WEEKLY REPORT

DATE: 23RD April, 2012 Day 1: Monday Work Summary: Market Survey on Navratna Oil in Siriti Market with SISS Mr. Kaushik Chatterjee and covered 25 retail shops of different kinds. Observation: NRO is the highest selling cool oil (100 ml, 200 ml) followed by Himgange in the second place. Most of the consumers of NRO belong to the lower section of the society. Consumers purchase a particular brand of cool oil not because of any price factor. They want good quality. Retailers use Push Strategy to sell other brands because they get a higher margin. According to retailers Fragrance makes a huge difference in selling the oil. Average visibility of the brand in most of the shops. Product is placed at the back side if the stores. 80% of the retailers are ready to use POP display in their shops without any deal.

Recommendation: Retailers are ready to install hanger, posters etc. in their shops without a rent. This would help in promoting the product resulting in higher sales. If possible, Push Strategy can be used by the company to generate higher sales.

DATE: 24RD April, 2012 Day 2: Tuesday Work Summary: Market Survey on Navratna Oil in Babu Bazaar with SISS Mr. Sajal Kanti Dey and covered 15 retail shops of different kinds. Observation: Prominent selling brand of cool oil is : 1) NRO (100 ml, 200 ml, 500 ml) 2) Himgange (100 ml, 500 ml) Consumers belong to the lower and middle class section. Various local brands such as Rahat Rooh, Him Rahat, Him Anand etc. have good sales in the market. Retailers use Push Strategy to sell other brands because they get a higher margin. Some of the retailers have issues with the distributer because they charge a higher price from them than the market. Also they charge different price in different shops. Brand like Himgange gives Cash Discount, free gift etc. to attract the retailers to stock their product. The retailers also claim that Himgange has a better Quality i.e. cooling and effectiveness compared to NRO. Most of the retailers are ready to install POP display in their shops but for a price.

Recommendation: Retailers are ready to install hanger, posters etc. in their shops for a rent. This would help in promoting the product resulting in higher sales. They can be given a higher trade margin as consumers take advice from the retailers while purchasing the product. Consumers buy what the retailer suggests.

DATE: 26RD April, 2012 Day 3: Thursday Work Summary: Market Survey on Navratna Oil in Thakurpukur with SISS Mr. Kaushik Chatterjee and covered 15 retail shops of different kinds. Observation: NRO is the only selling cool oil in this market.(50 ml, 100 ml, 200 ml) Consumers belong to the lower and middle class section. Sales in terms of volume are average. There is no change in sales because of price rise. Consumers are brand loyal. Most of the retailers are ready to install POP display in their shops but for a price.

Recommendation: Retailers are ready to install hanger, posters etc. in their shops for a rent. This would help in promoting the product resulting in higher sales. Retailers can be given trade schemes such as cash discount, free gift etc. to improve sales.