EXECUTIVE SUMMARY

Distribution channel refers to a network of intermediaries who enable distribution of a product

from the manufacturer to the ultimate consumer. The various intermediaries include
distributors, wholesalers, retailers and e-tailers/e-commerce intermediaries. The distribution
channels are part of a downstream supply chain oriented towards reaching out to the ultimate
consumer.

Understanding Distribution Channel A distribution channel is a critical component of the

downstream supply chain of any organisation. Distribution channels are part of a company’s
overall marketing strategy for promoting, pricing and selling the product to the consumer. The
supply chain also reflects the payments from the consumer through intermediaries to the
company.

Distribution channels may be lengthy with more intermediaries or maybe short with fewer
intermediaries. The length and breadth of the distribution may depend on the logistics and time
required to reach to an end consumer.

A lengthy channel may take more time to reach the consumer, restrict margins and also take
more time to realize the payments. An increase in the variety of intermediaries helps a
consumer find the goods and also increases the market penetration for a company’s products.
Distribution channels are broadly categorized of two different forms: (a) direct (b) indirect.

A consumer can make direct purchases from the manufacturer through a direct channel. In an
indirect channel, a consumer obtains the goods from an intermediary such as a wholesaler or a
retailer.

The key distribution channels, singly or in a combination are manufacturer, wholesaler and
retailer, reaching out to an end consumer. A channel that involves all intermediaries from the
manufacturer to consumer is the longest.

For example, most consumer goods, such as cold drinks or packaged products, are sold in the
lengthy distribution channel. A channel which involves sale from the manufacturer to the
retailer includes, for example, sale of established products such as laptops. Third, wheregoods
are sold from manufacturer to consumer include heavy machinery or industrial use goods which
are directly sold by the manufacturer upon orders.

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 INTRODUCTION OF THE STUDY

1.1 THEORETICAL BACKGROUND

Distribution channel are most visible aspect of any company's marketing efforts. A recent
estimate the number of retail outlets in India at 5 milion. The retail industry provides livelihood
to 7.ore than] 5 million in the country. If one included in this number of distributors,
wholesalers, agents included the army of life insurance agent, transporters, warehouse, keeper,
and all other entities involved in distribution of product and service e to the end customers, one
might end up with a mind-boggling number. In its contribution to the economy, the sector is
far too significant: 0 ignore. Through many people tend to undermine the economy, the
significant to ignore. Through many people tend to undermine the significant role of this sector;
the net contribution in terms of critical service it renders to the society cannot be ignored. While
the manufacturing sector is always given the credit for accelerating the rate of economic growth
and encouraging development activities, what is often ignored? While the manufacturing sector
in sustaining the manufacturing sector.

The distribution function is currently undergoing tremendous changes in terms of both its span
and productivity. As has already happened in case of manufacturing activities, modern
technology is fast transforming this sector beyond recognition. The focus of all the changes the
convenience to the end consumers either by increasing the number of benefits or delivering the
benefits at lower rates. The internet has ended manufacturer to perform several distribution
related activities without need for employing intermediaries. As a result, questions are now
being ask about very relevance of intermediaries in performing distribution regarding activate.
While this argument is certainly worth considering, the need to increase the scope and the need
to aim efficiency by way of specialization has blunted this argument to a certain extent.

We begin this chapter by looking at the distribution function and the reason why these activities
become very crucial in the marketing of product and services. To make the discussion
interesting we begin with a story which forcefully brings forth the critical nature of the benefits
provided by the distribution fictions.

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1.2 DISTRIBUTION CHANNEL: WHY ARE THEY REQUIRED?

Definitions

Stem and EI Ansary (1992)

"distribution channels are sets of interdependence organization involved in the process of

making a product or service available for use or consumption.' If process of "exchange' is the
essence of marketing, then channels, by facilitating the process of exchange, perform a critical
role in the marketing function.

Several authors have giving fairly insignificant definition to explain the existence of a
distribution channel Pitt et al(1999):-

argue that intermediaries essentially exist to perform three function;

(I) To adjust the discern the parties as well as providing a place and opportunity by
both parties to meet each other, and reduce uncertainty. Efficient and effective, And
(II) To minimize the distribution cost through roumzmg and standardizing transaction,
which makes the distribution cost through rutting and
(III) The intermediaries facilitate the searching process of both buyers and sellers by
structuring the information network essential to both the parties as well as providing
a place and opportunity for both parties to meet each other, and reduce uncertainty.

A searcher gives other reasons regarding the emergence of distribution channels. Rubinstein
and Wolinsky (1987), for instance, attribute the emergence of distribution channel to the need
for facilitating exchange by spending up tune consuming matching process between buyers and
sellers have to invest in skills that enable them to detect her incent. Bigalaisar (1993) on the
other hand, traces the emergence of middleman to two reasons of a good quality.

Because they are in the market for a longer time they may place a higher value on maintaining
reputation and thus be more likely to report the true quality of a good, the second explanation
gives undue weight age to the intermediaries’ ability to signal quality to the customers.

According to Morris and Sirgy (1985) the channel members alter their functions and adjust
their organization and programmers to cope with the changing environment. Therefore the
evolution of a channel system is an ongoing adaption of organization to uneconomic
technologies, and socio-political forces both within the channel and in the external
environment.

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From the point of view of making available products and services, the existence of
intermediates between the products and the ultimate end-users is inevitable. The inevitability
is primarily due to the fact that producers can exploits the economics of scale only if they
produce in bulk, which in the production function getting concentrated in a single location.

The economy efficiency rational for existence of intermediaries is based on uses tenably large
no of interactions that any producer will have to maintain with the large number of customers
in absence of intermediary. Such interactions are not only considered to be unsustainable but
are also believed to create inefficiency in the transaction process. Intermediaries reduce the
complexities of the exchange system, thereby facilitating efficient transaction. The second
argument in favor of intermediaries is borne out of the discrepancy which exists between the
assortment of goods and services are born for the consumer. The discrepancy results from the
fact that manufacturers typically produce a large quantity of a wide variety of goods. Therefore,
intermediaries’ are required to sorting function performed by the intermediaries are required to
smoothen the flow of goods and services by engaging themselves in the sorting function. The
sorting function performed by the interned diaries included.

(l) Breaking down a heterogeneous supply into separate stocks that are relatively homogeneous
called 'sorting out'

(2) Bringing similar stocks from a number of sources together into a large homogeneous supply
called 'accumulation'

(3) Breaking a homogeneous supply into smaller and smaller lots called 'allocation'

1.3 ACTIVITIES THAT A TYPICAL DISTRIBUTION CHANNEL

PERFORMS

The existence of these discrepancies would vary from one exchange situation to another, but
they do exist in some way or the other. The general discrepancies that exist can be broadly
classified into four.

Spatial discrepancy temporal discrepancy

Need to break the bulk

Need to provide assortment

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1.4 INTERMEDIATION: IS IT REALLY NEEDED...?

It is, of course, possible fur a manufacturer or a consumer to perform all or some of the activities
that can bridge these discrepancies. In fact, there are several instances when the dependence on
intermediaries is very minimal. With the rapid adaptation of the internet it has become even
more possible for companies are an example of a company to vertically integrate and perform
this activity themselves. Dell computers are an example of a company where the physical
distribution activates is entirely performed by the company without the help of other
intermediaries. The advantage of a vertically integrated channel is that a manufacturer can
exercise higher levels of control in the distribution function.

1.5 DESIGNING A CUSTOMER-ORIENTED CHANNEL

Designing a customer oriented channel start with analysis of the service demand of the
customer segment sought to be target by the channel.

1.6 WAITING TIME

As the name indicates waiting time is the time that a customer has to spend before availing of
the service of the channel If one is about to purchase a bottle of soft drink, for instance, one
expects the waiting time to be zero. At the same time, if one is about to purchase a car one
would not mind waiting for a couple of weeks. Consumers are thus very sensitive to the time
that they have to wait after they place the order and before they get to consume the ordered
product.

Assortment

Generally, products are bought in assortment. When we buy a car we also tend to buy most of
the accessories, like the wheel cap or perfume. Similar is the case with grocery shopping.
Assortment is the service which involves making available at one place products that are
normally bought together. The need for assortment is also a factor that has to be considered
during the channel design process. Certain products are rarely bought alone. This is mainly
because the shopping time can be better utilized when several goods are bought together rather
than buying one product at time and also because of the joint need fulfillment process
associated with several product categories.

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Conceiving the Channel Flows

Till now, the functions of distribution channel have been outlined in terms of the levels of the
output across for service output dimension. While more such output dimension can be imagined
for a particular context, these outputs are actually associated with the final tier of the channel.
This final tier is in direct contact with the customers. Thus, when we fix the waiting time to be
zero, we are stating that at the retail end there should always be adequate stock of the product.

Physical Possession

The flows in the channel system are thus essential for delivering the service output demanded
by the customers. For instance, if one considers the physical possession flow, undoubtedly this
flow is required to be performed for achieving any level of service output delivered. This is in
fact the most essential flow in the entire channel system As long as there is a discrepancy in
the place where the products are manufactured and the place where they are consumed, certain
activities have to be performed to bridge this gap.

1.7 COMPARING THE CHANNEL DESIGNS

While the ideal channel is the best possible design, it is important to note that for a particular
set of channel service objectives it is possible to generate several channel designs that are close
to the ideal. The designs would basically vary in terms of the components that constitute the
logistical network as well as the type of members who constitute the commercial network.
Thus, instead of one ideal channel it would be much better to consider a few good designs.

Effectiveness

The effectiveness of channel is measured by analyzing whether the objectives set for the
channels can be achieved. For instance, if one of the objectives includes zero waiting time, the
effectiveness criterion would look at whether this service objective can be achieved without
fail by the channel system.

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Efficiency

The efficiency criterion is concerned with the input expanded for achieving the level of outputs.
If two channel designs deliver the same level of outputs but one channel design requires fewer
inputs in terms of logistical and other types of inputs, then the second channel design is deemed
to be more efficient.

Equity

The principal of equity is very important. The constituents of a channel shoukl be remunerated
to the extent of the participation in the channel Also, the remuneration pattern should reflect
the criticality of each of the activities. If the remuneration pattern does not follow the equity
principal, the entire channel system would become highly instable and ineffective. It would
contain seeds of conflict that would adversely affect the operations of the channel. The equity
principal thus looks at whether members are remunerated on the basis of their true contribution
to the channel system.

Scalability

The fourth major consideration for comparing the channel design is the extent to which it is
scalable. If there is an unusual surge in demand, can be channel system handle it? This criterion
becomes very important in case of products where it is not very easy to forecast demand
accurately if the channel can increase its operation with the least effort.

Flexibility

Another important but often overlooked criterion is the flexibility of a channel system. If the
demand pattern changes or new products are introduced at frequent intervals' will the channel
system be able to fulfill the resultant rapidly changing demand? This assumes greater
significance when the firm is involved in marketing high- technology products where rapid
innovation is always a possibility.

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1.8 THE CHANNEL ESTABLISHMENT PLAN

The next step in the channel design exercise is the drawing up of the channel establishment
plan. The channel establishment (or modification) plan is a detailed blueprint of the process of
setting up the channel. The channel establishment plan should include:

The main purpose of the channel to be set up this is a statement of the aims and objectives of
the channel a channel might be set up, for instance, with the main objective of providing round
the clock service to the customers or for increasing the availability.

The profit of the customers who are the target market for the channel It is also very important
to have a clear idea about the target segment served by the channel The profile can be described
in terms of characteristics that are relevant to the channel If a channel is set up to deliver pizzas
to households, the profile can be defined in terms of the geographic locations of most of the
households, the average family income, number of members in the household, etc.

The needs and requirements of the target market with regard to the identified service outputs
provided by the proposed / existing channel the customers' expectations from the channel can
be listed down in a detailed manner in terms of the service outputs offered. This would include
items like the waiting time tolerated, the lot size requirements, etc. In the pizza example
explained above, this step, for instance, would explain aspects like the frequency of purchase
of pizza by these households, the time they expect these products to be delivered at, etc.
Analysis of the operations of the existing channels that deal in similar product/ service lines
this part of the establishment plan will have to look into the operations of the channels that
presently exist in this sector. This analysis understands the logistical complexities as well as to
set benchmarks for the channel. An explanation of the service output delivered by the existing
channels in this sector would provide ideas for differentiation.

Detailed activity chart for achieving the service output objectives the detailed activity chart
would give a list of activities as well as the sequence of performing these activities that have
to be performed for achieving the objectives of the channel. For instance, if one of the
objectives is to achieve zero waiting time, the activity chart would include specific activities
linked to transporting, stocking, order processing, etc. So that an adequate stock level is
maintained at all the outlets.

Details about the various channel constituents who will be performing these tasks The
establishment plan should also specify the type of channel constituents who would be

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performing these activities. The channel constituents woolly include specialists versus
nonspecialists. For instance, will your distributor be an exclusive distributor or can the
distributor carry other lines? Further, would these activities be performed by agents who would
not take title to the goods or will they be distributors who would take title to the goods? These
decisions have tremendous commercial implications and have to be decided with great deal of
thought and care.

The cost of performing the activities once the activities are all listed, the costing has to be
carried out so that the total cost of the channel can be ascertained. The establishment plan
should ideally have a detailed cost sheet where activity - based costing methods are used.

The designated roles and responsibilities of the channel constituents the roles and
responsibilities clearly specify the activities each channel member is expected to undertake to,
accomplish the channel objectives. It is always very important to have a clear understanding of
the purpose served by a channel member in a channel system the roles and responsibilities for
the channel constituents have to be explained in detail in the establishment plan. This section
in the establishment plan would be very useful especially when conflicts arise between channel
members.

The proposed remuneration for performing these roles and responsibilities any channel
constituent participates in the channel activities with the expectation of some remuneration for
its activities. The remuneration is just kind of revenue for the channel constituent; the profit is
what the channel constituent could save from the remuneration after meeting the cost of
performing the designed activities in the most effective manner. The establishment plan has to
work out the remuneration scheme for the channel members who constitute the channel.

Standards for measuring the performance the establishment plan should leave no scope for
ambiguities. While the channel constituents would be earning their normal remunerations in
the process of performing their designated activities, to encourage the constituents to increase
their level of effectiveness there should be clearly spelt out performance standards. Most of the
performance standards are usually based on the achievement of targeted sales. While this is an
important criterion, this in itself is not always very effective.

In a highly competitive market, distributors or retailers would be encouraged to undertake

unethical practices like price- cutting or violating territory assignments to achieve sales based
performance measures. Considering this problem, several organizations are implementing
balanced score card based performance measures.

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Procedures for reporting and information sharing there should be well laid out procedures for
reporting and information sharing in a channel. The reporting framework should specify the
type of information that has to be shared, the periodicity of the sharing of this information, the
mode of providing this information, etc. If the channel system is well integrated, the channel
could become the extended arm of the organization.

Monitoring mechanisms The monitoring mechanisms include the reports that have to be sent
on a regular basis, the plan for personnel inspection and visit by the representatives of the
parent company, other points of contact between the company and the channel members like
the dealer councilor dealer meets, etc. that serve the pw-pose of monitoring the functioning of
the channel. Certain companies specify monitoring mechanisms like one formal visit by the
sales officer per month where certain books of record have to be verified, one visit by the
assistant manager every quarter, etc. Criteria for appointing the channel members the channel
establishment plan should also have a section on the criteria for establishing the channel
members. Most of the companies work out well laid out criteria for establishing channel
embers. The criteria normally would contain two categories: filtering criteria for filtering all
the applicants and ranking criteria for ranking the entire filet

1.9 DESIGNING CUSTOMER-ORIENTED MARKETING CHANNELS

INTRODUCTION:

The channel management process as a set of activities associated with the creation and
maintenance of a distribution channel. The channel management process typically involves.
The design of a framework of activities and the implementation of these activities that are
integral to the consumption of the products or service offered by a marketer.

Designing the channel is the first step in the channel management process. The channel design
is normally meant to give a clear idea about.

(i) The number of channel entities in the channel network.

(ii) The way in which they are linked.

(iii)The roles and responsibilities of the entities in the network.

(iv)The rewards for participating in the activities.

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(v) The major activities to be performed during the normal functioning of the channel

The channel design process has to take into account both the logistical as well as the
commercial aspects of a specific channel. This is because any channel system is a combination
of two networks.

(i) Commercial network

(ii) Logistical network.

For instance, a manufacturer employs agents to sell its industrial products. Once an agent
negotiates a sale, the products are delivered and maintained by an entirely different set of
entities that mayor May agent is part of the not have any connection with the manufacturer's
agent. In this case, the manufacturer's agent is part of the commercial network; whiles the
transporter or the installation staff, involved in the installation and maintenance of the product,
is part of the logistical network. Although the channel design process is normally a one-time
affair, a need is felt form time to time to analyze the channel structure to see whether there is
any scope for improvement.

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 COMPANY PROFILE

2.1 FUNDSROOM INVESTMENT SERVICES

Fundsroom offers diverse investment sectors and lists service providers who deliver their
services to our users. We bridge the gap between our customers and service providers by means
of affiliate marketing. We earn commissions from the service providers who are listed on our
platform, however our services remain free to our customers and no charges are derived from
them. These service providers are market leaders and help our users to invest their money and
grow their investment.

We provide detailed information regarding the investment sectors right from its basics to the
market scenario offering our users a brief idea about the sectors. The information provided on
our website has been validated from trusted sources and experts in the field.

Provision of smart analyzers and calculators on the platform is for the sole purpose of giving
individuals an overview of the returns provided by the particular sector. Financial calculations
produced are based on the market returns and are calculated by mathematical formulae. We
always make every effort to provide accurate data but the customers should be mindful of the
market risks and should always refer to the terms and conditions of the service providers.

We are an online investment platform which brings various investment asset classes under one
umbrella. The asset classes include but not limited to Mutual Funds, Digital Gold, Real Estate,
Insurance etc. We provide a simple and technologically robust platform wherein the users can
not only invest but also explore different investment sectors. We utilize data driven analytics,
advanced technical tools to ensure a seamless investment journey for our users. The beauty of
our platform is that we provide a wide range of investment asset classes which facilitates the
user to select the best sector according to his demographics, investment capital, knowledge,
interest etc. A platform where all classes of people ranging from HNI to retail investors can
come and invest towards a valued tomorrow. In a nutshell, Fundsroom is "Investment Ki
Dukaan"!

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2.2 SERVICE PROVIDE
We provide quality service and support

• Mutual Fund
1. Investing in Diversified Holdings.
2. Let the expert manage.
3. Increase your funds.

• Stocks
1. Higher Liquidity.
2. Versatility.
3. Higher return in short period of time.

• Real Estate
1. Traditional investment sector.
2. Cash flow.
3. Tax break and deduction.

• Bank
1. Money locker where it is safe and sound.
2. Get guaranteed returns.

• Gold
1. E-gold, Gold ETFs, Bullions etc.
2. Gold is deemed a safe
haven.

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2.3 OUR CLIENTS

1. Upstox
2. Motilal Oswal
3. Prudent
4. HDFC mutual Fund
5. PPFAS
6. SBI
7. 5Paisa

2.4 COMPANIES SIMILAR TO FUNDSROOM

1. FundsTiger Private Limited - Business Loans and Personal Funding for ALL
2. FUNDSTORY

3. Fundstrat Global Advisors, LLC

4. Fundstream Inc.
5. FundSustain
6. FundsXpress
7. Fundsy
8. FUNDtastic
9. FundTaxGuru

2.5 FUNDSROOM GROWTH

Invested Value: 4.23CR+
Customers: 8569+
Average Return: 24.11%+

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2.6 FUNDSROOM FOUNDERS

Adwait Bhalerao - Cofounder

Masroor Khan – Cofounder

Website
http://fundsroom.com

Industries
Financial Services

Company size
11-150 employees

Headquarters
Pune, Maharashtra

Company Stage

Unfunded

Type
Partnership

Founded
2020

Specialties
financial services, investments, mutual funds, real estate, stock market, banks, golds, and
fintech

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 INDUSTRY PROFILE

At the most fundamental level, supply chain management (SCM) is management of the flow
of goods, data, and finances related to a product or service, from the procurement of raw
materials to the delivery of the product at its final destination.

Although many people equate the supply chain with logistics, logistics is actually just one
component of the supply chain. Today’s digitally based SCM systems include material
handling and software for all parties involved in product or service creation, order fulfillment,
and information tracking―such as suppliers, manufacturers, wholesalers, transportation and
logistics providers, and retailers.

Supply chain activities span procurement, product lifecycle management, supply chain
planning (including inventory planning and the maintenance of enterprise assets and
production lines), logistics (including transportation and fleet management), and order
management. SCM can also extend to the activities around global trade, such as the
management of global suppliers and multinational production processes.

Responsibilities

Provide support processing Investments orders accurately. Assist in organising stocks and
maintaining inventory—support with inspecting services for defects and damages. Examine
ingoing and outgoing Investments.

The five functions of Internship include the following:

Purchasing. The first function of supply chain management is purchasing. ...
Operations. ...
Logistics. ...
Resource Management. ...
Information Workflow.

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Most primary goals I maintain in my internship

• Faster delivery
• Higher efficiency
• An accelerated cash flow

ACTIVITIES I DONE

• Supply planning

• Product planning

• Demand planning

• Sales and operations planning

• Supply management.

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 OBJECTIVE AND SCOPE OF THE STUDY

4.1 OBJECTIVE OF THE STUDY

1) To study the concept of Sales and distribution channel

2) To study of Sales and distribution channel of Organisation

3) To study supply of product through distributer Chain.

4) To give necessary suggestion if requires

4.2 SCOPE OF THE STUDY

1) The sales distribution channel is important to promote the sales volume.

2) The sales distribution channel is important for increasing the sales with expanding
the boundary.

3) The sales distribution channel gives identity for the product which increases the sales.

4) Every business has aim to sales maximization which is possible by study sales and
distribution.

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 RESEARCH METHODOLOGY

5.1 INTRODUCTION

Research methodology is a way to systematically solve the problem. It may be understood as

a science of studying how research is done scientifically.

In it we study the various steps that all generally adopted by researcher in studying his research
problem along with the logics behind them.

The researcher used both the sources for collection had of data. That is primary and secondary
data. But for the study the researcher on depends more upon primary sources rather than
secondary data.

The process used to collect information and data for the purpose of marketing business
decisions. The methodology may include publication research, interviews, surveys, and other
research techniques and could include present and past information.

The research methodology enabled the team, to organize their effort into one conceptual
product idea generation task for us. Research methodology is a way to find out the result of a
given problem on a specific matter or problem that is also referred as research problem.
Methodology is the way of searching different methods to solving the research problem.

5.2 Research Design:

Descriptive research Design method was used to study on for the analysis. This will be helpful
for Companies to enhance new marketing strategy to expand into the market.

5.3 Research Instrument:

A Structured questionnaire was used as a tool to know about the Sales and distribution. The
questionnaire that have been provided included necessary questions that can be freely
responded.

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 DATA COLLECTION

The process of counting or enumerating or measuring together with the recording of result is
called data collection.

I collected data from different sources from primary and secondary methods of data collection

6.1. Methods Of Data Collection

A) Primary data

Primary data are those which are collected for the first time and they are original in character.
These data is collected by us by using various methods like:

I) Questionnaire method

For present study the researcher uses the questionnaire method researchers was hand over
printed questions to the selected employees. This method is one of the most commonly used
method of collecting data.

In this method I collect information through framing questions. I frame yes/no type questions
and some questions are about the views/opinions of employees. The questions are ask by
employees and the questions are related to the employee motivation sessions.

II) Discussion Method

For proposed study researchers has been using discussion method discuses with HR manager
about employee motivation.

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III) Interview method

This is another important method of primary data collection. It is an indirect method of

collecting data. In this method, I approach to our respondents. and then I start to ask them some
questions and also explain the main concept of my topic to get proper data.

B) Secondary data

Secondary data are the data which are already collected, processed and used by someone else
for their own purpose. Which is published by an authors in the journals, magazines, books, etc
are secondary data.

We collect secondary data from following-

Internet

Internet is the worldwide use method in secondary data. I collected lots of information using
sites, pdf’s, images, links, websites, etc from internet which is useful for our subject.

Books

Books are another important method in secondary data which includes lots of information, I
collect some information which we need.

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6.2 SAMPLE DESIGN

A sample design is the framework, or road map, that serves as the basis for the selection of a
survey sample and affects many other important aspects of a survey as well.

Sampling

“Sampling is the selection of certain percentage of a group of items according to a

predetermined plan”.

“Sample is a smaller representative of a larger whole”

The selected respondents constitute what is technically called a “sample” and the selection
process is called “sampling technique”.

The survey so conducted is known as “sample survey”.

6.2.1 Sample Size

Sample size measures the number of individual sample measured or observation used in a
survey or experiment. The sample size is an important feature of any empirical study in which
the goal is to make inference about a population from a sample. The number of analysis we
used in our study has limited sample size. Totally, I collect 50 samples. Sample size is less
relevant in qualitative research.

Population 50

Sample size 50

Client- 20

Customers- 30

Simple random sampling

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6.2.2 Sampling Method

Sampling techniques or method that we used in our study is

Random or Probability sampling

Random sampling is preferable method of selecting sample from the population. In this
method, each person which are in a sampling frame has 1/100th chance of being selected and
we meet them randomly and collect the necessary data.

6.3 DATA ANALYSIS TECHNIQUES

MS-Word 2013:- It is a component of the Microsoft office suite of productivity software, and
contain number of data in it.

MS-Excel 2013:- It is a spreadsheet program in the Microsoft office suite of applications.

Graphs:- It is a diagram showing the relation between variable quantities, typically of two
variables, each measured along one of a pair of axes at right angles.

Percentage analysis:- It is the method to represent raw stream of data as a percentage for better
understanding of collected data.

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 DATA ANALYSIS

CLIENTS

Table no 1 Shows reason for selling products to Fundsroom from.

No Of
Sr. No Option Percentage
Respondents

1 Margin 12 60%

Promotional
2 4 20%
schemes

3 Demand 0 0%

4 Credit policy 4 20%

Total 20 100%

70%
60%
60%

50%

40% 20% 20%

20%

0%
0%
Margin Promotional Demand Credit policy
schemes

INTERPRETATION

Above table and graph shows the reason for selling product to Fundsroom from Clints. 60%
respondents said margin, 20% respondents said promotional scheme and remaining 20%
respondents said credit policy reason for selling products.

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Table no 2 Shows time takes a Customers through Fundsroom after ordering?

No Of
Sr. No Option Percentage
Respondents

1 6/12 hours 0 0%

2 1/2 days 12 60%

3 3/7 days 8 40%

4 More than 7 days 0 0%

Total 20 100%

70%
60%
60%

50% 40%
40%

30%

20%
0% 0%
0%
6/12 hours 1/2 days 3/7 days More than 7 days

INTERPRETATION

Above table and figure shows that delivery period of Fundsroom after ordering. 60%
respondents said 1 to 2 days and remaining 40% respondents said 3 to 7 days they take to
delivery of products.

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Table no 3 Showing that how do Clients rate the credit policy of the company?

No Of
Sr. No Option Percentage
Respondents

1 Best 4 20%

2 Good 8 40%

3 Average 8 40%

4 Poor 0 0%

Total 20 100%

45%
40% 40%
40%
35%

30%

25%
20%
20%
15%

10%

5%
0%
0%
Best Good Average Poor

INTERPRETATION

Above table and graph shows clients rating about credit policy of the company. 20%
respondents said best, 40% respondents said good and remaining 40% respondents said
average.

Page | 26
Table no 4 Showing that how do Clients rate the margin of the company?

No Of
Sr. No Option Percentage
Respondents

1 Best 0 0%

2 Good 16 80%

3 Average 4 20%

4 Poor 0 0%

Total 20 100%

90%
80%
80%
70%

60%

50%

40%

30%
20%
20%
10%
0% 0%
0%
Best Good Average Poor

INTERPRETATION

Above table and graph shows clients rating on margin of the company. 80% respondents
said good and remaining 20% respondents said average margin they get on product.

Page | 27
Table no 5 Showing the reason for ordering Fundsroom through customers?

No Of
Sr. No Option Percentage
Respondents

1 Margin 0 0%

2 Demand 8 40%

3 Credit policy 12 60%

Promotional
4 0 0%
schemes

Total 20 100%

70%
60%
60%

40%
40%

30%

20% 0% 0%
0%
Margin Demand Credit policy Promotional
schemes

INTERPRETATION

Above table and graph shows reason for ordering Fundsroom through customers. 40%
respondents said demand and remaining 60% respondents said credit policy is the reason
for ordering Fundsroom through customers.

Page | 28
Table no 6 Shows that Clients are happy to sell their product through Fundsroom?

No Of
Sr. No Option Percentage
Respondents

1 Very happy 12 60%

2 Happy 8 40%

3 Unhappy 0 0%

Neither happy norunhappy

4 0 0%
Total 20 100%

70%
60%
60%

40%
40%

30%

20% 0% 0%
0%
Very happy Happy Unhappy Neither happy nor
unhappy

INTERPRETATION

Above table and graph shows are Clients happy to sell their products through Fundsroom.
60% respondents are very happy and remaining 40% respondents are happy to sell their
product through Fundsroom.

Page | 29
Table no 7 Shows how rottenly Fundsroom Clients visit to office?

No Of
Sr. No Option Percentage
Respondents

1 Daily 0 0%

2 Weekly 8 40%

3 Monthly 8 40%

4 Occasionally 4 20%

Total 20 100%

45%
40% 40%
40%
35%

30%

25%
20%
20%
15%

10%

5%
0%
0%
Daily Weekly Monthly Occasionally

INTERPRETATION

Above table and graph shows how rottenly Fundsroom Clients visit office. 40% respondents
said weekly, 40% respondents said monthly and remaining 20% respondents said
occasionally.

Page | 30
Table no 8 Shows opinion about getting Customers in required time

Sr. no Option No of Percentage

respondents
1 Always 10 50%

2 Sometimes 6 30%

3 Rarely 2 10%

4 Never 2 10%

Total 20 100%

60%

50%

40%

30%

20%

10%

0%
Always Sometimes Rarely Never

INTERPRETATION
Above table and graph shows opinion about getting Customers in required time. 50%
respondents said always, 30% respondents said sometimes, 10% respondents said rarely
and remaining 10% respondents said never.

Page | 31
Table no 9. Shows change do you like to see in our police?

Sr. no Option No of Percentage

respondents
1 Price 6 30%

2 Quality 2 10%

3 Service 8 40%

4 Quantity 4 20%

Total 20 100%

45%
40%

35%

30%

25%

20%

15%

10%

5%

0% Price Quality Service Quantity

INTERPRETATION
Above table and graph shows change like to seen in Fundsroom Police. 30% respondents
said price, 10% respondents quality, 40% respondents said service and remaining 20%
respondents said quantity.

Page | 32
Table no 10. Shows benefits do you get from the company?

Sr. no Option No of Percentage

respondents
1 Extra discount 10 50%

2 Trip 6 30%

3 Gift hampers 4 20%

Total 20 100%

60%

50%

40%

30%

20%

10%

0%
Extra discount Trip Gift hampers

INTERPRETATION

Above table and graph shows benefit getting from the company. 50% respondents said
extradiscount, 30 % respondents said trip and remaining 20% respondents said gift hampers.

Page | 33
CUSTOMERS

Table no 11. Showing what is satisfaction level of customer towards Fundsroom Services.

No Of
Sr. No Option Percentage
Respondents

1 Highly satisfied 12 40%

2 Satisfied 6 20%

3 Dissatisfied 6 20%

Neither satisfiednor
4 6 20%
dissatisfied

Total 30 100%

45%
40%

35%

30%

25%

20%

15%

10%

5%
Highly satisfied Satisfied Dissatisfied Neither satisfied
nor dissatisfied

INTERPRETATION
Above table and graph shows satisfaction level of customer toward Fundsroom Services.
40% respondents are highly satisfied, 20% respondents are satisfied, 20% respondents are
dissatisfied and remaining 20% respondents are neither satisfied nor dissatisfied.

Page | 34
Table no 12. Showing why do you Invest through Fundsroom?

No Of
Sr. No Option Percentage
Respondents

1 Covient to reach 3 10%

2 Good price 6 20%

3 Variety of product 18 60%

4 quality 3 10%

Total 30 100%

70%

60%

50%

40%

30%
Covient to reach Good price Variety of product quality

INTERPRETATION
Above table and graph shows why respondents Invest through Fundsroom. 10%
respondents said covinent to reach, 20% respondents said good price, 60% respondents said
variety of product and remaining 10% respondents said quality.

Page | 35
Table no 13. Showing How were you aware of Fundsroom

No Of
Sr. No Option Percentage
Respondents

1 Public Place 6 20

2 Newspaper 3 10

3 TV adds 3 10

4 Social Media 18 60

Total 30 100%

70%

60%

50%

40%

30%
Public Place Newspaper TV adds Social Media

INTERPRETATION
Above table and graph show how respondents are ware of Vira packaging. 20% respondnets
said by public place, 10% respondents said newspaper, 10% respondnets said TV ads and
remaining 60% respondents said social media.

Page | 36
Table no14.showing How do you rate the Representative behavior with Customers

No Of
Sr. No Option Percentage
Respondents

1 Highly Satisfied 18 60%

2 Satisfied 6 20%

3 Dissatisfied 6 20%

Highly

4 Dissatisfied 0 0%

Total 30 100%

70%

60%

50%

40%

30%

20%
Highly Satisfied Satisfied Dissatisfied Highly
Dissatisfied

INTERPRETATION

Above table and graph shows rating representative behavior with Customers. 60%
respondents said highly satisfied, 20% respondents said satisfied and remaining 20%
respondents said highly satisfied.

Page | 37
 Table no 15. Showing Are you getting information about scheme of Product at proper
time?

No Of
Sr. Option Percentage
No Respondents

1 Yes 27 90%

2 No 3 10%

Total 30 100%

100%
90%

80%

70%

60%

50%

40%

30%

20%

10%

0%
Yes No

INTERPRETATION

Above table and graph shows getting information about scheme of Product at proper
time.90% respondents said yes and remaining 10% respondents said no.

Page | 38
Table no 16. Showing Do you get replacement of Fundsroom product due to any
reason

No Of
Sr. No Option Percentage
Respondents

1 Yes 24 80%

2 No 6 20%

Total 30 100%

90%
80%

70%

60%

50%

40%

30%

20%

10%

0% Yes No

INTERPRETATION

Above table and graph shows replacement policy of Vira packaging product due to
anyreason. 80% respondents said yes and remaining 20% respondents said no.

Page | 39
Table no 17. Showing Are you satisfied about the price?

No Of
Sr. No Option Percentage
Respondents

1 Yes 27 90%

2 No 3 10%

Total 30 100%

100%
90%

80%

70%

60%

50%

40%

30%

20%

10% Yes No

INTERPRETATION

Above table and graph shows satisfaction about the price. 90% respondents said yes
andremaining 10% respondents said no.

Page | 40
Table no 18. Showing Does the Customer force you to purchase other product in
Fundsroom?

No Of
Sr. No Option Percentage
Respondents

1 Yes 27 90%

2 No 3 10%

Total 30 100%

100%
90%

80%

70%

60%

50%

40%

30%

20%

10%

0%
Yes No

INTERPRETATION

Above table and graph shows does the retailer force you to purchase other product in
Fundsroom Services. 90% respondents said yes and remaining 10% respondents said no.

Page | 41
Table no 19. Showing how do you rate the representative behavior with customers?

No Of
Sr. No Option Percentage
Respondents

1 Highly Satisfied 18 60%

2 Satisfied 6 20%

3 Dissatisfied 3 10%

Highly

4 Dissatisfied 3 10%
Total 30 100%

70%

60%

50%

40%

30%

20%

10%
Highly Satisfied Satisfied Dissatisfied Highly
Dissatisfied

INTERPRETATION
Above table and graph shows rating representative behaviour with retailers. 60%
respondents are highly satisfied, 20% respondents are satisfied, 10% respondents are
dissatisfied and remaining 10% respondents are highly dissatisfied.

Page | 42
Table no 20. Showing How do you rate the schemes of the company?

No Of
Sr. No Option Percentage
Respondents

1 Good 18 60%

2 Average 9 30%

3 Poor 3 10%

Total 30 100%

70%

60%

50%

40%

30%

20%

10%
Good Average Poor

INTERPRETATION

Above table and graph shows rating schemes of the company. 60% respondents said
good.30% respondents said average and remaining 10% respondents said poor.

Page | 43
 FINDINGS

1. It has been observed that margin of Fundsroom give good margin to Clients.

2. It has been observed that Fundsroom takes 1 to 2 days to sell their products.

3. It has been observed that Clients are happy with margin provided by
Fundsroom.

4. It has been observed that credit policy is the reason for clients selling viva
Fundsroom Services.

5. It has been observed that clients are very happy to sell Fundsroom through
their products.

6. It has been observed that clients visit Fundsroom Office weekly.

7. It has been observed that quality of Fundsroom product is best.

8. It has been observed that supply norms of company is average.

9. It has been observed that quantity and price is the reason for buying fundsroom
product.

10. It has been observed that respondents invest in variety of product at this platform.

11. It has been observed that overall service of fundsroom is good.

Page | 44
 CONCLUSION

In any business the Sales and distribution is very important things now days in Pune city there
is so many companies Investing this kind of product. So increasing the customers is very
important to all business. Hence sales distribution is very necessary thing to provide continue
supply of product to the customers. In the sales distribution in investment sector there is a chain
of Client, Brockers, and lastly the customer will purchase from any Investment. This chain is
very important.

Page | 45
 SUGGESTIONS

1. I would like to suggest that selling of the Fundsroom product is mostly depends upon
the customer relationship.

2. I suggest that the can do any other Promotional Schemes like local TV add,
newspaper add, pamphlet add for increase the sales.

3. I would like to suggest that most of the time taken by service of product after
investment is1-2 days

4. I suggest that do speed Service of products for increasing sales of the product.

5. I would like to suggest that most of brand awareness of the Fundsroom Investment
Services products is neither aware nor aware.

6. I suggest that focus on brand awareness of the company in Pune city.

Page | 46
 BIBLOGRAPHY

BOOKS

• Tappn Pande: Sales and distribution management Second edition.

• Richard R. Still Edward W. Cundiff Norman A.P

Govoni :Sales Management Fourth edition – June
1987

WEBSITES

• www.Scribd.com
• www.shodhganga.com

Page | 47
 QUESTIONNAIRE

Name:

Address:

1. Reason for selling products to Fundsroom from.

a) Margin
b) Promotional schemes
c) Demand
d) Credit policy

2. How much time takes a Customers through Fundsroom after ordering?

a) 6/12 hours

b) 1/2 days

c) 3/7 days

d) More than 7 days

3. How do Clients rate the credit policy of the company?

a) Best
b) Good

c) Average
d) Poor

4. How do Clients rate the margin of the company?

a) Best
b) Good
c) Average
d) Poor

Page | 48
5. Reason for ordering Fundsroom through customers?
a) Margin
b) Demand
c) Policy Credit
d) Promotional schemes

6. Are Clients happy to sell their product through Fundsroom?

a) Very happy
b) Happy
c) Unhappy
d) Neither happy nor unhappy

7. How rottenly Fundsroom Clients visit to office?

a) Daily
b) Weekly
c) Monthly
d) Occasionally

8. Opinion about getting Customers in required time

a) Always
b) Sometimes
c) Rarely
d) Never

9. What change do you like to see in our police?

a) Price
b) Quality
c) Service
d) Quantity

Page | 49
10. What benefits do you get from the company?
a) Extra discount
b) Trip
c) Gift hampers

11. What is satisfaction level of customer towards Fundsroom Services.

a) Highly satisfied

b) Satisfied
c) Dissatisfied
d) Neither satisfied nor dissatisfied

12. Why do you Invest through Fundsroom?

a) Covient to reach

b) Good price

c) Variety of product

d) Quality

13. How were you aware of Fundsroom

a) Public Place

b) Newspaper

c) TV adds

d) Social Media

14. How do you rate the Representative behavior with Customers

a) Highly Satisfied

b) Satisfied
c) Dissatisfied

d) Highly Dissatisfied

Page | 50
15. Are you getting information about scheme of Product at proper time?

a) Yes
b) No

16. Do you get replacement of Fundsroom product due to anyreason

a) Yes
b) No

17. Are you satisfied about the price?

a) Yes
b) No

18. Does the Customer force you to purchase other product in Fundsroom?

a) Yes
b) No

19. How do you rate the representative behavior with customers?

a) Highly Satisfied

b) Satisfied
c) Dissatisfied
d) Highly Dissatisfied

20. How do you rate the schemes of the company?

a) Good
b) Average
c) Poor

Page | 51