Aroma pumps ltd

A PROJECT REPORT ON EFFECTIVENESS OF DISTRIBUTION CHANNEL AT ARIHANT PUMPS PVT. LTD Submitted to

Submitted by MBA SEM - III

Academic year 2010 12

Aroma pumps ltd PREFACE

In every management school there is subject of practical studies in each year. As I am studying in MBA. I had done a practical training. Teaching gives knowledge of the critical aspects of management but implementation of theory gives practical knowledge of management field. Practical training provides an excellent platform for management student to learn the application of management theories in the world of business aiming to build a high profit career for them in the corporate world. I have taken a retailers survey to find out the impact of Distribution network on sales. The present report is a sincere attempt on our behalf to present the information collected thro-ugh survey and other authentic secondary sources to the best of our abilities. My sincere acknowledgement to Arihant Pumps Pvt Ltd for giving us valuable opportunities of involving ourselves in the real life project assignment.

MBA SEM - III

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ACKNOWLEDGEMENT

The Degree of MBA contains some part of practical studies in it. This part is very much useful for the student because it gives them chance to know practical side of management. I would like to pay my special thanks to the people who guided me in the company. I want to express my gratitude straight from my heart to them. Secondly we extend our heartily thanks to Mr. Hitesh Thakar who assisted me to do project in H.R. department. Our thanks must also reach to all respondent and lastly I thanks to our Dr.K.K.PATEL who directly or indirectly supported and assisted whenever we needed.

MBA SEM - III

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TABLE OF CONTENTS
PAGE NO.

SR NO. PARTICULAR 1 EXECUTIVE SUMMARY 2 GENERAL INFORMATION Company profile Company History Main Product 3 INTRODUCTION OF MARKETING What Is Marketing? Importance Of Marketing Marketing Organization Structure INTRODUCTION OF DISTRIBUTION CHANNEL Distribution Network Distribution Channel Of Aroma RESEARCH METHODOLOGY Research Objective Data Source Research Approach Research Instrument Sampling Plan ANALYSIS AND INTERPRETATION RECOMMENDATIONS CONCLUSION BIBLIOGRAPHY LIMITATION OF RESEARCH

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11 ANNEXURE

EXECUTIVE SUMMARY
Companies are required to developed good marketing strategies for their survival and growth. Today the markets are no less than battleground and one has to strive very hard for their survival and growth. But today retailers have occupied very important position in the supply channel of any company. As a result today retailers action and reaction impact have become a matter of study for companies. Arihant is one of the leading companies in the organized sector of manufacturing Centrifugal pumps in India. Arihant has one of the largest supply chain networks in Centrifugal pump industry in India. It has developed good network of Dealers. Dealers of Arihant have played an important role to make Arihant one of the successful companies in the country. It is very important for any company to measure impact of sales promotion tool and effectiveness of channel at the retailers end. This survey has been done to find out effectiveness of distribution channel up to retailers. A closed ended questionnaire was framed to measure the impact of distribution network. The sample size was 20 retailers survey. I have tried to find out impact of distribution network on sales. I have analyzed the entire question and interpreted them to give a conclusive touch to my report. I have included graphs for easy understanding.

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GENERAL INFORMATION

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(1.1) Brief history

Indias 2/3 population about 66% is department an agriculture is mainly dependent on rain water. Now rapid changing of Modernization is experienced in ruler villages are now days becoming changing its ground water. A good portion of electricity used in agriculture in India this level is increasing more than 60crore are occupying 14.20lake hectors of land. Modern agriculture is demanding highly sophisticated equipments and technology. This history of Arihant pumps Pvt. Ltd. Apples history date back to 1968 it was founded in form of small submersible pumps repairing workshop. It startup for Catering in form of small submersible pumps repairing workshop. It startup for catering load needs at that its name In 1982 kishan pumps was renamed as Arihant pumps Pvt ltd as distinguished manufactures of high quality submersible pumps. Todays company has sound financial position powerful management skill and motivated staff. It is having production of producing pumps sets per day company is square over 41000sq. there strong building in 225000. Ft land area.

REGISTERD OFFFICE
Deesa highway, Palanpur 385001 Dist B.K (guj) Phone (02742) 250520, 21, 22 Fax 91-2742-250523

Board of director
1. K.n.Shah
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2. Deepak k shah

HISTORY & DEVLOPMENTOF THE COMPNAY

Mr. k n shah the pioneer of aroma high tech ltd started his business career as an entrepreneur with a small garment shop his native place in meta village near Palanpur in 1975 in 1981 he started the business of repair & and maintenance shop submersible pumps in Palanpur. In 1992 first manufacturing unit was established by Mr. K n shah at that time he used to purchase readymade motor kit assemble it and sell to local customer at that time main player in the industry were KSB, Varuna, Amrut & Texmo. The company constantly strives to their user what they want what they need. Which why the departments of the company are always busy thinking about satisfying the customers? company head office is at Palanpur, Gujarat, India, beside a wide network branches, C & F agents, distributors, dealers, and sales outlets spread all over country. The other branch offices are situated at Ahmadabad, Indore, Bang lore and secundarabad. C&F agents, distributors, dealers and sales are spread all over. In 1997-98 Mr. Deepak shah established Ankur boundary and Neelkamal cables ltd. Neelkamal cable unit manufactures winding wire. In 1999, he started DTP (Duke Plasto Technique) and Aroma switch gears and in the following year he started prime price matrices for manufacturing fuses. Thus five full-fledged manufacturing units were established for supplementing submersible pump. These establishments are private partnership firms. There are four partners Mr.Dipakbhai shah, Mr.Vinaybhai, Mr.prabhudas, and Mr.Rameshbhai. Mr.Dipakbhai shah and Mr.Vinaybhai have 75% shares in partnership business. While Mr.Prabhudas and Mr.Rameshbhai have remaining 25% share in the business.

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At AHL quality is way of life. Right from designs, development and through production to delivery they assure guaranteed products mace out of the best available raw material because they know that a product. Which is trouble-free and long lasting is always in demand.

COMPNAY AT A GALNCE
NAME: ARIHANT PUMP PVT LTD

EASTABLISH YEAR:1982

OWNER
K N SHAH

REGISTED OFFICE:NEAR LADBI ANALA DEESHA HIGH WAY PALNPUR 385001 DIST B K (GUJ) BANKER :SATATE BANK OF INDIA DENA BANK UTI BANK AUDIETR MANUBHAI & COMPANY AHMEDABAD. PRODUCTION UNIT LOCATION

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ARIHANT PRIVATE PUMP PALANPUR ADVERTISEMENT AGENCY T V, NEWS PAPER, WALLPAINT

(1.2) ORGANISATION CHART

Mr. K.n.shah Chirman
Mr. Deepak shah Managing director

Marketing Department

Mr. Vijay shah Financemanege r

Mr.N.D.Pandya R&D Department

Mr.Husiane bhai Technical directer

Mr.sanjiv saxena Sales department

Mr. Kumar Mahesh very Finance director

Technical staff

Marketing Executive

Marketing Executive

Accounts

Personnel staff
Administration Staff

Office Account

Purchase & inspection in charge

Purchase officer

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Purchase staff

Super visor

Work staff

(1.3) LOCATION CHART

PALANPUR

UNJHA

AHMEDABAD HIGHWAY

A R O M A

D E E S H A R O A D

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(1.4) LAY OUT CHART

WINDING SELECTION

PACKING & COLORING SELECTION

PUMP SELECTION

INSPECTION SELECTION D O M E S T I O
PRODICTION DEP.

P U M P S E C

R&D

WS OH RO K P

SALES DEP.
FINANCE DEPART MENT

STORAGE

HR DEPART MENT

MD CHAMBER

PARKING CANTEEN MAIN GATE

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(1.5) MISSON & VISSION OF THE COMPANY

The present company promoters are very euphuistic and energetic persons Mr. K n shah and Mr. Deepak shah have built the aroma group of companies of Palanpur of banaskantha district. As distance of two km from Palanpur companies manufactures items like submersible pumps sets, submersibles motors winding wire domestic pumps, pvc pipes etc .The aroma group to which Arihant pumps pvt ltd. Belong to aim to be the worlds one of the leading companys the group is dedicated to going research in new process and material with goal to maintaining of constantly introduction products. The companys main objective is to provides maximum modern products to its local customer under one shade this is the important strategic concept for which companys strongly holds company design and engineering departments is working on various projects of launching new Products the companys also want to get benefit of globalization policy of govt. Arihant pumps is Germen Company all dreams realize.

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INTRODUCTION OF MARKETING

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WHAT IS MARKETING?

Marketing is about identifying and meeting human and social needs. One of the shortest good definitions of marketing is Meeting needs profitably. The American marketing association offers definition: Marketing is an organizational function and asset of processes for creating, communicating and delivering value to customers and for managing customers relationship in away that benefit the organization and its stakeholders. The American marketing association offers definition: Marketing is an organizational function and asset of processes for creating, communicating and delivering value to customers and for managing customers relationship in away that benefit the organization and its stakeholders Marketing Management is the leading marketing text because its content and organization consistently reflect changes in marketing theory and practice. The very first edition of Marketing Management, published in 1967, introduced the concept that companies must be customer and market driven. Marketing Management continues to reflect the changes in the marketing discipline over the past forty year. Marketing is every where. Formally or informally, people and organizations engaged in a vast number of activities that we could call marketing. Good marketing has become an increasingly vital ingredient for business success. And marketing profoundly affects our day-to-day lives. It is embedded in everything we do from the clothes we wear.

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Importance of Marketing Management

Philip Kotler, the acknowledged guru of marketing, defines marketing as: a social and managerial process by which individuals and groups obtain what they need and want through creating, offering, and exchanging products of value with others. Marketing management involves choosing target markets that not only get new customers but also retain the existing ones. It is a business subject, which is based on research and study of practical applications of marketing techniques and management of the marketing resources. The one who excels in this field is known as marketing manager. The job of the marketing manager is to influence the timing and level of customer demand so as to help the sales. It actually depends on the size of the business and environment in the corporate industry. Like if he is working in a huge production company, he will be the general manager of a particular product category assigned to him and he will be responsible for profit and loss with respect to the product. And in small business there is no marketing manager as his job is taken over by the partners of the company. Creating and communicating best customer values can increase the number of customers. The steps taken and resources utilized to maintain existing customers and get new customers fall under marketing management. The scope is quite large because it not only consists of developing a product, but also retaining it. The term marketing management has many definitions. It actually depends on individual firms and how the marketing department functions and activities of other departments like operations finance, pricing and sales. Before deciding about a marketing strategy, the company must do an indepth study about their business, and the market. This is where marketing management merges with strategic planning. Usually the marketing strategies are of three types, customer analysis, company analysis and
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competitor analysis. Using the customer analysis, the market is broken down into different types of customers.

MARKETING ORGANIZATION STRUCTURE

MANAGING DIRECTOR

VICE PRESIDENT (MKTG) GENERAL MANAGER MARKETING EXECUTIVE SALES EXECUTIVE SALES SUPERVISOR SALES REPRESENTATIVE

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INTRODUCTION OF DISTRIBUTION CHANNEL

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DISTRIBUTION NETWORK
For every company growth and development distribution channel played a very significance role for them. While selecting appropriate channel of distribution analyzing and understanding the target market is the first step in selecting distribution channel.

What are the distribution objectives?

Distribution objective are defined for a product market in terms of availability of the product. Most companies do not monitor the ability of the distribution network to achieve distribution objectives or the cost of distribution.

Distribution network design

Manufacturing plants warehouses material handling, distribution and after sales services are typical logistics facilities. Distribution network design is one of the prime responsibilities of the logistic management. It is require determining the number and location of all types of facilities required to perform logistics task.

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Aroma pumps ltd Distribution cost

Distribution costs are those cost incurred in finished products from factory to customers. It covers transportation, insurance, operating expenses, warehousing and storage rent and administrative expenses of channel of distribution.

Channel of distribution
Channel of distribution are mainly concerned with the physical distribution of goods and services. They also help enhance promotion and selling and impart marketing controls. It is a distribution network through producers puts his product, in the hand of actual users.

Objectives of the channel of distribution:

1. To ensure availability of products at point of sale at right time. 2. To build channel members loyalty. 3. To stimulate channel member to put greater selling efforts. 4. To develop managerial efficiency in channel of organization.

DISTRIBUTION CHANNEL OF ARIHANT

Arihant has good distribution network in four level of channel:

Company

Dealer

Retailer

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Customer

Arihant has adopted different distribution channel for its industrial product. Here the companies directly sell its industrial equipment to any industry or through the help of agent. Agent bring company product and purchase industry closer for bargaining A distribution system is a key external resource. It ranks in importance with key internal resources such as manufacturing, research, engineering and field sales personnel and facilities.

RESEARCH METHODOLOGY
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RESEARCH OBJECTIVE
Our objective behind this survey is to study the effectiveness of the distribution channel of the company and relations with the retailers and how company can improve sales by establishing effective and efficient distribution channel.

Other objectives are:

To find out the trend for purchasing Centrifugal pumps. To know the factors affecting demand of Centrifugal pumps. On the basis of market research finds out the future trend. To know the satisfaction level of retailer regarding to the company. To know the effectiveness of distribution network.

DATA COLLECTION METHODS

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There are various sources of collecting the data, but in marketing research they are broadly divided in to two categories:

1) Primary sources:
Primary (data) sources is the source that organized or collected the data, it may be obtain from: Questionnaire Personal interview Telephone interviews.

2) Secondary sources:
A Secondary (data) sources of secondary data is a source that in turn secured the data from original sources, it may be obtain from: Internet Annual report E- catalogue Browser. I have used primary sources for collecting the data.

RESEARCH APPROACH
Primary data can be collected in five ways: Observation Focus group Survey Behavioral data Experiment

The research approaches used in this study was survey.

RESEARCH INSTRUMENT
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There are three main research instrument of marketing research For collecting primary data: Questionnaires Qualitative measures Technological devices A Structured questionnaire consist of a set of question is prepared in this survey.

SAMPLING PLAN
SAMPLE UNIT:
Sampling unit means to which region we taken for survey. I have taken individual survey conducting at palanpur, chappi, & kanodar in Banaskanta district.

SAMPLE SIZE:
The survey was conducted on 20 respondents.

SAMPLING PROCEDURE:
Sample procedure technique is conceptually the easiest to understand but quite difficult to implement in a realistic marketing research project. I have selected simple random sampling method for my survey as per the demand of the company

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ANALYSIS AND INTERPRETATION

1) Which companys Centrifugal pumps do you keep in your

show-room?

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Particular No of respondents KSB 5 AROMA 11 KIRLOSKAR 4 OTHER 1 TOTAL 20 (%) 24 52 19 5 100

INTERPRETATION:
I have visited the retailers of Aroma Pumps Pvt Ltd, so it was essential to know with Aroma company product which other companys product they keep in their show-room. In the list of other company, KSB & Kirloskar are leading with 24% & 19% respectively and only 5% of product they keep for other company.
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2) Have you done business with any other company in the past? Particular YES NO TOTAL No of respondents 13 7 20 (%) 99 1 100

INTERPRETATION:
As you can see in the above chart, when I asked about the past business with other company, then out out of 20 retailers 7 say no it means that either they are new in the field or they are doing business continuously with Aroma Company, while 13 retailers have done business with other companies in the past.

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3) Why you have selected this company for business?

Particular

No of respondents BRAND 5 HIGH PROFIT 3 QUALITY 6 ADVERTSEMENT 1 CUSTOMER 5 DEMAND TOTAL 20

(%) 25 15 30 5 25 100

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INTERPRETATION:
We can observe from the above graph that retailers choose the company for the business because of brand, Quality and customer demand. While some have also selected the company for high profit margin but unbelievable things is that few of the retailer have selected the company because of advertisements. 4) According to you out of following which company Centrifugal pumps demand is more?

Particular

No of (%) respondents KSB 2 10% AROMA 10 50% KIRLOSKAR 7 35% OTHER 1 5% TOTAL 20 100

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INTERPRETATION:
We clearly see that the demand of Aroma & Kirloskar is more, that is 50% & 35%. While other pumps share the remaining portion it means 10% says that KSB demand is more.

5) Why the demand of this particular product is more?

Particular

No of respondents PRICE 5 QUALITY 12 ATTRACTIVENESS 2 OTHERS 1 TOTAL 20

(%) 25 60 10 5 100
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INTERPRETATION:
As in the fourth question we got the result that the demand of Aroma and Aroma is more, according to the findings it can say that quality and price are the major factor which affects the demand of the particular product. We also observe that price also play the role in the demand of the product.

6) What is a total monthly sale (approximately in units)?

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Particular No of respondents 50-100 units 10 100-150 units 6 150-200 units 3 More than 1 200units TOTAL 20

INTERPRETATION:
Monthly sales of retailers show that almost half of the retailers sales units are between 50-100 and unfortunately 10 units of the retailers have sales
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units between 100-200 units while 6 units of them have more than 200 units of sales.

7) How much stock do you store?

Particular

No of respondents 0-100 units 8 100-200 units 4 200-300 units 2 Morethan-300units 6 TOTAL 20

(%) 40 20 10 30 100

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INTERPRETATION:
From the above chart we can see that 40% of retailers keep stock between 1-100 units, While 30% of retailers keep more than 300units and 10% of them keep stock between 200-300 units.

8) Which facilities company provides you?

Particular FREE SERVICE FREE-----DELIVERY TRANSPORTATION NONE TOTAL

(%) 35 15 10 40 100

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INTERPRETATION:
From the above diagram it can say that more then 40% retailers do not get any facilities from the company. While 35% get free sample facility and other 10% and 15% get free delivery and transport facilities.

9) Are you satisfied with these facilities of company? Particular YES NO TOTAL No of respondents 8 4 12 (%) 67 33 100

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INTERPRETATION:
When asked retailers about that are they satisfied with the facilities they got from the company, the result are very unimpressive 67% retailers are happy while remaining 33% are unhappy with giving facilities, it means that thy want more facilities from the company.

10) Which media company prefers for advertisement?

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Particular TELEVISION WALLPAINTING NEWS PAPER HOARDINGS BANNERS TOTAL (%) 5 40 15 30 10 100

INTERPRETATION:
When things come on such a interesting subject like advertisement respondents seem very enthusiastic to give answer. Firstly we see that 15% of the retailers believes that company gives advertisement by the newspaper and 5% of retailers says that by Television they can knew it and
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remaining 40% and 30% & 10% are choose Wall painting, Hordings and Banners. But no retailer have chosen Flags and Hoarding for advertisements.

11) Do you think that are there any more advertisements are required? Particular YES NO TOTAL No of respondents 9 11 20 (%) 45 55 100

INTERPRETATION:
From the above graph we conclude that out of the 20 retailers 9 say that they required more advertisement while 11 say that they do not need, why they demand more this is the only way that company can make customer aware about their product.

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12) Do you give advertisement to improve sales of the product? Particular YES NO TOTAL No of respondents 6 14 20 (%) 30 70 100

INTERPRETATION:
As we have seen that when they have asked about to improve the sales, about 30% of the retailers gives positive response while 70% says No to give any advertisement.

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13) What is the level of quality of the product? Particular No of respondents HIGH 16 AVERAGE 4 LOW 0 TOTAL 20 (%) 80 20 0 100

INTERPRETATION:
As per my research that is about the level of quality of the product 80% replied that quality is very high and that of 20% replied that quality is average and no one has replied that quality is low and they also add that customer dont know much about the quality this is their personal view.
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14) Are you satisfied with the margin of profit?

Particular YES NO TOTAL

No of respondents 18 2 20

(%) 90 10 100

INTERPRETATION:
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From the analysis of my survey, retailers are satisfied with the margin of the profit; about 90% of the retailers give positive response while 10% of them give replied negative it means that they are not satisfied.

15) What is the credit period you get by company?

Particular 1-5 days 5-10 days 10-20 days Morethan-20 days TOTAL

No of respondents 2 3 5 10 20

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INTERPRETATION:
As the chart describes company gives more than 20 days credit period to its 50% of retailers while 25% are getting credit period of 10 to 20 days and remaining 25% get the time of less than 10 days.

16) By which way Company communicates to you?

Particular

No of respondents TELEPHONE 8 MAIL 7 PERSONAL 5 OTHER 0 TOTAL 20

(%) 40 35 25 0 100
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INTERPRETATION:
Communication between retailers and company is one of the most important aspects of the business so when we asked them about the media company use to communicate with them the out of 20, 40% respondent replied that company communicate through telephone, while 25% replied that company personally communicate with them as per our view it is good for any company that they keep their personal attention in the business and company does well in that area statistic proves that.

17) Do you think that customer is satisfied with quality of the product?

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Particular YES NO TOTAL No of respondents 20 0 20 (%) 100 0 100

NO 0%

YES NO

YES 100%

INTERPRETATION:
According to the retailers 100% of their customers are satisfy with the quality of the product. This figure shows the how high-class quality Product Company produces.

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18) According to you, which factor considers when he/she purchase your product? Particular No of respondents PRICE 4 ADVERTISEMENT 1 QUALITY 8 ATTRACTIVENESS 0 BRAND 7 PERSONAL 0 RELATION OTHER 0 TOTAL 20 (%) 20 5 40 0 35 0 0 100

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INTERPRETATION:
Well as per our view this question is very important because customers are the final authority and findings, this question clears the view of customers so according to the retailers out of 20 respondents 4 replied that they consider price as main feature when they buy the product 7 consider the brand and also quality, attractiveness and personal relation with retailers.

19) Suggestion for the company to improve the sales?

INTERPRETATION:
For all the company profit is the main aim , when I asked them by which way company can improve their sales, most of the retailer replied that they give more advertisements about their product. So that customer will be aware of the product and they prefer for buying their product. While some replied that improve the quality of the product but as we have seen in the graph most of the retailers prefer the brand because of the quality of the product. So we can say that there is no fault in the quality of the product.

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RECOMMENDATIONS
As per the demand of most retailers and Customers Company should start television advertisements. Common people do not know much about the different features of the Centrifugal pump so company should do something to make the common people aware about the different features of the products. Arihant Pumps Pvt Ltd should try to involve in public ceremony, social and cultural events to increase sales and by this way they can advertise and sell their products to consumer.
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Company should mention offers clear-cut on packaging. Sometimes retailers may not offer schemes to consumers while company provides to consumer. Company should provide service regularly & give positive response because some retailers are not satisfied

CONCLUSION
Many practical things I have learned from the company. I have seen and Conclude that the overall performance of the company is really good .By Surveying retailers I have also conclude that one of the performances of The company is its one of the best Distribution network. They have really good top management with the back up of middle management and the personnel of the company. They are really dominating other companies in the particular field with qualitative production and advanced technology.
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But we also conclude that they are not providing much of the facilities to the retailers like samples, display and other things. And as per our view company should provide many facilities to the retailers as per their demand. At last I conclude that the future of the company is very bright and they will be able to compete international market.

BIBLIOGRAPHY

Project report on Customer satisfaction at Arihant Pumps Pvt Ltd.

FROM BOOK:
MARKETING RESEARCH:
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7TH EDITION (PHL) Author- David J. Luck & Ronald S. Rubin MARKETING MANAGEMENT: 13th EDITION (PEARSON) Author-Philip Kotler & Kevin Lane Keller

FROM WEBSITE:
www.arihant Pvt ltd .com

LIMITATION OF RESEARCH
Though the study was conducted in a blinded fashion, i.e. the respondent were not told about the company doing the study, however it is representing the view of retailers about all companies The sample size is only 20 retailers, which is not very large.
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I consider region of Banaskanta only because of limited time and finance. All the respondents could not fill their questionnaire on their own due to language problem and also problem of time and lack of positive behavior. Findings of the study are based on the assumption that the respondents have given correct information. I though that we didnt get perfect positive response from all the retailers.

Questionnaire
NAME : ADDRESS : CONTACT NO:
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1]. which companys product do you keep in your show room?

[ ] KSB [ ] Aroma

[ ] Kirloskar [ ] Other

2]. Have you done business with any other company in the past? [ ] Yes [ ] No

If Yes Please specify ________________________. 3]. Why you have selected this company for business? [ ] Brand [ ] Advertisements [ ] High profit margin [ ] Customers demand [ ] Quality [ ] other

4] According to you who company centrifugal pumps demand is more? [ ] KSB [ ] Kirloskar [ ] Aroma [ ] Others

5]. Why the demand of this particular product is more? [ ] Price [ ] Attractiveness [ ] Quality [ ] Other

6]. what are your total monthly sales (approximately)?

7]. How much stock do you store?

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8]. Does the supply meet the demand? [ ] Yes [ ] No

9]. which facilities company provides you?

10]. Are you satisfied with these facilities of company? [ ] Yes [ ] No

If no then what more you want from company? ________________________________ 11]. which media company prefers for advertisements? [ ] Television [ ] Flags [ ] Banners [ ] Wall painting [ ] Hoardings [ ] Others [ ] News paper [ ] Pamphlets

12]. Do you think that are there any more advertisements is required? [ ] Yes [ ] No

If yes then which type _____________ 13]. Do you give any advertisements to improve sales of the product? [ ] Yes [ ] No

14]. what is the level of quality of the product? [ ] High [ ] Average [ ] Low

15]. Are you satisfied with the margin of profit? [ ] Yes [ ] NO

16]. what is the credit period you get by company?

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17]. by which way company communicate to you? [ ] Telephone [ ] Personal [ ] Mail [ ] Other

18]. Do you think that customers are satisfied with the quality of the Products? [ ] Yes [ ] No

19]. According to you, which features customers consider when he/she Purchases your product? [ ] Price [ ] Advertisement [ ] Attractiveness [ ] Brand [ ] Other ____________________ [ ] Quality [ ] Personal relation

20]. Suggestions for company to improve the sales.

THANK YOU

Signature:

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