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 24

PRODUCTS

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)

Deals in Havells

11%

Yes

No

89%

(Graph No.- 01)

INTERPRETATION –
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)

How long have you been selling Havells

Products?

13%
<1 years
14% 1-3 years
3-5 years
57%
16% >5 years

(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.
 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)

Volume of Business accounted from Havells

11%

6%
<25%
25% - 50%

21% 50% - 75%

62% >75%

(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.
 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)

Prices for the Products of Havells are

0%
11%

Competetive
16%
Higher
Lower
Cant Say
73%

(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.
 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)

Margins Provided by Havells

36%

Yes
No

64%

(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.
 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)

Schemes offered by Havells

24%
Satisfied

46%
Nor satisfied nor
dissatisfied
Dissatisfied

30%

(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.
 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)

Reasons because of which end consumers by the

Product

9%
17%
Price
Availliability
Quality
43%
31% Advertisments

(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
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)

Delivery Service of Havells

19% 20%

Excellent
7% Good
Average
Below Average

54%

(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
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)

Does Havells have a Satisfactory Replacement

Procedure?

31%

Yes
No

69%

(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.
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