MARKET SURVEY ON INDUSTRIAL AND LAB WEIGHING EQUIPMENT DEALERS FOR VOLUME BUSINESS PRODUCTS.

Questionnaire
VISITING CARD /CONTACT DETAILS OF THE DEALER

DATE/TIME:______________________ TERRITORY: ______________________ SERIAL NO.*_______________________

*(P-PERSONAL,T-TELEPHONIC),

NAME:_______________________________ ADDRESS_____________________________ _____________________________________ ________________________________________ PIN: Dear Sir, Tel No.

(N-NORTH,E-EAST,W-WEST,S-SOUTH)

Final Comments (if any):

Good Morning/Afternoon, I Kaushal , a management Trainee from Indo-German Training Centre, Mumbai, conducting a market survey on Dealers in Industrial and Laboratory Weighing (Balances & Scales) Equipment Segment on behalf of MTIN/IndoGerman Chamber of commerce. Can you spare 5-10 mins on answering some simple questions? Objective of the surveys to be explained: (if respondents are hesitant) We are conducting this survey for several brands, which need to know the areas in which they can improve and enhance their relationships with dealers; this can benefit you as well.

If still No is the reply: Ask: Can I contact you at any other time? When___________________________________________

Q1) Do you sell Weighing Scales and Balances or are planning to Sell in Future ? (Eliminating Question) a) Yes b) No. (If No discontinue the interview). 1

Q2) Do own any of the brands for the above said equipment? a) Yes (Brand(s)__________________) b) No only Dealers (Proceed to Q3) 2 Page 1 of 7

MARKET SURVEY ON INDUSTRIAL AND LAB WEIGHING EQUIPMENT DEALERS FOR VOLUME BUSINESS PRODUCTS.

Q2a). If Q2 is yes, are you the sole Dealer/Representative the Brand? a) Yes the Entire Product line b) Yes, but Partly 2a)

Q3) Which Brands of instruments and equipments are you currently representing?

Q4) Who are your competitors?

Q5) Do you buy the whole machine or spares (load cells, platforms) etc? a) Whole Machine. b) Only Spares. c) Both.

Q6) Are you also responsible for service of products you sell? a) Yes for the brands we represent b) Yes, on some brands only (__________________________________________________) c) No. 6 Q7) Do you sell any other products (other than weighing scales and balances) a) Only Scales and Balances. b) Others__________________________________________________. 7 Q8) Do you Stock and Sell? a) Yes b) No c) Sometimes If No.... Q8a) Does the manufacturer directly supply them to the customer? a) Yes b) No (Why__________________________________________) Q9. Which type of products do you sell, how many? (Read out products, Ask only about Sales first, ask about margins in the end, or in the end of questionnaire)
PRODUCTS CATEGORY SELL Units Comments

(Depends on Product)

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MARKET SURVEY ON INDUSTRIAL AND LAB WEIGHING EQUIPMENT DEALERS FOR VOLUME BUSINESS PRODUCTS.

/Mon th

a) b) c) d) e) f) g) h)

1. Industrial Scales Bench/Table top

NO Portable NO Platform NO Counting NO Truck Scales/Weigh Bridge NO Mechanical NO Weigh Modules NO SQC/statistical NO 2. Laboratory Density Scales NO Sieve Scales NO Pipette calibration Scales NO Moisture Balance NO Micro Balance NO Precision Balance NO Mass Comparators/ Legal Metrology NO Hazardous Materials Scale 3. Jewelry Diamond Carat Scales Portable/Handled NO Sapphire/Ruby/Emerald scales Carat NO Weighing NO

YES YES YES YES YES YES YES YES

a) b) c) d) e) f) g) h)

YES YES YES YES YES YES YES YES

a) b) c)

YES NO YES YES

4.
a) b)

Misc/Other Scales and Balances Other___________________________ NO Other___________________________ NO

YES YES

Q10) How much do you earn from selling various products? (ask for % Breakup)
a) b) c) d) TOTAL Selling Balances and Scales Servicing Balances and Scales Sale of Other Products Other_______________ ________% ________% ________% ________% 100%

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MARKET SURVEY ON INDUSTRIAL AND LAB WEIGHING EQUIPMENT DEALERS FOR VOLUME BUSINESS PRODUCTS.

Q11) What is your % of Repeat Customers to fresh customer? Existing Customers New Customers

Q12) What is the turnover range of your customers?

Annual Turnover (Rs.) a) Upto Rs. 5 lakhs b) 6 20 Lakhs c) 21- 50 Lakhs d) 51-100 Lakhs e) 1-5 Crore Pl. Tick

(Pl. Tick in Relevant Range)

f)
g) h)

6-25 Crore Above 25 Crores No Idea

Q13) Which type of Industries do your customers come from? (In %), do they serve domestic/export markets?
Industry Type % of Customers Export Domesti c

a) b) c) d) e) a) b) c) d) e) a) b) c) d) e) f) g) h) i) j)

1. Chemical/Lab Petrochemicals Plastics /Polymers/Rubber Dyes/Pigments/Inks Others________________ Others________________ 2.

Pharmacy & Biotech/Lab Pharmacy Biotech Cosmetics Others__________________ Others__________________ 3. Food & Beverage Brewery/Beer/Wine Soft Drinks/Juices Dairy Sugar/Starch/Yeast Meat/Poultry Oil & Fats Bakery/Confectionery Agribusinesses Others____________ Others____________ 4. Industrial

________% ________%

________% ________%

________%

________%

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MARKET SURVEY ON INDUSTRIAL AND LAB WEIGHING EQUIPMENT DEALERS FOR VOLUME BUSINESS PRODUCTS.

a) b) c) d) e) f) g) h)

a) b) c) d)

OEM Automobile & Auto Ancillary Metals & Mining Jewelry/Precious Metal/stones Pulp/Paper Textile Others ______________________ Others ______________________ 5. Retail 6. Misc/Others Others______________ Others______________ Others______________ Others______________

________%

________%

________%

Q14) In which areas do you operate? a) Domestic/Regional (territories____________________________________________________________) b) National. (India)(_____________________________________________) c) Export (Outside India) 14 Q15) How do you Market your products, how effective are the channels used? (Rank from 4-Very Effective to 1-Poor)
Method a) b) c) d) e) f) g) Personal Selling in Store Telephonic Personal Visits/Demos Direct Mailing of Brochures/Catalogues Tradeshows/Exhibitions Ad in Industrial Magazine/newspaper Ads on Internet (B2B sites etc.) Internal Reference from customers/Repeat Order Posters/Hoardings/Banners Thru Dealer Network Others_______________________ Channel used Yes No Yes No Yes No Yes No Yes No Yes No Yes No Yes No Yes No Yes No Yes No Very Effectiv e(4) Effect ive (3) Not Much( 2) Poo r (1)

h) i)
j) k)

Q16) Which factors according to you are important for your customers as a criterion for buying. Pl. rank them out of 5 (5=Most Important 1=least important)
Factors Rating (out of 5) Most Important(5).....................Least

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MARKET SURVEY ON INDUSTRIAL AND LAB WEIGHING EQUIPMENT DEALERS FOR VOLUME BUSINESS PRODUCTS.

Important(1) a) b) c) d) e) f) g) h) i) j) Product Assortment Popularity/Brand name On time/Quick Delivery High Quality Technical Support/Service Support from Manufacturer Warranty Functionality/Features Price Other_____________________________________

Q17) Have you switched to other brands/added or excluded some brands from your portfolio in the past 1 year? Will you be considering adding some Brand in Future? a) Yes, (why________________________________________________________ b) No. c) Would Consider in Future. 17

Q18) What are the payment terms/credit terms and other conditions that you would expect from your suppliers? ________________________________________________________________________________ ________________________________________________________________________________ Q19) What according to you are some reasons, which will make you, change a loyalty to a brand ? (Pl. Rank out of 5).
Factors a) b) Product Assortment Brand Popularity Good Distribution Channel/Lesser Lead Times Price Discounts Profit Margin Support from manufacturer Calibration Support/ Technical Support Rating (out of 5) Most Important(5).....................Least Important(1)

c)
d) e) f)

g) h)
i) j) k) l)

Product training Commitment from Supplier Sales Training Referrals Personal Goodwill/Ethics of Conducting Business m) Exclusivity

Q20) since how many years are you in this business? ______________________________________________________________________. Q21) what would be your expected margin (Nett) to take up a dealer ship? (Dont Read %) Page 6 of 7

MARKET SURVEY ON INDUSTRIAL AND LAB WEIGHING EQUIPMENT DEALERS FOR VOLUME BUSINESS PRODUCTS.

a) 10-20%

b)20-30%

c)30-35%

d)>35%

21

Q22) Could you Please tell us the Turnover of the company annually, earned by scales and balance products in terms of volume and value (in Rs.) ?
a) c) e) g) i) Value_____________________Rs. 2-9 Lakhs 16-30 lakhs 76-100 lakhs 5 crore -15 Crores Would Not Like to tell. b) d) f) h) j) No. of Units____________________ 10-15 lakhs 31-75 lakhs 1crore 5 Crores Above 15 Crores.

k)

22 Q23) How many no. of employees in the company, are they dedicated to Sales/Service, if yes how many? a) ____________________________________________________________________________________ ___________________________________________________________________________________. Thank you very much for sharing your precious time and experience!

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