 years of age, started his own

business in the year 1962 in the name of Swastik

Trades & Industries with its head quarters at Ranchi.

He has experience of more then 50 years in the

business of trading and manufacturing and is the

Chairman of all the group companies.

B.N.Sarawgi

Mr. B. N. Sarawgi is B.E, FIPE, FIE and since 19 6 he

is with the group as Senior Director. He has 30 years

of experience in project marketing.



18

Binod Sarawgi

Mr. Binod Sarawgi is B.Com, LLB and is Director of

the group company. He has experience of more than

28 years in marketing and administration. He is

responsible for group activities in mining and

construction, power plants, electrical equipments and

the export business.

Bijay Sarawgi

Mr. Bijay Sarawgi is B.Sc is having 25 years of

experience and is responsible for the group¶s activity

with Mining Industries. Besides this, he also takes

care of business activities attached with various other

organizations.



19

Binay Sarawgi

Mr.Binay Sarawgi is B.Sc is having 22 years of

experience with the group and is responsible for the

general administration, finance and trading activities

of the group Companies. He is also responsible for

the franchise units of Frooti, Appy Fizz and Bailey

mineral water.

Richa Sarawgi

Richa Sarawgi has an MSc International Business

Management degree with 6 months experience in

exports. Currently she is assisting in the

infrastructure projects at Madhya Pradesh and

Chattisgarh



20

PRODUCTS

Mango Frooti

Mango Frooti. popular fresh 'n' juicy mango drink. It

has also been rated as India's Most Trusted Fruit

Beverage Brand*.

Frooti is available in

65ml

200ml

TetraPak,

250ml,

500ml,

1Ltr. And

1.5 Ltr. PET,

and 200ml and 2Ltr PET (in select markets).



21

AIM OF SURVEY

The purpose of my survey was to analyze the

existing market for froot juice get the views and

suggestions of dealers of various brands as well

as to measure the influence of frooti on this

particular market segment. the survey was

limited to the questionnaire & dealers of other

brands.

The basic aim was to find out the strengths and

weakness frooti juice in comparison of other

brands, especially from the view point of dealers.

Therefore my report is primarily based on

the data input by these respondents.



22

AREA OF SURVEY

The survey was conducted at dealers premises

located in the prime commercial areas of Ranchi

region, including Lalpur, Upper Bazar, and Hermu

bypass, Ratu road .

PERIOD OF SURVEY

The survey was conducted from ....23. may 2008

± .23July 2008, i.e. for a period of 2 months.



23

FI NDI NGS OF THE SURV EY

P A R A M ETER FOR CUSTO M ER THAT CHOOSE A

FR UIT JUICE

Graph shows the reason for buying

particular fruit juice by

customers.



24

POPULARITY AMONG CUSTOMERS:-

Graph shows the reason for selling

fruit juice to d ealers in R anchi

POPULARITY AMONG CUSTOMERS

65%

85%

70%

75%

55%

0% 20% 40% 60% 80% 100%

Fresh &pure

Frooti

Jumpin

Minute

maid

Slice



25

P A R A M ETER S OF DEA LER S

Graphs shows the strengths of survey

57%

16%

11%

11%

7%

0% 10% 20% 30% 40% 50% 60%

Series1 57% 16% 11% 11% 7%

POPULARITY REGULARITY PROFIT

ABILITY

CLEAN

ACCOUNT

BETTER

SERVIC



26

BASED ON DEALERS RESPONSE

U

66%

51%

60%56%

45%

0%

10%

20%

30%

40%

50%

60%

70%

A D V E

R T I S E M

E N T

R E G

U L A E R S A L E

S V I S I T

R E S

P O N S

E T I M E

T I M E L Y S E T T L E M E N

T

C L E

A R C U T

P O L I C Y

Series1



27

On the basis of the conducted survey the

following strengths and weakness

(drawbacks) have been highlighted.

STR ENGTHS:

1. The highest percentage of satisfaction

expressed by dealers in with regard to

promotional campaigns of the company 65% of

the dealers felt happy with the effort of the

company in this aspect.

2. Dealers also appeared happy with the regular

sales visit made by the company marketing

personnel as well as the response time (55%).

3. Timely settlement of Accounts also scores the

advantage for the company with 54% of the

dealers feeling that the company is prompt in this

regard.



28

4. The opinion of many dealer company has clear

cut policy as regard to dealers and this is stated

by 42% of the respondents.

W EAKNESSES (DR A W BACKS)

1. The greatest point of criticism seems to arise

from the pricing policy as a company has only

20% of dealers expressed any satisfaction with it.

2. Complaints were also made by dealers as

regard to the regular and timely visit of sales

person as well as products.

3. Many dealers felt much improvement is need in

the service provided by the company.

4. Retailers felt that greater attention and service

was being given to the wholesalers.



29

5. Due to untimely and irregular supply of

products the stock condition of most dealers are

unsatisfactory.

6. Dealers and retailers felt that the company

does not adapt to changing customer taste and

requirements as compared to the market leaders.

. A need was felt for greater promotional

activities to impact on a larger percentage of the

local market.



30

SUGGESTIONS AND CONCLUSIONS OF

SURV EY:-

SUGGESTIONS:

After an analysis of the findings of survey I feel

that there are some strength which the company

can work on and some drawbacks which can

remove:-

1. An urgent need is felt by all the dealers

surveyed for the giving attention to local retailers

and the price policy; this will lead to much

greater customer. Satisfaction increasing sales

volume. The principle of it being a "buyer

market´, rather than sellers market is true

especially in the tiles industries where customers



31

are very particular about price and shades they

want.

2. While there is an awareness of product as a

separate entity as a separate entity in the major

commercial areas of state, Ranchi; I found that in

the urban areas of Ranchi retailers The company

should provide greater market visibility and

brand awareness campaigns.

3. The company should take steps to provide

closer interactions with the retailers who feel that

greater patronage is given to the wholesalers. For

this I would suggest regular retailers meet and

attractive incentives schemes targeted to them.

4. The company should also give more attention

to channels of distribution and the loopholes so



32

that the retailers receive timely and regular

supplies of the product.

5. Lastly attractive sales promotion incentives

would go to a greater extent in encouraging

retailers to actively push the sales of the

company products.



33

CONCLUSION

Taken as a whole the company does seem to

have good share of the retail market but it does

not appear to have reached its full potential.

Periodic market surveys to study market

conditions, customers changing taste, marketing

network and the competitive environment would

help greatly in strengthening the presence of the

company.

I sincerely hope that my findings and

suggestions may somehow prove useful to the

company and it continues to go from strength to

strength.



34

ANNEAXUR ES

1. Annexure 1

Sample of questionnaires for dealers /sub

dealers.

2. Annexure 2

Sample of questionnaires for projects.



35

Annexure- 1

SWASTIK FRUITS PRODUCTS Pvt. Ltd.(PARLE AGRO.

TATISILWAY, RANCHI

RANCHI-834001

SUMMER TRAINING PROGRAMME: -

QUESTIONAIR E

DATE: - ------------------, LOCALITY: ------------------

Please fill in the d etails in

capital letters & leave GA P when

m ulti ples words are used :-

1.FULL NAME OF THE R ETAILER: - -------------------

2.FULL POSTAL ADDER ESS: - ----------------------------------

-----------------------------------------------------------------------

3.COMMUNICATION ± PHONE NO. :-MOBILE NO. --------------------

E-MAIL ID:- ---------------------



37

6)STATUS OF THE SHOP:

a RETAILR

b WHOLESALER

7)AR E YOU SATISFIED WITH THE MARGIN

ASSOCIATED WITH FRUITY?

a. EXCELLENTb. VERY GOOD

c. GOOD

d. AVERAGE

e. POOR

8)WHAT AR E THE MAIN SOURCES OFPURCHASE OF FRUITY JUICE?

a. IRECT FROM THE DEPOT OF THE COMPANY.

b. FROM WHOLESALER/DISTRIBUTOR AT LOCAL

LEVEL

c. ANY OTHER SOURCES (PLEASE SPECIFY



38

9)WHICH ONE IS THE MOST INTER ESTED

COMPANY /BRAND WOULD YOU BE

INTER ESTED TO DAEL IN FUTUR E.

a. FR00TI

b. JUMPIN

c. SOFIT

d. TROPICANA

e. FFESH n PUR E

f. R EAL ACTIVE

g. MINUTE MADE

10) ACCORDING TO YOU WHICH OF THE FRUIT

JUICE COMPANY/BRAND HAS MOR E BRAND

AWAR ENESS AMONG THE CONSUMER.

a --------------------------------------

b --------------------------------------

c --------------------------------------

d --------------------------------------



39

11) IN YOUR VIEW WHAT IS IMPOR TANT

WHILE DEALING WITH ANY FRUIT JUICE

(SCALE 1-10) COMPANY.

a. PRICE

b. QUALITY

c. INTRODUCTION OF NEW PRODUCT

d. PROFITABILITY

e. DEMAND/ AWAR ENESS AMONGCUSTOMERS/ENDUSERS

f. CLEAN ACCOUNTING / SERVICE

g. SUPPLIES

h. PAYMENT POLICIES

i. ADVER TISEMENT

j. ANY OTHER (PLEASE SPECIFY)



40

12)WHAT IS APPROX MONTHLY SALE

VOLUME OF FRUIT JUICE (PLEASE MENTION)

IN PACK (ML).

a. FR00TI

b. JUMPIN

c. SOFIT

d. TROPICANA

e. FFESH n PURE

f. REAL ACTIVE

g. MINUTE MADE

13) WHICH SIZE DO YOU SELL MOST FROM

YOUR COUNTER TO CONSUMER?

a. 200 ML

b. 500 ML

c. 1 Lt

d. TETRA PACK

DEALER SIGNATURE



41

ANNEAXUR E 2

1. FULL NAME OF THE R ETAILER: - - Ashish Kumar----

-

2. FULL POSTAL ADDER ESS: - -----Dhurwa, Ranchi-------3. COMMUNICATION ±

Mobile no: - 9905142864

E-MAIL ID: - ashishkumar_1702rediffmail.com

4. DEALS IN (tick as applicable)

MAJOR (M), MINOR (MR),

INCIDENTAL (I), NOT DEALING (N).

I. FROOTI ¥

II. JUMPIN

III. SOFIT

IV. TROPICANA

V. FFESH n PUR E

VI. R EAL ACTIVE

VII. MINUTE MADE

VIII. µX¶S



42

6) R EASON FOR DEALING WITH THE MAIN FRUIT

JUICE (PLEASE TICK).

a. POPULAR BRAND ¥

b. R EGULAR VISIT OF SALES PERSON ¥

c. PROFIYABILITY ¥

d. CLEAN ACCOUNTING AND FAIR DEALING ¥

e. BETTER SERVICE ¥

f. ANY OTHER PLEASE SPECIFY). -----Brand Image-

7) STATUS OF THE SHOP:

a) R ETAILR

b) WHOLESALER ¥

8) AR E YOU SATISFIED WITH THE MARGIN

ASSOCIATED WITH FRUITY?

a) EXCELLENT

b) VERY GOOD ¥

c) GOOD

d) AVERAGE

e) POOR



43

9) WHAT AR E THE MAIN SOURCES OF PURCHASE

OF FRUITY JUICE.

a) DIR ECT FROM THE DEPOT OF THE COMPANY.b) FROM WHOLESALER/DISTRIBUTOR AT LOCAL

LEVEL

c) ANY OTHER SOURCES (PLEASE SPECIFY)

10) WHICH ONE IS THE MOST INTER ESTED

COMPANY /BRAND WOULD YOU BE INTER ESTED

TO DAEL IN FUTUR E.

a. FR00TI ¥

b. JUMPIN

c. SOFIT

d. TROPICANA

e. FFESH n PUR E

f. R EAL ACTIVE

g. MINUTE MADE



44

11) ACCORDING TO YOU WHICH OF THE FRUIT

JUICE COMPANY/BRAND HAS MOR E BRAND

AWAR ENESS AMONG THE CONSUMER.

a) Frooti----------------------------b) -- Mazza-------------------------------

c) ---Jumpin-----------------------------

d) ----Xs----------------------------

12) IN YOUR VIEW WHAT IS IMPOR TANT WHILE

DEALING WITH ANY FRUIT JUICE (SCALE 1-10)

COMPANY.

a. PRICE¥

b. QUALITY¥

c. NTRODUCTION OF NEW PRODUCT

d. PROFITABILITY¥

e. DEMAND/ AWAR ENESS AMONG

CUSTOMERS/ENDUSERS ¥

f. CLEAN ACCOUNTING / SERVICE ¥

g. SUPPLIES ¥

h. PAYMENT POLICIES

i. ADVER TISEMENT¥

j. ANY OTHER (PLEASE SPECIFY) ¥



45

13) WHAT IS APPROX MONTHLY SALE VOLUME OF

FRUIT JUICE (PLEASE MENTION) IN PACK (ML).

a. FR00TI¥b. JUMPIN

c. SOFIT

d. TROPICANA

e. FFESH n PUR E

f. R EAL ACTIVE

g. MINUTE MADE

14.) WHICH SIZE DO YOU SELL MOST FROM YOUR

COUNTER TO CONSUMER?

a. 200 ML¥

b. 500 ML

c. 1 Lt

d. TETRA PACK

DEALER SIGNATUR E



46

CONCLUSION

Taken as a whole the company does seem to have good

share of the retail market but it does not appear to have

reached its full potential. Periodic market surveys to study

market conditions, customers changing taste, marketing

network and the competitive environment would help

greatly in strengthening the presence of the company.

I sincerely hope that my findings and suggestions

may somehow prove useful to the company and it continues

to go from strength to strength.

In conclusion I express my thanks to you Sir,Rajesh rai

(Regional manager,) and all the other staff who encouraged

and help me in conducting the survey and compiling the

information.



47

BIBLIOGRAPHY

www.swastikgroup.com

www.google.com

INDIA TODAY MAGAZINE

Market Research ± Dr. Dilip. Sarwate

Research Methodology ± C.R.Kothari

Marketing Management ± Philip Kotler

departement of commerce and business management

Documents