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Dealer S Perception About SUJALA PVC Pipes
Dealer S Perception About SUJALA PVC Pipes
1
INTRODUCTION
The focus of customer analysis is to develop a scheme for, breaking down the
market into various constituent groups of customers, which are called customer
segments or market segments. Marketing managers work to develop detailed
profiles of each segment, focusing on any number of variables that may differ
among the segments: and other factors may all be examined. Marketers also
attempt to track these segments' perceptions of the various products in the
market using tools such as Perceptual mapping.
Perception:
Perception is defined as the process by which an individual selects, organize and
interprets stimuli, in to a meaningful and coherent picture of the world. Two
individuals may be exposed to the same stimuli under the same apparent
2
conditions but how each persons recognizes. Selects, organizes and interprets
these stimuli is a highly individual process based on each person own needs
values and expectations.1
- by Leon. G. Schiffman & Leslic Lazar.
Perception is the process by which these sensations are selected organized &
interpreted.5
- by Michael R. Soloman
3
OBJECTIVES OF THE STUDY
PRIMARY OBJECTIVE
SECONDARY OBJECTIVE
1) To know the percentage of dealers who are dealing with SUJALA PVC
4) To know the factors affecting SUJALA PVC Pipes from the dealers.
4
NEED FOR THE STUDY
and affects on PVC products seen to be unimpressive. Hence this study will give
METHODOLOGY:
direct bearing on the relevance of research findings. The purpose of the research
The aim and methodology is a way to present a clear idea of the research
5
The research methodology is a way of systematically solving the research
researcher in studying his research problem along with the logic behind them.
SOURCES OF DATA
1) Primary Source
2) Secondary Source
SAMPLING TECHNIQUE
SAMPLING METHOD
SAMPLE SIZE
6
DATA COLLECTION METHOD SURVEY RESEARCH
The data was collected through market survey and research by receiving
This study offers helps to put practice the theoretical aspect. The study of
this nature aims to give information about competitors, demand for pipes. The
study also gives the information about dealer’s perception about “SUJALA PVC
Pipes”.
The study offers an extended scope for further research with relevance of
other product categories and also to reach wider area coverage. Overall scope of
NANDYAL
7
LIMITATIONS OF THE STUDY
1. The sample size 16 was selected and the study was based only on
those sample.
RESPONSE ERRORS:
These are the errors give false information because of following reasons
lack of time.
NON-RESPONSE ERRORS:
This error reduces the size of the sample. These errors may arise due to
8
CHAPTER- II
9
COMPANY PROFILE
ORIGIN:
Rayalaseema is economically backward area in Andhra Pradesh, was
rarefied region for industries. A dynamic entrepreneur Sri S.P.Y Reddy who
is basically a mechanical engineer started a unit at Nandyal, which
manufactures black pipes in 1977. The determination and hard work of Sri.
S.P.Y Reddy helped him to overcome the problems faced by the company in
the initial years, and with financial assistance from local commercial banks.
The company could overcome the problems of the merger and is running
smoothly.
Later the company started manufacturing of PVC pipes, which terminated
the manufacturing of black pipes. This resulted in the formation of a PVT.
Ltd. Company called “SUJALA PIPES PVT LTD.” With Sri S.P.Y Reddy
as the Chairman.
The only major competitors to the company are Sudhakar Pipes, maharaja
pipes. The only backdrop to it is the competition from local brands. As the
majority of customers belong to farmers, they consider than quality. The
company has to make aware of the company’s quality standards to them.
SIZES: various sizes ranging from 1/2 to 10 are offered to customers. Even
pipes with different gauges and sizes are manufactured to suit specific
conditions.
PACKING : packing plays less important role in to the products like PVC
pipes because. the hallow space inside can be utilized. For the purpose of
10
cubic space utilization in trucks while transport, organization is adopting the
technique like pipes in pipes.
PAYMENT PERIOD :
For SUJALA brand the company adopts zero credit policy and goods are
not delivered unless cash remittances are made. For SUJALA and Sagar
brands credit is entitled up to a week. The difference between these brands
credit is entitled up to a week. The difference between these brands is due to
brand image.
COVERAGE :
At present Andhra Pradesh, parts of southern states of Karnataka, Tamilnadu
and Kerala are ambit of Sujala Pipes Pvt., Ltd., The company extended their
sales in the below regions as shown below.
1979 - Nandyal region (Polyphone Pipes)
1984-85 - Rayalaseema region (PVC Pipes)
1985-86 - Telangana region
1986-87 - Karnataka and Andhra Pradesh
1988-91 - Tamilnadu and Karnataka
1991-94 - Kerala
TRANSPORTATION :
11
dealers to reduce inventory levels to the minimum. Thus dealers are also
supplemented with the benefit of the lower tied-up capital in the form of
inventory.
12
FINANCIAL DEPARTMENT :
Through initially the company approached the external sources for
financial aid, now the financial status of the company is the very sound and
is being run only with self-finance excepting for loans taken for
hypothecation of machinery and stock from SBI Nandyal.
The company follows cash and carry policy for Nandi brand. The
product is not delivered until the cash is paid and financial department with
the help of marketing department looks after these transactions.
MARKETING DEPARTMENT :
Marketing manager who reports to executive director, an assistant
marketing manager who reports and 20 salesmen headed by 30 sales
representatives who are headed by assistant marketing manager, heads the
marketing department. Marketing mix and advertising particulars of Sujala
Pipes Pvt., Ltd.,. Shows the department’s effective management of the
marketing department in the organization.
PERSONAL DEPARTMENT:
The personal department consists the details of the executives and
workers of the organization. The organization is formed with
Sri.S.P.Y.Reddy as the Chairman who reports managing director. Two
marketing manager, financial manager, public relations officer and quality
13
control officer who all reports to executive director. Other than executives
there are thousand works in the organization.
14
suitable traction system. The temperature of the water is maintained by
circulating through the cooling toward and with the help of a chilling plant.
The required length of the pipe is cut with a planetary saw. The cut lengths
are titled by titling units and get corrected in the pipe rack attached to the
titling frames. Later they are stocked separately. The company has entered
into a technical has its own processing technology.
SUJALA PIPES:
SUJALA Pipe Ltd., was incorporated in the year 1986. The factory is
situated at C-1, INDUSTRIAL ESTATE , NANDYAL, KURNOOL ISTIC.
Its annual production capacity is 16000 Mts. And it is one of the leading
manufacturers of PVC pipes in South India. The company is equipped with
technical collaboration from Batten field of West Germany. It has made
possible few other small ventures. Pipes are sold under brand names of
SUJALA, NANDI, MONARCH etc.,
SUJALA Pipes with their good quality, trouble free services, durability and
economical use or a better choice than mild steel, galvanized steel, cast iron
and plastic pipes.
The company is managed by a term of professionals under the guidance of a
young, experienced and well-qualified dynamic managing director
MR. SREEDHAR REDDY.
APPLICATIONS OF UPVC PIPES :
Agriculture and irrigation schemes.
Rural & Urban water supplies scheme.
Tube well casing
Gas and oil supply lines.
Industrial effluent disposal.
Sewerage and the drainage scheme.
15
Air-condition ducting.
Building installations.
Industrial ducting.
CHAPTER-III
16
17
REVIEW OF LITERATURE
Perception:
world. Two individuals may be exposed to the same stimuli under the same
apparent conditions but how each persons recognizes. Selects, organizes and
interprets these stimuli is a highly individual process based on each person own
- by L.M. Prasad.
(or)
surroundings or environment.
- Suja.R.Nair.
- by Michael R. Soloman
18
Perception of Marketing Channels (or) Distribution Channels
user.
discount uses high quality specialty stones or sells to consumers via the web.
persuasion, training, motivation and support its channel partners need whether a
company develops or acquires certain new products may depend on how well
specialization and scale of a operation intermediaries usually offer the firm more
From the economic system’s point of view the role of marketing interne
producers and break them down into the intermediaries by large quantities from
many producers and break them down into the smaller quantities and broader
19
A marketing channel consists of firms that have partnered for their
consumer will like and to create demand through National Advertising. Best buys
Responsibilities of Channel:-
The producer should establish a list price and fair set of discounts for
Channel conflict among marketing channels members on goals and roles who
20
Competing Goals
from those other members. This built in difference in what firms are seeking to
manage it.
Perception Of Reality:
they indicate that there will be differing bases of action in response to the same
situation. As a general rule channel members are often confident that they know
the facts of “the situation”. Yet when their perception are compared, they are
frequently so different that it is difficult to believe they are members of the same
environment.
21
Perception being an intellectual and cognitive process will be subjective
surroundings or environment.
Elements of Perception
Sensation:
organ. The physical senses are vision, hearing, touch smell and taste. These
physical senses are continuously exposed to internal and external stimuli and
human sensation occurs because these. The sensation may be in the form of
22
Perception is something more than sensation. It co-relates, integrates and
comprehends the various sensations and information received from the different
organs of the body by means of which person develops his sensitivity to various
Absolute threshold
threshold increasing.
Differential threshold:
century. The minimal difference that can be noticeable between two similar
on both internal and external factors. This is to say that both external reality and
internal reality are intertwined as human beings we carry all our experiences in
our mind and have our own selfish interests, needs, motives and expectations in
23
External Factors influencing attention
The brighter the sound or louder the sound the more likely a person’s
Position:
response.
Contrast:
Human beings have the ability to adapt to sounds, odors, pain, bright
lights, neon signs and movements. That is, human beings are able to use
sensory organs to adapt themselves to various stimuli. This is where contrast will
Repetition
recall as well as stimulate them and create a strong desire for interest in the
24
Movement
INTERNAL FACTORS
Peoples may not receive the messages passively. Usually Peoples may
take the messages given to them by the marketers and then use it so that is may
fit into their Own internal world and then try to work out in their mind about clues
the impact of their usage of marketing mix elements on the minds of the Peoples.
Selective Attention
P
E
Intensity and size R Selective attention
C
Position E Selective exposure
P
Contrast T Selective reception, comprehension
U
Novelty A and retention
L
Repetition Perceptual vigilance or defence
Movement Expectation
Subliminal perception
25
External and internal factors influencing perceptions
Perception is a selective process. Usually, people are able to sense and receive
only limited information from the environment and hence are characteristically
selective
Selective Exposure
Through selective exposure people try to avoid coming into contact with or avoid
any message that nay go against or be contradictory to the strongly held beliefs
and attitudes. A person's beliefs very strongly influence his perception about
people or things. Because of this, a fact is conceived not on what it is but on what
questions from various sources regarding the authenticity of his beliefs or when
There is a natural tendency among people to notice the stimuli such that the
information received will fit into his or her existing mind set. People are selective
in their tendency to receive certain information and retain it in such a way that will
26
People have a tendency to forget many of the things they learn. Further, they are
Perceptual defense refers to the individual being vigilant and screening out of
those stimuli or elements? Which create conflict or may give rise to a threatening
situation? The peoples may subconsciously screen out the stimuli which is found
neutral stimuli. For example, if audiences are exposed to certain culturally and
socially taboo words, such as 'Dating', 'Kissing' drinking openly etc, they may
have difficulty in perceiving these words. While non taboo words such as sure,
Expectation :
often perceive what they expect to perceive rather than the message they
actually receive. Simply stated, expectation refers to the way people respond in a
certain way to a given situation or set of stimuli. This is usually the result of either
27
Subliminal Perception
perception. People can get stimulated below their conscious awareness level.
Such persons can perceive stimuli without being consciously aware that they are
doing so. For effective perception, the threshold for conscious awareness will be
(c) Embedded or hidden imagery or words, given either in print ads or on product
labels
world includes sensory inputs such as sound, smell, pressure etc which will be
perceived and cognitively organized into a logical pattern before acting upon it.
organization of perception is the result of two kinds of inputs that 'interact to form
Further, each individual is unique and his or her perceptions are based on their
unique experiences, needs, wants, expectations etc. This means that each
28
individual's perceptual process will be based on how each one sees and
approach. This approach is based on the fact that there is an input, which when
processed gives outputs. That is, the perceptual inputs .will comprise of stimuli in
and interpretation.
• The perceptual outputs will be the behavior or actions of the individuals i.e., the
Perceptual
Outputs
Behavior or
Action
29
Perceptual inputs : The first process in the perceptual process is the presence
of stimuli like people, objects, events, information etc. Though the presence of
Perceptual Mechanism: The actual perception process starts with the receipt of
information, or data (of stimuli) from various sources. The receipt of stimuli is a
when they are bombarded with various stimuli, they will be selective in the
perception process. The selection of the stimuli will be dependent on two major
factors apart from the nature of the stimulus itself- the individual's (consumer's)
previous experience as it affects their expectations and their motives at that time.
Either of these factors can raise the probability of the stimulus to be perceived
Nature of the Stimulus :When we discuss the nature of the stimulus (product), it
could be its physical attributes, the package design, the brand name, the
advertisement, the infomercials, the placement or position of the ad, the time of
general tendency to 'block out' some stimuli from their conscious awareness.
30
Perceptual Organization : People do not experience all the stimuli selected by
them as separate and discrete sensations. They rather, organize this stimulus
into groups and perceive them as unified wholes. This method of perceptual
attention is paid to it, while ground is given less prominence and attention and is
Grouping : In grouping, the perceiver groups the different stimuli based on the
principle of their similarity or proximity. This means all those stimuli which are
phenomenon. People have the tendency to interpret the meaning of what they
have selectively perceived and organized on the basis of their own assumptions
about the stimuli. This interpretation of the stimuli will be dependent on what the
individual expects to see in the light of his previous experience, intuition data
31
FACTORS RESPONSIBLE FOR PERCEPTUAL DISTORTION
Stereo types: This term 'Stereotype was first used by Walter Lippman in 1922,
32
CHAPTER -IV
33
DATA ANALYSIS
1. From how many years have been dealing with SUJALA pipes?
Concept:
This question is put to know the time period from which the dealers
are dealing with SUJALA PVC Pipes.
Table: 1
Table showing the number of years dealers dealing with SUJALA PVC Pipes.
No. of
S.No. No. of Years Percentage
respondents
1 1 to 3 5 25%
2 3 to 5 4 20%
3 5 to 10 3 15%
4 Above 10 8 40%
5 Total 20 100%
Graph: 1
Graph showing the number of years dealers dealing with SUJALA PVC Pipes.
No. of respondents
5
1 to 3
8
3 to 5
5 to 10
4 Above 10
3
34
Analysis:
25% of the respondents dealing with this PVC Pipes from 1-3 years.
20% of the respondents dealing with this PVC Pipes from 3-5 years.
15% of the respondents dealing with this PVC Pipes from 5-10 years.
20% of the respondents dealing with this PVC Pipes above 10 years
Interpretation:
Market Implication:
35
2. How are the sales of other brand when compared to SUJALA PVC Pipes?
Concept:
Table: 2
Graph: 2
Graph showing type of SUJALA Brand Pipes are dealing.
No of Respodents
20
15 Superior
Impairer
10 Average
Can’t say
5 Total
Analysis:
36
Interpretation:
From the above analysis Sujala PVC Pipes sales are superior than other brands
Market Implication:
37
3. How do you rate the pricing of SUJALA PVC to compared to other brand?
Concept:
This question is put to known the price of SUJALA pipes the compared to
other brand.
Table 3
Table showing quality of SUJALA PVC pipes the compared to other brand.
No. of
S.NO Opinions Percentage
Dealers
1 High 12 60%
2 Low 2 10%
3 Reasonable 8 40%
4 Can’t say 0 0
5 Total 20 100%
Graph: 3
Graph showing the quality level of Sujala PVC.
No of Respondents
20
High
15
Low
10 Reasonable
Can’t say
5
Total
0
38
4. Does the company take up the dealers promotional schemes?
Concept :
This question is put to know whether the company offering any promotional
schemes to dealers.
Table:4
Table showing whether SUJALA Company offers any promotional
schemes to dealers.
Graph: 4
Graph showing dealers promotional schemes
No of Respanders
20
15
Yes
10 No
Total
5
Analysis:
Interpretation:
Market Implication:
39
5. What type of customers you are targeting while promoting SUJALA PVC
Pipes?
Concept:
This question is put to know the field of usage of SUJALA PVC Pipes
Table: 5
No. of
S.No. Target Customers Percentage
Respondents
1 Agriculture 8 40%
2 Environment 0 0
3 Household 5 25%
4 Industries 7 35%
5 Total 20 100%
Graph: 5
Graph showing types of customers, dealers target for sale of SUJALA PVC
Pipes.
Analysis:
From the above table we could analyze that 40% of the respondents
targeting Agriculture field, 25% Household, 35% Industries.
Interpretation:
Market Implication: Dealers perceived that SUJALA PVC Pipes.in the market
can be Sold for household and agriculture
40
6. The question is put know that the effect of marketing activities on customer
awareness.
Table : 6
No. of
Sl.No. Aware of Dealers Percentage
Respondents
1 Electronic Media 7 35%
2 Print Media 3 15%
3 Outdoor Media 0 0%
4 Word of mouth 10 50%
5 Total 20 100%
Graph: 6
41
Analysis:
50% of the dealers aware SUJALA PVC Brand through Word of mouth.
35% of the dealers aware SUJALA PVC Brand through Print Media.
15% of the dealers aware SUJALA PVC Brand through outdoor media.
Interpretation:
Most of the dealers are aware of SUJALA PVC Brand through word of
mouth.
Market Implication:
42
7. What is your opinion about the dealers margin provided by SUJALA PVC
Pipes?
Concept:
This question is put to know profit margin provided by SUJALA PVC Pipes
to its dealers.
Table: 7
No. of
S.No. Dealers Margin Percentage
respondents
1 Excellent 0 0
2 Good 5 25%
3 Average 13 65%
4 Poor 2 10%
5 Total 20 100%
Graph :
7
43
Analysis:
From the above table we could analyze that 65% of the respondents said
profit margins are poor, 25% of the respondents said the profit margin is
good.
Interpretation:
The company given profits margins are not satisfying the dealers.
Market Implication:
Dealers are play major role sales of the PVC pipes, please concentrate on
dealers margins.
44
8. Give the points from 1 to 5 for the following.
Concept:
This question is put to know the dealers opinion about factors influencing
the SUJALA PVC Pipes.
Table: 8
Table showing rating scale given to dealers and know about the various
factors that influence SUJALA PVC Pipes.
Graph:8 Graph showing rating scale to given to dealers and know about the
various factors that influences the SUJALA PVC Pipes.
100%
80% Advertising
60% Payment Terms
40% Sales Consistency
20% Allowances
0% Transport
d % d % te % d % nt % Quality
ba Ba r-a oo el
le
ry e G c - Price
Ve od Ex
M
45
Analysis:
Price:
From the above table we could analyze that 80% 0f the dealer’s opinion is
good.
20% dealer’s opinion is Moderate.
Interpretation:
Market Implication:
competitors
Quality:
From the above table we could analyze that 90% of the dealer’s
opinion is good.
Interpretation:
Market Implication:
than competitor.
Transport Allowances:
From the above table we could analyze that 80% 0f the dealer’s opinion is
good.
46
Interpretation:
Market Implication:
Sales Consistency:
From the above table we could analyze that 75% dealer’s opinion
Moderate.
Interpretation:
Market Implication:
Payment Terms:
From the above table we could analyze that 85% dealer’s opinion
Moderate.
Interpretation:
Market Implication:
47
Advertising:
From the above table we could analyze that 65% dealer’s opinion
good.
Interpretation:
Market Implication:
activities.
48
9. Are you satisfied with the availability/ supply of SUJALA pipes
Concept:
This question is put to known availability / supply of SUJALA pvc pipes to its
dealers
Table 9:
Table showing dealers satisfaction towards availability / supply of SUJALA
company
No. of
S.No. Dealers opinion Percentage
Respondents
1 Satisfied 20 100%
2 Moderate 0 0
3 Dissatisfied 0 0
4 Total 20 100%
Graph 9
Graph showing supply / availability of SUJALA PVC pipes
No. of Respondents
25
20
15
No. of Respondents
10
5
0
Satisfied Moderate Dissatisfied
Analysis:
From the above table it is clear that respondents opinion that SUJALA company
Interpretation:
Majority of the respondents are having satisfied opinion towards SUJALA PVC
pipes
Market Implementation:
49
Availability / supply facilities plays important role in the market
10. What are the various payment modes offered by the company?
Concept:
The question is put to know the payment mode given by SUJALA Company to
their dealers.
Table:10
S.No. Payment Modes No. of Respondents Percentage
1 Ready cash 20 100%
2 Credit 0 0
3 Cheques 0 0
4 Total 20 100%
Graph:10
No. of Respondents
25
20
15 No. of
10 Respondents
5
0
Ready cash Credit Cheques
Analysis:
Interpretation:
Market Implication:
50
An organization must provide Ready cash and credit modes of payment.
Concept:
The question is put to know the monthly target of selling SUJALA PVC Pipes.
Table: 11
Table showing target achieve by dealers compare to others.
S.No. No. of Pipes No. of Respondents Percentage
1 100-500 5 25%
2 500-1000 4 20%
3 1000-2000 3 15%
4 Above 2000 8 40%
5 Total 20 100%
Graph:11
Graph showing monthly target of SUJALA PVC Pipes.
No. of Respondents
Abov 100-
e… 500 100-
500- 500
1000-
2000 1000
Analysis:
From the above table we could analyze that 25% of the respondents sell 100-
500 pipes.
20% of the respondents sell 500-1000 pipes.
15% of the respondents sell 1000-2000 pipes.
40% of the respondents sell above 2000.
Interpretation:
Majority of the respondents are selling above 2000 pipes with in one month.
Market Implication:
51
SUJALA PVC Pipes have got increasing demand in the market.
52
12. Rank the major competition brand of SUJALA PVC Pipes?
Concept:
Table:12
Table showing various competitors that have competition with SUJALA PVC
Pipes.
Different Total
S.No. I % II % III % IV % V % Total
PVC Pipes %
1 Sujala 18 90 2 10 0 0 0 0 100 20
2 Vasavi 2 10 15 75 1 5 1 5 0 100 20
3 Srilaxmi 0 0 0 0 3 15 17 85 100 20
4 Sudhakar 0 0 0 1 5 19 95 0 100 20
5 jayasri 0 0 20 14 70 2 10 1 8.3 100 20
Graph:12
Graph showing various competitors that have competition with SUJALA PVC
Pipes.
Analysis:
1st Rank:
53
10% of the dealers rank the Vasavi as 1st.
2nd Rank:
3rd Rank:
4th Rank:
5th Rank:
Interpretation:
In the market, dealers rank the different competitors to SUJALA PVC Pipes as
follows:
Rank 1: SUJALA
Rank 2: Vasavi
Rank 3: jayasri
Rank 4: Sudhakar
Rank 5: Srilaxmi
Market Implication:Other than SUJALA PVC Pipes Vasavi and jayasri are one
of the major players in PVC Industry.
54
13. Rank the factors that has motivated to take up SUJALA PVC Pipes
Dealership
Concept:
This question is put to know the factors, which has motivated the dealers to take
Table:13
Table showing factors that motivate dealers to take up dealership of SUJALA PVC Pipes
Total
S.No. Factors I % II % III % IV % V % Total
%
1 High Margin 0 0 1 5 5 25 14 70 100 20
Good
2 response 0 7 35 11 55 2 10 0 100 20
rate
Free
1
3 Transport 1 5 95 0 0 0 0 0 100 20
9
Facility
Brand
4 19 95 1 5 0 0 0 0 0 100 20
Image
Company
5 0 2 10 15 75 3 15 0 100 20
Relationship
Graph:13
PVC Pipes.
Company
100%
Relationship
80% Brand Image
60%
40%
20% Free Transport
Facility
0% Good response rate
I % II % III % IV % V %
High Margin
55
Analysis:
1st Rank:
2nd Rank:
3rd Rank
4th Rank
5th Rank
Interpretation:
In the market, dealers rank different factors of SUJALA PVC Pipes as follows
Market Implication:
Brand image, free transport facilities, company relationship are the main factors
which motivate the dealers to take dealership of a company.
56
14. What is your overall opinion about SUJALA PVC Pipes
Concept:
This question is put to know the dealers opinion towards SUJALA PVC Pipes.
Table:14
Graph:14
Graph showing dealer’s opinion towards SUJALA PVC Pipes.
No. of Respondents
1 0 3
Excellent
Good
Poor
Very poor
16
Analysis:
Interpretation:
Majority of the respondents are having good opinion towards SUJALA PVC Pipes
Market Implication:
57
CHAPTER-V
58
FINDINGS
Majority of the dealers are not benefited with the company’s promotional
schemes.
SUJALA dealers are mainly targeting Agriculture and household for sale of
Most of the customers are come to know about pipes through dealers but
Advertising are the important factors from the dealer’s point of view.
Majority of the dealers are selling more than 2000 pipes per month.
response and High margin are the important factors, which motivate the
In the study most of the dealers were satisfied with quality of SUJALA
PVC
SUJALA PVC
59
SUGGESTIONS
Since the dealers are mainly targeting Agriculture Field and household,
the company should motivate them to consider other fields of the market
Since the company marketing activities are not performing well in order to
activities.
languages and try to put hoardings near bus stands and railway stations
The company should stop promoting counter sales in the market, which
Even though company is providing profit margins are not satisfied dealers
with this margin. So the company must provide some value added
60
The company should consider Price, Transport Facilities, Sales
The company should manufacture quality pipes than its competitors with
The company should not encourage new dealership has the present
61
SUMMARY
The dealers are not benefited with the promotional schemes provided by
the SUJALA Company. Dealers are mainly targeting Agriculture field Household
for sale of pipes, because of the Agricultural activities carried out more in the
Kurnool Area. Profit margin provided by SUJALA Pipes Pvt. Ltd. is not
Advertising are the important factors from the dealer’s point of view; Vasavi Pipes
is the major competitor for SUJALA PVC Pipes followed by Jayasri, Sudhakar
and High Margin are the important factors, which motivate the dealers to take
dealership.
62
CONCLUSIONS
when compare to other brands like Sudhakar PVC and Lakshmi PVC
It is concluded that more demand for the SUJALA PVC Pipes, dealers
It concluded that most of the dealers are have bad opinion on dealers
It concluded that free transport facility brand image are play major role
to take dealership.
Even though SUJALA Company did not provide better payment terms
and better advertising then also it has hold the better position in the
63
market. Among these all the above mentioned factors SUJALA PVC Pipes
BIBLIOGRAPHY
246-249.
http://www.google.co.in/search?
hl=en&q=Dealer+Perception&btnG=Google+Search&meta=
64
A STUDY ON DEALERS PERCEPTION TOWARDS SUJALA PVC PIPES
QUESTIONNAIRE
Address : __________________________
1) From how many years have you been dealing with SUJALA PVC pipes?
2) How are the sales of other brand when compared to SUJALA PVC Pipes?
Superior Inferior
3) How do you rate the pricing of SUJALA PVC to compared to other brand?
Low High
No Yes
5) What type of customers you are targeting while promoting SUJALA PVC
pipes?
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Agriculture Environment Household Industries
7) What is your opinion about the dealer margin provided by SUJALA PVC
pipes?
PRICE
QUALITY
TRANSPORT
ALLOWANCES
SALES
CONSISTENCY
PAYMENT
TERMS
ADVERTISING
10) What are the various payment modes .offered by the company?
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Ready cash Credit Cheques
SUJALA pipes ( )
Vasavi pipes ( )
Jayasri pipes ( )
Sudhakar pipes ( )
13) Rank the factors that has motivated you to take up SUJALA PVC pipes
dealership
High margin ( )
Brand image ( )
Company relationship ( )
___________________________
___________________________
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DEALER SIGNATURE
68