A PRESENTATION ON DISTRIBUTION CHANNEL MEMBERS SATISFACTION OF DUKE PLASTO TECHNIQUE PRIVATE LTD

Project Guide: By: Submitted Prof. Yuvarj Vyas Manu Thakor Sanjay Rabari

Submitted To:

FLOW OF PRESENTATION
Company Information Distribution Channel & Sales Forecasting Literature review Research Methodology Data Analysis & Interpretation

Findings
Suggestions Conclusion Bibliography

COMPANY INFORMATION

HISTORY OF THE COMPANY

Name : Duke Plasto Techniques Pvt. Ltd. Founder : Shri Prabhubhai Patel Year of Establishment: 1989 Located: Its Located in Palanpur & its registered office is in

Ahmadabad Forms of organization: it is a private ltd medium scale company Base on: Duke plasto mainly base on agriculture products Workers: Duke plasto have 475 employees in organization Business type: exporter, manufacturer, importer, trading company, supplier. Product range: submersible motors, submersible pumps, domestic pumps, pressure boosting pumps, winding wire.

PRODUCTS OF THE COMPANY

Submersible Pump Sets

Submersible Motors

Mono Sub Pump Sets

Domestic Pump Sets

DISTRIBUTION CHANNEL & SALES FORECASTING

DISTRIBUTION CHANNEL
The distribution channel as the set of marketing

institution participating in the marketing activities involved in movement of the flow of goods from services from the primary producer to ultimate consumers.
FACTORS AFFECTING THE DISTRIBUTION CHANNEL

PRODUCT MARKET MIDDLE MAN MARKET ENVIRONMENT COMPETITORS

INTRODUCTION OF DISTRIBUTION CHANNEL

The distribution of goods is the most important activity in the

process of marketing. Duke has adopted two level of distribution channel reach to their customer is as follow.
Company

Carry & Forward AGent

Dealer

Retailer

Customer

DUKES DISTRIBUTION NETWORK

SUPER DISTRIBUTORS
MUMBAI INDORE SECUNDERABAD

CLIENTS WORLDWIDE
U.K. U.S.A ALGERIA

KOLKATA
GURGAON

TURKEY
KUWAIT NEPAL AUSTRALIA SAUDI ARABIA U.A.E SOUTH AFRICA KENYA

SMALL DISTRIBUTIOR
BHUJ, RAJKOT, DEESA, PALANPUR,BANGALORE, MANGALORE, ROORKEE, AGRA, AMRITSAR, LUDHIANA,

SALES FORECASTING OF DUKE-PLASTO FOR NORTH GUJARAT REGION

The duke plasto techniques are covered all Gujarat and over India but in our project we are considering the north Gujarat region. In north Gujarat region we consider the following district & forecasting their sales.
BANASKANTHA Palanpur Tharad Danta Dhanera Deesa Thara PATAN Patan Chanasma Radhanpur Harij Sidhpur Sami MEHSANA Unjha Mehsana SABARKANTHA Modasa Ider Mansa Vijapur Himatnagar -

Vav Jalotra

CONT..
Sales Data of Duke Plasto Techniques Pvt. Ltd in north Gujarat are as follow
Region/District 2007-2008 2008-2009 2009-2010 2010-2011

Banaskantha

72,25,244

1,88,35,756

4,37,56,410

5,01,25,247

Patan

34,17,254

56,68,251

58,68,256

61,57,247

Mehsana

15,00,056

35,14,567

37,15,267

35,24,248

Sabarkantha

3,05,641

20,21,547

35,24,154

28,67,567

Total

1,24,48,195

3,00,40,121

5,68,64,087

6,26,74,309

LITERATURE REVIEW

LETERETURE REVIEW ON SALES FORECASTING & CHANNEL MEMBERS SATISFACTION

Importance of Distribution
Distribution is also a very important component of Logistics

& Supply chain management. Distribution in supply chain management refers to the distribution of a good from one business to another. It can be factory to supplier, supplier to retailer, or retailer to end customer. It is defined as a chain of intermediaries; each passing the product down the chain to the next organization, before it finally reaches the consumer or end-user. This process is known as the 'distribution chain' or the 'channel.' Each of the elements in these chains will have their own specific needs, which the producer must take into account, along with those of the all-important enduser.

CONT.
Distribution Channel Members satisfaction
Channel member satisfaction play very crucial role for the

development of distribution channel, profitability of firm, channel member satisfaction reduces conflict between parties, increase the efficiency of the firm,
Channel member satisfaction lead to (1) higher morale (2)

greater co-operation (3) Fewer terminations (4) Fewer individual & class actions lawsuits (5) reduced efforts to seek protective legislation

RESEARCH METHODOLOGY

RESEARCH METHODOLOGY
Research Title
Distribution

Research Objectives
Main objectives
To know the channel member

channel members satisfaction of Duke Plasto techniques Pvt. Ltd in north Gujarat region

satisfaction of Duke-Plasto techniques Pvt. Ltd. In north Gujarat region

Sub-Objective
To know the satisfaction level of

channel member To know how many time dealer visit retailers shop and retailer is facing any problem in delivery To know satisfaction of credit policy, Marketing program, Delivery of product of Duke Company. To know satisfaction of channel member for Training, Promotion material & scheme, provided by Duke Company.

CONT..
Research Design

Methods Of Data

We use descriptive

Collection
Primary Data

research design
Research Approach

Questionnaire techniques Personal interview

We did our survey of channel member in Banaskantha, Patan, Mehsana, and Sabarkantha Regions for the purpose of knowing the satisfaction level of channel member of duke.

Discussion with the

respondents
Secondary Data

Magazine Website Research Paper Books

CONT..
Research Instrument

Sample Size

Close ended questionnaire Open ended questionnaire

We have taken the sample of 44 respondents which included distributor & retailer
Sample Area

Sampling Procedure

Random Sampling

We undertake the

procedure was used.

research in four different districts, Banaskantha, Mehsana, Sabarkantha, and Patan.

CONT..
Sampling Limitation Of Study

Technique
We

The research was limited to certain

used Convenient sampling technique

Contact Method

data

had been gathered with help of personal interview of channel member.

areas of North Gujarat region. It might be possible that some channel member provided wrong information. We have taken the few samples of selected areas.

DATA ANALYSIS & INTERPITETION

RELIABILITY ANALYSIS-SCALE (CRONBOCHS ALPHA)

Case Processing Summary
N cases
Valid

% 44 100.0

Reliability Statistics
Cronbach's Alpha N of Items .851 18

Excludeda Total

0 44

.0 100.0

a. List wise deletion based on all variables in the procedure.

Q.1 How you are associated with Duke Plasto Techniques Privet ltd?

Frequenc y Dealer Retailer Total 11 33 44

Valid Percent Percent 25.0 75.0 100.0 25.0 75.0 100.0

Cumulative Percent 25.0 100.0

HOW YOU ARE ASSOCIATED WITH DUKE

Dealer 25%

Retailer 75%

Q.2 which product of dukes you prefer to sale?

Cumulative Frequency Percent Pipes submersible Motors 17 5 38.6 11.4 Valid Percent 38.6 11.4 Percent 38.6 50.0

& Pumps
Clamps All Total 3 19 44 6.8 43.2 100.0 6.8 43.2 100.0 56.8 100.0

WHICH PRODUCT OF DUKE YOU PREFER TO SALE

Pipes Submersible motor & pumps Clamps All

43%

39%

7%

11%

Q.3 Why you sale the products of Duke?

Frequency Qualitative Product Profit Margin Customer Demand Company Support Credit policy Lower Deposit Others Total 1 1 5 1 44 2.3 2.3 11.4 2.3 100.0
15 10 5 0 Qualitative Product Profit Margin Customer Company Demand Support Respondents Credit policy Lower Deposit Others

Percent 31.8

Valid Percent 31.8

Cumulative Percent 31.8

14

10 12

22.7 27.3

22.7 27.3

54.5 81.8

2.3 2.3 11.4 2.3 100.0

84.1 86.4 97.7 100.0

WHY YOU SALE THE PRODUCTS OF DUKE

Q.4 Are you satisfied with Dukes Product?

Valid Frequency Valid Yes No Total 31 13 44 Percent 70.5 29.5 100.0 Percent 70.5 29.5 100.0 Cumulative Percent 70.5 100.0

ARE YOU SATISFIED WITH DUKE'S PRODUCT

Yes No

30%

70%

Q.5 Does Duke Company responds to your query?

Cumulative Frequency Valid Yes No Total 36 8 44 Percent 81.8 18.2 100.0 Valid Percent 81.8 18.2 100.0 Percent 81.8 100.0

DOES DUKE COMPANY RESPONDS TO YOUR QUERY

Yes No

18%

82%

Q.6 Does duke company gives you product training?

Frequency Valid Yes No 12 32

Percent 27.3 72.7

Valid Percent 27.3 72.7

Cumulative Percent 27.3 100.0

Total

44

100.0

100.0

DOES DUKE COMPANY GIVES YOU PRODUCT TRAINING

Yes 27%

No 73%

Q.7 Does Duke Company provides you Promotional material & scheme?
Cumulative Frequency Valid Yes No 41 3 Percent 93.2 6.8 Valid Percent 93.2 6.8 Percent 93.2 100.0

Total

44

100.0

100.0

DOES DUKE COMPANY PROVIDE YOU PROMOTIONAL METERIAL & SCHEME

Yes No

7%

93%

Q.8 Does Duke Company gives you selling Target?

Frequenc y Valid Yes No Total 9 35 44 Percent 20.5 79.5 100.0 Valid Percent 20.5 79.5 100.0 Cumulative Percent 20.5 100.0

DOES DUKE COMPANY GIVES YOU SELLING TARGET

Yes No

20%

80%

Q.9 How many time company representative or sales person visit to your store?
Frequency Everyday Once in a week Once in a Fifteen days Once in a Month Once in a Year Total 2 5 27 9 1 44 Percent 4.5 11.4 61.4 20.5 2.3 100.0 Valid Percent Cumulative Percent 4.5 11.4 61.4 20.5 2.3 100.0 4.5 15.9 77.3 97.7 100.0

HOW MANY TIME COMPANY REPRESENTATIVE VISIT TO YOUR STORE

Respondents 27

9 2 Every day 5 1 Once in a week Once in a fiteen days once in a month Once in a year

Q.10 which things of Dukes are very good as per your opinion?
Frequency Valid Brand name Product Company Management Credit Policy Marketing Program 2 8 4.5 18.2 4.5 18.2 43.2 61.4 6 7 4 Percent 13.6 15.9 9.1 Valid Percent 13.6 15.9 9.1 Cumulative Percent 13.6 29.5 38.6

Customer Opinion Product Delivery After sales service Total

5 10 2 44

11.4 22.7 4.5 100.0

11.4 22.7 4.5 100.0

72.7 95.5 100.0

WHICH THINGS OF DUKE ARE VERY GOOD AS PER YOUR OPINION

Respondents

10

8 7 6

5
4

Brand name

Product

Company Credit Policy Management

Marketing Program

Customer Opinion

Product Delivery

After sales service

Q.11 Whats improvements is needed in Duke Company?

Frequency Valid Product Quality Management Style Credit Policy Marketing Program Product Delivery After sales service No change needed Total 2 5 20 5 2 7 3 44

Percent 4.5 11.4 45.5 11.4 4.5 15.9 6.8 100.0

Valid Percent 4.5 11.4 45.5 11.4 4.5 15.9 6.8 100.0

Cumulative Percent 4.5 15.9 61.4 72.7 77.3 93.2 100.0

WHAT'S IMPROVEMENTS IS NEEDED IN DUKE COMPANY

Respondents 20

7 5 2 Product quality Management Credit Policy Style Marketing Program 5 2 Product Delivery After sales service 3

No change needed

Q.12 Product quality of Duke Company is acceptable?

Cumulative Frequency Strongly agree Agree Neither Agree nor disagree Disagree Strongly disagree Total 44 100.0 100.0 2 2 4.5 4.5 4.5 4.5 95.5 100.0 19 9 43.2 20.5 43.2 20.5 70.5 90.9 12 Percent 27.3 Valid Percent 27.3 Percent 27.3

PRODUCT QUALITY OF DUKE COMPANY IS ACCEPTEBLE

19 12 Respondents 9 2 Strongly agree Agree Neither Agree nor disagree Disagree 2 Strongly disagree

Q.13 Credit policy of Duke Company is a reliable?

Cumulative Frequency Percent Valid Percent Strongly agree Agree Neither Agree nor disagree Disagree Strongly disagree Total 10 2 44 22.7 4.5 100.0 22.7 4.5 100.0 95.5 100.0 4 10 18 9.1 22.7 40.9 9.1 22.7 40.9 Percent 9.1 31.8 72.7

CREDIT POLICY OF DUKE COMPANY IS RELIABLE

20 15

10
5 0 Strongly agree Agree Neither Agree nor disagree Respondents Disagree Strongly disagree

Q.14 marketing of dukes products are effective?

Frequenc Cumulative

y
Strongly agree Agree Neither Agree nor disagree Disagree Strongly disagree Total 44 3 2 14 19 6

Percent
31.8 43.2 13.6

Valid Percent
31.8 43.2 13.6

Percent
31.8 75.0 88.6

6.8 4.5

6.8 4.5

95.5 100.0

100.0

100.0

MARKETING OF DUKE PRODUCTS ARE EFFECTIVE

20 15 10 5 0 Strongly agree Agree Neither Agree nor disagree Respondents Disagree Strongly disagree

Q.15 Duke Company provide on time delivery?

Valid
Frequency Strongly agree Agree Neither Agree nor 3 23 16 Percent 6.8 52.3 36.4 Percent 6.8 52.3 36.4

Cumulative
Percent 6.8 59.1 95.5

disagree
Disagree Strongly disagree Total 1 1 44 2.3 2.3 100.0 2.3 2.3 100.0 97.7 100.0

DUKE COMPANY PROVIDE ON TIME DELIVERY

25 20 15 10 5 0 Strongly agree Agree Neither Agree nor disagree Respondents Disagree Strongly disagree

Q.16 Duke Company provide after sales service?

Frequency Strongly agree Agree Neither Agree nor disagree Disagree Strongly disagree Total 6 5 44 6 15 12

Percent 13.6 34.1 27.3

Valid Percent Cumulative Percent 13.6 34.1 27.3 13.6 47.7 75.0

13.6 11.4 100.0

13.6 11.4 100.0

88.6 100.0

DUKE PROVIDE AFTER SALES SERVICE

16 14 12 10 8 6 4 2 0 Strongly agree Agree Neither Agree nor disagree Respondents Disagree Strongly disagree

Q.17 Do you face any problem while doing transaction with Duke Plasto?
Frequenc y 33 11 44 Percent 25 75 100 Valid Percent 25 75 100 Cumulative Percent 25 100

Valid

Yes
No Total

DO YOU FACE ANY PROBLEM WHILE DOING TRANSACTION WITH DUKE

Yes No

25%

75%

Area

Frequency Banaskantha Patan Mehsana sabarkantha Total 14 10 12 8 44

Percent 31.8 22.7 27.3 18.2 100.0

Valid Percent 31.8 22.7 27.3 18.2 100.0

Cumulative Percent 31.8 54.5 81.8 100.0

AREA
Banaskantha Patan Mehsana sabarkantha

18% 32%

27% 23%

Age
Frequency 16-30 31-45 46-60 Total 20 12 12 44 Percent 45.5 27.3 27.3 100.0 Valid Percent Cumulative Percent 45.5 27.3 27.3 100.0 45.5 72.7 100.0

AGE

46-60 27% 31-45 27%

16-30 46%

Inferential Statistics & Testing

Hypothesis: 1
H0:- There is no statistical significance between age & product

satisfaction of channel member H1:- There is statistical significance between age & product satisfaction of channel member Level of Significance: - 5%

Chi-Square Test
Observed N 16-30 31-45 46-60 Total 20 12 12 44 Expected N 14.7 14.7 14.7 Residual 5.3 -2.7 -2.7

MAJOR FINDING
Channel members survey it is found that north Gujarat is

good market for upvc pipes. Most of channel member suggest manufacturing the upvc pipes. Sabarkantha, Mehsana have very good potential for the dukes submersible pumps & pipes so company should focus on that area try to tap maximum area of that two district. Generally dealers get 15 to 20% margin on selling of the pipes. They get highest margin from selling of local companys pipes. Company do its advertising at pipes sales and service centers by wall clocks, calendars and wallpapers. Sales and service centers are the main part of this business so company can increase its sales by making good relations and introducing new schemes for the sales and service centers.

CONT.
Generally duke co. is not given any kind of credit to its

channel member. Duke is very good brands as far as channel members opinion. Most of customer purchases the product because of brand name of duke. Duke is not given the target to its channel member. Duke purchases its raw material, assemble parts from outside agency. In few product they are not manufacturing only assemble the product & sell to the customer.

SUGGESTION
Company should give the extra unit of product to distributor or

channel member on a selling of specified no. of unit. Another way is that company should increase the rate of commission to channel member subject to deals made by them for avoiding the local competition & increase the sales of territory. Company should give the credit limit to dealer so they can give the credit to retailer & kept sufficient stocks of duke co. Company should forecast their sale quarterly, half yearly, annually, territory vise, product vise, so they can take better decision regarding production, marketing, finance, recruitment related. Company should manufactures the upvc pipes with some specific dimension because thats product demand are very much high in north Gujarat. Company should focus on relationship marketing & tap the secondary market sales.

CONCLUSION
As far as study of channel member satisfaction is

concerned, the channel members are play very crucial role for the development of any organization & help the organization to build their brand. Duke is very good brand in North Gujarat Region & also significance present in agricultural industrial product. Most of channel member are satisfied with dukes product, quality of product, promotion program, marketing program, delivery system, organization management, response from dukes. Few things need to change as per the opinion of channel member is credit policy. Few members suggest to launch upvc pipe with customer required dimension & specification. Duke is in growing stage so they increase their capacity start a new plant in other area tape the untapped market for agricultural industrial product.

BIBLIOGRAPHY
Websites
[Link] http:// [Link]/products

Books
Havwdar Krishna k, kavlevasant m, Sales & Distribution

Management Chap-Sales forecasting [Link].35-40 Philip Kotler 13TH edition (marketing) Richard R, Still Eastern Economic Edition Naresh malhotras, Marketing Research applied addition

Other Sources: Annual Report of the Company

THANK YOU
Manu Thakor Sanjay Rabari