A

PROJECT REPORT
ON

“A STUDY ON SALE AND DISTRIBUTION

MANAGEMENT WITH SPECIAL REFERENCE TO
ROYAL RAJPUT TRADERS, MIRAJ (AUTHORIZED
DISTRIBUTOR OF PARLE AGRO PVT LTD.)”
A Project submitted to

BHARATI VIDYAPEETH (DEEMED TO BE UNIVERSITY),

PUNE
(CENTRE FOR DISTANCE AND ONLINE EDUCATION)

submitted in
Partial fulfillment of the requirement
for the award of the Degree of

MASTER OF BUSINESS ADMINISTRATION

Under the Faculty of Management

Submitted by

MR. VYANKTESH MOHAN KALLOLI

Under the Guidance of

PROF. AKHILESH JADHAV

Through

THE DIRECTOR BVDU

LEARNER SUPPORT CENTRE
CENTRE FOR DISTANCE AND ONLINE EDUCATION, SANGLI

2023-2024
 DECLARATION

I hereby declare that the project titled “A Study on Sale And

Distribution Management With Special Reference To Royal Rajput
Traders, Miraj (Authorized Distributor of Parle Agro Pvt Ltd.)’’ is
completed and written by me.
This has not been previously submitted in any form for the award of any
Degree or Diploma or other similar title of this or any other University or
examining body. If it is found copied, at any stage the University can take any
action it deems fit.

Place: Sangli Vyanktesh Mohan Kalloli

Date: (Student)
 GUIDE’S CERTIFICATE

This is to certify that the project titled “A Study on Sale And

Distribution Management With Special Reference To Royal Rajput

Traders, Miraj (Authorized Distributor of Parle Agro Pvt Ltd.)’’ which is

being submitted herewith for the award of the Degree of Master of Business

Administration of Bharati Vidyapeeth (Deemed to be University), Pune (Centre

for Distance and Online Education) is the result of the original project work

completed by Vyanktesh Mohan Kalloli under my supervision and guidance

and to the best of my knowledge and belief the work embodied in this project

has not formed earlier the basis for the award of any degree or diploma or

similar title of this or any other University or examining body.

Place: Sangli
Date:

Dr. Pallavi Jamsandekar Prof. Akhilesh Jadhav

(Director) (Project Guide)
 ACKNOWLEDGEMENT

It is indeed a pleasure to acknowledge the contribution of those who have

helped me in the preparation of this report.

I would like to take this opportunity to convey my gratitude and thank to

the management, officers and staff of the Royal Rajput Traders, Miraj
(Authorized Distributor of Parle Agro Pvt Ltd.) and especially to Mr.
Digvijaysing Raghunathsing Rajput and all the officers and staff working in
the company for their kind co-operation and passion to undertake the study of
their organization.

I am greatly indebted to my organizational guide Mr. Digvijaysing

Raghunathsing Rajput for his constant guidance in making this project
successful.
I would like to express my sincere gratitude to my research guide Prof.
Akhilesh Jadhav Sir honorable faculty members and staff of IMRDA Sangli,
Bharati Vidyapeeth (Deemed to be University) Pune for their constant guidance
and support. Finally, I wish to acknowledge the support given by my family and
friends during the course of study.

Place: Sangli Vyanktesh Mohan Kalloli

Date: (Student)
 INDEX
CHAPTER NO.: TITLE PAGE NO.:
CHAPTER-1: INTRODUCTION TO THE STUDY
1.1 Introduction
1.2 Statement of the study
1.3 Objectives of the study
1.4 Scope of the study 1-5
1.5 Managerial usefulness of study
1.6 Limitation of the study
1.7 Type of Research and Research Desigen
CHAPTER-2: INTRODUCTION TO THE ORGANIZATION
2.1 History 6-7
2.2 Vision, Mission, Objectives, Function 7-9
2.3 Industrial Growth 9-10
2.4 SWOT analysis of the organization 10-12
CHAPTER-3: CONCEPTUAL DISCUSSION 13-14
CHAPTER -4: DATA ANALYSIS AND INTERPRETATION 15-29
CHAPTER -5: FINDINGS, SUGGESTION, CONCLUSION 30-33
CHAPTER -6: BIBLIOGRAPHY 34
APPENDIX 35-38
 Chapter No. 1
INTRODUCTION AND RESEARCH DESIGN
1.1. Introduction

Sale Management:

Sales management is defined as the planning, direction, and control of personal

selling including recruiting, selecting, equipping, assigning, routing,
supervising, paying, and motivating as these tasks apply to personal sales force.
Sales management originally referred exclusively to the direction of the sales
force. Later the term took on broader significance in addition to the
management of personal selling. Sales management specifically contributes to
achieve the marketing objectives of a firm. In fact, sales managers set their
personal selling objectives and formulate the personal selling policies and
strategies.

There are three “umbrellas” to manage within the sales process:

➢ Sales Operations
➢ Sales Strategy

1
 ➢ Sales Analysis
The process will vary from business to business, especially as you work your
way downthe line, but operations, strategy and analysis are the three keys starting
or focal points.

Distribution Management

Distribution management refers to the process of overseeing the movement

of goods fromsupplier or manufacturer to point of sale. It is an overarching
term that refers to numerousactivities and processes such as packaging,
inventory, warehousing, supply chain, and logistics. Distribution management is
an important part of the business cycle for distributors andwholesalers. The
profit margins of businesses depend on how quickly they can turn over their
goods. The more they sell, the more they earn, which means a better future for
the business.Having a successful distribution management system is also
important for businesses to remaincompetitive and to keep customers happy.

2
1.2. Statement of the study
“A Study on Sale and Distribution Management with Special Reference
to Royal Rajput Traders, Miraj (Authorized Distributor of Parle Agro Pvt
Ltd.)’’

1.3. Objectives of study

1. To find out the expand the reach of the mineral water products to
new geographic areas and untapped customer segments, thereby
increasing overall sales and distribution.
2. To find out the ensure timely and efficient delivery of mineral water
products to customers, resulting in high customer satisfaction and
retention.
3. To find out the streamline the distribution network by identifying
and eliminating inefficiencies, reducing costs, and improving
overall effectiveness in delivering products to retailers and end
consumers.
4. To find out how they are using the distribution network as a key
differentiating factor from its competitor.

1.4. Scope of study

1. Market Analysis: Assess the current market size, growth trends, key
players, and major distribution channels for bottled mineral water.
2. Sales Channels: Review existing sales channels (direct sales, retail
outlets) and assess their effectiveness.
3. Distribution Network: Evaluate the efficiency of the current
distribution network, including logistics, warehousing, and delivery
methods.

3
 4. Marketing and Promotional Strategies: Analyze existing marketing
and promotional strategies and propose effective methods for brand
awareness, customer engagement, and market penetration.
1.5. Managerial usefulness of study
1. Targeted Distribution Channels: Identifying and utilizing the most
effective channels for reaching target customers, such as
supermarkets, convenience stores, online platforms, and HoReCa
(hotels, restaurants, and cafes). This optimization ensures product
availability where consumers are most likely to purchase.
2. Pricing Strategies: Implementing dynamic pricing based on
seasonality, competition, and regional differences to optimize profit
margins and market penetration.
3. Inventory Management: Utilizing accurate forecasting and demand
planning to maintain optimal stock levels, minimizing storage costs
and product shortages.
4. Promotional Activities: Creating targeted marketing campaigns and
promotional offers to increase brand awareness, generate leads, and
boost sales.

1.6. Limitations of Study

1. Focus on a specific region: The analysis and recommendations will
primarily focus on a specific region, chosen based on your target
market or interest.
2. Data availability: The accuracy of the analysis will depend on the
availability of reliable data on the market, competitors, and
consumer.

4
1.7. Type of Research and Research Design
Mixed Method (Quantitative & Qualitative Research) is used for
finalizing sample size for work report on sale and distribution
management.
Research Design:
1. Sample Organization: Royal Rajput Traders, Miraj (Authorized
Distributor of Parle Agro Pvt Ltd.)
2. Sample Size: The sample size of hundred (100) respondents
(Retailers) is selected for the study.
3. Research Instrument: For collecting the data through survey, the
research uses structured questionnaires and interview guides.
4. Data Analysis: After survey the collected data is analyzed with help
is analyzed the percentage and tabulation.
Data Collection Method
A. Primary Data: Primary Data means the data which is original and
collected personally by the research. Primary data is collected
through questionnaire and discussion with manager and industry
experts.
B. Secondary Data: Secondary data refers to data that has already been
collected by other sources for purposes other than the current
research. Secondary data sources for the Marketing Potential
analysis of the corrugated box industry could include industry
reports, market research studies, company website, annual reports,
academics journals and publications.

5
 Chapter No. 2
COMPANY PROFILE
2.1. History

For generations, India has craved the cool respite of a drink that quenches thirst,
revitalizes senses, and awakens a taste of childhood joy. Amongst these treasures stands
Parle Agro’s Bailey water, a timeless beverage woven into the tapestry of Indian
summers, where the sun's embrace finds solace in its soothing embrace. Today, we trace
the journey of this beloved drink, from its humble barley beginnings to its triumphant
reign as a national icon.

The story starts, as many grand narratives do, with a vision. In 1929, Ramesh Chandra
Chauhan, a young man brimming with entrepreneurial spirit, saw an opportunity amidst
the parched summers of Mumbai. He envisioned a drink that would be more than just a
thirst quencher – a liquid embodiment of comfort, affordability, and wholesome
goodness. Thus, was born Parle Agro, and with it, the quest for the perfect beverage.
Barley, a robust grain steeped in Indian history and revered for its health benefits, became
the chosen hero. Its inherent sweetness offered and Natural sugar alternative, while its
cooling properties promised a refreshing escape from the scorching sun. Yet, crafting the
ideal Bailey water was more than just a matter of selecting the right ingredient. It was
about capturing the essence of a nation, its diverse palates, and its innate desire for a drink
that resonated with the soul.

Parle Agro embarked on a mission of meticulous refinement. Years of research and trials
were dedicated to perfecting the extraction process, balancing the barley's inherent
sweetness with a touch of subtle lemon, and arriving at a unique, light carbonation that
gently danced on the tongue. The result was a masterpiece – a drink that was familiar yet
distinct, light yet satisfying, and above all, irresistibly refreshing.

With each sip of Bailey water, one embarks on a journey through time. The gentle swirl
of golden liquid evokes memories of lazy summer afternoons spent with family, laughter
echoing under the shade of mango trees. The citrusy kiss on the palate reminds of

6
childhood adventures, bicycle rides in the sun, and the simple joys of sharing a bottle with
friends. This is the magic of Bailey water – it's not just a drink; it's a portal to a simpler
time, a reminder of pure, unadulterated contentment.

But Parle Agro didn't stop at creating a national treasure. They embraced the
responsibility that came with it. Recognizing the importance of sustainable practices, they
implemented stringent quality control measures and established an ethical supply chain.
They understood that the trust garnered for generations had to be nurtured, and so, they
continuously sought ways to improve, to refine, to ensure that every bottle of Bailey
water remained a testament to their commitment to excellence.

Today, Parle Agro's Bailey water stands as a testament to the transformative power of
vision, resilience, and a unwavering belief in the simple pleasures of life. It is a drink that
transcends socio-economic divides, uniting millions under the banner of shared
refreshment and joyful memories. It is a drink that whispers tales of heritage, whispers
promise of summer solace, and whispers, above all, the universal language of pure,
unadulterated delight.

So, the next time you reach for a bottle of Bailey water, take a moment to appreciate the
story it holds. It's a story of Indian ingenuity, of family recipes passed down through
generations, of afternoons spent playing under the scorching sun, and of a nation united
by a single, refreshing sip. It's the story of Parle Agro's Bailey water, and it's a story that,
undoubtedly, continues to be written with every bottle opened, every shared laugh, and
every joyful memory crafted anew.

2.2. Vision:

“To be the most trusted and preferred brand of natural and refreshing
beverages in India, synonymous with health, vitality, and joy.”

7
 Mission:

1. Craft delicious and nutritious beverages: Develop innovative and

wholesome drinks using natural ingredients to cater to diverse taste
preferences and health needs.
2. Empower people to live healthier lives: Provide accessible and
affordable alternatives to unhealthy drinks, promoting hydration
and well-being for all.
3. Champion sustainable practices: Minimize environmental impact
throughout the supply chain, from sourcing ingredients to
packaging and waste management.

Objectives:

1. Increase market share in the bottled water segment: Focus on

expanding distribution channels, diversifying product offerings, and
strengthening brand loyalty.
2. Drive awareness and adoption of Bailley water as a healthy
alternative: Highlight the natural ingredients, nutritional benefits,
and refreshing qualities of Bailley water compared to sugary drinks.
3. Develop new product lines to cater to evolving consumer
preferences: Explore functional beverages, flavored water
variations, and sustainable packaging options.
4. Reduce environmental footprint: Implement sustainable sourcing
practices, minimize water usage, and promote recycling initiatives.
5. Enhance brand value and customer engagement: Build a strong
brand identity, engage with consumers through digital platforms,
and create positive brand experiences.
Functions:
1. Product development and innovation: Research and develop new
beverages, optimize existing formulas, and ensure quality control.
8
 2. Marketing and brand management: Build brand awareness, create
marketing campaigns, and manage brand reputation.
3. Sales and distribution: Expand distribution channels, manage
partnerships, and optimize logistics.
4. Operations and manufacturing: Manage production facilities,
ensure efficient resource utilization, and implement sustainable
practices.
5. Finance and administration: Manage financial resources, oversee
legal compliance, and ensure efficient business operations.
6. Research and development: Conduct market research, analyze
consumer trends, and develop innovative beverage solutions.
7. Human resources: Recruit and retain talent, cultivate a positive
work environment, and foster employee engagement.
2.3. Industry Growth:
The bottled water market in India is one of the fastest growing
industries, expected to reach $1 billion by 2029. Factors driving this
growth include rising disposable incomes, increasing awareness of
health and hygiene, and inadequate public water supply.

Players in the Industry:

Major Players: Bisleri, Aquafina, Kinley (Coca-Cola), Divya Jal
(Patanjali)
Regional Players: Oxirich, Himalayan, Kingfisher Mineral Water

Market Size:
Bailey is a significant player in the Indian bottled water market,
especially in South and West India. Its market share is estimated to be
around 5-7%.

9
 Contribution to Parle Agro:

Bailey is a key contributor to Parle Agro's revenue, generating around

15-20% of its total sales.

Contribution to GDP:

The bottled water industry, including Bailey, contributes to the GDP

through direct and indirect taxes, creating employment opportunities,
and boosting related industries like packaging and logistics.

Total Employees:

Parle Agro employs over 5,500 people across its operations. While
specific figures for Bailey alone are not available, a significant portion
of the workforce is dedicated to its production and distribution.

Global Practices:

Sustainable Packaging: Bailey has adopted initiatives like using

recycled PET bottles and promoting bottle collection and recycling
programs.

Water Source Management: The company prioritizes responsible

water sourcing, ensuring quality and sustainability.

Community Engagement: Bailey supports local communities and

participates in environmental initiatives.

2.4. SWOT analysis of the organization

Strengths:

Strong brand recognition: Parle Agro has established itself as a trusted

brand in India, and Bailley Water benefits from this association.

10
Widespread distribution network: Parle Agro possesses a robust
distribution network that reaches millions of consumers across India.

Competitive pricing: Bailley Water positions itself as an affordable

option in the packaged drinking water market, making it accessible to
a large segment of consumers.

Weaknesses:

Limited market share: Compared to major players like Bisleri and

Aquafina, Bailley Water holds a smaller market share in the packaged
drinking water market.

Lower brand perception: While benefiting from Parle Agro's

recognition, Bailley Water's own brand image requires further
development to compete with established rivals.

Marketing & advertising limitations: Compared to competitors,

Bailley Water's marketing and advertising efforts might be perceived
as less impactful, limiting brand awareness and reach.

Opportunities:

Growing bottled water market: The Indian bottled water market is

expected to grow significantly in the coming years, presenting a vast
opportunity for Bailley Water to expand its reach.

Increasing health awareness: Rising health consciousness among

consumers can potentially benefit Bailley Water's focus on purity and
mineral fortification.

11
 Threats:

Intense competition: The packaged drinking water market is highly

competitive, with established players and new entrants posing
challenges to Bailley Water's market share.

Rising costs: Inflationary pressures and cost fluctuations in raw

materials and packaging can impact Bailley Water's profitability and
pricing strategies.

2.5. Products:

1. Bailley Water 1 Ltr

12
2. Bailley Water 2 Ltr

3. Bailley Water 250 ml

13
4. Bailley Water 5 Ltr

5. Bailley One Water 1 Ltr

14
6. Bailley Soda 300 ml and 750 ml

15
2.6. Organization Chart

16
 Chapter No. 3
CONCEPTUAL DISCUSSION
3.1. Review of Literature
1. Tapan Kumar Panda, Sunil Sahadev, Oxford University Press,
(2019).
Sales and distribution management in its third edition provides
detailed discussions on the techniques and strategies used by
marketers to deal with increasing competition in the market. With
its application-oriented approach and new real-life cases, this book
would be useful to marketing professionals besides students.
Reviews the book is quite detailed with some relevant case studies.
Provides adequate coverage. - Rajendra Singh, IIM Calcutta the
Indian orientation is this title's major strength. D M. Sezhiyan,
National Institute of Technology, Tiruchirappalli key features a new
Chapter on e-commerce and distribution channel management,
which covers all aspects of online sales management and
distribution channels classroom-tested case studies such as Ola,
Flipkart, Amazon go, swiggy, etc.
2. SL Gupta,Excel Books India, (2009).
Most standard books on marketing area have been written by
American authors. Though there are a number of books on Sales
and Distribution Management by Indian authors as well, these
books do not present the Indian conditions in the right perspective.
Indian students studying management require books which deal
with the changing profile of Indian buyers and helps them
understand their perceptions and motivations as also the factors that
influence the decisions made by Indian consumers. The book offers
17
 a practical approach to Sales and Distribution Management and
gives a comprehensive, easy-to-read and enjoyable treatment to the
subject matter for students of Sales and Distribution Management.
It includes more than 500 live examples and 30 Case Studies from
Indian marketing environment and provides sufficient food for
thought to students to develop themselves as Result oriented
marketers of the future.
3. Gautam, N., and Gangal, V. K. (2011)
The study found that the factors influencing the purchase decision
of the respondents, consumers buying are influence the most by the
product factor due to quality, durability, made from safe
environment and product range but few respondents are not
satisfied with the packaging, image and size of the product

18
 Chapter No. 4
DATA ANALYSIS AND INTERPRETATION
Table No.4.1:
Table shows that gender wise respondents.

Particular No. of Respondents No. of Percentage

Male 70 70%
Female 30 30%
Total 100 100%

Graph No 4.1

Gender

30%

Male
Female

70%

Interpretation:
According to demography profile, in this study 70 % male and 30% female
respondents are part of my target population and they help me to fulfill my questionnaire
from different area of Miraj city. From these groups total respondents are 100. So,
according to the survey result, the male respondents are more than female respondents.

19
Table No.4.2:
Table shows that Income wise respondents.

Particular No. of Respondents No. of Percentage

0–3L 60 60%
3–6L 23 23%
6–9L 13 13%
9 & above 04 5%
Total 100 100%

Graph No 4.2

Income

5% 0
13%

0–3L
3–6L
6–9L
23% 60%
9 & above

Interpretation:
From the above table it is clear that out of total 20 respondents, survey is small shop
or kirana store most of them are of 0-3L income range, i.e., 60%. 23% of them are in 3-
6Lincome range, 13% in 6-9L and 4% is 9 & above.

20
Table No.4.3:
Table shows that do you keep Bailley water in your outlet/shop?

Particular No. of Respondents No. of Percentage

Yes 75 75%
No 25 25%
Total 100 100%

Graph No 4.3

Do you keep Bailley water in your outlet/shop?

25%

Yes
No

75%

Interpretation:
From the table shows that majority of respondents i.e 75% says they are keeping the bailey
products in their shop/outlet and 25% of respondents says they are not keeping.

21
Table No.4.4:
Table shows that from whom do you purchase your products?

Particular No. of Respondents No. of Percentage

Distributor 75 75%
Dealers/Agent 10 10%
Agency 10 10%
Wholesaler 5 5%
Total 100 100%

Graph No 4.4

Whom do you purchase your products?

5% 0
10%

10% Distributor
Dealers/Agent
Agency
Wholesaler

75%

Interpretation:
From the above table it shows that majority of respondents i.e 75% says that they purchase
the products mostly from distributors, 10% of respondents says that they purchase the product
from Dealers and agency and 5% says that they are purchasing from wholesaler.

22
Table No.4.5:
Table shows that how do you rate the delivery process of the distributor/dealer?

Particular No. of Respondents No. of Percentage

Excellent 25 25%
Above Average 33 33%
Average 38 38%
Below Average 04 4%
Extremely Poor 00 0%
Total 100 100%

Graph No 4.5
Rate the delivery process of the distributor/dealer

0%
4%

25%
Excellent
Above Average
38%
Average
Below Average
Extremely Poor

33%

Interpretation:
From the above table shows that majority of respondents i.e 38% says the product is
delivered by the distributor/dealer is average, 33% says that the delivery process is above the
average, 25% says that Excellent and 4% says that delivery process is below the average.

23
Table No.4.6:
Table shows that which is the mode of payment to the distributor/dealer by retailer?

Particular No. of Respondents No. of Percentage

Cash 24 24%
Credit 62 62%
Cheque 14 14%
Total 100 100%

Graph No 4.6

Mode of payment to the distributor/dealer by retailer

0
14%
24%

Cash
Credit
Cheque

62%

Interpretation:
From the above table the majority of respondents i.e 62% says that the mode of payment id
done by retailer on credit bases, 24% Says that it is done through Cash, 14% says that It is
done through cheque.

24
Table No.4.7:
Table shows that key inefficiencies in the current distribution network.

Particular No. of Respondents No. of Percentage

InventoryManagement 20 20%
Transportation Costs 60 60%
Order Fulfilment 20 20%
Processes
Total 100 100%

Graph No 4.7

Key inefficiencies in the current distribution network

0
20% 20%

Inventory Management
Transportation Costs
Order Fulfilment Processes

60%

Interpretation:
From the above table shows that majority of respondents i.e 60% says that mostly the
transportation costs is inefficient key in current distribution network, 20% says that through
inventory management & order fulfillment processes

25
Table No.4.8:
Table shows that sales strategies of effective in increasing sales volume.

Particular No. of Respondents No. of Percentage

Product variants 15 15%
Running Promotional 05 5%
Campaigns
Adjusting Pricing 80 80%
Strategies
Total 100 100%

Graph No 4.8

Sales strategies of effective in increasing sales volume

15%

5%
Product variants
Running Promotional Campaigns
Adjusting Pricing Strategies

80%

Interpretation:
From the above table the majority of respondents i.e 80% says that through adjusting the
pricing is major effective sales volume strategy, 15% says that through product variant sales
strategy and 5% says that through running promotional campaigns.

26
Table No.4.9:
Table shows that factors influence your decision to stock and sell.

Particular No. of Respondents No. of Percentage

Brand Reputation 55 55%
Product Range 15 15%
Profit Margins 15 15%
Marketing Support 15 15%
Total 100 100%

Graph No 4.9

Factors influence your decision to stock and sell

0
15%

Brand Reputation
15% Product Range

55% Profit Margins

Marketing Support

15%

Interpretation:
From the above table shows that majority of respondents i.e 55% says that Brand reputation
is major factor that influence the decision of stock & sell, 15% says that through product
range and 15% says that through profit margins and 15% says that through marketing
support.

27
Table No.4.10:
Table shows that opinion for promotional support and marketing materials by distributor.

Particular No. of Respondents No. of Percentage

Very Satisfied 05 5%
Satisfied 07 7%
Neutral 58 58%
Dissatisfied 20 20%
Very Dissatisfied 10 10%
Total 100 100%

Graph No 4.10

Opinion for promotional support and marketing

materials by distributor

10% 5%
7%

Very Satisfied
20% Satisfied
Neutral
Dissatisfied
Very Dissatisfied

58%

Interpretation:
From the above table it shows that majority of respondents i.e 58% says that they are Neutral
for both promotional support and marketing materials by distributor, 20% says that they are
dissatisfied, 10% says that they are Very Dissatisfied, 7% says that they are Satisfied and 5%
says that they are Very satisfied.

28
Table No.4.11:
Table shows that how often do you order Bailley water from Royal Rajput Traders?

Particular No. of Respondents No. of Percentage

Weekly 75 75%
Bi-weekly 5 5%
Monthly 5 5%
Less frequently 15 15%
Total 100 100%

Graph No 4.11

0
15%

5%
Weekly
5% Bi-weekly
Monthly
Less frequently

75%

Interpretation:
From the above table shows that majority of respondents i.e 75% says that they weekly
ordering the product from trader, 15% says that they are less frequently ordering the product,
5% says that Bi-weekly ordering and 5% says that they are ordering in monthly.

29
Table No.4.12:
Table shows that opinion for promotional offers and discounts provided by distributor.

Particular No. of Respondents No. of Percentage

Yes 60 60%
No 40 40%
Total 100 100%

Graph No 4.12

Opinion for promotional offers and discounts

provided by distributor

40%
Yes
No
60%

Interpretation:
From the above table shows that majority of respondents i.e 60% says Yes for promotional
offers & discounts which are provided by distributor, 40% says that no for that opinion.

30
Table No.4.13:
Table shows that do you encounter any stockouts or shortages of Bailley water.

Particular No. of Respondents No. of Percentage

Yes 51 51%
No 49 49%
Total 100 100%

Graph No 4.13

Do you encounter any stockouts or shortages of

Bailley water?

40%
Yes
No
60%

Interpretation:
From the above table shows that majority of respondents i.e 60% says Yes for encountering
the stockouts/shortages of Bailley water, 40% says no.

31
Table No.4.14:
Table shows that opinion for availability of exclusive or limited-edition products.

Particular No. of Respondents No. of Percentage

Very Important 20 20%
Important 17 17%
Neutral 33 33%
Not Very Important 30 30%
Not Important at All 00 0%
Total 100 100%

Graph No 4.14

Opinion for availability of exclusive or limited-edition

products

0%
20%
30% Very Important
Important
Neutral
17% Not Very Important
Not Important at All

33%

Interpretation:
From the above table shows that majority of respondents i.e 33% says neutral opinion for
availability of exclusive or limited-edition products, 30% says that not very important, 20%
says that very important, 17 % says that it is very important.

32
Table No.4.15:
Table shows that recommend distributor of Bailley water to other retailers.

Particular No. of Respondents No. of Percentage

Highly Likely 22 22%
Likely 65 65%
Neutral 13 12%
Unlikely 00 5%
Highly Unlikely 00 5%
Total 100 100%

Graph No 4.15

Recommend distributor of Bailley water to other

retailers

5%
5%
22%
12% Highly Likely
Likely
Neutral
Unlikely
Highly Unlikely

65%

Interpretation:
From the above table shows that majority of respondents i.e 65% are likely recommending
distributors of bailey water to others retailers, 22% says that they are highly likely for others
retailers, 12% are says that they are neutral about it, 5% says that they are highly unlikely for
recommending and 5% says they are unlikely recommending.

33
 Chapter No. 5
DATA ANALYSIS AND INTERPRETATION
3.2. Findings:
1. Majority is male respondents i.e 70% (ref table no:4.1)
2. Majority of respondents, i.e., 60% are of 0-3L income range. (ref table no:4.2)
3. Majority of respondent’s i.e 75% says they are keeping the bailey products in
their shop/outlet. (ref table no: 4.3)
4. Majority of respondents i.e 75% says that they purchase the products mostly
from distributors (ref table no 4.4)
5. Majority of respondent’s i.e 38% says the product is delivered by the
distributor/dealer is average. (ref table no 4.5)
6. Majority of respondents i.e 62% says that the mode of payment id done by
retailer on credit bases, 24% Says that it is done through Cash (ref table no 4.6)
7. Majority of respondents i.e 60% says that mostly the transportation costs is
inefficient key in current distribution network.(ref table no 4.7)
8. Majority of respondents i.e 80% says that through adjusting the pricing is
major effective sales volume strategy(ref table no 4.8)
9. Majority of respondents i.e 55% says that Brand reputation is major factor that
influence the decision of stock & sell (ref table no 4.9)
10. Majority of respondents i.e 58% says that they are Neutral for both promotional
support and marketing materials by distributor (ref table no 4.10)
11. Majority of respondents i.e 75% says that they weekly ordering the product
from trader (ref table no 4.11)
12. Majority of respondents i.e 60% says Yes for promotional offers & discounts
which are provided by distributor (ref table no 4.12)
13. Majority of respondents i.e 60% says Yes for encountering the
stockouts/shortages of Bailley water (ref table no 4.13)
14. Majority of respondents i.e 33% says neutral opinion for availability of
exclusive or limited-edition products (ref table no 4.14)

34
15. Majority of respondents i.e 65% are likely recommending distributors of bailey
water to others retailers (ref table no 4.15)

35
3.3. Suggestions:
1. Bailley water should improve the response time and try to deliver products on time.

2. Bailley water should encourage to the dealer to provide cash discount.

3. Explore strategies to cater to higher income brackets, such as introducing premium

or value-added products, to tap into this segment of the market.

4. Implement measures to increase visibility and availability of Baileys products in

retail outlets, to capitalize on the high percentage of respondents who are willing to
stock the products.

5. Evaluate the distribution network to address inefficiencies in transportation costs,

as identified by the majority of respondents, in order to streamline the supply chain
and improve overall operational effectiveness.

36
5.3. Conclusion:

With the study of the topic, we can know about the sale increase and
distributor relationship with the retailers of the largest firm in packaging
mineral water Sector are: Parle Agro Pvt Ltd (Bailley Water and Soda).

With the study it can be easily known how the retailers are been selected Parle
Agro Pvt Ltd (Bailley Water and Soda). (Super value store) and what the terms
and conditions regarding the selection of the retailers and what are the benefits
being provided to the retailers and what are the various benefits being provided
to the retailers in order to increase their sales.

The company is making their strategies regarding the customer and the various
product assortment being provided to the retailers and whether the distributor
is helping the retailers in managing the demand of the retailers and also the
sales agent behavior and delivery man behavior affects the sale of the retailers
as well as the distributor.

37
 Chapter No. 6
BIBLIOGRAPHY
Books:

➢ Research Methodology Methods & Techniques, C.R. Kothari, New Age International
Publishers - 2nd Revised Edition
➢ Joe Nyaga. “FACTORS AFFECTING DISTRIBUTION OF FAST-MOVING
CONSUMERGOODS IN KENYA: A CASE OF EVEREADY EAST AFRICA.”
International Journal of Social Sciences and Entrepreneurship Vol.1, Issue 12,
2021.

➢ Muhammad Intisar Alam, and Afreen Choudhury. “Factors Affecting

Retailers AttitudeTowards Manufacturers: A Study on Unilever.” Journal of
Economics and Behavioral Studies Vol. 2, No. 4, Pp. 138-150, Apr 2021

Websites:

➢ https://www.ukessays.com/essays/marketing/effectiveness-and-efficiency-of-
distribution-channel-in-fmcg-marketing-essay.php?cref=1
➢ http://info.shine.com/industry/fmcg/6.html
➢ http://www.ibef.org/
➢ https://www.statista.com/statistics/273236/brand-value-of-the-leading-personal-care-
brands-worldwide/

Journals and Magazines:

➢ Business World
➢ Economic Times
➢ The Times of India

38
 APPENDIX
QUESTIONNAIRE
Note: Please mark [√ ] in front of your answer.

Name of the Retailer: ____________________________________________

1. What is your gender?

a) Male [ ]
b) Female [ ]

2. What is your income?

a) 0-3 L [ ]
b) 4-6 L [ ]
c) 7-9 L [ ]
d) 9 L and Above [ ]

3. Do you keep products of Bailley water in your outlet/shop?

a) Yes [ ]
b) No [ ]

4. From whom do you purchase your product?

a) Distributor [ ]
b) Dealers/Agent [ ]
c) Agency [ ]
d) Wholesaler [ ]

5. How do you rate the delivery process of the distributor/dealer?

a) Excellent [ ]
b) Above Average [ ]
c) Average [ ]

39
d) Below Average [ ]
e) Extremely Poor [ ]

6. What is the mode of payment to the distributor/ Dealer by Retailer?

a) Cash [ ]
b) Credit [ ]
c) Cheque [ ]

7. What do you think purpose of performance appraisal system? In your

opinion, what are the key inefficiencies in the current distribution network for
mineral water products?

a) Inventory Management [ ]

b) Transportation Costs [ ]

c) Order Fulfillment Processes [ ]

8. What sales strategies do you think would be effective in increasing sales

volume and market share in the mineral water industry?

a) Product variants [ ]
b) Running Promotional Campaigns [ ]
c) Adjusting Pricing Strategies [ ]

9. What factors influence your decision to stock and sell Bailley water products
at your store?

a) Brand Reputation [ ]
b) Product Range [ ]
c) Profit Margins [ ]
d) Marketing Support [ ]

10. How satisfied are you with the promotional support and marketing materials
provided by Royal Rajput Traders for Bailley water products?

40
a) Very Satisfied [ ]
b) Satisfied [ ]
c) Neutral [ ]
d) Dissatisfied [ ]
e) Very Dissatisfied [ ]

11) How often do you order Bailley water products from Royal Rajput Traders?

a) Weekly [ ]
b) Bi-weekly [ ]
c) Monthly [ ]
d) Less frequently [ ]

12) Do you find the promotional offers and discounts provided by Royal Rajput
Traders on Bailley water products to be helpful?

a) Yes [ ]
b) No [ ]

13. Do you encounter any stockouts or shortages of Bailley water products?

a) Yes [ ]
b) No [ ]

14. How important is the availability of exclusive or limited-edition products

from Bailley water through Royal Rajput Traders for your store's sales strategy?

a) Very Important [ ]
b) Important [ ]
c) Neutral [ ]
d) Not Very Important [ ]
e) Not Important at All [ ]

41
15. How likely are you to recommend Royal Rajput Traders as a distributor of
Bailley water products to other retailers?

a) Highly Likely [ ]
b) Likely [ ]
c) Neutral [ ]
d) Unlikely [ ]
e) Highly Unlikely [ ]

42
 The Institute of Management & Rural Development
Administration
Fortnightly Progress Report No.1 for Summer Internship

• Name of the Student:

• Course Div/Roll No.:

• Name of the Organization:

• Department/Assigned:

• Name of the faculty Guide;

• Title of the Project:

• Meteor Guide in the company:

• Name and Designation:

• Ph. no and e-mail:

• Date of Joining:

• Progress made in the fortnight:

• Date:

Remarks of the Guide: Progress is Satisfactory/Not satisfactory

(Signature of mentor & stamp of the company)

43
 The Institute of Management & Rural Development
Administration
Fortnightly Progress Report No.2 for Summer Internship

• Name of the Student:

• Course Div/Roll No.:

• Name of the Organization:

• Department/Assigned:

• Name of the faculty Guide;

• Title of the Project:

• Meteor Guide in the company:

• Name and Designation:

• Ph. no and e-mail:

• Date of Joining:

• Progress made in the fortnight:

• Date:

Remarks of the Guide: Progress is Satisfactory/Not satisfactory

(Signature of mentor & stamp of the company)

44
 The Institute of Management & Rural Development
Administration
Fortnightly Progress Report No.3 for Summer Internship

• Name of the Student:

• Course Div/Roll No.:

• Name of the Organization:

• Department/Assigned:

• Name of the faculty Guide;

• Title of the Project:

• Meteor Guide in the company:

• Name and Designation:

• Ph. no and e-mail:

• Date of Joining:

• Progress made in the fortnight:

• Date:

Remarks of the Guide: Progress is Satisfactory/Not satisfactory

(Signature of mentor & stamp of the company)

45