A Summer Training Project Report

ON

“MARKETING FOR EDUCATIONAL BOOKS AT

ARIHANT PUBLICATION”

SUBMITTED TO
Dr. APJ ABDUL KALAM TECHNICAL UNIVERSITY, LUCKNOW
IN THE PARTIAL FULFILLMENT OF THE REQUIREMENT FOR THE
DEGREE OF
MASTER OF BUSINESS ADMINISTRATION
Batch (2018-2020)

Submitted To: Submitted By:

Ms. ARUNA VAIBHAV TYAGI
Assistant Professor, MIET, MBA III Semester
Meerut. Roll No. 1800680700116

MEERUT INSTITUTE
OF
ENGINEERING AND TECHNOLOGY MEERUT

1
 STUDENT DECLARATION

I VAIBHAV TYAGI Student of MBA- III Semester hereby declare

that the dissertation entitled “MARKETING FOR EDUCATIONAL

BOOKS AT ARIHANT PUBLICATION” submitted in the fulfillment

for the requirements of the Master of Business Administration from “Ms.

ARUNA ASSISTANT PROFESSOR OF Management Department ,

MIET Meerut. Is my original work Submitted to Dr. APJ Abdul

Kalam Technical University, Lucknow and not submitted for the award

of any other degree/diploma/ fellowship or other similar titles or prizes.

VAIBHAV TYAGI
MBA III Semester
ROLL NO. 1800680700116

2
 ACKNOWLEDGMENT

My association with the Arihant Publication Ltd. in the past few months has been a

memorable one. I would like to take this opportunity to express my deep sense of gratitude to

Mr. Ankur Siddhu (Marketing Manager, Arihant Publication Ltd.) for providing able

guidance, constant encouragement, constructive guidance, valuable suggestion and paternal

affection in completing the concerned project.

I am also thankful to Mr. Rajesh Sethi (Personnel & Administrative Officer, Arihant

Publication Ltd.) whose kind support encouraged me to undertake this project and his keen

interest and constructive and fruitful criticism in solving several intricate problem that were

faced throughout the course of this project.

I am also thankful to “Ms. ARUNA ASSISTANT PROFESSOR OF Management

Department , MIET Meerut..

At last but not least I am very grateful to my family who has always been keen source of

providing me moral and financial support all during my studies and life, without whom I

cannot touch this height and also thanks to my friends.

VAIBHAV TYAGI

MBA III Semester

Roll No. 1800680700116

3
 PREFACE

 It is an integral part of our MBA (AUTONOUMUS) program to undergo

"SUMMER TRAINING" in a business organization with the objectives as

understated:

 To acquire the better understanding of business environment

under the professional guidance of practicing managers.

 To blend the practical experience acquired in the business concern with

the theoretical knowledge received in classroom and apply them in actual

business situations soon after the completion of BBA program.

 "To perform a propound analysis of functioning of the various departments

of the business concern where he undergoes the training.

 In order to achieve the above-mentioned objectives my training was

arranged in' "ARIHANT MEDIA PROMOTOR" at Dehradoon, UK.

 The training commences on " 1 st June ‘09 and concludes on 10th July’09.

The report of "SUMMER TRAINING" at Arihant, Dehradoon Is broadly

categorized into three parts:

 The first part titled introduction carries details about what for the study is
conducted.

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 Content
1 Certificate

2 Acknowledgment

3 Content

4 Introduction

5. Company Profile

5 Objective

6 • Scope of study

7 • Literature review

8 • Importance of the study

9 Research methodology used

10 Data Analysis of Interoperation

11 Recommendation

12 Conclusion

13 Annexure/s

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 CHAPTER 1

INTRODUCTION

In today’s competitive world Educational books industry is the most growing

and developing sector with more and more private companies entering the this

sector. This growth potential attracted me to enter into this sector and

ARIHANT GROUP has given and opportunity to work and get to know the

working of this sector and growth prospects of sales and marketing staff. as

Indian population and literacy rate is increasing and govt. is focus on opening

new schools and college in rural areas. hence student are increasing at higher

rate hence there is a great demand for quality educational books and

educational material. More and more aspirants are there who want to be

engineers and doctors so the for good college and institutes taking admission

become very difficult these institutes are arranging yearly Entrance

examination in all India bases which leads to select best students and they get

admission in best college in India. So preparing for these entrance examination

is a big challenge for students hence they need quality of contents and material

for preparing for these examin Arihant has started lot of books and magazine

for catering thes students in all India bases So Distribution of big networks is

require to cater this market good content is provided by hiring ex professor

and teachers around the country This study is one of its kind which looks at the

6
insights of the working of the ARIHANT production and distribution of these

educational books through million of books retailers in India. The scope my

study is look into the marketing plan and channel development To look for

details and to collect data for my project I worked in Dehradoon Branch Office

to gather full information about the system and working of whole Uttranchal

region and found out the facts about various processes adopted by

ARIHANT MEDIA PROMOTOR

This is to find out the factors that are responsible for influencing the purchase

decisions of educational books. This is to find out the various problems faced

by them during the purchase and searching for educational books in terms of

price, quality and other related factors and also to find out the market trends and

future projections so it can help in analyzing current marketing strategies so if

required, reformulation of these strategies can be done. We can make more

effective and efficient strategies to capture the major market share by building

good relationships with all the buyers.

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 CHAPTER 2

COMPANY PROFILE

INDIAN PUBLISHING INDUSTRY AN OVERVIW

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 About Us

Inspiring the young minds to scale new heights in the search of knowledge to satiate

themselves in their lives, Arihant has now become a ‘synonym’ for‘success’ all over

India. Be it books or magazines or e-learning space, it has carved out a distinct niche

as well as a paramount position in the education domain in India in just a decade or

so due to the extraordinary vision and tireless efforts of its Founder and the

Chairperson Mr. Yogesh C Jain. The Arihant story commenced in the year 1997 with

the publication of a set of books for IIT JEE, a premier entrance exam in India, which

was instantly accepted with reverence by the students and the teachers throughout the

Country. This triggered a new ‘wave’ in Indian education publishing that aimed at

completely redefining the learning, development and success quotient of the students.

In the years that followed, Arihant gradually became one-stop brand for books for

IIT JEE, medical entrances, other engineering entrances, CAT and different

management entrances, UPSC and State Civil Services CSAT & MAINS,

GATE/IES/PSU, ESL(English as second language), ITI courses, almost all

recruitment exams, personality development & language skills, general awareness

etc. 

Name a popular entrance or recruitment exam in India, and Arihant has a tailor -

made book or resource for it! Not limiting itself to the books only, Arihant ventured

into periodicals’ publishing, targeting the different competitive exams with gigantic

success .Arihant has launched itself on the e-learning platform with great fanfare and

energy, all with its hallmark of success in book publishing. 

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Arihant has now extended its area of instilling knowledge and education through

entering into the domains of Polytechnic books like applied physics, applied

mathematics, basics of mechanical engineering and many more.

Arihant is also entering  in the field  of school books  as well covering all the CBSE

subjects from classes 9th to 12th . Some books have already been released and a lot

more have been lined up for release very soon

We are proud to announce that the network of the arihant group has widened and we

now have 16 new branches all over the country. Our learning solutions instantly

connect with the different types of students, inspires them to perform better, and are

benchmarks for instructors in their efforts to derive optimum teaching outcomes…

 The 5 Verticals

In a relatively short span of time, Arihant has become one of the best-known

publishing houses in the country, characterized by need-based and relevant academic

and professional publications of the highest quality. With a proud possession of over

1800 titles, Arihant has firmly and definitely stamped an indelible footprint on the

Indian education-publishing horizon with its innovative ideas, strategic product

development, market re-engineering and the steadfast practice of corporate

excellence.

 ARIHANT PRAKASHAN The first enterprise, started in the year 1997, and which

has been constantly redefining itself with value-added books since then, has more

than 800 popular titles with a large number of 5 stars (*****). Its primary focus is to

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publish cutting - edge books for engineering and medical entrances. ITI course books

also come under this purview. The no. of books under its umbrella is going to

increase manifold with Arihant planning to enter text and interactive resource books’

market for school students (K-12) very soon.

ARIHANT PUBLICATIONS (INDIA) LIMITED Incorporated in the year 2011,

from Arihant Publications (I) Pvt. Ltd. which began its journey in the year 2005 as a

window for books related to IAS, PCS, NDA, CDS, CAT, MAT, Bank PO,

GATE/PSU/ IES, job recruitments, ESL, personality development, and general

reading books. On the average, on each of the day of a year at least one new title

goes to the market from this Division. It is no wonder APIL now boasts of more than

1000 active titles, some of which are super-sellers. With this Arihant catapulted to

No. 1 position in India in publication of books for competitive recruitment and

entrance exams.

The third vertical ARIHANT MEDIA PROMOTERS was incepted in the year

2006 and it publishes highly popular magazines for different types of students and

competitive exams. It also publishes special issues, and various MagBooks..

With its trademark of success in print publishing and need-based learning

programmes, Arihant took a plunge into the arena of e-publishing with

the ARIHANT EDU WEB (I) PVT. LTD. With this, Arihant want to share and

further establish its expertise in the area of e-learning.

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In the year 2010, Arihant established a state-of-the-art printing unit at Meerut,

ARIHANT PRINT SOLUTION to meet some of its printing needs.

 Our glories to count:

 ISO 9001:2008 certification for quality book publication.

 A team of more than 100 highly qualified professionals in the Editorial

Department overseeing the product development.

 A team of 200 dedicated and competent persons in Sales & Marketing

covering the length and breadth of India.

 A pan-India network of 5000 plus retailers.

 16 Branches spread all over the Country.

 Maintaining a robust annual growth rate of over 150% since last 5 years.

 Popular monthly magazines, special issues and magbooks targeting different

audience.

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History

Prior to independence, the publishing scene had been controlled by the

British – a model of homogeneity. McGraw-Hill had a presence in India from

the late 1940’s; a collaboration with steel giants Tata, which worked as “Indian

publishing in miniature”.

• Mid-1980s saw the launch of brave and innovative independents who are

still around – Kali, Seagull, Roli. Bureaucracy killed the international sale of

Indian books; exporting was practically impossible and unviably expensive.

Th ese laws were finally relaxed in

2003.

• 1990’s – Great liberalisation, which finally allowed foreign companies to set

up in India, rather than enforced minority stakeholding as previously. Policy

initiated by Manmohan Singh (now prime minsiter) as finance minister.

Exclusivity ended, and distributors finally became publishers. The previous

(export) differential margin had been bearable, but publishers are now being

squeezed very hard indeed.

Current Day

1. Now the market is model of non-homogeneity. In fact, India is made up of

many markets, structured by the language of the works being published. [Note

- most of our trip has been focused on the English language publishers.] Each

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language also has regional translations of dialectical variations.

Government support, priorities

1. There is a lot of central government control, via a collection of

literature academies, with the intentions of promoting regional

literature – when a title gets picked for this, it is very prestigious.

Sahitya Akademi is a bit like book trust, funding inexpensive book for

children in all regional languages.

2. Obviously, literacy is a huge, huge, concern, above all others.

Education is the #1 focus; only when literacy has increased will books

bought for leisure and literary reasons really take off.

3. Libraries are regionally funded in each state; there is some fund

matching from regional and central government.

Numbers

• Population, 1.2bn

• Literacy rate 64.8 (30% in 1947, partition)

• 650 m literate Male 380; 270 female

• Kerala 91% literacy. Kottayam has 100%

• India is 7th largest publisher in world; 3rd largest English

language

• Estimates for 82,537 titles published in India last year are “way,

14
way too low!” i.e. these are just those which are registered. 16,000

publishers, with 1,000 publishing over 50 p/a

• 10,000 crores annually

• 60% educational

• 40% trade, folk, religious, spiritual

• 20,000 hindi titles

• 19,000 English

• 10 literary festivals

• The subsisdisation of UK & US publishers entering the market

in the UK, and the unofficial spread of English, “killed regional

publishing”.

• 25% of titles are published in Hindi

• 20% of titles are published in English

• Whilst ISBNs are allocated centrally (at no cost) by Raja

Rahomen, there is no central agency – or any agency at all – collecting

book data or sales figures [e.g. no equivalent of Nielsen Book Data].

Nor is there any real desire to set one up as yet.

• Government mechanisms support the local and independent.

ghts focu– Editorial & Ri s

• Rights-wise, the focus is on selling imported titles (either in

15
terms of imported copyright, or physical editions) rather than

acquiring them for original publishing. However this is changing.

• In the english market, there are some characterisations that can

be made:

• - Teenage market, dominated by US publishers

• - Older market, dominated by UK publishers

• In the case of competing titles (e.g. Harry Potter, published by

Bloomsbury in the UK and Scholastic in the US), then the UK edition

is the one that will be distributed (as well as the pirated editions!)

• Penguin has been a case study in growing original Indian

publishing

Supply Chain
• Other than literacy, distribution is the main problem.

• Convoluted Structure: Publisher –> Wholesaler –> Distributor –

> Customer –> Reader. Must be strengthened & streamlined

• Sales prices are set @ 3-5 times production costs; according to

SK Ghai, in UK is 10x

• Differential margins getting squeezed.

• Pricing c. 295Rs-350Rs for hardback, trade paperback

• Discounts range from 35 – 80%

• Lack of centralisation makes collection of invoices very

difficult and time consuming

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• 5,000 is a very large (English language) print run; whilst

Bengali titles may get a much higher run, 500-750 is more usual for a

trade title.

• Bestseller in English may have a 750-1500 initial run; but may

have 100,000 in Bengali

• Publishers will usually break even with a fully sold first run.

• Sale or return prevalent, 90 day (or 180 day!) terms

• Collaboration of Penguin with Zubaan, HarperCollins with

Mapin etc

Accounts, Advances, Royaltiesala

• There is a general “fudging of accounts”; the difference

between 60,000 sales and 40,000 sales is generally left up to the

gentleman’s agreement; authors will be “damn happy” with either
figure (!)

• However the gentleman’s agreement extends into the perception

and reputation of the publisher, and so honesty prevails; at any point
the (fully audited) accounts can be opened up for inspection.

• Piracy and copyright violations are rife

• GoCap – liaison IFP & Publishers to resolve copyright disputes

– Retail

• Explosion in retail in last 10 years

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• Now dominated by corporate chains: Crossword, Landmark,

Odyssey & Oxford

• Strong regional players with multiple outlets

• New players entering

• Malls and premium locations

• Retail software and “grand interiors”

• Long hours, 7 days a week

• Offer e-commerce and post, free delivery

• Broad range of products, 35%-40% books only

• One-off author events (e.g flew in Jeffrey Archer last year!)

• Attracting new talent

• Margins increased

• Entering stage of consolidation

Siddhart Pansari – Crossword

• Crossword: evolution from stockist to retailer. Format and

concept evolved from bookstore to community centre.

• Penguin turnover less than 100 cr.

• Top 10 cities only have large book chain presence. Penetration

of books still very low. No real promotion of books: focus is on

printing & sending to distributors. Must promote titles more – that is

the job of publishers and booksellers.

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• Race between “watch and wallet” for customer attention.

Shopping a form of entertainment.

• Piracy “will always exist – we can’t fight it – justice mechanism

is very slow; must have aggressive pricing formulae”

• Bestseller market, with “a little bit” of range

• Internet trading will “only grow” – bookshops must compete

• Publishers and retailers must work together in an aggressive,

pro-active manner to promote reading and books.

• Must promote indian authors “in a big way”. Chethan Bhagat,

Q&A, Chick Lit.

• Evolution of infrastructure is required

– Web, ebooks, etc

• Emerging market for eBooks in academic; Audio books not

very popular but may grow

• Online shopping – IndiaTimes.com; many other bookstores

(incl. Oxford)

• General feeling is that booksellers have an urban focus; that the

touch and feel / haptic qualities are very important

• OAPs get discounts in shops, and the system of haggling, means

that online (fixed) discounts are culturally disconnect from the

existing retail model

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• There are also fewer PCs than needed

• Mobile phones much more dominant

• Postal service however very good and strong enough to delivery to dispersed
locations Growing 19-35 demographic means that this is a new opportunity

COMPANY’S OVERVIEW

Traditionally dominated by local players, the industry is seeing a slew

of global players planning to set up new units in India. To match this,

intense competition domestic educational books industry has been

forced to expand its capacities and diversify into newer areas.

Though there is a great demand for educational books, which is

growing at around 12 percent, analysts say, "As far as the educational

Books and magazine is concern industry is concerned, the supply will

far exceed demand at least till 2015.

The educational books industry is witnessing a boom producing a

variety of products ranging from pre metric to post metric and various

entrance examination books and magazine specially IIT Entrance ones

and doing a business worth $103 million annually.

The sudden advertising spree has given this industry a new customer

face and there is also an enhanced initiative by the companies to create

awareness of the new technologies and innovative products and

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services.

In addition, growing quality consciousness has led to a rapid growth in

the educational magazines segment, in a market which was pre-

dominantly by few players.. As per industry estimates, the sector has

been growing at 8 percent for the last couple of year and is expected to

grow at 10-15 percent in the coming years.

The exports market is also looking up for the educational books

industry. Average growth of exports is around 37% in books . Given

the cheaper cost of production, India could soon emerge as a major

export base for these books,

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HISTORY OF ARIHANT GROUP

ABOUT THE COMPANY

Arihant group is a 10+ year old organization. They have become the leading

publishers in competition segment during this time. From being number one in

books for IIT they have now expanded into almost every competition segment

like Medical entrance, MAT ,CAT for management. Law, English etc. Today

they boast of over 1500 titles.

• Content development: Outsource helped provide backend development

services like type-setting, content writing and proofreading for their

competition books.

• International representation: Outsource was represented the brand Arihant in

London book Fair 2007 and successfully initiated negotiation for rights from

premium International publishers

• PR Branding: OP conceptualized and created the stall for Arihants in India

international book fair to establish the corporate image of Arihant. It helped

increase business manifold and initiate dialogue for many Joint ventures and

strategic tie-ups for future

• Management consultancy package: IO then provided organizational

restructuring with the large entire gamut of services in Outsource Arena like

Business plan creation.HR recruitment and training, Marketing . Research etc..

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Company Profile

These are categorized into 4:

• Arihant Prakashan: books for all premier engineering and medical entrances

covering all subjects like physics/chemistry/biology/maths etc

• Arihant publication: books for top b-schools entrance like CAT Common

admission test, MAT( management Aptitude test(?), learn English series, GK

and skill books

• Arihant media promoters: 7 magazines for Prakashan publication and general

awareness

• CBSE orange series: sample papers and reference guides for CBSE Aspirants.

Contact Details

Kalindi, TP Nagar, Meerut(UP)

Phones: +91-121-2401479/2029

FAX: +91-121-2401648

Email: info@arihantbooks.com

Web: www.arihantbooks.com

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 WORK AREA

Corporate Office

D-3&4, Ist floor, Sector 10

Noida (UP)

Phone: 91-120-4602300

Email: info@arihantbooks.com

Web: www.arihantbooks.com

Head Office

Kalindi

TP Nagar

Meerut(UP)

Phones: 91-121-2401479/2029

FAX: 91-121-2401648

Email: info@arihantbooks.com

Web: www.arihantbooks.com

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OUR BRANCHES:

NORTH ZONE

Agra

8/195, New Engineering’s Colony

Behind Pratiyogita Darpan Buliding

Kaushalpur, Agra (UP)

Email: arihant_agra02@yahoo.co.in

Dehradun

G-371/6, Nehru Colony

Dehradun – 248001(UA)

Phone: 0135-3245790, Fax: 0135-2658555

Email: arihant_ddun@yahoo.co.in

Delhi

4577/15, Ramchhaya, Agrawal Road

Opposite Happy School

Daryaganja, Delhi-110002

Phone: 011-23280316, Fax: 011-43540876

Email: arihant_delhi07@yahoo.co.in

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54-B, Hathi Babu kaa Bagh,

Kanti Nagar, Polo Victory

Jaipur – 302001 (Raj)

Phones: 0141-2200070, 4033077

Email: arihant_jpur@yahoo.co.in

Kashipur

Beside UK Tourism Guest House

Chamunda Vihar, Girital,

Kashipur (UK)

Phone: 0921940623

Email: arihant_kashipur@yahoo.co.in

Kota

6-A-25, Mahavir Nagar Extension

Teen Bhatti Chauraha

Kota – 324009

Phone: 0941226376

Email: arihant_kota@yahoo.co.in

Lucknow

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E-406, Transport Nagar

Kanpur Road

Lucknow – 226012 (UP)

Phone: 0522-6459009

Email: arihant_lko@yahoo.com

Meerut

A-86, First Step School Building

Behind TP Nagar Police Station

Near Geeta Nursing Home

Transport Nagar, Meerut - 250002

Phone: 0121-6534323

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EAST ZONE

Bhubaneswar

14, Sahid Nagar

Bhubaneswar – 751007 (Orissa)

Phone: 09938211103, 064-2503050

Email: arihant_bbs@yahoo.co.in

Kolkata

4, Tottee Lane

Kolkata – 700016 (WB)

Phone: 033-22526713

Fax: 033-22523564

Email: arihant_kol@yahoo.co.in

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Guwahati

Astha Towers, Ist floor

Module No: XII

C K Road, Pan Bazaar

Guwahati – 781001

Phone: 0361-2731599

Email: arihant_guwahati@yahoo.co.in

Patna

Gangotri Complex

U/465, Lohia Nagar, Kankarbagh

Patna – 20 (Bihar)

Phone: 09308137320

Email: arihant_patna@yahoo.co.in

CENTRAL ZONE
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Bhopal

E 3/240, Arera Colony

Near 10 No. Stop

Bhopal – 462001 (MP)

Fax: 0755-4245478

Email: arihant_bpl01@yahoo.co.in

Indore

613, Khajuri Bazar

Indore – 452001(MP)

Phone: 0731-3254811

Fax: 0731-4054544

Email: arihant_indore@yahoo.com

Jabalpur

305, Tilak Ward, Narghiya

Jabalpur – 482002(MP)

Phone: 0761-4086784

Fax: 0761-4078323

Email: arihant_jblpur@yahoo.co.in

Nagpur

28, Shankar Nagar

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Gali No: 1

Behind Mehata Cancer Hospital

Nagpur – 14 (Maharashtra)

Email: arihant_nagpur@yahoo.co.in

WEST ZONE

Hyderabad

2-1-446, OU Road, Nallakunta

Hyderabad – 500044(AP)

Phone: 040-65347774

Fax: 040-66107772

Email: arihant_hyrbd@rediffmail.com

SOUTH ZONE

Bangaluru

Door No: 659,

46 Cross Road, 3rd Block

Rajaji Nagar

Bangaluru – 5600010 (KAR)

Phone: 080-23149901

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Fax: 080-23149901

Email: arihant_bangalore@yahoo.co.in

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 ARIHANT MISSION:-

Arihant's mission is to be globally the best value provider of

Educational Books and Educational Magazine products, through

leveraging technology & competencies.

This shall be achieved by creating a culture of self striving with focus

on total employee involvement towards customer satisfaction.

The approach shall be value based as a responsible member of the

society, contributing to its growth & development.

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ARIHANT VISION:-

Arihant’s Vision is to build a responsible mega corporation -An

institution with business excellence impacting nation building &

caring for the environment & society.

Here culture will be value driven, self-searching & exploring to

develop a mind to their own.

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 ARIHANT VALUES:-

• TRUST

•TRANSPARENCY

•RESPECT

•CARING

•RISK-TAKING

•AUTONOMY

35
 ARIHANT BUSINESS PHILIOSOPHY:-

Over the years, Arihant has grown to become a world-class Publisher of a wide

range of Books for Primary to higher education, schools and engineering

colleges. Motivated people have kept spirit of leadership alive – a spirit, which

has helped them to capture and sustain a significant share of the market which

they operate. With an eye on future challenges, they have taken initiatives to

build their knowledge base. In addition to this, they are also highly focused on

the preservation of our environment – a green environment for future

generations by setting up extensive environment protection systems.

Excellence is the result of hard work and perseverance. Their unquenchable

thirst for excellence has motivated them to set up “The Arihant Quality

Movement”. This thirst has also led them into starting a Six Sigma journey,

which is helping them to reduce defects to negligible levels. A value their

customer’s’ appreciate. To provide value to customers, they deploy customer’s

“Quality Requirement Specifications” in the processes. This commitment to

quality in every sphere that determines their existence has helped them to

journey on the road to success.

At Arihant, customer focus took seed during the early years by existing in the
minds of all employees and living through their actions. This resulted in the
creation of a pioneering spirit, which placed them at the cutting edge of
technological relevance through the launching of new products repeatedly over
time, thus leading to the creation of a wide product range and an ability to
maintain regular and timely supplies to customers.

36
As every day floats away in the mists of time, a new tomorrow is not far away.
What they have achieved so far is only a foundation for tomorrow. With every
new dawn, fresh challenges will emerge and future will depend on ability of
employee to create and harness knowledge efficiently, for the benefit of all
mankind.

THE SQM MISSION:-

The objective of the Arihant Quality Movement is to create an Environment

where People strive from within to achieve Customer Satisfaction (external and
internal), and Business Excellence with Social Relevance

ARIHANT’S DRIVE TOWORDS SIX SIGMA

ENVIROMENT:-

DEFINATION OF 6 SIGMA: -The Six Sigma process is capable of giving less

than 3.4 defects per million opportunities and helps the company to measure
the effectiveness of its systems and processes. Drive towards a Six Sigma
environment was launched to align output to the needs of customers and
through these deliver real improvements to our bottom line. At the operational
level, the movement was launched to move the business, product and service
attributes at Arihant within the zone of customer specifications and
expectations, by improving the business systems and processes in an effort to
deliver defect free products and services to customers. This would also
considerably reduce rework and waste of both material and human effort and
thus reduce cost and improve efficiency.

The Six Sigma movement was launched at Arihant in early 2005. The

37
movement is being implemented in a phased manner across different functions,
both technical and commercial. Many of employees have undergone extensive
and rigorous training in Six Sigma techniques and this has helped them to drive
the movement in the company. Here company has taken up many projects and
guided them to successful conclusions.

CORPORATE SOCIAL RESPOSIBLITY:-

The Arihant Group was founded with a vision of building an institution which
would achieve business excellence while contributing to nation building by
caring for the society and environment. In its desire to play a significant role
beyond the boundaries of its factories in the communities that reside around its
plants, the Group founded the Arihant Achrumal Medical Aid Trust (SAMA)
in 1988. Apart from health services, Arihant has been playing an active role in
times of calamity in the country. Rs. Twenty lakh was donated to the Gujarat
Relief Fund after the major earthquake in the Kutch Region. Medicines worth
thousands of rupees were sent to Orissa when that state was hit by a cyclone.
SAMA also supports 'Vijaya', an NGO in Orissa, that is involved in health care
in the tribal belts of the state besides providing safe drinking water to these
areas under the name of 'Project Jeevan Dhara'.

Through SAMA, Arihant has provided three mobile medical vans, with trained
medical staff, which are dedicated to providing health care services SAMA
has held a number of medical camps on maternal and child health,
immunization, blood donation and eye care in the last three years because of
which over 30,000 people have benefited. In collaboration with I Care
Hospital, NOIDA and Lion's Eye Hospital, Ghaziabad, the trust has been
conducting eye camps for the detection and surgery of cataracts in patients. In
these camps, patients were also given IOL implants free of cost. In addition to

38
this, SAMA has also arranged First Aid Camps for Kavad Yatris since 2001.
Arihant work continues and their plan to focus their efforts further in the areas
of maternal and child health as well as launch vocational training and income
generation programs in the areas in which we operate in the coming days.

39
ARIHANT ACHIEVEMENTS:-

ARIHANT GROUP COMPANIES:-

Arihant Media Promoters

Arihant Publications

Arihant Prakashan (P) Ltd.

SWOT ANALYSIS OF ARIHANT:-

STRENGTH:-
• Largest publisher of Educational books in India.

• Increasing trend in quality.

• Redesigning of publishing.

WEAKNESS:-
• Marginal profits.

• Continues decrease in pricing.

• increase in raw material like paper and ink

OPPORTUNITIES:-

• Introduction of new market of both export & domestic.

• as population increasing new rural market is growing.

40
• Continues focus in cost reduction.

• Continues focus on process establishment ‘system’ by using 6

sigma

methodologies.

THREATS:-

• Continues reduction in price.

• Dependency on foreign machines.

• Continues import of colours.

41
42
DISTRIBUTION CHANNEL: A CONCEPTUAL

FRAME WORK

43
CONCEPTUAL FRAME WORK

A set of interdependent organizations involved in the process of

making a product available, or reached the target market or

consumers.

Smooth availability of our products to the right customers, at a right

place, at a right time with safe & secured quality and quantity is an

important task for the customers satisfaction or goals of an

organization. Organizations are spending a huge amount, about 25 to

35% of the cost of products.

Most producers do not sell their goods directly to the final users stands

a marketing channel, a host of marketing intermediaries performing a

variety of functions and bearing a variety of names.

Thus, “A channel of distribution for a product may be define as a route

taken by the title to the goods as they move from the producer to the

ultimate customers or industrial users.” The primary objective of

channel of distribution is to bridge the gap by resolving spatial

(geographical distance) and temporal (relating to time) discrepancies

as to supply and demand.

44
 CHANNEL OBJECTIVES

• Making smooth availability of product to the target market.

• Achievement of the best possible coverage of the target market.

• Ensuring that the consumer in curs the minimum extenuation in procuring

the product.

• Safe in quality & accuracy in quantity.

• Quick services.

• Ensuring that the firm is able to carry on with its manufacturing activities,

confident that the channel will take care of the distribution job.

• Ensuring that the distribution is cost effective.

• The primary objective of channel of the distribution is to bridge the gapby

resolving spatial (geographical distance) and temporal (relating to time)

discrepancies as to supply and demand.

45
 ROLE OF CHANNEL MEMBERS

Channel members are not play only the role of sales the products to

the customers but also play the role as the promote the products,

gathering the customer interest, complaints, suggestion, and

information to the organizations – they are work as the co-ordination

between the targeted customers & manufactures.

Members of the marketing channel perform many key functions as

follows:

 Gathering & distributing marketing research and intelligence

 information about actors & forces in the marketing

 environment.

 Helpful in making marketing strategy.

 Developing & spreading the promotional offer of company and promote the

sales activity.

 Easily make a sales contact with the customers.

 Intermediaries are taking the title to goods, so they invest the fund.

 Through the intermediaries, manufactures are made physical

 distribution of goods.

 Intermediaries are taking various type of risks, in the term of storing,

dispatching etc..

46
CONTRIBUTION OF CHANNEL

a. Make available on time.

b. Reduce the cost of distribution

c. Save the distribution time.

d. Helpful in product design & developments.

e. Flow of feedback from consumer.

f. Flow of money consumers to manufacture.

VARIOUS TYPES OF CHANNEL LEVELS

While a marketers wants to sell or marketing about the products or

Services, requirement of design a distribution channel to make product

& services available to customers in different ways. In the process of

distribution of products, each layer of marketing intermediaries are

performs some work in bringing the product and its ownership closer

to the final buyer is a channel level.

47
Generally two methods of distribution are in the practices.

1. DIRECT MARKETING CHANNEL

2. INDIRECT MARKETING CHANNEL

DIRECT MARKETING CHANNEL

DMC is a marketing channel that has no intermediary levels.

Manufacture or sellers are advertise their product through the various

method of advertising & make awareness about the products, then

contact to the needful customers through their salesmen, internet, e-

mail, telephone or by post.

MANUFACTURES

CUSTOMERS

NDIRECT MARKETING CHANNEL:

IMC is a channel containing one or more intermediary levels. Manufactures or sellers are

appointed various type of marketing intermediaries in the context of nature of the products &

segmentation of markets.

CONSUMER DURABLE PRODUCTS

48
 MANUFACTURER MANUFACTURER
MANUFACTURER

DEPOTS, C&FAGENTS
DEPOTS, C&F AGENTS

DISTRIBUTORS

MANUFACTOR’
S OR
MEMBER’S
SALES SUPER
STOCKIEST
REPRESENTIVE POINT

EXCLUSIVE SHOW
ROOM
DISTRIBUTORS

RETAILERS
RETAILERS RETAILERS

49
 CONSUMERS CONSUMERS
CONSUMERS

INDUSTRIAL PRODUCTS

MANUFACTURER MANUFACTURER

DEPOTS,
WAREHOUSES

BUSINESS

DISTRIBUTORS

RESION
SALES
OFFICES,
AREA SALES
EXECUTIVES

CUSTOMERS CUSTOMERS

TYPES OF CHANNEL MEMBERS

C & F AGENTS:
50
It means clearing & forwarding agents. They are responsible for
storage & transportation of the company’s products and its distribution
to the distributor and some time retailers.

DISTRIBUTORS:
A distributor is usually appointed by the company and does not sell its
competitor’s products. He can also be a distributor of many products
of the same company. A distributor is responsible for ensuring that his
company’s product is available at the retail stores. The distributor is
very much an extension of the company as he ensures that the market
is properly served. A company has direct control over the distributors.
Some of the following type of wholesalers:
MERCHANT WHOLESALERS:
• Purchase and resell merchandise
• He has title to merchandise.
• He provides wide range of services.

FULL SERVICE WHOLESALERS:

• Perform full range of distribution services.

• Provide trade credit; offer promotion assistance,
personal sale force, and communication of
information.
• Provide installation and services.

RACK JOBBER :
• Deals with highly promoted items.
• Furnishes rack and shelves, price the goods, keep them fresh, set up point

51
 of purchase displays.
• Sell on consignment.
• Provide services as delivery, shelving, inventories caring.

LIMITED FUNCTIONS WHOLESALE

Not provide credit, marketing research information and
merchandising assistance.

MERCANDISING AGENTS & BROKERS:

They usually perform fewer services than merchant wholesalers do.

Merchandising agents and brokers do not take title to product but
negotiate sales for manufacture, they represent.

MANUFACTURER’S AGENTS
• They are free to work for several manufactures.
• They carry non-competitive, complementary products in
exclusive territories.
• They do not provide credit facility but at times store and
deliver products.
• Also provide research aid and promotion support.

BROKERS:
• To bring buyer and seller together

52
• To assist in negotiation.
• They have not title to goods.
• But they provide the facility of financing.

COMMISSION MERCHANTS
• Received goods on consignment
• They have not title to goods.
• To accumulate them from local markets & arrange for
their sales.
• Offer credit & storage goods facility.
• To provide sales force & research aid.
• They do not normally promote the goods.

MANUFACTURER’S SALES FACILITIES

• Established by manufacture
1 . It is separate from manufacturing operations.

2 . It’s performing the wholesaling function himself.

0 . Generally used in industrial customers.

Types of manufacturer’s sales facilities.

53
 MANUFACTURER’S SALES BRANCHES
• Carry inventory
• Promote the sales activities
• Sell to retail outlet.

MANUFACTURER’S OFFICE (Regional Sales

Office)
• It does not carry inventory
• Perform market research, demand
forecasting, etc.
• Collect orders from customers.
• Make delivery to customers from
manufacturing point
• Collection of payments.
• Dispose all the disputes or claims.
• Create better relationship.

MANUFACTURER

DEPOTS OR WAREHAUSES CLEARING &

54
 FORWARDING
AGENTS

DISTRIBUTERS OR WHOLE SALERS

MERCHANT MANUFACTURER’S
MERCANDISING
WHOLESALERS SALES FACILITIES
AGENTS OR
BROKERS

Manufacturer’s
Full Service Limited Function Agents
Wholesalers Wholesaler

Brokers
Rack Jobbers

Manufacturer’s Regional
Sales Branch Sales office

Commissi
on
55
THE CHANNEL SELECTION PROCESS

STEP-1 Identify Target Consumers

STEP-2 Determining Consumer Buying

Habits For The Types Of Goods

STEP-3 Locate Potential Customers

STEP-4 Pinpoint Channel Alternative

STEP-5 Evaluate Channel Alternative

STEP-6 Select Channel Members

CHANNEL SELECTION PROCESS

EVALUTION OF THE DISTRIBUTION ENVIRONMENT :

Selection of channel model has to be necessarily take into account the

distribution environment obtaining in the country/ region and in the specific

56
business in which the firm is engaged.

A firm has to evaluate the vital features of the distribution environment and

ensures that the channel model to be adopted is compatible with them.

Distribution environment in the border sense includes the legal environment as

well in so far as its implications and

distribution are concerned.

EVALUTION OF COMPETITOR’S CHANNEL PARTERNS

The firm should also study the competitors’ channel patterns before deciding

its channel. While the firm may not necessarily follow the competitors it will

be worthwhile for the firm to analyze in depth the plus and minus of the

channel patterns adopted by each of the major competitors.

57
EVALUTION OF COMPANY RESOURCES AND

MATCHING THE CHANNEL TO THE RESOURCES:

On the other hand firm with larger resources and large size marketing

operation will be in a position to go in for highly intensive distribution

committing a good deal of resources to the distribution task.

IDENTIFICATION OF ALTERNATIVES CHANNEL &

SELECTION OF THE ONE THAT SUITS THE FIRM BEST:

Two important considerations are cost and efficiency. Often though not

necessarily they are directly proportional. The channel that its efficient but

relatively less expensive has to be chosen. Two types of evaluations an

economic evaluation and a conceptual evaluation may be necessary. The firm

should also examine whether the channel member s in the desire alternatives

would be willing to work enthusiastically for the firm and the product.

ANALYSING THE PRODUCT CHARACTERSTICS AND

LINKING
CHANNEL TO THE PRODUCT:

The firm should analyze the characteristics of the product and choose
the channel designee that is most suited to the product. Within each of

these broad categories of product channel choice can very in relation

58
to specific products/product types. The products futures, after all

changes in a graded manner as on move through the spectrum from the

simplest consumer soft to the most complex among industrial

equipment.

NOTES:
• Consumer products Vs Industrial products.
• The case of industrial products.
• The product must have a sizable customer base.
• It must be standardized to a reasonable extent.
• It must be stock able items.
• The unite value should not be too high.
• It should not be complex.
Need for specialized distributor must be appreciated; after considering all such

factors, if a given industrial product lends itself for marketing through

distributors, it must still remembered that; As a general rule industrial

products require specialized distributor and entrusting them with the gen eral-

purpose (consumer product) distributors does not produce the best result.

Different industrial products need different types of distributors. Establish

relationship and use problem-solving techniques for prevention of crisis and

preventing customer dissatisfaction. Gather quality intelligence on customer

dissatisfaction and provide this information to management.

59
ON TIME DELIVERY

Consumer will be happy, if the material is delivered on time. OTD has

come into sharper focus, for it has become a competitive weapon in all

most all industries. For example Nissan offers a guaranteed ten-day

delivery to its dealers, Caterpillar deliver replacements parts within 72

hours.99.7% of time

OTD customer satisfaction gap has three components

• Calibration Gap

• Operations Gap

• Organization Gap

CALIBRATION GAP:

The customer may measure OTD in different manner as copier to the

supplier. It may so happen that the supplier may measure OTD by

product category but the buyer may measure it in terms of complete

order. The customer may measure OTD in terms of the initial order

date where as then supplier may measure it from a negotiated date.

60
OPERATION GAP:

Businesses that face variability from one manufacturing phase to another or

from operations to ware house normally have an operations gap. Operations

gap can also result from too many stages in production process, too Many

supplier or too many people involved in order filling

ORGANISATION GAP:

If people do not have incentives to improve OTD it will probably result into

organization gap. In other words organization gap result from the priority

accorded to OTD.

61
 MARKETING STRATEGY

OLD STRATEGY

Marketing Head office (meerut)

EAST WEST NORTH

SOUTH

Vice-President Vice-President Vice-President

Vice-president

Pre-Matric Post-Metric Higher Education

Sales Manager (Territory Manager)

ADVANTAGES
• Cost effective
• Geographical area oriented.
• Focus on all products simultaneously.

62
 DISADVANTAGES

• Product promotion scheme is not applicable.

• Lack of information about a particular product.

• Over work load.

• No more time & scope for a particular product.

• Consumer satisfaction is not appropriate.

The above old structure was not taking much advantage of the new global

market.

Analysis of the advantage and disadvantage of the regional based marketing

strategy, it is not suitable in modern marketing specification era. So that, in

2007

company decided to go for opting the new marketing strategy based on product

specification.

63
The new marketing strategy structure is as follows:-

MARKETING HEAD OFFICE (Meerut, Delhi)

CMO* (CHIEF MARKETING OFFICER)

Pre-Metric Post Metric Higher

Education

Vice-President

EAST WEST NORTH SOUTH

Regional Manager

T.M T.M T.M… (Territory Manager)

64
ADVANTAGES

• It’s product based.

• Helpful to market research.

• Emphasis on more customer satisfactions.

• Helpful to increasing the sales performance of various products of

product line.

• Helpful to production processes to delivery the products.

• Accu mulation of small customers.

• Provide quick service to customers.

• Enhance the sales promotion.

DISADVANTAGES

• Cost ineffective.

• More men power required.

65
 ABOUT ARIHANT MEDIA PROMOTOR

Arihant publication after analysis of student and teacher needs for special

focus magazines for IIT /Medical entrance exams where new questions and

topics and latest happing of subject is informed regular bases has published 7

magazine comprising of CAT, IIT JEE, MBA and medical magazines and

general information magazines . The prime market for these products is

student preparing for IIT and medical. these products gives latest happing in

science and technology and top difficult question and there simple answer

These magazines h elps to prepare for entrance examinations

66
CHAPTER 4

67
 DATA ANALYISIS AND FINDINGS

INTERPRETATION & REPORT (DATA ANALYSIS)

Q.1 Which Arihant books are mostly preferred by students?

PUBLICATION NO OF PERCENTAGE

RESPONDENT
VIDYA 60 40%
ARIHANT 50 33.34%
OTHERS 40 26.66%
TOTAL 150 100

INTERPRETATION

In the survey I find that mostly 40% of retialers have favoured Vidya

publication approx34% Arihant and 27% other publications. Here we can see

that Arihant publication is mostly preferred by student after vidya

publication.

Q.2 According to you best distribution channel is of?

PUBLICATION NO OF RESPONDENT PERCENTAGE

68
VIDYA 65 43.33%

ARIHANT 60 40%

OTHERS 25 16.67%

TOTAL 150 100

INTERPRETATION: In the survey I find that mostly retailer approx44% says

Vidya Prakashan Mandir have best distribution channel, 40% says Arihant

Prakashan and rest says other publications. Here it is easy to understand that vidya

prakshan is having best distribution channel.

Q.3 Which brand provides better advertisement facility?

69
 PUBLICATION NO OF RESPONDENTS PERCENTAGE
VIDYA 65 43.34

ARIHANT 70 46.66

OTHERS 15 10

TOTAL 150 100

INTERPRETATION:

In the survey I find that approx 44% retailer have favoured Vidya prakshan,47%

Arihant Prakashan and rest Other Publications. Here the distribution channel of

Arihant publication is little strong than that of Vidya publication.

Q.4 Among the following which is giving better after Sales services?

(in case of misprinting etc)

PUBLICATION NO OF PERCENTAGE

RESPONDENTS
VIDYA 65 43.33%
ARIHANT 60 40%

70
OTHERS 25 16.67
TOTAL 150 100

INTERPRETATION:

In the survey I find that mostly customerapprox 44% says Vidya prakshan ,40%

Arihant Prakashan and rest says other Publications.So as a regard of better service

after sale Vidya publication is still at first position.

Q.5 Are the price &discount rates of Arihant

publication better than other publications?

NO OF RESPONDENTS YES NO
150 105 45

71
INTERPRETATION:

As far as concerned with price & discount rates 105 respondents (retailers) among

150 says that price and discount rate are better than that of others, where 45

respondent are not in favour.

Q.6 Are the books and question papers are made available timely by
the company on order?

NO OF RESPONDENTS YES NO
100 90 60

72
INTERPRETATION:

In the survey I find that mostly retailer 90 says that the books and question papers are

made available by Vidya Prakashan, while 60 respondents says that books and

question papers are made available by Arihant .

73
Q.8 Which publication’s books usally have better study material?

PUBLICATION NO OF RESPONDENTS PERCENTAGE

VIDYA 80 53.33%
ARIHANT 60 40%
OTHERS 10 6.67%
TOTAL 150 100

INTERPRETATION:

In terms of better study material approx 54% of respondent have favoured of it and

40% says Arihant prakshan provides better study material and 10% favoured other

publications. So at this point vidya prakshan is mostly known as best study material.

74
Q1.What is your annual Sale in case of Primary books? (Quantity)

80
70
60
50 Arihant
40 vidya
30 ratana sazar
20 arihant
10
0
up to 5th up to 8th High School

by survey we can see that Arihant are most selling books by analyzing data we
can I fond that 24% sale made by Arihant and Vidya whereas Arihant share is
of 67% , Vidya is most popular Upto 5 the class and Arihant is not so famous
upto 8 class, it is highly selling the brand up to 10 class.

75
Q2. Which brand of entrance examination books is soled more

90
80
70
60
50
40
books
30
magazine
20
10
0

Arihant Mchgrahill s.chand Education Toda

Arihant

Hence it is clear from the graph that S.Chand is most saleable brand in the
market Arihant is at second position

76
Q.3Which company gives more margin on sale

Arihant
Mcgrahill
S.chand
Education Today
Arihant

Hence Arihant is giving best margin on sale to dealers

77
 Q4. Which company has best products at same pricing

70
60
50
40
30 Quality
20
10
0

Hence Mcgrahill gives best product at same cost

78
 Q4.Which company gives best sales support

Arihant
Mcgrahill
S.chand
Education Today
Arihant

Hence Education today group is giving best dealer support

79
Q5. Which factor influence sale

100

80

60
East
40

20

0
Packing contents good display advertisment

Hence data shows that good display is most important part for
getting sale of books or magazine

80
Q6. Causes to by competition books by student

90
80
70
60
50
40
30 cause
20
10
0

Summry of subect Unique content most selected content

Hence content of books and magazine for selling more is selected important

topics require by the students

81
 Q7. Company position in dehradoon sale wise

East
West
North
South

Hence North is very important region for company revenue wise

82
 Q.8 Total Distributors appointed in north region which gives
Distribution position in north region

90
80
70
60 East
50 West
40
30 North
20
10
0
1st Qtr 2nd Qtr
3rd Qtr 4th Qtr

83
 CHAPTER 5

LIMITATIONS:-

 The study was carried for a limited number of rtailers.

 The responses given by the dealers and manager could have a fragment of
biasness.

 The study is limited to Dehradoon Region.

 Could talk to the Dealer of other cities.

 Should not waste time conversation with the Dealer who could not be
conclusive.

 Could not take any action if the customer complaints about something
beyond my authority.

84
 FINDINGS & SUGGESTIONS

SUGGESTIONS/RECOMMENDATIONS/CONCLUSIONS

Certain recommendations with regard to distribution channel and marketing of

ARIHANT are as under:

(A) Northern zone offers the most lucrative sales in last financial year.. In the

light

of such high sales driven–etc. In this zone our more than 65% sales depends

on indirect sales. Arihant focus should convert indirect sales to direct sales.

Our effort should be here increase the depots in proportionate way.

(B) In maintain the sales need of continuous market research in regard to

distribution channel & appoint stockiest instead of consignment agents In

direct sales is not helpful to create, grow & retain the customers. So making the

sales customer oriented and to improve the sales, the company can take the

following initiatives-

1. Assign sales representatives to contact all prospects in this area.

2. Design a sale promotion complain focusing on brand awareness.

3. Appoint a regular sales representative with each stockiest.

4. Shift to retail format of business by owning books galleries in mall

85
CONCLUSION

86
 CONCLUSION

 Indian books industry is going through big competition from information

technology and media penetration. to survive industry need new

innovation and stringent marketing strategy to cope with this threat.

 All the information is easily and almost freely available at net so why

should a student buy costly books from retailer to cater this industry

 should come up with new concept and latest books and magazine in full

colour and with rich contents which are easily not available

87
 BIBLIOGRAPHY
Books:

1. Kotler, Philip; Gary Armstrong, Veronica Wong, John Saunders (2008).

"Marketing defined". Principles of marketing (5th ed.). pp. 7.

2. Joshi, Rakesh Mohan, (2005) International Marketing, Oxford University Press,

New Delhi and New York.

3. C.R.Kothari, Research Methodology, New Age Publication.(4th edition).

4. Ramaswamy V.S, and Namakumari, Marketing Management,Macmillan (3rd

edition).

Journals:

1 Gupta, A.K., and Govindarajan, V. (1984). „Business Unit Strategy,

Managerial Characteristics and Business Unit Effectiveness at Strategy

Implementation‟. Academy of Management Journal, 27, 25-41.

2 Govindarajan, V. (1988). „A Contingency Approach to Strategy

Implementation at the Business-Unit Level Integrating Administrative

Mechanisms with Strategy, Academy of Management Journal, 31, 828-853.

3 Govindarajan, V. (1989). „Implementing Competitive Strategies at the Business

Unit Level: Implications of Matching Managers to Strategies‟. Strategic

Management Journal, 10, 251-269.

4 Academy of Management Journal, 33, 259-285.

Websites

 arihantbooks.com
 google.com
 www.wikipendia.com

88
ANNEXURE

QUESTIONAIRE

89
FROM BOOK SHOP
Regarding Marketing
Name…………………………………………
Name of Shop…………………………………..
Location…………………………………………..

1. Do you Sell Arihant Books ?

a) Yes
b) No

2. Do you Sell Magazines ?

a) Yes
b) No

3. Which Brand Students Prefer more?

a) Arihant (b) Mchgrahill
b) Education Today (C) S. Chand
(d) Arihant

4. Is the Pricing of Arihant Products suit students ?

a) Yes
b) No

5. Do You get Arihant Products on Time ?

a) Yes
b) No

6. Which Company gives More margin on sales ?

(a) Arihant (b) Mcgrahill

90
© .Chand (d) Education Today
(e) Arihant

7. Quality wise which company have good products at same prices?

(a) Arihant (b) Mcgrahill
© .Chand (d) Education Today
(e) Arihant

8. Do get regular sales and marketing support from company?

c) Yes
d) No

9. Do get Monthly sales achievement offer from company

a) Yes
b) No

10. Sales support wise which company gives best support to retailer?
(a) Arihant (b) Mcgrahill
© .Chand (d) Education Today (e) Arihant

11. Do you think Magazine for Students is good product ?

(a) yes (b) No

Regarding Distribution from Manager

12. Whether there is any benchmarking of the pricing and discount structure
of the company with the competitors?
e) Yes
f) No

91
 13. Whether the prices , terms quoted in the sales orders / dispatch advice
are compared with the approved price list and sales policy?
c) Yes
d) No

14. Are Quality complained being discussed in cross functional meeting with
R&D and production department?
a) Yes
b) No

15. Whether all goods produced are received by warehouse and properly
recorded?
a) Yes
b) No

16. Whether all dispatches are based on authorized sales order,

delivery
channel and excise gate pass?
a) Yes
b) No

92