1

CHAPTER - I
INDRODUCTION

1.1 INTRODUCTION ABOUT THE STUDY
A channel of distribution comprises a set of institutions which perform all of the
activities utilized to move a product and its title from production to consumption.
This is an implement in the marketing mix. Product & service must be reach the
consumer in quantity and at right time.
VARIOUS ACTIVITIES OF DISTRIBUTION
Movements & storage
Goods & the legal promotional
Financial activities, in the transfer of ownership from the producer to the
consumer
DEFINITION
American market association, A channel of distribution or marketing channel is
the structure of intra company organization unit & extra company agents & dealers,
Wholesale & retail through which a commodity product & service is market.
Bucklin - Theory of Distribution Channel Structure (1966)
Another element of Neil H.Borden's Marketing Mix is Place. Place is also known as
channel, distribution, or intermediary. It is the mechanism through which goods and/or
services are moved from the manufacturer/ service provider to the user or consumer.




2

TYPES OF CHANNEL INTERMEDIARIES.
There are many types of intermediaries such as wholesalers, agents, retailers, the
Internet, overseas distributors, direct marketing (from manufacturer to user without an
intermediary), and many others. The main modes of distribution will be looked at in more
detail.
1. CHANNEL INTERMEDIARIES - WHOLESALERS
They break down 'bulk' into smaller packages for resale by a retailer.
They buy from producers and resell to retailers. They take ownership or 'title' to goods
whereas agents do not (see below).
They provide storage facilities. For example, cheese manufacturers seldom wait for
their product to mature. They sell on to a wholesaler that will store it and eventually
resell to a retailer.
Wholesalers offer reduce the physical contact cost between the producer and
consumer e.g. customer service costs, or sales force costs.
A wholesaler will often take on the some of the marketing responsibilities. Many
produce their own brochures and use their own telesales operations.
2. CHANNEL INTERMEDIARIES - AGENTS
Agents are mainly used in international markets.
An agent will typically secure an order for a producer and will take a commission.
They do not tend to take title to the goods. This means that capital is not tied up in
goods. However, a 'stockist agent' will hold consignment stock (i.e. will store the
stock, but the title will remain with the producer. This approach is used where goods
need to get into a market soon after the order is placed e.g. foodstuffs).
Agents can be very expensive to train. They are difficult to keep control of due to the
physical distances involved. They are difficult to motivate.


3

3. CHANNEL INTERMEDIARIES - RETAILERS
Retailers will have a much stronger personal relationship with the consumer.
The retailer will hold several other brands and products. A consumer will expect to be
exposed to many products.
Retailers will often offer credit to the customer e.g. electrical wholesalers, or travel
agents.
Products and services are promoted and merchandised by the retailer.
The retailer will give the final selling price to the product.
Retailers often have a strong 'brand' themselves e.g. Ross and Wall-Mart in the USA,
and Alisuper, Modelo, and Jumbo in Portugal.
4. CHANNEL INTERMEDIARIES - INTERNET
The Internet has a geographically disperse market.
The main benefit of the Internet is that niche products reach a wider audience e.g.
Scottish Salmon direct from an Inverness fishery.
There are low barriers low barriers to entry as set up costs are low.
Use e-commerce technology (for payment, shopping software, etc)
There is a paradigm shift in commerce and consumption which benefits distribution
via the Internet





4

1.2 INDUSTRIAL PROFILE
Cement Industry in India
Cement industry in India has made significant contribution to countrys economic
development. This is because most of the development activities involve construction works,
which makes use of cement. It is an indigenous industry with local raw materials. In 1904,
the first cement industry was started. It was in Tamil Nadu. Since then, a number of factories
manufacturing cement were started.

In our country there are 51 companies and 99 plants having installed capacity of
manufacturing 700 million KN of cement. With this capacity, the Indian cement industry is
the fifth largest in the world after China, Russia, Japan and USA. Indian cement industry
accounts for about 4% of the world production.

Some of the important highlights of the Indian Cement Industry can be stated as follows:

1. The average capacity per kiln works out to be less than 17000 KN / day for the dry
process systems and 4000 KN / day for the wet process system.
2. The energy consumption is substantially higher than that in the plants abroad.
3. The protection activities require improvement and updating.
4. The new technologies i.e. high efficiency separators, roll processors, vertical roller
etc. have been introduced.
5. The per capita consumption in India is about 5 tonne, which is almost 1/4
th
of the
world average.
6. The requirement such as better packaging materials, bulk containers and ready mix
concrete technology deserves attention.

The origins of Indian cement industry can be traced back to 1914 when the first unit
was set-up at Porbandar with a capacity of 1000 tonnes. Today cement industry comprises of
125 large cement plants and more than 300 mini cement plants. The Cement Corporation of
India, which is a Central Public Sector Undertaking, has 10 units. There are 10 large cement
plants owned by various State Governments. Cement industry in India has also made
tremendous strides in technological up gradation and assimilation of latest technology.
Presently, 93 per cent of the total capacity in the industry is based on modern and
5

environment-friendly dry process technology. The induction of advanced technology has
helped the industry immensely to conserve energy and fuel and to save materials
substantially. Indian cement industry has also acquired technical capability to produce
different types of cement like Ordinary Portland Cement (OPC), Portland Pozzolana Cement
(PPC), Portland Blast Furnace Slag Cement (PBFS), Oil Well Cement, Rapid Hardening
Portland Cement, Sulphate Resisting Portland Cement, White Cement etc.

Cement industry in India is currently going through a consolidation phase. Some
examples of consolidation in the Indian cement industry are: Gujarat Ambuja taking a stake
of 14 per cent in ACC, and taking over DLF Cements and Modi Cement; ACC taking over
IDCOL; India Cement taking over Raasi Cement and Sri Vishnu Cement; and Grasim's
acquisition of the cement business of L&T, Indian Rayon's cement division, and Sri Digvijay
Cements. Foreign cement companies are also picking up stakes in large Indian cement
companies. Swiss cement major Holcim has picked up 14.8 per cent of the promoters' stake
in Gujarat Ambuja Cements (GACL). Holcim's acquisition has led to the emergence of two
major groups in the Indian cement industry, the Holcim-ACC-Gujarat Ambuja Cements
combine and the Aditya Birla group through Grasim Industries and Ultratech Cement.
Lafarge, the French cement major has acquired the cement plants of Raymond and Tisco.
Issues Concerning Cement Industry
High Transportation Cost is affecting the competitiveness of the cement industry.
Freight accounts for 17% of the production cost. Road is the preferred mode for
transportation for distances less than 250km. However, industry is heavily dependant
on roads for longer distances too as the railway infrastructure is not adequate.
Cement industry is highly capital intensive industry and nearly 55-60% of the inputs
are controlled by the government.
There is regional imbalance in the distribution of cement industry. Limestone
availability in pockets has led to uneven capacity additions.
Coal availability and quality is also affecting the production.
Outlook
Outlook for the cement industry looks quite bright. Given the sustained growth in
the real estate sector, the government's emphasis on infrastructure and increased global
demand, it looks as if the juggernaut of cement industry would continue to roll on the path of
growth.
6

Capacity Utilization
Installed Capacity

India is the worlds second largest cement producing country after China. The
industry is characterized by a high degree of fragmentation that has created intense
competitive pressure on price realizations. Spread across the length and breadth of the
country, there are 130 large plants belonging to 66 companies with an installed capacity of
around 155mn tons as on March 2010.

















7

1.3 COMPANY PROFILE
The Travancore Cements Limited was incorporated in the year 1946. The year of
commencement of grey cement is 1949. The liscensed capacity of the plant is 50,800 Tonnes
per annum. The master mind behind the setting up of this factory was Late Sir. C. P.
Ramaswami Iyer, who was the then Devan of Travancore, and he realized the vital role of
cement in the industrial development of Kerala. The company was made with M/s F. L.
Smidth & Co, Denmark. During 1959, the company diversified into the production of white
Portland cement. The capacity for the production of white cement is 30,000 Tonnes per
annum. Till 1974 the company was manufacturing both white and grey cement in the same
plant, disturbing the production of two over certain period in a year. Since 1974, the company
started manufacturing white cement alone, as the demand for white cement went up.

During the last 58 years of its existence, TCL has diversified its activities into related
areas. Besides super Shelcem brand cement paint, the company has added to its product range
namely the Sheltex Acrylic Emulsion paint and Shell prime cement primer.

The Travancore Cements Limited is the only manufacturer, perhaps in the whole
world, producing white cement from a raw material other than conventional lime stone. The
main raw material of TCL is the lime shell, which is dredged out of Vembanad Lake, one of
the back waters in Kerala. The company has successfully executed a diversification project
for manufacturing grey cement during the year 2000, with a capacity of 66,000 NIT per
annum.

8


History
The Travancore Cements Limited was incorporated in the year 1946. The year of
commencement of business was also 1946. The company started manufacture of Grey
Cement in the year 1949. The licensed capacity of the plant was 50,800 tones of Cement per
annum.

The mastermind behind setting up of this factory was that of late Sir C.P.
Ramaswamy Iyer, the then Diwan of Travancore, who had realized the vital role of cement in
the industrial development of Kerala. The company was promoted by the state of Travancore,
in association with Tamil Nadu. Later the Government of Kerala acquired the company with
a share of 51.33% and about 33.33% share with the Super Pharma Private Ltd., which
belongs to the company group. The share of the company has been listed in the stock
exchange of Cochin & Chennai.

The company was promoted by M/s Essel Ltd., Mumbai and Technology tie up was
made with M/s F. L. Smidth & Co. Denmark. The Travancore cements Ltd. Is one of the first
project making cement companies in Kerala.TCL is the only public sector (Kerala
Government undertaking), which manufactures and market white cement and cement paints.

During 1959, the company diversified into the production of white Portland cement.
The installed capacity for the production of White Cement is 30000 tonnes per annum. Till
1974, the Company was manufacturing both White Cement and Grey Cement in the same
plant, distributing the production of the two, over certain periods in a year. In 1974, the
company switched over to the exclusive manufacturing of White Cement, as the demand for
White Cement went up and the government of Kerala took over the management of the
company which was firstly under private management. At that time it had monopoly over the
marketing.

During the last 54 years of its existence, TCL has diversified its activities to related
areas by adding ''Vembanad' brand ordinary Portland cement, 'Super Shelcem' brand Cement
Paint and 'Shelprime' dry Cement Primer besides 'Sheltex' Acrylic Emulsion Paint for
interiors and exteriors to its products range.

9

The Travancore Cements Limited is one of the only two companies in the world
manufacturing White Cement from a raw material other than conventional limestone. The
other company is in South California, U.S.A. The main raw material of TCL is lime shell,
which is dredged out of Vembanad Lake, one of the backwaters of Kerala; hence the brand
name is Vembanad White Portland Cement. As it does not contain any magnesium oxide,
the White Cement made out of lime shell is highly durable and superior in quality.
The Travancore Cements Limited employed the wet process technology on the fully
imported machinery of F. L. Smidth & Co. Denmark. Wet process facilitates total
homogenization of raw materials and thus ensures high consistency in quality. As a result of
this, Vembanad White Cement is having higher whiteness, durability, strength and quality.

Location
The cement plant of TCL is situated on the bank of Kodoor River and on the side of
the State Highway, M.C. road, and 4km away from the town of Kottayam in Kerala. The
typical Location of the plant makes it accessible by road as well as by water.


Milestones
Started the production of Vembanad Grey cement from lime shell in August
1949.
Started production Vembanad White Cement from lime shell in 1959
Grey Cement production stopped in 1976.
Diversified into Cement paint- Super Shelcem production in 1977.
10

Celebrated Silver Jubilee in 1982.
Became a Government Company in April 1989.
Celebrated Golden Jubilee in 1997.
Launched Dry Cement Primer 'Shell prime' in January 2000.
Diversified into Acrylic Emulsion Paint Sheltex for exteriors & interiors in
April 2000.
Diversified into Grey cement production from brought out clinker in 2000.
Became an ISO 9002 company in December 2000.
Company started an HRD center in 2002
Launched Vembanad Wall Care Putty in 2008

Objective of the company
The main objective of the company is engaged in the production of Vembanad White
Portland Cement. It is the first and foremost product of TCL, which is the best white cement
available in the country in its quality. Now the company is also engaged in the production of
cement paint known as Super Shelcem, which is available in a wide range of colors of 24
shades.

Competitors
Super snow cement.
Duke cement.
Surfa cement.
Acc white cement.
Birla white cement.
J.K white cement.

Promoters of the Organization
The company was run under the private management until 1974. Subsequently the
government of Kerala took over the management. Now the government is holding 50.13% of
the equity share capital. The Pyramid group of company is holding another 25% of shares and
the remaining shares are held by general public.Branches & offices
The company has its registered office and factory at Nattakam, Kottayam, Kerala. It
has a regional office at Trivandrum and depots at Bangalore, Coimbatore and Vijayawada.
11


VISION AND MISSION OF TRAVANCORE CEMENTS
Vision Statement

To be a leader in the Indian Cement industry and providing customer delight and
enhancing shareholders value.

Mission Statement
Having a unique role in the Heavy Industry sector of the country, TCL is committed
for catering the society towards the specific need expected by producing quality product at a
customer friendly price while keeping sustained growth of the organization and total growth
of the society.

To enhance the companys shareholder value.
Employee satisfaction.
Revenue growth.
Strength supply chain management.
High volume, high market share, cost effectiveness in all segments.
High quality technology and superior products.
Consistent production through harmonious industrial relations.
Competitive advantage.
To widen the distribution network and strengthen the field service
organization.








12


1.4 PRODUCT PROFILE
The Travancore Cements Ltd is producing four types of products
and they are: White Portland cement under the brand name VEMBANAD , cement paints
with a range of 40 shades under the brand name SUPER SHELCEM, cement paint
primer under the brand name "Shel Prime", Emulsion paint under the brand name
"SHELTEX" and wall putty ender the brand name VEMBANAD WALL PUTTY

1. Vembanad White Portland cements

. TCL manufactures the best white cement in the country and its quality is at par
with that of the best available in the world market. This can be attributed to the fact that
Vembanad white cement is manufactured using lime shells and it accounts for its superior
whiteness as compared to other brands. Today the company enjoys the highest 8042 e-1976
specification. White cement is quick drying; possess high strength and superior aesthetic
values. It is used for floor finish, plaster and ornamental works.


2. Super Shelcem Cement Paint
The Travancore Cements Ltd started manufacturing cement paints under the brand
name Shelcem during 1977. It was rebranded as Super Shelcem in 1986. Super Shelcem
is a unique technology formulation with the most durable Vembanad white cement. It is an
intimate mixture of Vembanad white cement, water proofing fungicides. Cement paint is
water based paint widely used for painting buildings, both components an oxide extender,
non fading oxide pigments, hardening agents and exterior interior. Shelcem, unlike other
cement paints, does not require water curing after first and second coat. Only initial wetting
of the surface is necessary. This makes Super Shelcem ideal for exteriors of multi storied
buildings and sky scrapers. Super Shelcem carries ISI marks and is available in a wide range
of colours of total 40 different shades in the market.
3. Shell Prime Dry Cement Primer
In order to mark the new millennium, the Travancore Cements Limited launched
a new product, cement paint primer under the brand name "Shel Prime". It is a dry
cement primer available in 1kg. Packets. The range is Rs.25/Kg.
13


4. Sheltex Emulsion Paint
The company launched new product "Sheltex" cement paint. It was launched in
April 2000. The basic raw materials include acrylic based pigments and bonding
chemicals (Titanium compounds). It is used for both exterior and interior painting
purposes. The product is available in 2 packages 11 liters and 4 liters.

5. Vembanad Wall Putty
Vembanad wall putty has more coverage than any other dry wall putty in the market.
The object of the company will be to offer putty of the highest quality, giving the smoothest
finish, highest coverage and durability. It is available in 20 kg and 5 kg packing.






















14



1.5 STATEMENT OF THE PROBLEM
The research intent to study about the Distribution Channel adopted by the
Distributers, Top level to Lower level satisfaction and industrial moral. It also analyses the
most commonly occurring error of the Distribution Channel and to understand the level of
effectiveness of Distribution Channel in the Travancore cement Kottyam.

1.6 SCOPE OF THE STUDY
The study conducted for the marketing and distribution practices of TCL
Kottayam. Through this project the research attempt to find out the distribution channels and
marketing efforts of TCL. The study covers factors involved in channels of distribution
benefits derived by the company through the channels of distribution and methods used for
transporting goods and service.

1.7OBJECTIVES OF THE STUDY
To compare the distribution system of Travancore cement with other cements.
To study about the marketing situations of Travancore cement from others.
To illustrate the present problems faced by dealers.
To find any new scheme required by the dealers from the company.
To illustrate whether the product is affordable to the middle class








15


CHAPTER-2
REVIEW OF LITERATURE
Gupta.M.C.(1989)discussed the study revealed that profitability of the units has been
consistently good things largely to the partial decontrol of cement.
HarshDwivedi (1993)discussed to its wider ramification, analyzing among other
things, stages of control, marketing practices, trends and innovation, consumer preference
and importance of management. He found that existing capacity were inadequate to meet the
growing demand for cement and marketing practices lacked depth and realism.
R.Ramanujam (1996) discussed its wider ramification, analyzing among covering all
aspects of cement unit, cost of production, productivity, marketing and finance. He found that
in the liberalized economy, the industry has a favorable market factories affect capacity
utilization viz., power cut, inadequate supply of coal and its poor quality and shortage of
forenighe wagone, with all these areas under government control, the gult must take
necessary steps to remove the hurdles
M.selvaraj(1996)discussed to the limited aspects of cement unit like finance,
administration, human resource and marketing aspect etc. he found that as cement market has
turned out to be a buyers market in recent years, effort should be made by the government
and cement manufacturers association to popularize cement by exhibiting various uses of
cement and thus creating an increase in the demand of cement.

K.shanmuga Vadivu (2002) discussed the research study has brought sufficient
market opportunity for the cement industry in different areas in Karur district, it has been
brought out in the report that. The various problems faced by the dealer, the trend in cement
industry. Almost all the companies understood customers insipid for quality. The need of the
hours is to have an effective distribution network so that supplies reach and in time to
customers. This will also help to ensure increased sales and promotion activities.



16


CHAPTER-3
RESEARCH METHODOLOGY

3.1 RESEARCH DESIGN
Research design is the arrangement of condition of collection and analysis of
data in a manner that aims to combine relevance to research purpose with economy
in procedure.
The research design is conceptual frame work conceptual structure with in which
the research is conducted. Research design is needed because it facilitated the smooth
sailing of various research operations, thereby making research as efficiently as
possible yielding maximum expenditure of efforts, time and money.
In this study questionnaire design was used to collect the data. This method
was used to get correct data from the dealers.

3.2 TYPES OF RESEARCH
The research adopted for the study is descriptive. Under this method the
research is conducted through surveys and enquires.

3.3 DATA COLLECTION
For this project data are obtained through two sources
a) Primary data :- The Primary data are those which collected for the first time.
The tools used for data collection is questionnaire schedule method.
b) Secondary data :- The secondary data are those which have already been
collected by some one else. Company profile, Industry profile etc. Are some
of the secondary data, which have been used for this project. The data
regarding the above facts are collected from company records and through the
internet.
3.4 SAMPLING DESIGN
The technique that is adapted in selecting the samples for the research is
convenient sampling.
3.5 SAMPLE SIZE
The sample size is 100.
17


3.6 TOOLS USED FOR ANALYSIS AND INTERPRETATION

PERCENTAGE METHOD:- The percentage method of analysis is used to
find out dealers response regarding particular object.

CHI-SQUARE:- A chi-square test, also refers to as chi-square test or 2 test,
is a non parametric test which is not depend upon parametric like x, & variance
etc., it is depends up on frequencies.
Testing independence determines whether two or more observations across
two populations are dependent on each other.

Weighted average method:- An average in which each quantity to be averaged is
assigned a weight. These weightings determine the relative importance of each quantity on
the average. Weightings are the equivalent of having that many like items with the same
value involved in the average.



WA = sum of weighted terms
Total no of average terms






18


TABLE NO-4.1
TABLE SHOWING THE SEX OF THE RESPONTANTS

SL NO SEX NO OF
RESPONTENT
PERCENTAGE
1 MALE 85 85
2 FEMALE 15 15
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 85% of the respondents are male and 15% of
respondents are female category.
CHART-4.1
CHART SHOWING THE SEX OF THE RESPONTENTS







0
10
20
30
40
50
60
70
80
90
MALE FEMALE
PERCENTAGE
19

TABLE-4.2
TABLE SHOWING THE AGE OF THE RESPONTENTS

SL NO AGE OF THE
RESPONTENT
NO OF THE
RESPONTENT
PERCENTAGE
1 25-35 20 20
2 35-45 50 50
3 ABOVE 45 30 30
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 20% of the respondents were in the age of 25-
35, 50% of respondents were in the age of 35-45 and 30% of respondents were in the age of
above 45.

CHART-4.2
CHART SHOWING THE AGE OF THE RESPONTNTS







0
10
20
30
40
50
60
25-35 35-45 ABOVE 45
PERCENTAGE
20

TABLE-4.3
TABLE SHOWING THE WORK EXPERIENCE OF THE RESPONTENTS

SL NO NO OF YEARS NO OF
RESPONTENTS
PERCENTAGE
1 BELOW 10 55 55
2 10-20 40 40
3 ABOVE 20 5 5
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 55% of the respondents were belongs to
Below10 year and 40% of respondents were belongs to 10-20 years 5% of respondents were
belongs to above 20Years.
CHART-4.3
CHART SHOWING THE WORK EXPERIENCE OF THE RESPONTENT










55
40
5
0
10
20
30
40
50
60
BELOW 10 10 TO 20 ABOVE 20
21

TABLE-4.4
TABLE SHOWING THE CEMENT DEALERSHIP THEY HAVE

SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1 1-2 10 10
2 2-3 20 20
3 3-4 15 15
4 4-5 55 55
5 ABOVE 5 0 0
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 24% of the respondents were agree with
the performance appraisal system, 21% of employees are strongly agree with the performance
appraisal system, 4% of respondents were neither agree nor disagree with the performance
appraisal system, 1% of respondents were disagree with the performance appraisal system
and 0% of employees are strongly disagree with the performance appraisal system.
CHART-4.4
CHART SHOWING THE CEMENT DEALERSHIP THEY HAVE






0
10
20
30
40
50
60
2-Jan 2-3 4-Mar 4-5 ABOVE 5
22

TABLE-4.5
TABLE SHOWING THE COMPANY GETS HIGH SALES VOLUME IN CEMENT
INDUSTRY
SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1 R K C WHITE 0 0
2 BIRLA WHITE 15 15
3 J K WHITE 0 0
4
VEMBANAD
WHITE
85 85
5 R A K WHITE 0 0
TOTAL 100 100
INTERPRETATION
It is inferred from the above table that 15% of the respondents were having High
Sales Volume in BIRLA White, 85% of the respondents were having High Sales Volume in
Vembanad White.
CHART-4.5
CHART SHOWING THE COMPANY GETS HIGH SALES VOLUME IN CEMENT
INDUSTRY















0
10
20
30
40
50
60
70
80
90
R K C WHITE BIRLA WHITE J K WHITE VEMBANAD
WHITE
R A K WHITE
23

TABLE-4.6
TABLE SHOWING THE MOST VALUABLE SUPPLIERS

SL NO OPINION NO OF
RESPONTENT
PERCENTAGE
1 R K C WHITE 0 0
2 BIRLA WHITE 15 15
3 J K WHITE 0 0
4
VEMBANAD
WHITE
85 85
5 R A K WHITE 0 0
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 15% of the respondents have the
most valuable suppliers for Birla white and 85% of the respontants have the most valuable
suppliers for Vembanad white.

CHART-4.6
CHART SHOWING THE MOST VALUABLE SUPPLIERS





0
10
20
30
40
50
60
70
80
90
R K C WHITE BIRLA WHITE J K WHITE VEMBANAD
WHITE
R A K WHITE
24


TABLE-4.7
TABLE SHOWING THE QUALITY OF TRAVANCORE CEMENT
SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1 EXCELLENT 15 15
2 VERY GOOD 40 40
3 GOOD 40 40
4 AVERAGE 5 5
5 POOR 0 0
TOTAL 100 100

INTREPRETATION
It is interfered from the above table that 15% of respondent says that the Quality of
Travancore cement is Excellent, 40% of respondents says that the Quality of Travancore
cement is Very Good, 40% of respondents says that the Quality of Travancore cement is
Good, 5% of respondents says that the Quality of Travancore cement is Average and 0% of
respondents says that the Quality of Travancore cement is poor.
CHART-4.7
CHART SHOWING THE QUALITY OF TRAVANCORE CEMENT




0
5
10
15
20
25
30
35
40
45
EXCELLENT VERY GOOD GOOD AVERAGE POOR
25

TABLE- 4.8
TABLE SHOWING THE SUGGESTIONS TO THE PRICE OF TRAVANCORE
CEMENT
SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1
HIGHLY
SATISFIED
0 0
2 SATISFIED 5 5
3 AVERAGE 55 55
4 DISSATISFIED 30 30
5
HIGHLY
DISSATISFIED
10 10
TOTAL 100 100
INTERPRETATION
It is inferred from the above table that 0% of the respondents were Highly
Satisfied with the price of Travancore Cement, 5% of the respondents were Satisfied with the
price of Travancore Cement, 55% of the respondents were Average with the price of
Travancore Cement, 30% of the respondents were Dissatisfied with the price of Travancore
Cement, 10% of the respondents were Highly Dissatisfied with the price of Travancore
Cement.
CHART- 4.8
CHART SHOWING THE SUGGESTIONS TO THE PRICE OF TRAVANCORE
CEMENT

0
10
20
30
40
50
60
PERCENTAGE
26

TABLE-4.9
TABLE SHOWING THE FAST MOVING BRAND
SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1 R K C WHITE 0 0
2 BIRLA WHITE 20 20
3 J K WHITE 0 0
4
VEMBANAD
WHITE
80 80
5 R A K WHITE 0 0
TOTAL 100 100
INTERPRETATION
It is interfered from the above table that 20% of respondents says that the fast
moving brand in their town is Birla White , 80% of respondents says that the fast moving
brand in their town is Vembanad White .
CHART-4.9
CHART SHOWING THE FAST MOVING BRAND






0
10
20
30
40
50
60
70
80
90
R K C WHITE BIRLA WHITE J K WHITE VEMBANAD
WHITE
R A K WHITE
27

TABLE-4.10
TABLE SHOWING THE ORDER AND REPLACEMENT OF TRAVANCORE
CEMENT
SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1
HIGHLY
SATISFIED
5 5
2 SATISFIED 25 25
3 AVERAGE 40 40
4 DISSATISFIED 20 20
5
HIGHLY
DISSATISFIED
10 10
TOTAL 100 100
INTERPRETATION
It is interfered from the above table that 5% of respondents Highly Satisfied,
25% of respondents Satisfied, 40% of respondents Average, 20% of respondents Dissatisfied
and 10% of respondents Highly Dissatisfied the order and Replacement of Travancore
Cement
CHART- 4.10
CHART SHOWING THE ORDER AND REPLACEMENT OF TRAVANCORE
CEMENT



0
5
10
15
20
25
30
35
40
45
HIGHLY
SATISFIED
SATISFIED AVERAGE DISSATISFIED HIGHLY
DISSATISFIED
28

TABLE-4.11
TABLE SHOWING THE AVAILABILITY OF TRAVANCORE CEMENT

SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1
HIGHLY
SATISFIED
5 5
2 SATISFIED 35 35
3 AVERAGE 55 55
4 DISSATISFIED 5 5
5
HIGHLY
DISSATISFIED
0 0
TOTAL 100 100
INTERPRETATION
It is interfered from the above table that 5% of respondents Highly Satisfied,
35% of respondents Satisfied, 55% of respondents Average, 5% of respondents dissatisfied
and 0% of respondents Highly Dissatisfied with the availability of Travancore Cement.
CHART 4.11
CHART SHOWING THE AVAILABILITY OF TRAVANCORE CEMENT





0
10
20
30
40
50
60
HIGHLY
SATISFIED
SATISFIED AVERAGE DISSATISFIED HIGHLY
DISSATISFIED
29

TABLE 4.12
TABLE SHOWING THE MARGINS OFFERED BY TRAVANCORE CEMENT

SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1
HIGHLY
SATISFIED
5 5
2 SATISFIED 5 5
3 AVERAGE 45 45
4 DISSATISFIED 35 35
5
HIGHLY
DISSATISFIED
10 10
TOTAL 100 100
INTERPRETATION
It is interfered from the above table that 5% of respondents Highly Satisfied,
5% of respondents Satisfied, 45% of respondents Average, 35% of respondents Dissatisfied
and 10% of respondents Highly Dissatisfied for the Margins offered by Travancore Cement.
CHART 4.12
CHART SHOWING THE MARGINS OFFERED BY TRAVANCORE CEMENT




0
5
10
15
20
25
30
35
40
45
50
HIGHLY
SATISFIED
SATISFIED AVERAGE DISSATISFIED HIGHLY
DISSATISFIED
30

TABLE 4.13
TABLE SHOWING THE SALES PROMOTIONAL EFFORTS OF THE
TRAVANCORE CEMENT

SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1 EXCELLENT 10 10
2 VERY GOOD 15 15
3 GOOD 15 15
4 AVERAGE 35 35
5 POOR 25 25
TOTAL 100 100

INTERPRETATION
It is interfered from the above table that 10% of respondent Excellent, 15%
of respondents Very Good , 15% of respondents Good, 35% of respondent Average and25 %
of respondents Poor to the sales promotion efforts of the Travancore Cement .
CHART 4.13
CHART SHOWING THE SALES PROMOTIONAL EFFORTS OF THE
TRAVANCORE CEMENT




0
5
10
15
20
25
30
35
40
EXCELLENT VERY GOOD GOOD AVERAGE POOR
31

TABLE 4.14
TABLE SHOWING THE MORE LIFE TIME FROM OTHERS

SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1 R K C WHITE 0 0
2 BIRLA WHITE 10 10
3 J K WHITE 0 0
4
VEMBANAD
WHITE
90 90
5 R A K WHITE 0 0
TOTAL 100 100

INTERPRETATION

It is interfered from the above table that 10% of respondents says Birla
White, 90% of respondents says Vembanad White have the more life time from others.
CHART- 4.14
CHART SHOWING THE MORE LIFE TIME FROM OTHERS





0
10
20
30
40
50
60
70
80
90
100
R K C WHITE BIRLA WHITE J K WHITE VEMBANAD
WHITE
R A K WHITE
32

TABLE 4.15
TABLE SHOWING THE DELEVERY PERIOD OF TRAVANCORE CEMENT

SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1 1-3 DAYS 35 35
2 3-5 DAYS 40 40
3 5-10 DAYS 25 25
4 10-13 DAYS 0 0
5 13-15 DAYS 0 0
TOTAL 100 100

INTERPRETATION
It is interfered from the above table that35 % of respondents ,40 % of
respondents and 25% of respondents mention the Delevery period of the Travancore cement .
CHART 4.15
CHART SHOWING THE DELEVERY PERIOD OF TRAVANCORE CEMENT





0
5
10
15
20
25
30
35
40
45
1-3 DAYS 3-5 DAYS 5-10 DAYS 10-13 DAYS 13-15 DAYS
PERCENTAGE
33

TABLE 4.16
TABLE SHOWING THE PRODUCTS AFFORTABLE TO THE MIDDLE CLASS

SL NO OPENION NO OF
RESPONTENT
PERCENTAGE
1 YES 15 15
2 NO 85 85
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 15% of the respondents says Yes and the
85% of the respondents says No.

CHART- 4.16
SHOWING THE PRODUCTS AFFORTABLE TO THE MIDDLE CLASS







0
10
20
30
40
50
60
70
80
90
YES NO
PERCENTAGE
34

TABLE 4.17
TABLE SHOWING THE MORE PREFERENCE FOR PURCHASING THE
PRODUCT

SL NO OPTION NO OF
RESPONTENT
PERCENTAGE
1 WHOLESALER 85 85
2 RETAILERS 15 15
3
DIRECT
PURCHASE
0 0
TOTAL 100 100

NTERPRETATION
It is interfered from the above table that 85% of respondents are purchasing the product
from Wholesaler and 15% of respondents are purchasing the product from Retailers.
CHART 4.17
CHART SHOWING THE MORE PREFERENCE FOR PURCHASING THE
PRODUCT




0
10
20
30
40
50
60
70
80
90
WHOLESALER RETAILERS DIRECT PURCHASE
PERCENTAGE
35

TABLE 4.18
TABLE SHOWING THE DEALERSHIP IN CEMENT BUSINESS

SL NO OPTION NO OF
RESPONTENT
PERCENTAGE
1 BELOW 2 YEARS 15 15
2 2-5 YEARS 35 35
3 5-6 YEARS 5 5
4 ABOVE 6 YEARS 45 45
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 15% of the respondents have below 2 years,
35% of the respondents 2-5 years,5% of the respondents 5-6 years and 45% of the
respondents above 6 years were having the cement dealerships.
CHART 4.18
CHART SHOWING THE DEALERSHIP IN CEMENT BUSINESS




0
5
10
15
20
25
30
35
40
45
50
BELOW 2
YEARS
2-5 YEARS 5-6 YEARS ABOVE 6 YEARS
PERCENTAGE
36

TABLE 4.19
TABLE SHOWING THE IMPORTANT FACTOR FOR PURCHASING THE
PRODUCT

SL NO OPTION NO OF
RESPONTENT
PERCENTAGE
1 PRICE 5 5
2 QUALITY 60 60
3 DEMAND 35 35
4 OTHERS 0 0
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 5% of the respondents have price, 60% of
the respondents quality,5% of the respondents demand and 0% of the respondents have others
are the important factors for purchasing the products.
CHART 4.19
CHART SHOWING THE IMPORTANT FACTOR FOR PURCHASING THE
PRODUCT


0
10
20
30
40
50
60
70
PRICE QUALITY DEMAND OTHERS
PERCENTAGE
37

TABLE 4.20
TABLE SHOWING THE TYPE OF SUPPORTS YOU GET FROM THE COMPANY

SL NO OPTION NO OF
RESPONTENT
PERCENTAGE
1 CREDIT FACILITY 35 35
2 ADVERTISMENT 20 20
3
REPRESENTATIVE
SUPPORT
25 25
4 TRANSPORTATION 20 20
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 35% of the respondents have , 20% of the
respondents advertisment,25% of the respondents demand and 20% of the respondents
transportation are the supports getting from the company.
CHART 4.20
CHART SHOWING THE TYPE OF SUPPORTS YOU GET FROM THE COMPANY




0
5
10
15
20
25
30
35
40
PERCENTAGE
38

TABLE 4.21
TABLE SHOWING THE MODE OF COMMUNICATION INFLUENCES ON
CUSTOMERS

SL NO OPTION NO OF
RESPONTENT
PERCENTAGE
1
PAPER
ADVERTISMENT
10 10
2 BOARDING 35 35
3 TV/ RADIO 20 20
4 WALLPAINTS 35 35
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 10% of the respondents have paper
advertisment , 35% of the respondents boarding,20% of the respondents TV/ Radio and 35%
of the respondents Wallpaints are the mode of communication influences on customers .
CHART 4.21
CHART SHOWING THE MODE OF COMMUNICATION INFLUENCES ON
CUSTOMERS



0
5
10
15
20
25
30
35
40
PAPER
ADVERTISMENT
BOARDING TV/ RADIO WALLPAINTS
PERCENTAGE
39

TABLE 4.22
TABLE SHOWING THE RELATIONSHIP BETWEEN COMPANY AND DEALERS

SL NO OPTION NO OF
RESPONTENT
PERCENTAGE
1 VERY GOOD 20 20
2 GOOD 45 45
3 AVERAGE 25 25
4 POOR 5 5
5 VERY POOR 5 5
TOTAL 100 100

INTERPRETATION
It is inferred from the above table that 20% of the respondents have very good ,
45% of the respondents good,25% of the respondents average and 5% of the respondents
poor, 5% of the respondents very poor are the relationship between company and dealers.
CHART 4.22
CHART SHOWING THE RELATIONSHIP BETWEEN COMPANY AND DEALERS



0
5
10
15
20
25
30
35
40
45
50
VERY GOOD GOOD AVERAGE POOR VERY POOR
PERCENTAGE
40

TABLE 4.23
TABLE SHOWING THE MOST PURCHASE SERVICES ARE EXPECTING FROM
THE COMPANY
SL NO OPTION
NO OF
RESPONTENT
PERCENTAGE

1 FREE TRANSPORT 5 5
2 DISCOUNT 20 20
3
QUICK RESPONSE TO
COMPLAINTS
60 60
4
TECHNICAL
SUGGESTIONS
15 15
TOTAL 100 100
INTERPRETATION
It is inferred from the above table that 5% of the respondents have free transport ,
20% of the respondents discount,60% of the respondents quick response to complaints and
15% of the respondents technical suggestions are the most purchase services are expecting
from the company.
CHART 4.23
CHART SHOWING THE MOST PURCHASE SERVICES ARE EXPECTING FROM
THE COMPANY


0
10
20
30
40
50
60
70
FREE
TRANSPORT
DISCOUNT QUICK
RESPONSE TO
COMPLAINTS
TECHNICAL
SUGGESTIONS
PERCENTAGE
41

TABLE 4.24
TABLE SHOWING THE CHANNEL OF DISTRIBUTION HELP TO REDUCE THE
GAP BETWEEN PRODUCER AND CONSUMER
SL NO OPTION NO OF
RESPONTENT
PERCENTAGE
1
STRONGLY
AGREE
20 20
2 AGREE 45 45
3 NUTRAL 30 30
4 DISAGREE 5 5
5
STRONGLY
DISAGREE
0 0
TOTAL 100 100
INTERPRETATION
It is inferred from the above table that20 % of the respondents have strongly
agree, 45% of the respondents agree,30% of the respondents neutral and 5% of the
respondents disagree , 0% of the respondents strongly disagree are the channel of distribution
help to reduce the gap between producer and consumer.
CHART 4.24
CHART SHOWING THE CHANNEL OF DISTRIBUTION HELP TO REDUCE THE
GAP BETWEEN PRODUCER AND CONSUMER

0
5
10
15
20
25
30
35
40
45
50
STRONGLY
AGREE
AGREE NUTRAL DISAGREE STRONGLY
DISAGREE
PERCENTAGE
42

TABLE 4.25
TABLE SHOWING THE OVERALL SATISFACTION LEVEL OF TRAVANCORE
CEMENT
SL NO OPTION NO OF
RESPONTENT
PERCENTAGE
1
HIGHLY
SATISFIED
20 20
2 SATISFIED 70 70
3 NUTRAL 5 5
4 DISSATISFIED 0 0
5
HIGHLY
DISSATISFIED
5 5
TOTAL 100 100
INTERPRETATION
It is inferred from the above table that20 % of the respondents have highly
satisfied, 70% of the respondents satisfied,5% of the respondents nutral and 0% of the
respondents dissatisfied , 0% of the respondents highly dissatisfied are the overall satisfaction
level of Travancore cement.
CHART 4.25
CHART SHOWING THE OVERALL SATISFACTION LEVEL OF TRAVANCORE
CEMENT

0
10
20
30
40
50
60
70
80
PERCENTAGE
43

STATISTICAL TOOLS
CHI-SQUARE ANALYSIS
1. To find the relationship between age and satisfaction level about the quality of
Travancore cement
Null hypothesis: H
0
There is no significant difference between the age and satisfaction level
about the quality of Travancore cement.
Alternative hypothesis: H
1
There is significant difference between the age and satisfaction
level about the quality of Travancore cement.
Observed frequency:
Age


Satisfactory
Level

25-35 years

35-45 years

Above45 years

Total
Excellent 0 10 5 15
Very Good 5 25 10 40
Good 5 20 15 40
Average 0 5 0 5
Poor 0 0 0 0
Total 10 60 30 100

Expected frequency:





1.5 9 4.5
4 24 12
4 24 12
0.5 3 1.5
0 0 0
44

Chi-square table

S.No

O

E

O-E

(O-E) 2


(O-E) 2/E


1. 0 1.5 -1.5 2.25 1.5
2. 10 9 1 1 0.11
3. 5 4.5 0.5 2.5 0.55
4. 5 4 1 1 0.25
5. 25 24 1 1 0.042
6. 10 12 2 4 0.333
7. 5 4 1 1 0.25
8. 25 24 1 1 0.042
9. 15 12 3 9 0.75
10. 0 0.5 -0.5 2.5 0.5
11. 5 3 2 4 1.33
12. 0 1.5 -1.5 2.25 1.5
13. 0 0 0 0 0
14. 0 0 0 0 0
15. 0 0 0 0 0
TOTAL 7.157
CHI-SQUARE TEST
Level of significance = 5%
Chi-square = (O i E i)
2
/E i
Degrees of freedom =(r-1) (c-1) = (5-1) (3-1) =8
i.Calculated value =7.157
ii.Tabulated value =15.507
iii.Calculated value < Tabulated value

Therefore, H
0
is accepted

45

CONCLUSION
There is significant difference between age and satisfaction about the quality of
Travancore cement.
.






























46

WEIGHTED AVERAGE METHOD
WA = sum of weighted terms
Total no of average terms
OR
WA

FACTOR HS
(5)
S
(4)
NAND
(3)
D
(2)
SD
(1)
TOTAL WEIGHTED
AVERAGE
Suggestions
related to
price of
Travancore
cement
50 120 165 10 0 345 3.45
The order
and
Replacement
of TC
50 80 120 50 5 305 3.05
Availability
of TC
0 20 275 70 5 370 3.70
The Margins
Offered by
TC
50 140 135 10 5 330 3.30
Overall
satisfaction
level of TC
25 0 15 140 20 200 2

wi fi
X W =
wi

= 345/100
X W = 3.45
Total weighted average =15.5/5 =3.1






47

Interpretation:
Greater than 3.1 = Agree
Less than 3.1 = Disagree

Dealers of this organisation agrees with Distribution channel increases the Price, Order
and Replacement, Availability and Margines offered by Travancore Cements ltd and they
have opportunities to access different areas within the organisation. The Dealers disagree
with Distribution channels gives Overall satisfaction level.






















48

CHAPTER - V
FINDINGS OF THE STUDY

The Vembanad White Cement is having the High Sales Volume in the cement
industries.
The Vembanad White Cement is a quality product which 15% of dealers says
Excellent, 80% of dealers says Very Good and Good .
Most of the dealers are dissatisfied with the price of the product.
The order and Replacement and sales promotional efforts of the product is average.
The Availability and Margines offered by the Travancore Cement is also average.
90% of the dealers says that Vembanad White Cements have More Life Time.
Most of the dealers says that3-5 days is the Delevery Period of Travancore Cement.
Most of the dealers says that this product is not Affortable to the Middle Class.
The dealers are mostly purchasing the products from Wholesalers.
Most of the dealers having above 6 years dealership in cement business.
While the dealers purchase the product they will give more importance to the quality
factor.
From the company the dealers will get the support as credit facilities.
Boarding and Wall paints are the Mode of communication which influences on
customer.
45% of the dealers says that there is a good relationship between company and
dealers.
70% of the dealers are satisfied with the product of Travancore cement.




49

S SU UG GG GE ES ST TI IO ON NS S

They may Reduce the standard price of the product
They may improve their sales promotional efforts.
Vembanad cement may need to have the Regular supply.
Travancore cements may concentrate to clear the complaints as soon as possible
Maintain the quality in the same way
























50

C CO ON NC CL LU US SI IO ON N
After analysis the data we have concluded that Vembanad cement,they are captured
first place and Birla cement is in Second place. The sales volume of the Vembanad cement is
high compare than others. Moreover Vembanad cement has Good dealership with dealers.
There is lack of availability creates. Therefore Travancore Cement has to improve its
sales promotional efforts. And give more advertisement so that it move more powerful than
others and also reduce the standard price.
At the same time quality (life time of the cement) delivery time of the Travancore
cement is good.















51

BIBLIOGRAPHY
BOOKS
1.Marketing Management Philip Kotler [PRENTICE HALL OF INDIA PVT,LTD NEW
DELHI-110001,2003.] 11
th
EDITION

2. Research Methodology C.R.Kothari[NEW AGE
INTERNATIONAL(P)LIMITED,HYDERABAD]
2
ND
EDITION.

3. Marketing Dr N. Rajan and sanjith.R.Nair[SULTAN CHAND&SONS Daryaganj
New Delhi-110002,1987]6
th
EDITION.

4. Marketing Management S.A.Sherleker[PRENTICE HALL OF INDIA PVT,LTD NEW
DELHI-110001,2003.] 1
st
EDITION

INTERNET:
www.google.com
www.grasim.com
www.travancore.com













52

ANNEXURE
A STUDY ON DISTRIBUTION CHANNELS SURVEY WITH
SPECIAL REFERENCE TO TRAVANCORE CEMENT IN
KOTTYAM
QUESTIONNAIRE
1. Name :

2. Age :

3.Gender : Male [ ] Female [ ]

4. Work Experience :
5. What Are The Cement Dealership Do You Have?

A. R K C ( )
B. BIRLA WHITE ( )
C. J K WHITE ( )
D. VEMBANAD ( )
E. R A K ( )
6. Which Company Gets High Sales Volume In Cement Industry?
A. RKC ( )
B. BIRLA WHITE ( )
C. J K WHITE ( )
D. VEMBANAD ( )
E. RAK ( )
7. In Your Point Of View Who Is The Most Valuable Suppliers?
A. R K C ( )
B. BIRLA WHITE ( )
C. J K WHITE ( )
D. VEMBANAD ( )
E. R A K ( )
53

8. What Is Your Opinion About The Quality Of Travancore Cement?

A. Excellent ( )
B. Very Good ( )
C. Good ( )
D. Average ( )
E. Poor ( )

9. Kindly Give Your Suggestion Related To The Price Of Travancore Cement?

A. Highly Satisfied ( )
B. Satisfied ( )
C. Average ( )
D. Dissatisfied ( )
E. Highly Dissatisfied ( )
10. Which Is The Fast Moving Brand In Your Town?

A. R K C ( )
B. BIRLA WHITE ( )
C. J K WHITE ( )
D. VEMBANAD ( )
E. R A K ( )

11. Please Rate The Order And Replacement Of Travancore Cement?

A. Highly Satisfied ( )
B. Satisfied ( )
C. Average ( )
D. Dissatisfied ( )
E. Highly Dissatisfied ( )

54

12. Please Rate The Availability Of Travancore Cement?

A. Highly Satisfied ( )
B. Satisfied ( )
C. Average ( )
D. Dissatisfied ( )
E. Highly Dissatisfied ( )
13. Are You Satisfied With The Margins Offered By Travancore Cement?

A. Highly Satisfied ( )
B. Satisfied ( )
C. Average ( )
D. Dissatisfied ( )
E. Highly Dissatisfied ( )
14. Please Mention Sales Promotional Efforts Of The Travancore Cement?

A. Excellent ( )
B. Very Good ( )
C. Good ( )
D. Average ( )
E. Poor ( )

15. Which Cement Gives More Life Time From Others?
A. R K C ( )
B. BIRLA WHITE ( )
C. J K WHITE ( )
D. VEMBANAD ( )
E. R A K ( )



55

16. Please Mention Delevery Period Of The Travancore Cement?

A. 1-3 Days ( )
B. 3-5 Days ( )
C. 5-10 Days ( )
D. 10-13 Days ( )
E. 13-15 Days ( )
17. Are The Products Affortable To The Middle Class?

A. Yes ( )
B. No ( )
18. As A Dealer From Which Source Do You Prefer More To Purchase Your Product From?

A. Wholesaler ( )
B. Retailers ( )
C. Direct Purchase ( )
19. For How Long Have You Been A Dealer In The Cement Dealer Business?

A. Below 2 Years ( )
B. 2-5 Years ( )
C. 4-6 Years ( )
D. Above 6 Years ( )


20. While You Are Purchasing A Product Which Factor Do You Give More Importance Too?

A. Price ( )
B. Quality ( )
C. Demand ( )
D. Others ( )



56

21. What Type Of Support You Get From The Company?

A. Credit Facility ( )
B. Advertisment ( )
C. Representative Support ( )
D. Transportation ( )
22. Mode Of Communication Influences On Customers?

A. Paper Advertisment ( )
B. Boarding ( )
C. Tv/Radio ( )
D. Wallpaints ( )

23. Relationship Between Company And Dealers?
A. Verygood ( )
B. Good ( )
C. Average ( )
D. Poor ( )
E. Very Poor ( )
24. What Are The Most Purchase Services Are You Expecting From Our Company?

A. Free Transport ( )
B. Discount ( )
C. Quick Response To Complaint ( )
D. Technical Suggestions ( )

25. Do You Think The Channel Of Distribution Help To Reduce The Gap Between Producer
And Consumer?

A. Strongly Agree ( )
B. Agree ( )
C. Nutral ( )
D. Disagree ( )
E. Strongly Disagree ( )
57

26. Overall Satisfaction Level Travancore Cement?

A. Highly Satisfied ( )
B. Satisfied ( )
C. Nutral ( )
D. Dissatisfied ( )
E. Highly Dissatisfied ( )

27. Give Suggestions for Travancore cements?