A Project Report On

Study of Sales and Distribution Management of Eureka Forbes Ltd in Nagpur with reference to aqua sure.
Submitted to
Rashtrasant Tukdoji Maharaj Nagpur University, Nagpur For the partial fulfillment of the requirement for the award of degree of Master of Business Administration (MBA) By SAURABH R. NEMA Under the supervision of PROF. SHIVAJI DHAWAD

2011-12

Acknowledgement
I have had a golden opportunity of being a part of Eureka Forbes Ltd towards fulfilling the requirement of summer training. I am greatly obliged to amishi arora director of datta meghe institute of management Nagpur for providing me the right kind of opportunity and facility to complete this venture. My handful thanks to my respected faculty guide prof. sivaji dhawad, without his continuous help the project would not have been materialized in the present form his valuable suggestion helped me at every step. I am also extremely thankful to Mr yaman chowhan (territory executive new channel), Mr laxmi misra(territory executive existing channel) , ashitosh kahalkar(marketing activity officer),shrikant jarude (branch manager) Eureka Forbes Ltd to carry out the study for the organization,I am also thankful to all my friends who helped me during the preparation of this report;

SAURABH R. NEMA

Date: Place: Nagpur

Objectives of Research
The objectives behind my project study of Sales and Distribution strategy of Eureka Forbes Ltd in Nagpur city with reference with Aqua Sure. Main objective of study:1. To study the sales and distribution channel Strategy of Eureka Forbes Ltd. Sub objectives of study:-. 1. Perception of retailers towards the distribution channel of the Eureka Forbes Ltd. 2. To know how competitors channel strategy affect market place 3. To know relationship management strategies of Eureka Forbes Ltd with the distributors and retailers 4. To know the Eureka Forbes Ltd planning towards the distribution channel strategy. 5. To enhance my knowledge in field of marketing and to understand how theoretical principles can apply in practical world.

Hypothesis of Research

1. Sales and distribution strategy of Eureka Forbes Ltd in Nagpur city is strong, and contributing to increasing sale. 2. Eureka Forbes Ltd is continuously focusing on planning and modification in channel distribution strategy. 3. Eureka Forbes Ltd has strong relationship with distributors and retailers. 4. Eureka Forbes Ltd has strong motivated and trained sales force. 5. Eureka Forbes Ltd has core competitive distribution strategy. 6. Post sales service of Eureka Forbes Ltd is very strong.

Research methodology
a. Primary data : Survey done in the market of Nagpur Survey done with 50 dealer/retailer of the existing channel and 13 dealer of new channel. Objective type question asked in questionnaire Survey complete through one to one interaction with retailers/dealer Information collected from supervisor through discussion. b. Expert suggestion and Secondary data: Detail of industry collected from website. Detailed from company download from Eureka Forbes website. Data collect from regional office of Eureka Forbes from regional level manager and sales executive.

Executive Summary
Eureka Forbes Ltd is one of the oldest, largest and most successful vacuum and water Purifier Company in the world. Eureka Forbes Ltd was founded by Shapoorji Pallonji . Today Eureka Forbes Ltd and its affiliates operate in more than in over 92 cities in India and employ over 6,000 individuals in the world and generate revenues in excess of 13 Billion. In its pursuit of never ending growth and expansion, Eureka Forbes Ltd entered India in 1980s. Multi product and multi channel corporation. Incepted in 1982, EFL have put 29 years of consolidated efforts to become the undisputed leaders in domestic and industrial Water Purification Systems, Vacuum Cleaners, and Air Purifiers & Security Solutions. Being Asias largest direct sales organization, our force of 7500 direct personnel touches 8 million homes. EFL have one of the largest networks catering to more than 145 cities and 398 towns across the country. We also have a 15,000 strong dealer sales network and over 58 distributor strong Industrial Sales Network. Eureka Forbes Ltd maintained its market dominance for many more years to come. However, this advantage slipped and Eureka Forbes Ltd had to concede the market leadership in India. Distribution channel is having an important role in positioning and to capture market share because we know that distribution channel is tool by which we can make reach our product to the final consumers The project research carrying a proper and planned research involving different types and methods. The data collected for laid the foundations for the study and gave a platform for the analysis and findings which lead to the fulfillment of the objectives. The data collected for research is primary and secondary. Primary data is collected by observation, interviews and questionnaires. The data collection and analysis paves way for the recommendation and conclusion of the study that reveals some important findings regarding the strategy and corporate structure and strategy of Eureka Forbes Ltd India.

Introduction to topic
1. Distribution of goods and services play and in the sale system 2. Distribution system varies form company to company and region to region 3. The distribution system give strength to the company by helping to increase the reach the product to various part of the region, century or even in foreign markets. 4. An effective distribution system helps in marketing available goods in the right time when they required and giving the reasonable earning to those who are associate with the distribution system like whole seller, retailer, departmental stores etc. 5. The object of any distribution strategy should be give value portion to end customers and therefore selection of proper channel is must .for achieve this object company need to focus on following questions answer.. What channel will achieve this distribution object at the lowest cost to consumer? How do we manage our physical network to achieve object at lowest cost? What process and organization structure will help sustain the distribution networks performance? Ensure complete interaction across channel structure and supporting process. Result in the lowest cost to serve across product market

location record maintance

warehous

customer services

sales &disrtrvution management

material handling

transportat ion

packing and packaging

order processing

invetory control

Introduction of consumer durable industry

Belfour the liberalization of the Indian economy only few companies like KELVINETOR, GODREJ, ALLWYN and Voltas were the major player in consumer durable market, accounting for no less than 90% of the market ,then after the liberalization forgiven players like LG,SONY,SAMSUNG,WHIRPOOL,come in to pitcher today this players control the major share of consumer durable market. Consumer durable market is expected to grow at 10-15% in 2011-2012; it is growing very fast because of rise in living standard easy access to consumer finance, and wild range of choice, as many foreign players are entering in market. The presence of large number of player in the consumer durable market sometime result is excess supply so sales and distribution management become very essential part.

Top ten players in consumer durable goods

NOKIA INDIA LG ELECTRONICS INDIA LTD PHILIPS INDIA TITAN INDUSTRIES\ SAMSUNG INDIA ELCTRONICS WHIRIPOOL APPLIANCES SIEMENS SONY INDIA VIDEOCON INDUSTRIES BLUE STAR

Company profile
Eureka Forbes part of the sapoorji pallonji gropes Forbes based in Mumbai is an Indian consumer company Eureka Forbes was the first introduce domestic water purifier the aquagard model as well as vacuum cleaner to India in 1980s The company operates in over 92 cities in India and employee over 7000 individuals To introduce previously unknown products to a society in which nationwide commercial campaigns were impossible to company pioneered direct selling, the cross of suit clad Eureka Forbes sales man were a trademark suggest they are now Asias largest direct selling organization with a 5000 strong direct sales force touching 1.25 million Indian aquagard has become a synonym for water purifier in India. Eureka Forbes started in 1982,which depend on technology provided by Sweden for making vacuum cleaner and air purifier has grown in to Rs 800 crore company employing nearly 8000 people , they pointed out the company in the largest direct selling organization and has considered as ones the amongst the most admired consumer durable company in the century. The company also drawn up plan for diversification to manufacture product aimed at smart home, safe homes. Eureka Forbes is Rs 13 billion multi product, multi channel corporation is part of sapoorji pollonji group Eureka Forbes, started the direct selling concept in India, has a 52% market share in the 1,500 crore, water purifier segment, with its Aquaguard and AquaSure brands. Leader in domestic and industrial water purification system, vacuum cleaners, air purification and security. Pioneer in direct selling ,alias largest direct sales organization Strong service net worth that back up sales efforts ,support by call center, customer care representative and mobile service vans and 24 hour helpline for customer(Euero helpline) Eureka Forbes is making a foray into the packaged water segment and will roll out the bottled water product on a pan-India basis by next year, a top company official said Eureka Forbes has already set up franchised operations for packaged drinking water in Andhra Pradesh and plans to enter Andhra Pradesh, Maharashtra, Tamil Nadu and Gujarat in a phased manner in the next four to six months.

Mission statement of EFL:To build sustainable relationship with customer as their friend for life, by satisfying their evolving health hygiene, safety and lifestyle need. Vinson statement of EFL:A happy, healthy, safe and lasting relationship with customer. Our people whose entrepreneur sprite and ambition is fuelled by culture of pried learning, earning and our product and service that reflect innovation, become quality benchmark an d provide real value for money our policies and practice that are fair, transparent and consistently improvement to maximize stake holder satisfaction and achieve market leadership. Our customer is the center of our business integrity and highest ethical standard communication that is open, consistent and two way diversity of people cultures and ideal innovation and encouragement to challenge the status continues improvement development and learning in all we do teamwork and meeting our commitments to one another performance with recognition for results.

Different companies which manufacture water purifier

Organization structure of EFL

Direct division:Direct division of company is the first oldest and strong sales force, EFL which deals in Aquagard brand of water purifier and vacuum cleaner in direct division. The identity of EFL is bench marked because of direct division Consumer division:Consumer division deals in aqua sure brand of EFL which deals in business to business channel of distribution Industrial division:Industrial division of EFL is run in brand name of Forbes Pro It also run business to business, basically Forbes pro division focus on industries requirement such as big vacuum clener, water purifiers, security solution etc. Service division:EFL service division run in brand name as Euro smile it deals with business to consumer it perform as the sales service of EFL product of direct division and consumer division.

New channel
New channel is basically operated through big malls and big dealer, Company follows cash and carry strategy in this business channel. Product order takes through online those dealers who dont want to run business through distributer and have no contact with distributer period of 6 or more than 6 month can also operate through new channel. Product delivery from direct deliver from company to dealer warehouse. It include big malls, big dealers and gas agencies, New channel in Nagpur city is working with the big retail malls and big organization from where the company gets a huge business and end user. Malls like big bazaar, reliance digital, the next, fair deal, and organization such Bharath petroleum gas. (Trough gas agency). The company has a national level tie up with such retail malls and organization, business of this channel run on basis of cash and carry. The company has a national level tie up with such retail malls and organization, business of this channel run on basis of cash and carry,Company make some special contract with the tie up partner of a company for one year and design a special product for this big dealer this product end user only get from this dealers outlet e.g. Of this is aqua sleek product, elegant UV which is specially design for big bazaar. .Product flow in new channel is from company to companys warehouse ,companies warehouse to private warehouse , dealers private warehouse to dealer show room or outlet ,dealers outlet to end consumer.

EXISTING CHANNEL In existing channel is operating through distributer and dealer (electronic shop, steel and crockery shop, hardware). Dealer get product from distributer which company appoint for territory for vidharbha and west Maharashtra now manish trading is distributer, who provide product to dealer and retailer. Businesses through existing channel run on credit basis, Company provides stock to distributer on basis of credit and distributor also provides credit facility to dealer Product flow in existing channel is like from company production plant to companies warehouse ,companies warehouse to distributers private warehouse ,distributers warehouse to dealers private warehouse, dealers ware house to dealers outlet, dealers outlet to end consumer..

Product succession

Product profile succession

COMPANY TO DISTRIBUTER :- PRIMARY PRODUCT DISTRIBUTOR TO DEALER:SECONDARY PRODUCT

DEALER TO CONSUMER:TREACHERY PRODUCT

Product succession is level of product selling through channel it includes primary, secondary and treachery, primary succession occur when product sale from company to distributor of direct cash and carry to big malls or big dealers. Secondary product succession occur when distributor seal to dealer, and treachery occur when dealer sale product to ultimate consumer or consumer purchase product from mall, or dealer who deals in cash and carry business with company.

Product profile

Storage product:1. Amrit The Amrit Storage Water Purifier is backed by latest technological innovation to protect your familys health against water borne diseases caused by bacteria, viruses and cysts. It has been designed keeping in mind the requirements to provide pure and safe drinking water.

All Features
PCT 100% chemical free purification. Giving not just pure but safe drinking water Natural Shut off Monitors purification and gradually shuts off when the useful life is over to help your family enjoy pure and safe drinking water. No bacteria. No Virus. No cyst. Provides pure and safe drinking water for the entire family removes all disease causing bacteria, viruses and cysts. No Electricity Ensures complete convenience as it doesnt require electricity supply

Double Storage Specially designed float ensures Double capacity both in top and bottom containers. Capacity of top container is 9 liters and bottom container is 11 liters which makes total storage of 20 liters No Boiling Ensures complete freedom from all hassles of boiling.

Xtra
AquaSure Xtra storage water purifier with advanced technology that kills harmful bacteria and viruses and gives 100% pure and safe water.

All Features

No running water Total convenience assured.

No electricity required Get pure and safe water at all times.

No boiling required Freedom from all hassles of boiling and in turn also saves your cooking gas.

Double Storage Capacity Special float ensures double storage capacity. Water can be stored in top and bottom containers

18 Litres Ensures 18 litres capacity at all times

No Virus. No bacteria. Pure and Safe water for the family - Kills all disease-causing bacteria and viruses

UV Product:Cristal UV AquaSure Crystal UV is a multistage electric water purifier with advanced technology that kills harmful bacteria & viruses, giving your family 100% pure and safe drinking water.

All Features
Electronic monitoring system Protects your family by delivering pure water always In-built Voltage stabiliser Ensures your purifier works even during voltage fluctuation Anti-drip Avoids wastage of pure water

Hi flo Delivers 2 L in a minute!

Manual flush facility Cleans cartridge & enhances its life

Elite UV:AquaSure Elite UV is an Electric water purifier with advanced technology which kills harmful bacteria and viruses, giving your family pure water and has LCD Display that gives your kitchen an elegant look.

All Features
LCD Display Convenient User Interface Quartz UV Filtration Water passes through a high Grade glass without contacting any metal part giving you purest form of water. Sure Safety Lock Stops purification after 3300 litres. This ensure that your family gets Pure water and its time to change cartridge.

EMS(Electronic monitoring System) Protects your family by delivering pure drinking water.

Sure Safety Alert Gives alert after 3000 litres of purified water. This indicates that you need to change the cartridge.

Smart UV
AquaSure Smart UV is an Electric water purifier with Quatrz UV Filtration that kills harmfull bacteria and Viruses, giving your family 100% Pure and safe drinking Water.

All Features
Quartz UV Filtration Water passes through a high Grade glass without contacting any metal part. UV Lamp Sensing Mechanism It senses the current of UV lamp and monitors the purification process and always dispenses safe water. Error Indication Alerts you if any error occurs in the purifier In built Voltage Stabilizer Ensures your purifier works even during voltage fluctuation. Long Life Of Cartridge Purifies 5000 ltrs of Water.

Slim Design to fit even in Small Kitchens

Aqua flow Dx UV Aquasure AquaFlow Dx is a UV multistage electric water purifier with advanced technology that kills harmful bacteria & viruses to give your family 100% pure and safe drinking water.

All Features

In-built Voltage stabiliser Ensures your purifier works even during voltage fluctuations. Hi flo Delivers 2 L water in a minute!

Dual cartridge life Compact yet powerful cartridge.

Error Indication If an error occurs, the machine indicates with an alert signal.

RO Product:Spring fresh DX RO
Spring fresh DX RO has an elegant design with 5 Stage RO Purification and a storage capacity of 8 lts.

All features

TDS Support 500 -2000(mg/l) 5 Stage RO Purification Unique, advanced purification process removes the unwanted salts and impurities and allows only sweet, pure drinking water . Elegant design Blends perfectly with modern urban kitchen. Storage Capacity 8 L Your purifier offers storage capacity of 8 L of purified drinking water. Micro switch float to avoid over flow The Micro switch float avoids water from overflowing and maximizes storage capacity. Manual flush facility Cleans the cartridge and enhances its life, so your family can enjoy pure drinking water for longer. Auto Shut Off Your water purifier saves energy for you and will shut itself off if not used for over 10 minutes. Glass holding facility You can place glass in this glass holder and fill water as per your convenience. TDS Reduction 90%

Elegant RO
Aqua Sure Elegant RO is an electric water purifier with advanced technology that kills harmful bacteria & viruses to give your family 100% pure and safe drinking water.

All Features Available in Low TDS 200 -500(mg/l)

5 Stage RO Purification Unique, advanced purification process removes the unwanted salts and impurities and allows only sweet, pure drinking water. Storage Capacity 6 L Your purifier offers storage capacity of 6 L of purified drinking water. Micro switch float to avoid over flow The Micro switch float avoids water from overflowing and maximizes storage capacity. Manual flush facility Cleans the cartridge and enhances its life, so your family can enjoy pure drinking water for longer. Auto Shut Off Your water purifier saves energy for you and will shut itself off if not used for over 10 minutes. Glass holding facility You can place your glass in this glass holder and fill water as per your convenience. TDS Reduction 90%

TDS Support 500 -2000(mg/l)

Nano RO:Aqua Sure Nano RO has a 5 Stage RO Purification process which removes the unwanted salts and impurities and gives only sweet, pure drinking water for your familys good health.

All Features

5 Stage RO Purification Multi stage enhanced RO purification system which gives you natural sweet taste

Manual flush facility Cleans cartridge and enhances its life.

Energy Saver Mode Energy saver mode is activated if machine is not operated for 10 minutes.

In-built voltage stabilizer Ensures your purifier works even during voltage fluctuation

RO+UV product:Elegant RO+UV

Aqua Sure RO+UV is an Electric water purifier with 6 stage enhanced RO+UV purification which gives you natural sweet taste.

In built Voltage Stabilizer Ensures your purifier works even during voltage fluctuation.

Auto flush facility Cleans cartridge automatically and enhances its life Storage Capacity 8 Ltrs Storage Capacity

6 Stage RO+UV Multi Stage enhanced RO+UV purification system which gives you natural taste. Quartz UV Filtration Water passes through a high Grade glass without contacting any metal part giving purest form of water.

Has a Membrane Life enhancer 12 months Membrane warranty One Free Stand

Data analyses and interpretation I analysis both channel separately because both channel of company work separately but some question which is common for company I analyzed combine Existing channel Do you keep EFL product in your shop?

availebilty of product in market

yes no

28% 72%

72% market in case of existing market aqua sure product are available that means EFL have good market reached capacity in dealer/retail base distribution channel. Remaining 25% shops are newly operate and fresh counters due to the lack of visiting of sales person and there may be other reason for it such as margin of product or the dealer have already purchased ample of other brand stock and now have no willing to keep EFL product.

availability yes no

No of respondent(50) 36 14

No of respondent in % 72% 28%

Which aqua sure product do you keep?

availability of product line of aqua sure product in store

storage 91.33% UV RO ALL OF THEM

58.33% 36.33%

28%

In 91.33%% market counter I found EFL product. In that maximum SKU (stock keeping unit) is of storage product (Extra, Amrit) of EFL that is 88% counter keep toughs product,

simultaneously UV products have 2nd maximum no in SKU that is 55% counter have availability of thoughts products and then 33% counter have RO and 28% counter put all the product range of EFL water purifier and such dealer included in category of Key dealer. . No of dealer: 36
Availability of product of line Storage UV RO ALL No of Respondent 33 21 13 10 No of respondent in% 91.33% 58.33% 36.33% 28%

Which are other water purifier do you sale in your shop?

comparison of product availability of Aqua sure and other brand

product availability in market

0% any other whirpool philips TATA(swachh) EFL(AQUA SURE) HUL(pure it) KENT

10%

20%

30%

40%

50%

60%

70%

80%

90%

product availability in market 6% 6% 12% 50% 72% 84% 48%

According to my market survey and its analysis I got result which I have drown with the help of bar char ,that shows the percentage of market availability of ELF and other brand, I found that HUL (pure it) have highest market coverage that is 84% and afterwards EFL (Aqua sure) have 2nd rank that is 72% market captured by aqua sure, other brand have market reached such as Kent have 48% availability, TATA (swachh) have 50%, Philips have 12%, whirpool have 6% and other brand such as zero-b, aqua flow have 6% market availability. But when I observed during survey that other brand have market availability only in storage product category ,then I can say htat market share of EFL is higest than other brand.

SAMPAL SIZE:- 50
Brand availability Any other Whirpool Philips Tata(swachh) EFL(aqua sure) HUL(pur it) KENT No of respondent 3 3 6 25 36 42 24 Respondent in percentage 6% 6% 12% 50% 72% 84% 48%

Do you get ELF product at time?

yes no

9%

91%

This question I asked with purpose to know the distribution channel in existing channel, from analysis of this data I got result almost all dealers/retailers that is 97% are satisfied with timely availability of aqua sure product. It is good in point of view to company. No of dealer/retailer:-36
Timely availability yes no No of respondent 33 3 No of respondent in percentage 91% 9%

Are you satisfied with demonstration from companys sales person?

no, 31%

yes, 69%

When fresh companies sales person approach to new counter to put companies product in dealers/retailers counter or when company launch new product or new techniques companies sales person need to give demonstration and product knowledge about product so that dealer/retailer facilitate to consumer to purchase EFL product, when I analyses data related to demonstration from company the result have come out that 69% of dealer are satisfied this is not excellent in point of view to company this percentage should increase.

No of dealer;_36
Satisfaction level yes no No of dealer 25 11 No dealers in% 69% 31%

Do you get ISP facility from company? (Only for key dealers)

ISP facility

no 50%

yes 50%

This question specially asked to key dealer company categorized dealer in different group such as key dealer, operating dealer, active dealer, inactive dealer, after analysis this data I found 50% key dealer are getting ISP(in shop promoter) facility, key dealer are dealer those put companies all product range and should have customer walking. In seasonable period company should try to increase this ratio that menses each key dealer should get ISP facility so that sales of company get help to increase.

No of item:-10
ISP facility yes no No respondent 5 5 No of respondent in % 50% 50%

Frequency of companies sales person visit in your shop?

frequency of sales person visit

never 14% weekly 48% monthly 38%

To maintain the relationship with the dealer/retailer in market it is very necessary to visit their counter as possible as maximum time and collect his requirement and to know quires about product, it is also important to sustains in market and maintain or increase sales volume, By analysis data on visiting frequency of companies sales person I got result that 48% counter commit that they got weekly visit from companies sales person, 38% committed that they got monthly visit by companies and 14% said that they never got visit from companies sales person, such counter may fresh counter or they got visit from distributers person, so companies regional sales person should clause eye on opening of fresh counter in market to approach them to put EFL product it help to increase market availability of product and increase sales volume.

No of item:-50
Frequency of visit Weekly monthly No of respondent 24 19 No of respondent in % 48% 38%

never

14%

Do you get POP material on regular basis?

POP material facility

no 39%

yes 61%

POP material include lift lets ,welcome ad board, advertising board etc. it is very impotent in point of view to attract customer and to provide product related information to customer. Because many times it happened that customer confuse about his buying design and require some time to come up with design .or need to consult with someone about it so customer may require some information material with him or he may immediately remember all the things related to product When I analysis data related to availability of POP material I got result that merely 61% retailer/dealer get POP material at regular basis. So this percentage should increase at least in seasonable period.

No of dealer:-36
Availability of POP material yes No of respondent 22 Respondent in percentage 61.111%

no

14

38.888%

New channel
Which aqua sure product do you keep in your shop?

product availability in store

Storage UV RO

100% 77% 69%

In case of new channel all storage has highest SKU that is 100% counter keep storage, then simultaneously UV on 2nd position that 77% counter ,and then after RO with 69% counter include big malls and big dealers.

No of respondent: - 13
Product availability Storage UV No of counter respondent 13 10 Availability of product in percentage 100% 77%

RO

69%

Which other water purifier do you keep in your shop?

120.00% 100% 100.00% 80.00% 60.00% 40.00% 20.00% 0.00% 53.85% 61.54% 38.46% 23.08%

30.77% 15.38%

availability of other brand

In channel EFL has in highest percentage that 100% because EFL not only operate though malls and big dealers but also though gas agencies. And there after EFLs big competitor kent in RO and UV modals and HUL only in storage.EFL product have 100% market availability in case of new channel because EFL not only sale its product through big mall and big dealers but also through gas agency.

No of item:-13

Availability brand KENT HUL(pure it) TATA(swachh) Philips Whirpool Any other Aqua sure

No of respondent 7 8 5 3 4 2 13

Respondent in percentage 53.846% 61.538% 38.461% 23.076% 30.769% 15.384% 100%

Do you get ELF product at time?

time availability

no 23%

yes 77%

When I analysis data in new channel related to timely availability I got suppressing result that 77% counter commit that they get EFL product at time, so it is very strong point towards company.10% counter replied no it is because sometime problem Acura because of logiest problem,

No of respondent:-13
Timely availability of product Yes no No of respondent 3 10 Respondent in percentage 23.076% 76.923%

Frequency of company sales person visit in your shop?

frequency of companies person visit shop

weekly monthly 0% 15% never

85%

To maintain the relationship with the dealer and different organization operating in new channel it is very necessary to visit their counter as possible as maximum time and collect requirement and to know quires about product from organization, it is also important to sustains in new age of retailing ,

By analysis data on visiting frequency of companies sales person I got result that 85% counter commit that they got weekly visit from companies sales person, 15% committed that they got monthly .

No of dealer, mall and organization:-13

Frequency of sales man visit Monthly Weekly Never No of respondent 2 11 0 Respondent in percentage 15.384% 84.615% 0%

;-

Are you satisfied with companys demonstration?

satisfaction level from companies demonstretion

no 23%

yes 77%

when company launch new product or new techniques companies sales person need to give demonstration and product knowledge about product so that dealer for facilitate to consumer to purchase EFL product, when I analyses data related to demonstration from company the result have come out that 77% of dealer are satisfied this is not excellent in point of view to company this percentage should increase.

No of item:-13
Satisfaction of demonstration Yes No No of respondent 10 3 Respondent in percentage 76.923 23.076

Which kind of support are you looking for from company?

support looking from company

ISP support 23% tie up schem 15%

advertisement support 62%

In new channel sales are generate in large volume therefore company need to special concentrate on though to induce them to increase sale so company also need to fulfill their requirement . my intent to ask this question to dealer in new channel to know their requirement so that it will help company to focus on it. So after amylases I found that large no of dealer that is 62%want advertising support.

No of items:-13
Support from company ISP tie ups advertising No of respondent 3 2 8 Respondent in percentage 23.076% 15.384% 61.538%

Do you get ISP facility from company? (Not for gas agency)

ISP facility

no 31%

yes 69%

It is very important in case of new channel to provide ISP because new channel basically deals with the big organization and big dealers so to facilities them to increase sale of the company should provide his I exclude gas agencies for response of this question because usually they keep only storage product of EFL After amylase I found that 69% counter get ISP facility so this should increase.

No of item:ISP facility Yes No No of respondent Respondent in percentage 69.230% 30.769%

Do you get POP material regularly?

POP material
no 23%

yes 77%

POP material include lift lets ,welcome ad board, advertising board etc. it is very impotent in point of view to attract customer and to provide product related information to customer. Because many times it happened that customer confuse about his buying design and require some time to come up with design .or need to consult with someone about it so customer may require some information material with him or he may immediately remember all the things related to product When I analysis data related to availability of POP material I got result that merely 77% retailer/dealer get POP material at regular basis. So this percentage should increase at least in seasonable period.

Existing channel as well as new channel

How do you rate EFLs after sales service?

rate on after sales service

poor satisfactory good excellent

33% 50 17% 0%

After sales service is most important backbone to maintain relation to with retailers/dealer and any other organization because customers first compliant about product at dealers/retailers shop, after analysis of data related to after sales service I found that I have represented with the help of above graph that show that 49% EFL after sale Service is satisfactory and 33% dealer rate EFL service as poor and merely 17% dealer rate EFL service as good and astonished no one dealer/retailer/organization rate EFL service as excellent.

No of dealer/retailer/mall and organization:-63

Level of satisfaction excellent good satisfactory poor No of respondent 0 11 31 21 % of dealer 0% 17% 49% 33%

Secondary data
About new channel:secondary data of new channel I have collect from companies sales department office from tertiary head of new channel Mr. yaman chawhan .i ask him about the sales growth in his channel so he give me the percentage growth of the channels sale , because it is internal matter of the company so they cannot discloses the exact figure . The growth of sales of the Eureka Forbes company due to new channel is 24% more than the previous year. New channel is working with the big retail malls and big organization from where the company gets a huge business and end user. Malls like big bazaar, reliance digital, the next, fair deal, and organization such Bharath petroleum gas. (True gas agency). The company has a national level tie up with such retail malls and organization, business of this channel run on basis of cash and carry. According to the territory head of Eureka Forbes Mr yaman chawhan the channel growth in each tie up is as follow. 1. The sales growth in malls like big bazaar and reliance digital, the next is 50% than last year in Nagpur city., 2. And the sales growth of company with tie up with bharath petroleum gas is 70% than the last 2 previous years.

Sales generate through new channel in two years

30%

X*24%
25% 20% 15% privious year

x
10% 5% 0% sales through NC

current year

Growth rate of new channel in malls in two years

x*50%
50% 40% 30% 20% 10% 0% Category 1 current year privious year

X
current year privious year

Growth in new channel through gas agency

x*70%
70% 60% 50% privious year 40% 30% 20% 10% 0% gas agency

current year

After analysis of secondary data of new channel I get all figure in positive e that means EFL channel strategy is performing good and will be each and every dealer category weather it is mall or gas agency in increasing rate.

Limitations
1. There also be the limitation as the sample size; on the basis of few retail malls and small retail shops I cannot get the truthful result about the distribution channel of any organization that major limitation of my dissertation. 2. It may happen that what question I ask from the retailers/distributors, they may not give tact full answer. 3. Retailers and distributors had less time to give answer of my questionnaire and may be that answer is not fact full. 4. The area of concern was limited due to that research may not give fact full result. 5. The area of survey was concentrated on urban are 6. a of Nagpur city only. 7. The psychological condition varies from place to place because in many places outlet owner was not supportive.

8. There was no way to check the authenticity of the information given by the respondents and thus had to be accepted as genuine. 9. Topic is vast but availability of information and timeline is short.

Questionnaire for Dealer/retailer {Existing channel}

This is a survey we are conducting as a part of the course requirements. We are interested in your views on Distribution management of Eureka Forbes Ltd in Nagpur City of water (Aqua sure) purifier product ". There is a list of questions that follow with instructions. Kindly read instructions carefully and fill the questionnaire. We appreciate your precious time. Name of dealers/retailer: - -------------------------------------------------------------------------------------------------------------------------------------------------------------------Address: - --------------------------------------------------------------------------------------------------Contact number: -Mo: - -------------------------------------Land Line---------------------------------1. Have you sold Eureka Forbes Ltd (Aqua sure) water purifier product ever? Yes No 2. Which AQUA SURE water purifier do you keep in your outlet? o Storage o UV o RO o All of them.

3. Which are the other water purifiers you are aware of and sale in your shop? o Kent o Hul o Tata(swachh) o Philips o Whirpool o Any other --------------------4. Do you get all product of EFL at time? Yes 5. 6. No

Are you satisfied with the demonstration from Company?

Yes No How do you rate our after sales service, compared to other brands? o Excellent o Good o Satisfactory o Poor 7. Do you know distributer category of company (key-dealer, operating dealer, active dealer, inactive dealer) Yes No 8. Do you get ISP facility from company? (For key dealer only) Yes No 9. Do you know how machine work (steps of purification) purifies water?(for ISP) Yes No 10. Companys Sales person visit in your shop? o Weekly o Monthly o Never 11. . Do you get POP material regular basis? Yes No 12. Please give your suggestion. --------------------------------------------------------------------------------------------------------------------------------------------------------

Questionnaire for Dealer {new channel}

This is a survey we are conducting as a part of the course requirements. We are interested in your views on Distribution management of Eureka Forbes Ltd in Nagpur City of water (Aqua sure) purifier product ". There is a list of questions that follow with instructions. Kindly read instructions carefully and fill the questionnaire. We appreciate your precious time. Name of dealers/ Shopping Mall/Organization----------------------------------------------------------------------------------------------------------------------------------Address----------------------------------------------------------------------------------------------------Contact number: -Mo: - -------------------------------------Land Line---------------------------------1. Which AQUA SURE water purifier do you keep in your outlet? o Storage o UV o RO o All of them. 2. Which are the other water purifiers you are aware of and sale in your shop? o Kent o Hul o Tata(swacha) o Philipes o Whirlpool o Any other ---------------------3. Do you get all product of EFL at time? Yes No

4. . Frequency of companys Sales person visit in your shop? o Weekly o Monthly o Never 5. . How do you rate after sales service, of EFL? o Excellent o Good o Satisfactory

o Poor

6. Are you satisfied with the demonstration from Company? Yes No

7. From following which support do you get from company? o POP material o Advertisement support o ISP support 8. What kind of support are you looking from company? o Tie up schema o Advertisement support o Any other -----------------------9. Do you get ISP facility from company? Yes No 10. . Do you get POP material regularly? Yes No

11. Please give your suggestion. --------------------------------------------------------------------------------------------------------------------------------------------------------

Bibliography
Books:Sir. Books name No 1 Sales and distribution management 2 Sales and distribution management Author Dr. S .L .GUPTA Dr.Matin Khan

Magazines Sir. Name of magazine No 1 Euro Champ (Rise and Rule)

From Eureka Forbes

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