Vahini Irrigation Pvt. Ltd.

Introduction
Dealer is a person or firm engaged in commercial purchase and sale.
Dealer may signify firms that buy or resell products at retail or wholesale basis.
A producer cannot sell all his products directly to consumer; he has to depend
upon intermediaries to push, off, his products. A dealer is an intermediary who
helps to market a product. A dealer is one who purchase and sells products. A
dealer may be a wholesaler or a retailer or a distributor or any agents.
The volume of sales depends on the efficiency of a dealer who assesses
the psychology of consumers and takes appropriate steps to sell a product. It is
the dealer who suggests to the manufacturers the suitable media of
advertisement and other promotional tools. Dealers are searching for new
marketing strategies to attract and hold customers. Dealers include all activities
involved in selling goods and services to those buying for resale or business use.
Dealers buy mostly producers and sell mostly to retailers or industrial
consumers.

DEALER SATISFACTION

Dealer wants high marginal gain from manufacturers. The main objective
of dealership is earning profits.

Dealership business is different from other

business. The peculiar feature of a dealer is dealing with one or more similar
products. Dealers earn commission for goods sold from the manufacturers. The
commission depends upon the value of sales both cash and credit. Now a days
the demand for cement increases every year.
SSIMS, Tumkur

Page 1

Vahini Irrigation Pvt. Ltd.

The manufacturers are not able to cover all the consumers directly. With
the help of dealers only they can reach the consumers. Dealer excepts income
from business because there is some guarantee of getting more commission
from this business. Dealers demand more commission from the manufactures,
they cover the entire market within their locality. They also sell cement in
credit to regular customer.

PROMPT DELIVERY

For every business competition is inevitable, Knowledge, about the

direct, reasonable price, prompt delivery etc., are the only ways in which one
can attract more consumers. Delivery of every goods to the place of consumers
will attract every consumer. When there is a delay a small delay of one or two
days or even hours may cause a great set back in consumer satisfaction.
There are various ways we can satisfy the consumers. One among them
is a regular supply and prompts delivery of goods to customers. Even though
quality is excellent and the price is reasonable we cannot satisfy the consumers,
unless there is prompt delivery of goods.

IMMEDIATE REALIZATION OF MONEY AFTER SALES

Dealers will get their commission immediately after every sale. This will
motivate the dealers to increase the sales volume. The sales are increased then
income will also be increased. Generally commission will be paid in every
SSIMS, Tumkur

Page 2

Vahini Irrigation Pvt. Ltd.

month or for every sale. More sales more commission and less commission is
the doctrine of dealership.

CREDIT FACILITIES

Business is based on bonafide good faith, confident and mutual trust.

Long ago business was based on cash basis. But now business is based on
mercantile basis (Credit basis). More over cash basis of business in also not
possible for every business because of want of funds.

Mercantile basis of

business is globally accepted and very easier for the business people.
Credit facilities to regular customer and genuine consumers will enhance
the business. There some consumers who buy mostly in credit and make their
payment at regular intervals. There is some agreement between the buyer and
seller for a credit purchase. This agreement also covers terms of payment trade
discount, cash discount etc., for the smooth ant regular payment of cash. Credit
facility system is beneficial to both the buyers and sellers. There will be
tremendous improvement on both the sides. Allowing credit to consumers is
also useful for growth and expansion.

GIFTS FROM THE COMPANY

Some reputed companies will provide a number of gifts to its dealers and
distributors. Their gifts are allowed to improved sales in all areas. Dealers will
be much motivated when gifts are offered by manufactures. Gifts are a special
kind of incentives, which will pursue the dealers to increase their sales.
SSIMS, Tumkur

Page 3

Vahini Irrigation Pvt. Ltd.

The main objectives of offering gifts to dealer and distributors are to
enhance or improve sales to the maximum level. The competition can be easily
managed when gifts are offered to dealer, the number of types of gifts is as
follows.
Value of sales in Rupees.
Value of sales in units
Seasonal gifts.
Gifts to dealers will play a greater role in marketing. This will motivate the full
dealers to do better and this will also encourage better sales.

SSIMS, Tumkur

Page 4

Vahini Irrigation Pvt. Ltd.

Industry Profile
Plastics, in the modern meaning of the word, are synthetic materials that
are capable of being formed into usable products by heating, milling,
molding and similar processes. The term is derived from the Greek
plastic, to form in simplest terms; plastics can be described as resins in
their molded form.
The wonders of plastics cut across all sectors of society. It is a
material of choice due to its versatility, its physical strength, its economic
viability; its easy process ability and also its attractiveness and durability
of all weather conditions. With the globalization of Indian economy and
television entering into homes and tiniest villages and communications
demand for the materials for suitable functional use more economic
packing, durable all weather products has meant increasing demand for
plastics.
Packing of cement bags, the end user is demanding plastics instead
of conventional jute, because it prevent transits loses and wastages. The
hilly regions of East India or drought prone districts of Rajasthan,
Gujarat, and Tamil Nadu demand auto molded tanks in thousands each
day. The agriculturists of Himachal Pradesh insist on plastic pipes for
irrigation to their farms, the floriculturists of Karnataka and Maharashtra
cannot thrive without ultraviolet stabilized polythene wide width films
for huge tunnels and green polymers consumption and import.
The Plastic industry in India has made significant achievements ever
since it made a modest but promising start by commencing production of
SSIMS, Tumkur

Page 5

Vahini Irrigation Pvt. Ltd.

polystyrene in 1957. The potential market has motivated Indian
entrepreneurs to acquire technical expertise. Achieve high quality
standards and build capacities in various facts of the booming plastic
industry. Phenomenal development in the plastic machinery sector
coupled with matching development in petrochemical sectors, both of
which supports the plastic processing sectors, have facilitated the plastic
processors to build capacities to service both the domestic market and
overseas.
The chronology of manufacture of polymers in India is summarized as
under.
1957 : poly styrene
1959 : LDPE
1961 : PVC
1968 : HDPE
1978 : polypropylene
The economic reforms launched in India since 1991, joint ventures,
foreign investments, easier across to technology from developed
countries etc. have opened up new vistas to further Indian plastic industry
are exported to over 150 countries round the globe with major trading
partners being USA,UAE, Italy, UK, Russia, Hongkong, Germany etc.
The plastic processing sector comprises of over 30000 units involved in
producing a variety of items through injections molding, blow molding,
extrusion and calendaring. The capacities built in most of this industry
coupled with inherent capabilities have made us capable of servicing the

SSIMS, Tumkur

Page 6

Vahini Irrigation Pvt. Ltd.

overseas markets. The development of plastics took place in 1920s with
the introduction of cellulose acetate, polyvinylchloride and nylon.
Polyethylene evolved out of the need for a superior insulating
material could be used for such applications as radar during World War II.
The decade of the 1950s saw the introduction of poly propylene and the
development of acetyl and polycarbonate. In 1960s and 1970s a sub
group of plastic family started

to emerge ,called high temperature

plastics, which includes polyamides, aromatic polyesters, polyether

siphoned etc.
PVC Pipes - Segmental Usage in India.
Irrigation- 45%
Water Supply- 29%
Sewage-12%
Plumbing- 10%
Flexible- 4%
Others- 1%
The PVC consumption on India was about 2416 lakh metric tons in 2014

ROLE OF PLASTICS IN THE NATIONAL ECONOMY

Plastics are been perceived as just simple colorful household products in the
minds of common man. A dominant part of the plastics of the present and future find
their utilization in the following areas.
1. Agriculture, forestry and water-management
2. Automobiles and transportation.
3. Electronics and telecommunications buildings, construction and
furniture especially wood substitutes.

SSIMS, Tumkur

Page 7

Vahini Irrigation Pvt. Ltd.

4. Food processing and packaging
5. Power and gas distribution.

IMPORTANCE OF PIPES INDUSTRY

We shall look at the basic data about plastics and particularly those properties,
which are of use in practical working with plastics. Plastics are the man-made
materials. The oldest raw materials for producing plastics are carbonaceous materials
obtained from petrol chemical sources and they can be economically produced in large
quantities.

Plastics have changed our world and day by day they are becoming important. They
own their success to whole series of advantages, which they have over conventional
materials such as

Light weight
Excellent mould ability
Attractive colors
Low energy requirement for convention
Low labor and cost of manufacture
Low maintenance
High strength weight ratio
Aesthetic
SSIMS, Tumkur

Page 8

Vahini Irrigation Pvt. Ltd.

SSIMS, Tumkur

Page 9

Vahini Irrigation Pvt. Ltd.

Company Profile
Business Information
Name
: Vahini Irrigation Pvt. Ltd.
Founder
: Anand and Hemchand
Address
: #495/1,
Doddahosur Gate,
Kunigal Road, Gulur Post, Tumkur Taluk.
Tumkur Dist.,
Karnataka- 572118
Number of Employee: 200
Product Description: UPVC pipes, Rigid PVC Pipes, SWR Pipes, PVC casing
pipes, Electrical Conduit pipes, Plumbing Pipes, Drip irrigation equipments &
CPVC Pipes & Fittings
Strength: Holding 7 Bureau of Indian Standards (ISI) licenses
Production Capacity: 800 Metric ton per month
Certification:
ISO 9001: 2008
GMS REGISTRAR LTD, CLEVELAND, OHIO, USA
(Certificate No: 1242 dated 04/02/2013)
Web: www.vahinipipes.com
Email: support@vahinipipes.com

SSIMS, Tumkur

Page 10

Vahini Irrigation Pvt. Ltd.

Introduction to Vahini Irrigation Pvt. Ltd., Tumkur
M/s. Vahini Irrigation Private Limited is a company incorporated in 1999
is in the business of manufacturing of PVC & LLDPE pipes widely used in
various applications such as potable water supply, Agriculture, Irrigation
distribution system and drip irrigation system. It is an ISO:9001:2000 company
and its products confirm to the specifications of IS:4985:2000 and ensure the
quality. The company has developed a strong dealer & distributor network numbering in excess of 400 - covering the entire State of Karnataka, Western
Tamilnadu & Southern Andhra Pradesh.
Soon the company has become a premier unit of the prestigious Vahini
Group & has earned a high reputation in term of producing & supply of most
comprehensive range of quality products for Potable Water Supplies, Irrigation,
Drainage & Plumbing Pipes, SWR Pipes, Casing Pipes for bore wells, cable
ducting pipes & UPVC Electrical Conducts.
To cater the needs of the market, Vahini Group has incorporated the art of
manufacturing facilities with the help of German Collaborated Technology
Machines with fully automated techniques. Vahini Products are available at very
economical prices & satisfy every individual needs & wants.
Now M/s. Vahini Irrigation Pvt. Ltd. to strives to serve the Nation by
Manufacturing and Marketing quality products at affordable cost to the Two
Core Sectors. Water Supply & Micro Irrigation Systems.

SSIMS, Tumkur

Page 11

Vahini Irrigation Pvt. Ltd.

Company has obtained 7 licenses from Bureau of Indian Standard and
company is producing around 800 Metric Ton per month. Our major
specification in this field has been from Rigid PVC
Pipes of various applications such as:
1. Vahini PVC potable water pipes as per IS-4985:2000 vide Bureau of Indian
Standard (ISI) license No.CM/L- 6259879.
To use in water distribution application.
2. Vahini PVC Casing Pipes for bore wells as per IS 12818:2010 vide Bureau
of Indian Standard (ISI) license No. CM/L-4751065
To use in bore well casing pipe.
3. Vahini SWR pipes as per IS 13592:1992 vide Bureau of Indian Standard
(ISI) license No. CM/L-4728575
To use in Soil and waste discharge system inside the building including
ventilation and rain water system.
4. Vahini NU-Drain pipes for underground drainage and sewerage system as
per IS 15328:2008 vide Bureau of Indian Standard (ISI) license No. CM/L6200005375
To use in underground drainage and sewerage systems.
5. Vahini Online lateral pipes for drip irrigation as per IS12786:1989 vide
Bureau of Indian Standard (ISI) license No. CM/L-4750972
To use in drip irrigation purposes.
SSIMS, Tumkur

Page 12

Vahini Irrigation Pvt. Ltd.

6. Vahini Inline lateral pipes for drip irrigation as per IS13488:2008 vide
Bureau of Indian Standard (ISI) license No. CM/L-4751166
To use in drip irrigation purposes.
7. Vahini Irrigation equipment emitters as per IS 13487: 1992 vide Bureau of
Indian Standard (ISI) license No. CM/L-4750871
To use in drip irrigation systems.
7. Vahini Flowkem CPVC Pipes and fittings
To use in hot and cold water in plumbing system for commercial & domestic
purpose.
9. Vahini ASTM threaded blue pipes for plumbing purpose as per ASTM 1785
schedule 40 SCH, 80 SCH and 120 SCH Schedule.
To use in cold water in plumbing system
10. Vahini Conduit pipes
To use in electrical applications.
Company Strategy:
Quality Policy: We at Vahini Irrigation Pvt. Ltd. Are committed to work
together with group and manufacture and sales of best quality PVC pipe
and Drainage pipes. With on time delivery of the products and achieving

SSIMS, Tumkur

Page 13

Vahini Irrigation Pvt. Ltd.

customer satisfaction with goal of quality management and continual
improvement and legal requirements
Purpose: To be a leader in the PVC pipe manufacturing industry by
providing enhanced services, relationship and profitability.
Vision: To provide quality services that exceeds the expectations of our
esteemed customers
Mission: To build long term relationship with our customers and clients
and provide exceptional customer services by pursuing business through
innovation and advanced technology.
Core values:
We believe in treating our customers with respect and faith
We grow through Quality Product and meeting customer expectations on
time.
We integrate honesty, integrity and business ethics into all aspects of our
business functioning.
Goals:
Regional expansion in the field of PVC industry and develop a strong
base of key customers.
Increase the assets and investments of the company to support the
development of services.
To build good reputation in the field of PVC pipe manufacturing industry
in the concept of total water management and become a key player in the
industry
Product Range:
Sl.
No
1

Product Range
Vahini PVC Potable Water pipes from 20mm to 315mm 2.5, 4, 6,8,10

SSIMS, Tumkur

Page 14

Vahini Irrigation Pvt. Ltd.

2
3
4
5
6
7
8
9
10

KGF /CM2 class- 1, 2, 3, & 5.

Vahini PVC Casing pipes for bore wells with latest amendments from
100 mm to 200 mm (CM & CSType).
Vahini SWR VAHINI TYPE-A and TYPE-B 40mm to 160mm.
Vahini Drain pipes from 63mm to 250mm available in SN8 SDR 34,
(SN2, SN4- 160mm to 250mm).
Vahini Online lateral pipes form 12mm to 16mm class- 1 & Class -2.
Vahini Inline lateral pipes form 12mm to 16mm Class -2.
Vahini Irrigation equipment emitters( dripper)
Vahini Flowkem CPVC Pipes from 1/23/4, 1 & 2 in SDR 11 &
13.5 with class-1 & Class-2, CPVC fittings and solvent cement.
Vahini Blue threaded Pipes as per ASTM 40SCH to 80SCH. 20 mm to
63mm.
Vahini Conduit pipes from 19.8 mm & 20.28 mm

Company has further plans of expanding our business by manufacturing HDPE

PIPES UP TO 450MM DIA, PVC AGRI FITTINGS and WATER STORAGE
TANK in UPCOMING NEW UNIT.
Company has future vision in developing infrastructure in urban area and as
well as concentrate on entering to urban market with new range of products.
Company Turnover for last three financial years:
Financial year
2012-13
2013-14
2014-15

Amounts in crores
38.08 INR
46.58 INR
87.55 INR (As on Mar 31, 2015)

Major projects handled:

Company Name
Larsen & Toubro Limited Construction
Giddegowda Constructions
Maloo Constructions
SSIMS, Tumkur

Project Cost
58,82,567 INR
33,10,000 INR
Last Yr 2.6 Cr & Current Yr 3.25Cr

Page 15

Vahini Irrigation Pvt. Ltd.

K Gowda and Company
Srinivasa Constructions India Pvt Ltd.

SSIMS, Tumkur

1.4 Cr
2.4 Cr

Page 16

Vahini Irrigation Pvt. Ltd.

Channel of Distribution
Company /Manufacturer

Distributor

Dealers

Customer
Distributors in Karnataka

Shreyas Marketing, Kolar

Mahaveer Marketing, Mysore
Sri Ranganatha Marketing, Tumkur
Vahini Marketing, Bangalore
Maataji Marketing, Hassan
Sri Vinayaka Enterprises, Chitradurga & Davangere
Vahini Marketing, Hubli

PROMOTION
The company on its part does promotional activity through advertisements. It
also encourages its dealers to do promotion and provides financial support to
those expenditures. Promotional activity normally carried out are, pads dairies
and putting up hoardings. Also they share costs of any local or regional
advertisement costs.
The marketing communication mix (also called promotion mix) consists
of four major tools.
Advertising.
Sale promotion.
SSIMS, Tumkur

Page 17

Vahini Irrigation Pvt. Ltd.

Public relation.
Personal selling.

SSIMS, Tumkur

Page 18

Vahini Irrigation Pvt. Ltd.

Utilization of Production Capacity in % for 800 Metric Tons per month
100
90

85

80

95

90

75

70

65

60
50
40
30
20
10
0
2009-10

2010-11

2011-12

2012-13

2013-14

Fig:
Projected Utilization of capacity in % 2500 Metric Tons per Month
120
100

100
85
75

80
65
55

60
40
20
0
2014-15

2015-16

2016-17

Fig:

SSIMS, Tumkur

Page 19

2017-18

2018-19

Vahini Irrigation Pvt. Ltd.

MANUFACTURING PROCESS of PVC Pipes
PVC raw material + other chemicals
(Compound)
Fed into mixture hopper
Fed into extruder hopper
Heating Chamber
(Compound is melt into paste)
Dye
Cooling chamber
(The paste is hardened)
Puller
Cutter of pipes
Stocking of Pipes

SSIMS, Tumkur

Page 20

Vahini Irrigation Pvt. Ltd.

The essential steps of Poly Ethylene (PE) pipe are to heat, melt, mix and
convey the raw material into a particular shape and hold that shape during the
cooling process. This is necessary to produce solid wall and profile wall pipe as
well as compression and injection molded fittings. All diameters of solid wall
PE pipe are continuously extruded through an annular die. Whereas, for large
diameter profile wall pipes, the profile is spirally wound onto a mandrel and
heat-fusion sealed along the seams.
Pipe Extrusion
The essential aspects of a solid wall PE pipe manufacturing facility are
presented in the below Figure . This section will describe the production of solid
wall pipe from raw material handling, extrusion, sizing, cooling, printing, and
cutting, through finished product handling.

Fig:
Raw Materials Description
The quality of the starting resin material is closely monitored at the resin
manufacturing site. A certification sheet is sent to the pipe and fitting
manufacturer documenting important physical properties such as melt index,
density, ESCR (environmental stress crack resistance), SCG (slow crack
SSIMS, Tumkur

Page 21

Vahini Irrigation Pvt. Ltd.

growth), stabilizer tests, amongst others. The resin supplier and pipe
manufacturer may agree upon additional tests to be conducted.
Raw Materials for PVC Pipes
Resin
Calcium carbonate
Master Batch
Titanium
Bureau lob
Wax
Raw Materials for Irrigation Pipes
Linear Low density Poly Ethylene (LLDPE)
Low density Poly Ethylene (LDPE)
High Density Poly Ethylene (HDPE)
Master Batch
Recycled Plastic
Extrusion Line
The raw material, usually referred to as PE compound, is typically
supplied to the pipe producer as non-pigmented pellets. PE pellets are stabilized
for both heat and UV protection. Usually, color pigment is added to the pipe at
the producers facility. The choice of color will depend upon the intended
application and the requirements of the pipe purchaser
The function of the extruder is to heat, melt, mix and convey the material
to the die, where it is shaped into a pipe. The extruder screw design is critical to
the performance of the extruder and the quality of the pipe. The mixing sections
of the screw are important for producing a homogenous mix when extruding
blends
Pipe Sizing

SSIMS, Tumkur

Page 22

Vahini Irrigation Pvt. Ltd.

The dimensions and tolerances of the pipe are determined and set during
the sizing and cooling operation. The sizing operation holds the pipe in its
proper dimensions during the cooling of the molten material. For solid wall
pipe, the process is accomplished by drawing the hot material from the die
through a sizing sleeve and into a cooling tank. Sizing may be accomplished by
using either vacuum or pressure techniques. Vacuum sizing is generally the
preferred method.
In the vacuum sizing system, molten extrudate is drawn through a sizing
tube or rings while its surface is cooled enough to maintain proper dimensions
and a circular form. The outside surface of the pipe is held against the sizing
sleeve by vacuum. After the pipe exits the vacuum sizing tank, it is moved
through a second vacuum tank or a series of spray or immersion cooling tanks.
Cooling
For either the vacuum or pressure sizing technique, the pipe must be cool
enough so that it maintains its circularity before it exits the cooling tank.
Various methods of cooling are utilized to remove the residual heat out of the
PE pipe. Depending upon the pipe size, the system may use either total
immersion or spray cooling. Spray cooling is usually applied to large diameter
pipe where total immersion would be inconvenient. Smaller diameter pipe is
usually immersed in a water bath. Cooling water temperatures are typically in
the optimum range of 40 to 50F (4 to 10C). The total length of the cooling
baths must be adequate to cool the pipe below 160F (71C) in order to
withstand subsequent handling operations.
SSIMS, Tumkur

Page 23

Vahini Irrigation Pvt. Ltd.

Pullers:
The puller must provide the necessary force to pull the pipe through the
entire cooling operation. It also maintains the proper wall thickness control by
providing a constant pulling rate. The rate at which the pipe is pulled, in
combination with the extruder screw speed, determines the wall thickness of the
finished pipe. Increasing the puller speed at a constant screw speed reduces the
wall thickness, while reducing the puller speed at the same screw speed
increases the wall thickness.
Take-off Equipment
Most pipe four inches or smaller can be coiled for handling and shipping
convenience. Some manufacturers have coiled pipe as large as 6 inch.
Equipment allows the pipe to be coiled in various lengths. Depending upon the
pipe diameter, lengths of up to 10,000 feet are possible. This is advantageous
when long uninterrupted lengths of pipe are required - for example, when
installing gas and water pipes.
Saw Equipment and Bundling
Pipe four inches or more in diameter is usually cut into specified lengths
for storage and shipping. Typical lengths are 40 to 50 feet, which can be shipped
easily by rail or truck. The pipe is usually bundled before it is placed on the
truck or railcar. Bundling provides ease of handling and safety during loading
and unloading.

SSIMS, Tumkur

Page 24

Vahini Irrigation Pvt. Ltd.

RESEARCH METHODOLOGY
Interpretation of Data
Interpretation is the process by which the researcher uses his knowledge
and intelligence to draw specific conclusion using the data.

We have gone through certain steps as follows to interpret:

Evaluation of data
Drawing conclusion
Testing tentative conclusion
Arriving on final conclusion

Random Sampling
For the present study, exclusive and non-exclusive Dealers of Vahini
Pipes has been chosen from Tumkur City and Tumkur Taluk. So the sampling is
random sampling.

Sources of data collection

The data required for the study is collected from the two sources. The
primary data is generated through the external respondents.

The most common primary data source is survey method; it is a technique

whereby the researcher studies the whole population with the respect to
sociological and psychological variables. Survey research studies large and
SSIMS, Tumkur

Page 25

Vahini Irrigation Pvt. Ltd.

small population by selecting and studying samples chosen from the population
under investigation.

Survey research is approached through methods of personal interview,

questionnaire and personal discussion besides oral investigation.

The success of survey research depends upon the willingness and the
cooperativeness of the sample selected study.

Here, we have adopted the personal discussion method which is the most
common used method. In this method an interviewer is personally required to
visit the respondent with the set of questions that are to be asked and record his
responses.
We undergone through personal interviews with the Vahini Pipe dealers

Primary sources
In this study, primary data are collected by the use of two types of
methods the primary data is the first band information collected from different
respondents from various segments by means of a questionnaire and inner
schedule through survey.

Secondary sources
SSIMS, Tumkur

Page 26

Vahini Irrigation Pvt. Ltd.

These are the data collected from various sources, used in addition to the
primary data in the research. The various sources are the government
publication, research organization journals, Newspapers, websites, etc. these
data are more easily available than the primary data. These data are essential as
primary data for drawing conclusion of the study.

Tools for data collection

Research has mainly one instrument for collecting the primary data i.e.
questionnaire has been made much easy to understand and answer, and clearly it
takes lesser time to respond.
A. Questionnaire
B. Interviews.

Sampling Procedure
A. Sample unit
In this study the respondents from Tumkur city and taluk
B. Sample size
Sample size has taken 40 respondents
C. Sampling technique
Simple convenient sampling technique has been used for arriving the
sample size.

SSIMS, Tumkur

Page 27

Vahini Irrigation Pvt. Ltd.

Tools and techniques for data analysis
The data analysis has been done by using average and percentage on the
basis of statistical tables.

Geographical Area
The study is conducted in Tumkur city and Tumkur Taluk
Sample size has taken 40 respondents.

SSIMS, Tumkur

Page 28

Vahini Irrigation Pvt. Ltd.

Objective:
To know the factor impressed the dealers to deal with Vahini Pipes.
To know the most preferred product among Vahini Pipes.
To know the satisfaction towards after sales service by Vahini Pipes.
To know the overall opinion of dealers towards Vahini Pipes.

Limitations:
Since the survey was done only in Tumkur City and Tumkur Taluk the
result obtained may not be taken as universal suggestion.
Quality of the information highly dependent on the knowledge of the
respondents.
Concern person of shop keeping in charge will always change, so that
their assessment of the product and the relationship with the company
officials could not be adequate.

NEED OF THE STUDY

As there are a large no of dealers dealing with Vahini PVC Pipes, the
study was conducted to know the dealers satisfaction towards Vahini PVC
Pipes. It enables the company to enhance its strength in the competitive market

1. Being in business since.

SSIMS, Tumkur

Page 29

Vahini Irrigation Pvt. Ltd.

Particulars

Respondents

Percentage

0-1 Years

04

10

1-2 Years

05

12.5

2-5 Years

10

25

5-10 Years

09

22.5

More than 10 Years

12

30

Doing Business Since

14
12
10
8
6

Doing Business Since

4
2
0

Fig:
Interpretation:
10% of respondents are in business since 0-1 Year.
12.5% of respondents are in business since 1-2 Years.
25% of respondents are in business since 2-5 Years.
22.5% of respondents are in business since 5-10 Years.
30% of respondents are in business since more than 10 Years.
2. Selling Vahini pipes from

SSIMS, Tumkur

Page 30

Vahini Irrigation Pvt. Ltd.

Particulars

Respondents

Percentage

0-1 Years

22.5

1-2 Years

15

2-5 Years

13

32.5

5-10 Years

22.5

More than 10 Years

7.5

Selling from
14
12
10
8
6

Selling from

4
2
0

Fig:
Interpretation:
22.5% of dealers are selling Vahini Pipes from 0-1 Year
15% of dealers are selling Vahini Pipes from 1-2 Years
32.5% of dealers are selling Vahini Pipes from 2-5 Years
22.5% of dealers are selling Vahini Pipes from 5-10 Years
7.5% of dealers are selling Vahini Pipes from more than 10 Years

SSIMS, Tumkur

Page 31

Vahini Irrigation Pvt. Ltd.

3. The factor Impressed to deal with Vahini Pipes is

Particulars

Respondents

Percentage

Promotional Scheme

2.5

Quality

24

60

Margin

15

Credit policy

2.5

Others

20

Impressed Factor
30
25
20
Impressed Factor
15
10
5
0
Promotional Scheme

Quality

Margin

Credit policy

Others

Fig:
Interpretation:
2.5% of dealers were impressed by Promotional Scheme to deal with
Vahini Pipes.
60% of dealers were impressed by Quality to deal with Vahini Pipes.
15% of dealers were impressed by Margin to deal with Vahini Pipes.
2.5% of dealers were impressed by Credit policy to deal with Vahini
Pipes.
20% of dealers were impressed by other factors to deal with Vahini Pipes.
SSIMS, Tumkur

Page 32

Vahini Irrigation Pvt. Ltd.

4. Most preferred product among Vahini Pipes is

Particulars

Respondents

Percentage

PVC

30

75

Electrical Conduit

2.5

Drip Irrigation

7.5

Casing

CPVC

10

SWR Pipes

Most Preferred Product

35
30
25
20
15

Most Preferred Product

10
5
0

Fig:
Interpretation:
75% of dealers say that most preferred product is PVC pipes.
2.5% of dealers say that most preferred product is Electrical Conduit.
7.5% of dealers say that most preferred product is Drip Irrigation.
0% of dealers say that most preferred product is Casing.
10% of dealers say that most preferred product is CPVC.
5% of dealers say that most preferred product is SWR Pipes.
5. Rate the Promotional activities taken up by Vahini pipes
SSIMS, Tumkur

Page 33

Vahini Irrigation Pvt. Ltd.

Particulars

Respondents

Percentage

Excellent

22.5

Above Average

11

27.5

Average

18

45

Below Average

Poor

Rating of Promotional Activiteis

20
18
16
14
12

Rating of Promotional Activiteis

10
8
6
4
2
0
Excellent

Above Average

Average

Below Average

Fig:
Interpretation:
22.5% of dealers have rated excellent for the promotional activity.
27.5% o f dealers have rated above average for the promotion activity.
45% of dealers have rated average for the promotion activity.
0% of dealers have rated below average for the promotion activity.
5% of dealers have rated poor for the promotion activity.

SSIMS, Tumkur

Page 34

Poor

Vahini Irrigation Pvt. Ltd.

6. Promotion activity need from Vahini Pipes

Particulars

Respondents

Percentage

Advertisement

11

27.5

Dealers Meet

11

27.5

Better Credit Terms

17.5

Public Relations

20

Others

7.5

Need of Promotion Activity

12
10
8
6
4

Need of Promotion Activity

2
0

Fig:
Interpretation:
27.5% of dealers need advertisement has a promotion activity.
27.5% of dealers need dealers meet has a promotion activity.
17.5% of dealers need better credit terms has a promotion activity.
20% of dealers need public relations has a promotion activity.
7.5% of dealers need others has a promotion activity.

SSIMS, Tumkur

Page 35

Vahini Irrigation Pvt. Ltd.

7. Dealers opinion about the margin provided by Vahini Pipes

Particulars

Respondents

Percentage

Excellent

15

Above Average

20

Average

22

55

Below Average

2.5

Poor

7.5

Opinion about Margin

25
20
15

Opinion about Margin

10
5
0
Excellent

Above Average

Average

Below Average

Poor

Fig:
Interpretation:
15% of dealers have excellent opinion, 20% of dealers have above
average, 55% of dealers have average opinion, 2.5% of dealers have
below average opinion, and 7.5% of dealers have poor opinion about the
margin provided by Vahini Pipes

SSIMS, Tumkur

Page 36

Vahini Irrigation Pvt. Ltd.

8. Compared to other brand the price of Vahini Pipes is

Particulars

Respondents

Percentage

Very High

High

10

Average

33

82.5

Low

7.5

Very Low

Price when compared to other brand

35
30
25
Price when compared to other brand

20
15
10
5
0
Very High

High

Average

Low

Fig:
Interpretation:
0% dealers say that the price of Vahini Pipes is very high.
10% of dealers say that the price of Vahini Pipes id high.
82.5% of dealers say that the price of Vahini Pipes is average.
7.5% of dealers say that the price of Vahini Pipes is low.
0% of dealers say that the price of Vahini Pipes is very low.

9. Sales of other brand when compared to Vahini brand

SSIMS, Tumkur

Page 37

Very Low

Vahini Irrigation Pvt. Ltd.

Particulars

Respondents

Percentage

Very High

15

High

17

42.5

Average

14

35

Low

Very Low

7.5

Sales of other brand

18
16
14
12
Sales of other brand

10
8
6
4
2
0
Very High

High

Average

Low

Very Low

Fig:
Interpretation:
15% of dealers say that sales of other brand are very high.
42.5% of dealers say that the sales of other brand are above average.
35% of dealers say that the sales of other brand are average.
0% of dealers say that the sales of other brand are low.
7.5% of dealers say that the sales of other brand are very low.
10.Rate the quality of Vahini Pipes

Particulars
SSIMS, Tumkur

Respondents
Page 38

Percentage

Vahini Irrigation Pvt. Ltd.

Excellent

12

30

Above Average

11

27.5

Average

17

42.5

Below Average

Poor

Quality of Vahini Pipes

18
16
14
12
Quality of Vahini Pipes

10
8
6
4
2
0
Excellent

Above Average

Average

Below Average

Poor

Fig:
Interpretation:
30% of dealers rated the quality of Vahini Pipes is Excellent.
27.5% of dealers rated the quality of Vahini Pipes is above average.
42.5% of dealers rated the quality of Vahini Pipes is average.
0% of dealers rated the quality of Vahini Pipes is below average.
0% of dealers rated the quality of Vahini Pipes is poor.

11.Satisfaction with the interaction of sales representative

SSIMS, Tumkur

Page 39

Vahini Irrigation Pvt. Ltd.

Particulars

Respondents

Percentage

Highly Satisfied

10

25

Satisfied

18

45

Average

17.5

Dissatisfied

Highly Dissatisfied

7.5

Interaction with Sales Representative

20
18
16
14
12

Interaction with Sales Representative

10
8
6
4
2
0
Highly Satisfied

Satisfied

Average

Dissatisfied Highly Dissatisfied

Fig:
Interpretation:
25% of dealers are highly satisfied with the interaction of sales representative.
45% of dealers are satisfied with the interaction of sales representative.
17.5% of dealers are averagely satisfied with the interaction of sales
representative.
5% of dealers are dissatisfied with the interaction of sales representative.
7.5% of dealers are highly dissatisfied with the interaction of sales
representative.

SSIMS, Tumkur

Page 40

Vahini Irrigation Pvt. Ltd.

12.Satisfaction towards company margins

Particulars

Respondents

Percentage

Highly Satisfied

Satisfied

18

45

Average

18

45

Dissatisfied

Highly Dissatisfied

Company Margins
20
18
16
14
12

Company Margins

10
8
6
4
2
0
Highly Satisfied

Satisfied

Average

Dissatisfied Highly Dissatisfied

Fig:
Interpretation:
5% of dealers are highly satisfied towards company margins.
45% of dealers are satisfied towards company margins.
45% of dealers are averagely satisfied towards company margins.
5% of dealers are dissatisfied towards company margins.
0% of dealers are highly dissatisfied towards company margins.

SSIMS, Tumkur

Page 41

Vahini Irrigation Pvt. Ltd.

13.Supply of Vahini Pipes is.

Particulars

Respondents

Percentage

According to Demand

32

80

More than Demand

10

Less than Demand

10

Supply of Pipes
35
30
25
Supply of Pipes

20
15
10
5
0
According to Demand

More than Demand

Less than Demand

Fig:
Interpretation:
80% of dealers say that the supply of pipes is according to the demand.
10% of dealers say that the supply of pipes is more than demand.
10% of dealers say that the supply of pipes is less than demand.

SSIMS, Tumkur

Page 42

Vahini Irrigation Pvt. Ltd.

14.Satisfaction towards the supply of Vahini Pipes

Particulars

Respondents

Percentage

Highly Satisfied

22.5

Satisfied

16

45

Average

7.5

Dissatisfied

2.5

Highly Dissatisfied

2.5

Supply of Vahini Pipes

18
16
14
12
Supply of Vahini Pipes

10
8
6
4
2
0
Highly Satisfied

Satisfied

Average

Fig:
Interpretation:

SSIMS, Tumkur

Page 43

Dissatisfied Highly Dissatisfied

Vahini Irrigation Pvt. Ltd.

22.5% of dealers are highly satisfied towards the supply of Vahini Pipes
40% of dealers are satisfied towards the supply of Vahini Pipes.
7.5% of dealers are average towards the supply of Vahini Pipes
2.5% of dealers are dissatisfied towards the supply of Vahini Pipes
2.5% of dealers are highly dissatisfied towards the supply of Vahini Pipes
15.Satisfaction towards after sales service.

Particulars

Respondents

Percentage

Highly Satisfied

10

Satisfied

17

42.5

Average

18

45

Dissatisfied

2.5

Highly Dissatisfied

Satisfaction Towards after Sales Service

20
18
16
14
12

Satisfaction Towards after Sales Service

10
8
6
4
2
0
Highly Satisfied

Satisfied

Average

Fig:
Interpretation:
SSIMS, Tumkur

Page 44

Dissatisfied Highly Dissatisfied

Vahini Irrigation Pvt. Ltd.

10% of dealers are highly satisfied towards after sales service.
42.5% of dealers are satisfied towards after sales service.
45% of dealers are average satisfaction towards after sales service.
2.5% of dealers are dissatisfied towards after sales service.
0% of dealers are highly dissatisfied towards after sales service.
16.Overall opinion about Vahini pipes.

Particulars

Respondents

Percentage

Excellent

11

27.5

Above Average

16

40

Average

13

32.5

Below Average

Poor

Overall Opinion
18
16
14
12
Overall Opinion

10
8
6
4
2
0
Excellent

Above Average

Average

Below Average

Poor

Fig:
Interpretation:
27.5% of dealers have excellent opinion about the Vahini pipes.
40% of dealers have above average opinion about the Vahini pipes.
32.5% of dealers have average opinion about the Vahini pipes.
SSIMS, Tumkur

Page 45

Vahini Irrigation Pvt. Ltd.

0% of dealers have below average and poor opinion about the Vahini
pipes.

FINDINGS

25% of respondents are in business since 2-5 Years.

32.5% of dealers are selling Vahini Pipes from 2-5 Years.
60% of dealers were impressed by Quality to deal with Vahini Pipes.
75% of dealers say that most preferred product is PVC pipes.
45% of dealers have rated average for the promotion activity.
27.5% of dealers need advertisement and 27.5% of dealers need dealers

meet has a promotion activity.

55% of dealers have average opinion about the margin provided by

Vahini Pipes.
82.5% of dealers say that the price of Vahini Pipes is average.
42.5% of dealers say that the sales of other brand are above average.
42.5% of dealers rated the quality of vahini Pipes is average.
45% of dealers are satisfied with the interaction of sales representative.
45% of dealers are satisfied and 45% of dealers are averagely satisfied

towards company margins.

80% of dealers say that the supply of pipes is according to the demand.
40% of dealers are satisfied towards the supply of Vahini Pipes.
45% of dealers are average satisfaction towards after sales service.
40% of dealers have above average opinion about the Vahini pipes.

SUGGESTION
Organize meetings and parties for dealers to meet them and listen to
the problem, suggestions to increase the market.

SSIMS, Tumkur

Page 46

Vahini Irrigation Pvt. Ltd.

The company margins on pipes can be increased so that more number
of dealers can be satisfied.
As media impact is more, so company should go for more
advertisements in mass media and outdoor advertisements to promote
the brand.

SSIMS, Tumkur

Page 47

Vahini Irrigation Pvt. Ltd.

Conclusion
The company is having a good dealer network and it is maintaining
good relations with them i.e., the service rate of the company is good.
The price of Vahini Pipes is matching with the quality of the pipe.
By using different concepts of advertisement in media they attaining the
concentration of customers.
With the ideal promotional strategies and increasing the satisfactory
level of the dealers the company can grow and become a market leader
in the future.
The presence of Vahini Pipes dealers are more in the rural area than in
the urban area.
The sales of PVC pipes are more than the other products of the
company.

SSIMS, Tumkur

Page 48