TABLE – 1

PERIOD OF ASSOCIATION WITH COCOGEM

No of Years Dealers Percentage

Less than 1 19 27%
Less than 2 21 30%
More than 2 30 43%

FINDINGS

It is observed that 43% of the dealers are associated with company for more
than 2 years 30% of the dealers are associated with the company for less
than 2 years and 27% of the dealers are associated with the company for a
period of less than a year.

NOTE: since the respondents have cited one or more factors in reply to the
question, the total number of responses has been taken for calculation.

Graph - 1
 PERIOD OF ASSOCIATION WITH COCOGEM

Percentage

45%

40%

35%
Percentage of Dealers

30%

25%
43%

20%
30%
15% 27%

10%

5%

0%
1 2 3
No. of Years

Percentage

TABLE – 2
 MERCHANDISE STATUS OF VARIOUS BRANDS

Brands Responses Percentage

KLF 10 14 %
KPL Shudhi 8 11 %
Rolex 4 6%
Parachute 20 29 %
Thanima 6 09 %
Malabar 15 21 %
Supreme 2 3%
Malabari 5 7%

FINDINGS
From the above table, we can conclude that
• 29% of the dealers stock purchase
• 21% of the dealers stock Malabar
• 14% of the dealers stock KLF
• 11% of the dealers stock KPL Shudhi
• 9% of the dealers stock Thanima.
• 7% of the dealers stock Muluburi
• 6% of the dealers stock Rolex
• 3% of the dealers stock Supreme

GRAPH - 2

MERCHANDISE STATUS OF VARIOUS BRANDS

 Percentage

30%
25%
20%
15% 29%
10% 21%
14%11%
5% 6% 9% 7%
3%
0%
KLF Parachute Supreme

Brands

TABLE - 3

FACTORS RESPONSIBLE FOR SELLING SHERLON

Factors No. of Respondents % of Total Responses

Price 8 11
Brand 10 14
Profit margin 9 13
Quality 16 23
Packing 15 22
Fast moving 12 17

FINDINGS :

• 23% of the responses indicate quality as the main factor for selling
Cocogem Roasted Coconut oil.
• 22% of the responses indicate packing as the important factor for
selling Cocogem Roasted Coconut oil.
• 17% of the responses give importance for fast moving
• 14% of the response give importance for Brand
• 13% of the response give importance for profit margin
• 11% of the response gives importance for price.

GRAPH – 3
FACTORS RESPONSIBLE FOR SELLING COCOGEM
 % of responses

25

20

15

23
22
10
17
14
13
11
5

0
Price Brand Profit margin Quality Packing Fast moving

Factors

Note : Since the respondents have cited one or more factors in reply to the
question, the total number of responses has been taken for calculation.

TABLE - 4

FACTORS CONSIDERED BY CUSTOMERS BEFORE PURCHASE

 Factors Responses % of total respondents
Quality 14 20%
Price 20 29%
Packing 8 11%
Brand 13 19%
Cheap best 15 21%

FINDINGS

From the above table we can conclude that,

• 29% of the responses indicate price as the important factor before
purchasing.
• 21% of the responses indicate cheap best as an important factor
• 20% of the responses indicate quality is the important factor
• 19% of the responses indicate Brand is the important factor
• Packing is the least factors considering while purchasing with 11% of
the responses.

GRAPH – 4

FACTORS CONSIDERED BY CUSTOMERS BEFORE PURCHASE

 % of total respondents

30%
25%
20%
15% 29%
10% 20% 19% 21%
5% 11%

0%
i ty t
l ir ce i ng
an d
es
ua P ack Br p
b
Q P a
e
Ch
Factors

TABLE - 5

DEALERS SATISFACTION W.R.T ADVERTISEMENT STRATEGIES

ADOPTED BY COMPANY
 Response No. of Respondents % of Total
Respondents
Yes 28 40%
No 42 60%
Total 70 100

FINDINGS

From the above, we find a majority of dealers comprising of 60% are not
satisfied with the advertisement strategies adopted by the company and only
40% of the dealers are satisfied with the advertising strategies adopted by
the company.

GRAPH - 5

DEALERS SATISFACTION W.R.T ADVERTISEMENT STRATEGIES

ADOPTED BY COMPANY
 % of Total Respondents

40%

Yes
No

60%

TABLE – 6

DEALERS RECOMMENDATION FOR MEDIA

 Media Responses % of Total
Respondents
Television 32 46%
Newspaper 18 26%
Hoardings 10 14%
Magazines 10 14%

FINDINGS

From the above table we find that,

• 46% of the responses that television is an effective media for
advertising.
• 26% of the responses suggest that news paper is an important media
of advertising
• 14% of the response indicate both hoardings and magazines to be an
important for advertising.

Note :
Since the respondents have cited one or more factors in reply to the question,
the total number of responses has been taken for calculation.

GRAPH - 6

DEALERS RECOMMENDATION FOR MEDIA

 %of Total Respondents

50%

46%

45%

40%

35%

30%

26%

25% %of Total Respondents

20%

15% 14% 14%

10%

5%

0%
Television Newspaper Hoardings Magazines

Media

TABLE - 7

SATISFACTION LEVEL W.R.T SALES REPRESENTATIVE VISITS

 Response No of Respondents % of Total Respondents
Yes 70 100
No - -
Total 70 100

FINDINGS

From the above data, we find that 100% of the dealers are satisfied with the
visits of sales representatives to their outlets.

GRAPH - 7

SATISFACTION LEVEL W.R.T SALES REPRESENTATIVE VISITS

 % of Total Respondents

0%

100%

Yes No

TABLE - 8

DEALERS SATISFACTION W.R.T CREDIT PERIOD

 Factors No of Respondents % of Total
Respondents
Yes 63 90%
No 7 10%
Total 70 100%

FINDINGS
From the above we find that a majority of dealers comprising of 90% are the
satisfied with the credit period allowed by the company and only 10% of the
dealers not satisfied with the credit period allowed by the company.

GRAPH - 8

DEALERS SATISFACTION W.R.T CREDIT PERIOD

 % of Total Respondents

10%

Yes
No

90%

TABLE – 9

DEALERS SATISFACTION WITH DELIVERY SERCIES

Factors No of Respondents % of Total

Respondents
Excellent 11 2%
Very good 38 54%
Good 8 11%
Bad 23 33%
Very bad - -

FINDINGS
From the above table we find that,
• 54% of the respondents have rated delivery services as “Very good”
• 33% of the respondents have rated delivery service as “Bad”
• 11% of the respondents have rated deliver service is “Good”
• 2% of the respondents have rated the delivery services as “Excellent”

GRAPH - 9

DEALERS SATISFACTION WITH DELIVERY SERCIES

 % of Total Respondents

60%

50%

40%

30% 54%

20% 33%

10%
11%
2% 0
0%
Excellent Very good Good Bad Very bad
Factors

TABLE - 10

DIS-SATISFACTION LEVEL OF CUSTOMERS

Factors No of Respondents % of Total

 Respondents
Yes 17 24%
No 53 76%
Total 70 100%

FINDINGS :
From the above data, we can conclude that dis-satisfaction level is prevalent
among 76% of the customers. While 24% of the customers are satisfied.

GRAPH - 10

DIS-SATISFACTION LEVEL OF CUSTOMERS

 % of Total Respondents

24%

Yes
No

76%

TABLE – 11

REASONS FOR DIS-SATISFACTION

Response No of Respondents % of Total

Respondents
Price 63 89%
Quality 8 11%
Non-availability - -
Expired - -

FINDINGS
From the above table we find that,
• 89% of the responses give importance to price as a reason for dis-
satisfaction for customers.
• 11% of the responses give importance to defects in quality.

GRAPH – 11

REASONS FOR DIS-SATISFACTION

 % of Total Respondents

89%
90%

80%

70%

60%

50%

40%
30%

20%
11%
10%
0 0
0%
Price Quality Non-availability Expired

TABLE - 12

SATISFACTION LAND BY DEALER W.R.T OFFERS GIVEN BY THE

COMPANY
 Factors No of Respondents % of Total
Respondents
Yes 64 91%
No 6 9
Total 70 100%

FINDINGS :

From the above data we find that a Majority of dealers comprising of 91% of
are satisfied with the offers provided by the company and only 9% of the
dealers are not satisfied with the offers provided by the company.

GRAPH 12

SATISFACTION LAND BY DEALER W.R.T OFFERS GIVEN BY THE

COMPANY
 % of Total Respondents

9%

Yes
No

91%

TABLE -13
DEALERS SATISFACTION W.R.T SALES OF COCOGEM

Factors No of Respondents % of Total

Respondents
Yes 70 100%
No - -
Total 70 100%
FINDINGS

From the above data, we find that 100% of the dealers are satisfied with the
sales of COCOGEM roasted coconut oil.

GRAPH - 13

DEALERS SATISFACTION W.R.T SALES OF COCOGEM

 % of Total Respondents

0%

Yes
No

100%

TABLE - 14

SATISFACTION LEVEL OF DEALER W.R.T. CASH DISCOUNT

Factors No of Respondents % of Total

 Respondents
Yes 12 17 %
No 58 83%
Total 70 100%

FINDINGS

From the above we find that a Majority of dealers by sizing of 58% are not
satisfied with the cash discount and only 12% of the dealers we satisfied
with the cash discount.

GRAPH – 14

SATISFACTION LEVEL OF DEALER W.R.T. CASH DISCOUNT

 % of Total Respondents

9%

Yes
49% No
Total
42%

TABLE - 15

FASTEST MOVING BRAND IN THE OUTLETS

Brands Responses %of Total

 Respondents
Cocogem 50 71%
KPL Shudhi 5 7%
KLF 5 7%
Malabari 2 3%
Rolex 1 2%
Malabar 7 10 %
Total 70 100%

FINDINGS
From the above table we find that
• 71% of the dealers are interested in selling more of cocogem products
rather than other brands. They agreed cocogem as the fastest moving brand.
• 10% of the dealer are interested in selling Malabar.
• 7% of the dealer indicate both KPL shudhi & KLF are the fastest moving
brand.
• 3% of the dealers are interested in Malabari and the least is Rolex it have
only 2% of responses.

GRAPH - 15
 %of Total Respondents

80%
71%
70%
60%
50%
40%
30%
20%
10%
10% 7% 7%
3% 2%
0%

ex

ar
i
hi

F
em

ar
KL
ud

ab
ol
ab
og

R
Sh

al
al
oc

M
M
L
C

KP

Brands

TABLE – 16

WHETHER CUSTOMER FEEL THAT HIGHER PRICE IS RELATED

TO GOOD QUALITY
Anwers NO. Of % Of Total
RESPONDENTS Respondents
YES 22 31%
NO 48 69%
TOTAL 70 100

FINDINGS
From the above table we find that

It can be inferred that 69% of the respondents did not feel that higher price is
related to good quality where as 31% believed in it.
 GRAPH - 16

Series1

69%
70%

60%

50%

40% 31%
30%

20%

10%

0%
YES NO
 ACKNOWLEDGEMENT

With god Almighty’s grace and mercy and the prayers of all my near and
dear ones. I have been able to conduct the study.

This project represents the combined efforts of large number of individuals

and it is my pleasure to acknowledge those concerned.

Working for the project for the last one month has been personally a very
satisfying experience and I hope my efforts , which have cumulated in this
report , will be useful to . gratitude flows from my heart , when I think of the
persons who invaluable assistance helped me a lot in preparing this report.

I express my sincere thanks and gratitude to Mr. Muhammed nishad,

Managing partner (Malabar Extractions PVT.LTD,calicut) for providing me
an opportunity to carry out the project in his esteemed organization.i take
this opportunity to place on record my sincere and profound respect to my
project guide Mrs Subashini for her guidance and constant encouragement
throughout the various phases of my project study.

I record my deep appreciation to Mrs. B.A. Anuradha, principal (Al-Ameen

Institute Of Management Studies).I am also indebted to my parents who
were a great source of inspiration and support . I also thank to all my friends
and respondents of questionnaire for their suggestions and support.

Place: Bangalore
Date :

Muhammed Jasar.M
 STUDENT DECLARATION

I hereby declare that this project entitled “ A study to Improve Dealer

Relations for Malabar Extractions PVT.LTD, Calicut ” is orginal and is done
by me under the guidance of Mrs. Subashini. It is an authentic report
prepared and presented in partial fulfillment of the requirements for the
award of Bachelor of Business Management (BBM) of Bangalore
University.

Place: Bangalore
Date :

Muhammed Jasar.M
 CERTIFICATE
This is to certify that the project report entitled “ A study to Improve
Dealer Relations for Malabar Extractions PVT.LTD, Calicut ” has
been prepared and presented by Mr. Muhammed Jasar.M in partial
fulfillment for the award of “Bachelor Degree in Business
Management “ has been carried out under my supervision and
guidance.

The matter submitted in this report has not been submitted earlier to the
best of my knowledge and belief.

Place: Bangalore
Date :

Mrs. Subashini
 TO WHOMESOEVER IT MAY CONCERN

This is to certify that Mr. Muhammed Jasar.M, student of Al- Ameen

Institute of Management Studies, affiliated to Bangalore University has
undertaken project work in our organization.he carried out his study
successfully and completed the project entitled “ A study to Improve Dealer
Relations for Malabar Extractions PVT.LTD, Calicut “.

During his course of project study , he was found to be sincere and

hardworking. We wish him all the success in his future career.

For Malabar Extractions PVT.LTD

Managing partner
(Mohd: Nishad)
 CERTIFICATE
This is to certify that Mr. Muhammed Jasar.M, final year BBM student
of our college has successfully completed the project work titled “ A study
to Improve Dealer Relations for Malabar Extractions PVT.LTD, Calicut ” in
partial fulfillment of requirement of Bachelor of Business Management
(BBM) degree course of Bangalore University for the academic year 2004-
2005.

The project has not previously form the basis for the award of any
degree, diploma or fellowship or other similar title.

Place: Bangalore
Date :

Mrs. B.A. Anuradha

(Principal)