A STUDY ON CHANNEL STRATEGY ANALYSIS OF PANYAM CEMENTS

Synopsis submitted in partial fulfillment of the requirements for the award of the Degree
of

MASTER OF BUSINESS ADMINISTRATION

Of

BANGALORE UNIVERSITY

By

Paluru Venkata Subramanyam

15YACMD132

Under the Guidance of

SINDHU R. MENON

Asst. Professor

PRESIDENCY COLLEGE
BANGALORE UNIVERSITY

2016-2017
TITLE OF THE STUDY:A STUDY ON CHANNEL STRATEGY ANALYSIS OF
PANYAM CEMENTS.

INTRODUCTION

Panyam Cements Company is established in 1955 in the most backward region of

Rayalaseema. The company soon develop it business in South India. And it became a leading
cement manufacturing unite in South India. During the same year 2005-06 the company has
been taken over by M/s .Nandi Group of companies headed by S.P.Y.Reddy.

Right from the takeover, the chairman took the initiative to develop the industry with the
modernization of kiln No.1. Ever since the 1st bag of cement rolled out in 1957, the
company’s brand name and its producer stood for strength, quality&reputation. Panyam
Cement established it’s name by letting its hands in shaping number of projects viz. Srisailam
project, Jayakawadi Project (Maharashtra) , Almati Dam (Karnataka).A part from irrigation
&power projects, Panyam Cements is also being used in large scale for construction of multi-
stored buildings, Concrete Roads and manyhousing colonies& Township.

During 1970’s, the Railway Ministry asked some Cement companies to take part in supply of
quality cement to manufacture Concrete Sleepers. Panyam Cement is one amongst them.
Subsequently, Panyam Cements became the first company in India to supply cement tp N.F.
Railway where Panyam Cements has been used successfully to manufacture Concrete
Sleepers under the strict supervisor of Railways.It installed additional generating sets to
overcome the power cuts imposed by the Andhra Pradesh Electricity board. Its cement
division is in the process of fabricating a grate cooler in-house, to change the existing
planetary cooler which will enhance the capacity of the kiln.
NEED FOR THE STUDY

Panyam Cements Company has facing problem with channel of distribution we have to make
sure that channel has been going smoothly. We have to research on organisation in the field
of distribution and logistics for their products to reach end user consumption and smooth flow
channel of distribution. To ensure the service by organization to their customers by on time
requirement it leads to better service of distribution channel. We have to evaluate the better
channel strategy for to reach out customers requirements.

STATEMENT OF THE PROBLEM

The present study helps know the different channel strategies of an organization and to
identify the customer satisfaction level in delivering the goods by the organization.If the
products are not delivered at deliverable time the organization cannot meet the market
demand which will lead to reduction in profitability and also market share will be effected.

Panyam cements needs to deliver cement at right time to meet its market demand, this can be
maintained when channels of distribution are maintained and organised in a standard manner
that is according to the market standards like other competitors in the market without which
the organization will lose its market share. In today’s trending world market demand needs to
be met in a timely manner because the market is very fast in the current world.

OBJECTIVES

1. To study distribution network to identify unserved areas

2. To assess customer satisfaction of channel partners.
3. To develop strategiesto improve performance of distribution channels.
4. To understand strategies adopted by competition

SOURCES OF DATA

Primary data –Primary data consists of a collection of original data collected by the
researcher. In this study primary data will be collected using survey method. Face to face
interviews will be conducted with respondents.
Secondary data- Secondary data is data that has already been collected by someone else for
a different purpose. It is the data which is already available during the process of
investigation.

Secondary data will be collected to understand about cement market. It will also be used as
part of exploratory research. Secondary data for this study will be collected from newspaper,
internet, magazines and journal.

SAMPLING

Non Probability sampling is used when not all the member of the population are chosen for
the sampling. This type of probability is used when the researcher aims to do the qualitative
research and when the researcher has limited budget, time.

Convenience Sampling: This is one of the main types of non- probability sampling methods.
A convenience sample is made up of people who are easy to reach.

Sample unit: Dealers, distributors

Sample size: 40 respondents.

TOOLS OF DATA COLLECTION

Questionnaire will be used for collecting data. Close ended questions and scaling techniques
will be part of the questionnaire, open ended questions used wherever required.

PLAN OF ANALYSIS

The present study is analysed the collected data using tables, graphs. The statistical tool used
for the analysis is chi-square test.
CHAPTER SCHEME

• INTRODUCTION

• REVIEW OF LITERATURE

• OBJECTIVES

• RESEARCH METHODOLOGY

• DATA ANALYSIS AND INTERPRETATION

• FINDINGS OF THE STUDY

• CONCLUSIONS AND SUGGESTION

• ANNEXURES

• Questionnaire

• Bibliography

STUDENT SIGNATURE GUIDES SIGNATURE

P.V.SUBRAMANYAM SINDHU R. MENON

DATE: 27 APR 2017 DATE: 27 APR 2017