EXECUTIVE SUMMARY

This project report aims at analyzing and reporting on the marketing strategies of Baidyanth Ayurved Bhawan Pra.ltd for the brands sundari sakhi syrup. Pioneering role that it has played in the evolution of the categories it has had a presence in. Baidyanath Sundari Sakhi Syrup is an excellent herbal tonic to relieve the prolems related to menstruation and to maintain her stamina and vitality throughout the month.sundari sakhi is the leader in the category and enjoys a market share of 75 per cent. The product is essentially a women health supplement.

This report is not aiming at the overall marketing mix or the marketing strategy of Baidyanth Ayurved Bhawan Pra.ltd but is an attempt to analyse the marketing mix of Sundari Sakhi product . The report also enlists various recommendations based on BCG Growth Share Matrix analysis, Ansoffs Product Matrix Expansion Grid, SWOT Analysis etc. This analysis has been done on the basis of the information gathered from the company website and other online resources and books and articles.

Chapter 1

INTRODUCTION OF SUNDARI SAKHI

BaidyanathSundariSakhi Syrup

Regul tes menst ual cycle, relieves t e distress of dysmonorrhoea.

Baidyanath Herbal Products - Pure & Natural Herbal Products - Your health is in Reliable Hand.

Bai

anathSundariSakhiSyrup

(Formerly Sundarikalp Forte) - Ideal Herbal Tonic for Women - Forget your monthly tension Every Month at the time of menstruation cycle every woman has to face health promblems. BaidyanathSundariSakhi Syrup is an excellent herbal tonic to relieve the prolems related to menstruation and to maintain her stamina and vitality throughout the month.

SundariSakhi Syrup - can continued to be taken after relief from menstrual

problems purely as a herbal tonic to maintain vitality and stamina throughout the month. Scanty Bleeding During Menstruation - Due to scanty bleeding during menstruation women faces the problems like - heaviness in stomach, burning sensation in eyes & in hands and in legs. In such cases it is advisable to take BaidyanathRajpravartiniBati( 1-1 tablet twice daily with water) along with BaidyanathSundariSakhi Syrup.

Leucorrhoea (Pradar) - Leucorrhoea is a common problem amongs women.

There are two types of Pradar. Shwetpradar(Whitish viscid discharge from Vagina) and Raktapradar (R eddish discharge from Vagina). Due to this discharge problems likes backache fatigue, itching and inflammation in Vaginal area ocuur. In such condition it is advisable to take Baidyanath

SundariSakhi Syrup along with BaidyanathPradarantak Tablet.

SundariSakhi Tablet - One tablet daily after meal gives extra strength and removes
weakness caused due to pain and bleeding during the menstruation. It should be taken immediately after the 5th day of the period.

Indication:
An exclusive ayurvedic formula for women, formulated keeping in view their needs. Relieves the problems of those difficult days like weakness, backache, pain, fatigue ect. Restores hormonal functioning of the system, Relieves headache, abdominal pain irritation, lassitude and dizziness. Improves digestion. Purifies blood, tones up skin, builds up strength & stamina & keeps women healthy and active through the month.

Composition (Each 15 ml contains): y AnantMool 375 mg y KharethiPanchang 375 mg y ApamargPanchang 375 mg y Manjith 375 mg y Kapasjad 375 mg y Ashokachhal 750 mg y Lodhrachhal 750 mg y Amltas 300 mg y Gokhru 300 mg y GajarBeej 225 mg y Shivlingi 225 mg y Daruhaldi 115 mg y Mulibeej 115 mg y Soya Phool 115 mg

y Ajmoda 115 mg y Dhaiphool 115 mg y Gulabphool 75 mg y Palashpushpa 75 mg y Kalonji 45 mg y Ulat Kambal 45 mg y Nagarmotha 75 mg y Punarnava 225 mg y Asgandha 150 mg y Caramel Colour Q.S y Methyl Paraben 45 mg y Propyl Paraben 22 mg y Flavoured Syrup Base Q.S.

Dosage:

15ml twice a day with water along with SundariSakhiTablet(1 Tablet twice daily with water). Non alcocholic, totally safe.

Chapter 3

OBJECTIVE OF STUDY

Objective of study
y To interpret the consumer perception towards the Sundari

Sakhi Syrup.

y To identify the buying behavior of the target market.

y To analyze the market opportunity.

y To expand the different channel to promote Sundari Sakhi

Syrup.

y To study the present distribution channel.

Chapter 3

HYPOTHESIS

HYPOTHESIS:Hypothesis is usually considered as the principle instrument in R esearch: - Its main function is to suggest new experiments and observations. I am to suggest new experiments and observations. In fact, many experiments are carried out with deliberate objec tive of testing hypothesis. Hypothesis means a mere assumption or some supposition to be provide or disproved .Thus a hypothesis may be defined as a proposition set forth as an explanation for the occurrence of some specified group of phenomenon either asserted merely as a provisional conjecture to guide some investigation .A research hypothesis is a predictive statement, capable of being tested by scientific method, that relates and dependant variable to dependent variables.

The promotional activity of sundari sakhi is quite effective

Sales promotional activity boost the sales of retailers in nagpur.

Effectiveness of sales promotion is depend up on the pattern of sales promoyion.

Sundari sakhi formulated strategies after analyzing of consumer buying behaviour .

Consumer show positive buying attitude towards sundari sakhi.

Sundari sakhi has huge market share in Nagpur.

Consumer are very much satisfied with the baidyanath established product sundari sakhi.

Chapter 4

RESERCH METHODOLOGY

MEANINIG OF RESEARCH: Research as a scientific and systematic search for pertinent information on a specific topic. In fact, research is art of scientific investigation. It is an academic activity and such the term should be used in technical sense. R esearch is, thus an origin al contribution to the existing stock of knowledge making for its advancement .It is pursuit of truth with the help of study, observation, comparison and experiment .In short, the search for knowledge through objective & systematic method of finding solution to a problem is Research.

DEFINATION
1 .According to advanced Learners Dictionary, A research is a careful

investigation or inquiry especially through search for new fact in any branch of knowledge.

2. According to Clifford Woody, Research comprises defining and redeeming problems, formulating hypothesis or suggested solution; collecting, organizing and evaluating data; making deductions and reaching conclusion; and at last carefully testing the conclusion to determine whether they fit the formulating hypothesis.

RESEARCH METHODOLOGY
Research methodology is a way to systematically solve the research problem. In it we study the various steps that ate generally adopted by a researcher in studying his

research problem along with the logic behind them. It is necessary for the researcher Research to know not only the research method/techni ues but also the methodology. met hodology is the process of syst ematic gathering, recording and analysis of data collected by var ious techni ues to access the response and accordingly, prepare a report on absenteeism. Research is any syst ematic activity carr ied out in the pursuit of truth, investigation & it is also the application of scientific method to add to the present pool of knowledge.

MET

D OF D T COLLECT ON:-

Data Collection was done by two types of data collection are as follows: i ii Primary Data econdaryData

1.

Primary data: It will be collected with the help of a self administered questionnaire in NAGP R.

2.Secondary data: Secondary data is required for collecting the information of the company. This data is collected from the related website, and some other available

resources which are listed below.

y

Newspapers

Magazines

Books.

Internet.

3. Location of survey : - Location of the survey is Nagpur.

Research instruments:
Questionnaire design:
As the questionnaire is self administrated one, the survey will be simple and user friendly. Words used in questionnaire will be readily understandable to all respondent. Also technical jargons will be avoided to ensure that there is no confusion for respondents.

Research approach: The project uses facts or information already available an analysis them to make a critical examination of material. The analytical research has been conducted to study absenteeism. The study has investigated and gathered the relevant data and information as a basis or evidence. The procedures adopted for obtaining the same is survey method. In this method the data has been collected by the method of questionnaire. To evaluate the market response and the movement also to identify the various constraints in sales of product. Following plan of action prepared.

To get information about movement of product the questionnaire prepared for retailers as retailers are direct in the contact of consumers.

Chapter 6

IMPORTANCE OF ADVERTISING

Research in advertising is done in order to produce better advertisements that are more efficient in motivating customers to buy a product or a service. The research can be based on a particular advertising campaign or can be more generalized and based on how advertisements create an effect on peoples mind. Lots of approaches are involved to go about conducting an advertising research like economical, psychological, demographical and sociological.

When designing an advertisement for a particular product many things should be researched like where it should be displayed, whether the advertisement can be printed in newspapers or magazines or broadcasted on television or radio or published on the Internet. Many methods are undertaken to collect relevant information. The research itself is of two kinds, syndicated and customized. Syndicated research is a single research done by the company that is available to other companies as well. Customized research is research based on certain criteria and is done for a particular company and its results are available to only that company.

Pre-testing or copy testing is a type of customized research that determines the in-

market efficiency of an advertisement before it is released or before the final production. The more the pre-testing is done the more likely that it will be a successful advertisement and each pre-testing should be applied number of times. This can done by studying the level of attention the customers have, motivation, brand linkage, communication and entertainment. Flow of emotions and flow of attention are broken down and studied individually. The results are applied on the advertisement that is still being developed to recognize the weak points and replace them. A reliable feedback loop can guide the researchers, client and the agency to work in harmony. Tests should be applied during the storyboard stage of ad making. This is an early stage and the results are highly predictive. During this process images are selected and used as integrated campaign print ad.

Post-testing or ad tracking studies are either syndicated or customized. Studies are done over a period of time or continuously. The in-market research is done to understand a brands linkage, performance, awareness, and preference along with product attitudes and usage. They are done by, conducting interviews either on phone or Internet. Testing the finished advertisement provides the confidence and gives an idea whether it is following the strategy.

All the above studies should facilitate the clients advertisement development make the end product easier to achieve. The study should contain rational information having not only surface knowledge but also provide deep in-sight that will open window to a customers mind. The customer, too, should provide precise information based on facts and not based on imaginary thinking and self-delusion. He should be able to explain the role of advertisement in the whole marketing plan. Working in vacuum doesnt get the desired result.

The basis is to provide in-depth understanding about the consumers for improving on the advertisement techniques and other marketing decisions. The traditional methods of qualitative and quantitative techniques have been improved to analyze the information with goodinsight.

The rapidly changing likes and needs of the customers are difficult to track, but should be studied in order to increase the quality of advertisement. The changes are because of the huge number of options offered to them by the market.

Chapter 7

MARKETING STATERGY OF BAIDYNATH ABOUT

Promotion
The promotional policy of company sticks to conventional inputs such as.

 Wall Painting  Banner  Picture  Sticker  Dangler  Spot selling  News Paper

The news paper advertisement has increased the sales of Sundari Sakhi in maturity phase also. Many retailers believe that without news paper advertisement its not possible to get immediate market response of high level retailers also believe that if news paper advertise stopped by company the sale will decreased. Baidyanath is amongst the top Banner and Poster campaigner company in Nagpur city the field personnel putting efforts for banner and poster placement in the various part of the city. With respect to chyavanprash No poster or Banner is provided to field personnel field staff working with small stickers and dangler for promotion of Sundari sakhi.

SWOT analysis of Sundari Sakhi

Strength
y Brand Name of Baidyanath y Excellent Banner and poster campaign y Strong marketing network Most preferred Brand

Weakness
y As compare to other companies low preference by doctors y Complicated replacement policies.

y y y y

Retailers not promoting products on their level. Fluctuating prices. Schemes by stockist are not uniform. Lack of training to field force in terms of product knowledge.

Opportunities
y Expanding market and growing purchasing power of consumer.

Threats
y Introduction of Quality products by competitors. y Competitors offering better services and schemes. y Some competitors targeting the Products of Baidyanath extensively. y Competitors such as Sandu Building bonds with Doctors.

Area covered in Nagpur

Area covered
East West Central North

No. Of stores
56 60 23 26

South

47

Market share of Sundari Sakhi and competitors brand

Chart Title
Sundari sakhi Sundari sanjivani 5% 5% 15% Hempushpa Others

75%

The Marketing Mix

Product

Place

Target Market

Price

Promotion

The firm attempts to generate a positive response in the target market by blending these four marketing mi var iables in an optimal manner.

A Summary Table of the Marketing Mix

The following table summar i es the marketing mi decisions, including a list of some of the aspects of each of the 4Ps.

Summary of Marketing Mix Decisions Product Price Place Channel members Channel motivation Market Promotion Advertising Personal selling Public

Functionality List price Appearance Quality Packaging Discounts Allowances Financing

Brand Warranty Service/Supp ort

Leasing options

coverage Locations Logistics Service levels

relations Message Media Budget

A. Baidynath SELLING PROCESS

  Baidynath product process of selling starts from stockiest. C&FA dose not have any process to play in the process of selling of dabur foods products. They are just Clearing & Forwarding Agents they store the manufacturing products and then supply it to stockiest.    Stockiest pay the money to Baidynath product through demand draft. Stockiest further sells the products to retailers. Retailer finally sells the products to consumers.

MARKETING HOW Baidynath IS USING MIX Product Appearance: Baidynath tries to make its products appear very attractive. Quality:
Quality of the product is really unmatchable as it is tested number of

times and its products are processed using very advanced machinery and technology.

Packaging:

Baidynath products packaging is done in such a way that its juices

does not get expired before 6 months inspite of perishable products.

Brand:

Baidynath itself is a very reputed and well known brand in the market and

its Real juice is also known all over India.

Warranty:

Baidynath as such does not gives any warranty but if there is any

problem in its products before expiry then they replace the product.

Service/Support:

Baidynath productsprovide full support to its stockiest,

retailers and consumers, what so ever the problem is.

Price List price:

Baidynath decide its price according to its competitors and the price

structure is different for retailers and stockiest.

Discounts:

There are different discounts for retailers, stockiest and consumer

from time to time.

Allowances:
targets.

Special allowances are gicen to stockiest sales man if he acives his

Place Channel members:

its stockiest, retailers. Channel members or business partners of Baidynath are

Channel motivation:
strategy.

Channel motivation for Baidynath is pull and push

Market coverage:
across the country at ease.

Baidynath product distribution network that covers 175

towns and 75 thousand retail outlets making its product available to the consumers

Locations:

Baidynath product try to cover or tries to place its products in each

and every shop and every location.

Promotion Advertising:
magazine etc. Baidynath products are advertised through television, newspapers,

Personal selling: Baidynath hardly do any personal selling except in tent shows
and road shows. Same for less & more for same

Media: Media of promotion is TV, Radio, newspapers, magazine. Budget: Budget is Decided by finance team for different strategic business unit.

Critique of selling
In theory, the purpose of selling is to help a customer realize his or her goals in an economic fashion. However, in reality this is not always the case. Customers can be influenced to purchase a product or service that initially was not of interest to them. Some salespeople are trained in the art of selling customers things they don't need. Take for example the purchasing of a car: a consumer may have a set of cars in mind (called an evoked set) that she feels match her needs, wants and budget. She may seek the advice of a salesperson given that a salesperson can help her realize the right car

given those criteria. This can be a socially useful function; salespeople have specialized knowledge of products that can help consumers make an informed decision. However, a salesperson may also talk a consumer into purchasing a more expensive or perhaps larger car then she needs or can afford. In this context, the salesperson may have usefully helped the customer re-evaluate her needs, thereby establishing a new set of appropriate choices among which included the newer or large car. This again would be a helpful and useful service provided by the salesperson. However, it is sometimes the case that customers purchase a product or service that was not initially intended and remains an inappropriate purchase after the fact. On the other hand, the consumer in this scenario can be held partially responsible for the inappropriate purchase; indeed, "A fool and his money are soon parted." (P.T. Barnum, English proverbs)

This dysfunctional behavior is encouraged by:

Incentives of salespeople to increase their total number of sales, especially where retailers keep track of sales or offer commission-based salaries  Incentives from the manufactures of products or the companies of service providers to salespeople to sell their products where other similar products offered by competitors are offered  The incentive to sell a customer a product that is in need of being cleared out, despite the fact that a customer may be better to wait for the new product

B. Channel Of Distributions

Manufacturing Plant

Clearing and forwarding agent (different regions)

Stockist A

Stockist B

Stockist C

Retailers Retailers

Retailers

Retailers

Retailers

Retailers

CONSUMERS

The above diagram it shows channel of distribution of Baidynath product, here first the products are manufactured and from Manufacturing plants the packed goods are supplied to Clearing And Forwarding Agents(C&FA) and from here the goods are then further supplied to number of Stockiest or Distributors, from here goods reaches to large number of Retailers and it is the duty of Stockiest to take orders from retailers and then supply the goods to them, this work is generally done by stockiest salesman through ready stock or by taking orders first and then placing the order. From here the goods finally reaches to Customers. Customer purchases the product from retailers. This was the basic Channel of Distribution used by Baidynath product, now I will throw light on each channel of distribution of Baidynath product.

Supply Chain Management:

Supply chain management starts before physical distribution: it involves procuring the right inputs (raw materials, components and capital equipment), converting them into finished products and dispatching them to the final destinations. The supply chain perspective can help identify superior suppliers and distributors and help them improve productivity, which ultimately brings down the companys costs. A broader view sees a company at the center of a value network that includes its suppliers, its immediate customers and their end customers. The value network includes valued relations with others such as university researchers, government approval agencies and so on.

MANUFACTURING PLANT:

Baidynath product has Number of products in its product line but its main area of interest or the product on which they concentrate the most is Real Juice & Coolers. Baidynath has its manufacturing plant at PATNA, JHASI, NAGPUR and NAINI.

PROCUREMENT & TRANSPORT:

y

Getting the raw material and packaging material requirement from the production unit in charge

y y

Constant updates on the procurement of materials and transport details Production details and ingredient content information from the different personnel and coordinating this activity

PACKAGING:

Approval and coordination of production unit

the supply of packaging material to the

CLEARING AND FORWARDING AGENTA (C&FA)

  

From manufacturing plant the stock is transported or supplied to clearing and forwarding agents. Clearing and Forwarding Agents is a third party and Baidynath gives contract to them, so company has nothing to do in building the relationship with them. Here C&FA keep or stock the goods with them.

They charge Baidynath for stocking the good and even Baidynath dont mind doing so as it is a measure of cost cutting as well as there is no need for gowdowns and maintenance.

C. STOCKIEST OR DISTRIBUTORS
  Stockiest store the products in their godowns, C&FA supplies the goods to them as per their order. Stockiest has some sales men working under him, they are known as stockiest sales man. Their work is to place the products in the market and take order from retailers and then supply goods to them.    Sales man either take ready stock with them or they first take orders and then supply goods later on. There is a beat which is a schedule route of sales man, means sales man has to daily cover the route as mention in the beat. Merchandising, making products visible, pasting posters, putting banners, and seeing that goods are properly placed in the retail outlets is also the duty of stockiest sales man.  Companies sales officer keeps a check on the stockiest and monthly report is also prepared which is further analyzed by ASM & ZSM.

D. RETAILERS
 Retailers are backbone of the company as they are the one who can take the product on new heights or can bring it down to toes.

Stockiest supplies goods to retailers and tries Persuading retailers to give the brand special displays (using merchandising tools) to get affective brand presence, and arranging it in more noticeable manner.

Classification of outlets in different type of markets is different according to their sales volume.

TYPES OF  

RETAILS OUTLETS

Margin of retailers is always higher than stockiest. Retailers are the one who have direct contact with the customers. Baidynath product has a distribution network that covers more than175 towns and 75 thousand retail outlets making its product available to the consumers across the country at ease.

E. TYPES OF RETAIL MARKET

The retail market can be classified on the basis of magnitude of retail.

y SCATTERED MARKET
Lesser no. of outlets, and Extensive outlets

y BLOCK MARKET
Large no. of retail outlets in chunk

y SUPER MARKET
Through their superior information ,logistical systems and buying power deliver good service and immense volumes of products at attractive prices.

y CHAIN OUTLETS
Having more than one key outlet all across with a single control unit and central purchasing strategy.

Chapter 7

DATA ANALYSIS & INTERPRETATION

A data analysis has been done over the collected data from the dealers, customers, micro-distributors, sales executives, related books and websites.

Baidyanath Sundari Sakhi

1. AWARNESS LE EL Product Name Sundari sanji ani Hempushpa Sundari sakhi Other No. Of respondant 30 6 52 12 Percrntage 50 10 75 20

80 70 60 50 40 30 20 10 0 SUNDARI SANJIWNI HEMPUSPA SUNDARI SAKHI OTHER

PERCENTA GE

it is clearly seen from above graph that most (75%) of the respondant are aware of sundari sakhi 2. PREFERRED BRAND

50 45 40 35 30 25 20 15 10 5 0 ZANDU HIMANI BAIDYANATH OTHER

PERCENTAGE

3.SAT SFACT ON LE EL

5
4 3

2 1
0
RATING(1-LOW 5-HIGH)

SUNDARI SANJIWNI HEMPUSPA

SUNDARI SAKHI

OTHER

4. REASONS FOR SELECT NG A PART CULAR BRAND

70

60 50
40

30 20
10 0

PERCENTAGE

HEALTH

BRAND LOYALTY

TASTE

PRICE

5.HOW D D YOU COME TO KNOW ABOUT THIS BRAND.

70
60

50 40 30
20
PERCENTAGE

10 0
TV INTERNET WOM PRINT

6. UNAVAILABILITY OF PREFERRED BRAND

40 35 30 25 20 15 10 5 0 PURCHASE ANOTHER BRAND WAIT BUY SUBSTITUTE WHATEVER OFFERED BY RETAILER

PERCENTAGE

7. PREFERRED PACK SIZE

50 45 40 35 30 25 20 15 10 5 0 1 Kg 500 gm 250 gm

PERCENTAGE

8. REASON TO SELECT PREFERRED PACK SIZE

40 35 30 25

20 15 10 5 0
A AAB

RCNA

RC

 A

RA

9. FRE UENCY OF PURCHARE

50

45 40
35 30 25

!"RC"N# A$ "

20 15
10 5 0

N N H

 N

HR

 N H

ARE YOU SATISFIED WITH YOUR BRAND

NO % 25

YES 75 &

RETAILER SURVEY RESULT

About SUNDARI SAKHI

1. DO YOU KEEP BAIDTANATH MEDICINE IN STOCK?

100
80 60 40
PERCENT

20 0 YES NO

2. WHICH STOCKIEST PROVIDE THE BAIDYANATH MEDICINE

100 90 80 70 60 50 40 30 20 10 0

NA'PUR

OTHER

3. ARE YOU SATISFIED WITH STOCKIEST SERVICES?

90 80
70

60 50 40 30
20
PERCENTAGE

10 0 yes no

4. DO YOU HAVE SUNDARI SAKHI?

100 80 60 40 20 0
yes no not interested
PERCENTAG E

5. WHAT IS MONTHLY SELLING OF SUNDARI SAKHI?

25 20
15
PERCENTAGE

10

5 0
01---02 2--5 5---10

6. HOW CUSTOMOR ATTRACTED TOWARDS THE SUNDARI SAKHI?

25 20 15 10 5 0 by reguler use by company montly problem

PERCENTAGE

7. HAVE YOU REGISTRED ANY COMPLAINT FROM THE CUSTMOR REGARDING THIS PRODUCT?

50

40
30
PERCENTA

20
10

0
no yes

8To my sur ey 2% retailer get complaint from the custmor regarding this product The complain is

y Its not so effecti e y Result not so effecti e

9. DO YOU THINK SUNDARI SAKHI WILL SUSTAIN FOR LONG TIME IN THE MARKET?

40 35 30 25
20 15
PERCENTAGE

10 5 0
yes no CAN'T SAY

10. IMPROVED PACKAGING INCRE ASE THE SALE OF SUNDARI SAKHI?

50 45 40 35 30 25 20 15 10 5 0
yes no CAN'T SAY

()RC)NTA0 )

11. IS THE POSTER & STICKER ARE HELPFUL IN INCREASING THE DEMAND OF THE PRODUCT?

45
40

35
30

25 20 15 10
5
PERCENTAGE

0
yes no DON'T KNOW

12. ADVERTISING IN THE NEWSPAPRE & MAGZIN ARE HELPFUL IN INCREASING THE DEMAND OF THE PRODUCT?

45 40
35

30
25

20 15
10

PERCENTAGE

5
0

yes

no

DON'T KNOW

13.. WHAT DO YOU THINK HELPED A LOT IN INCREASED SALE OF SUNDARI SAKHI?

20 18 16 14 12 10 8 6 4 2 0

PERCENTAGE

REGULARLY ADVERTISING

BRAND PRODUCT

GOOD RESULT

14.. ARE YOU SATISFIED WITH FIELD FORCE OF SUNDARI SAKHI?

50 45 40 35 30 25 20 15 10 5 0 YES NO

PERCENTAGE

IN HOW MANY DAYS YOU RECIVE THE PRODUCT AFTER PLASING THE ORDER

Ch t Titl
WEEKIY M ONTLY AFTER ONE M ONTH

51

55 1

401

Chapter 9

FINDING

The findings of the data analysis are given below:

The local brands becomes weak in front of Baidnyath. it has strong & effective in compare of other, which helps the product to maintain strong image in customers mind. As the advertisement are made targeting specially in this sector because increase in competitor day by day as market grows rapidly according to my survey I found that effective advertising help to increase brand awareness & market share. Awareness of Baidnyath products in the market is very well in market. 1) The customers show good preference about the product. 2) Most of the customers were satisfied with price but they were not satisfied with some facilities like schemes and services. 3) Most of the customers believe in other brand product to. 4) The distributor of baidynath is more as compared to other Brand. So it is beneficial to our product. 5) The product is placed with other product so that also most of the customer attract towards baidynath product sundari sakhi. 6) Advertisement is less as compared to other. 7) As compare to other companies low preference by doctors 8) Complicated replacement policies. 10) Fluctuating prices. 11) Lack of training to field force in terms of product knowledge.

Scheme Problem:Today the market is of schemes & the buyers & the retailers is only happy when they have various schemes for the buyers & for themselves, but in the today's competitive market The companies are not coming up with the productive schemes, which can help them to sell the product. Schemes are not too reliable. Baidynath try to get good scheme to their customer. The Company has made its goodwill in the market, but with that there have become very much bios regarding their schemes & co-operating with the retailer. Retailer not promoting the product at that level.

Chapter 10

CONCLUSION

Conclusion

 BaidyanathSundariSakhi Syrup is an excellent herbal tonic to relieve the prolems related to menstruation and to maintain her stamina and vitality throughout the month.  SundariSakhi Tablet gives extra strength and removes weakness caused due to pain and bleeding during the menstruation.  Lack of adequate timely sales promotion.  Scheme should NOT be given to retailer.  Baidynath industries.  More motivation program should be arranged to the salesman.  Product life cycle management, so that new and existing products can be optimally integrated into the supply chain and capacity management activities.  SUNDARI SAKHI is the new estabilsed product into the market, so it has potential to increase their share in market.  Sundari sakhi is good Quality product .  The prise is reasonable as compared to other product. serving frequency is very good as compare to other segment

Chapter 10

SUGGECTION

1. Another product line:

The life cycle of the product has also come at the point of saturation and the risk is that it should not get out of the market. So the problem should be identified and work should be done accordingly.

2. Advertisement:
No. Of TV channels gives a good source of advertising venture for the product. It was understood during the project work that the ads of batteries does not come up with the spark in the minds of the buyers as the quality of the product can used by all the customers so the company should concentrate on coming up with more striking ads with good punch line or also with the humming tunes.

3. Reliability:Customers are looking forward for more reliable product with assurance which is not given by the companies to make it reliability strong & to bring up the innovation the R & D departments of the organization should concentrate "minute to majorly" in all the problems of the customers.

4. Packing:The company should think for more new & attractive packing OF SUNDAR I SAKHI, which will attract the customers.

5. Schemes:Goodwill of the company has given the organization a setback attitude of not coming up with the scheme for both retailers as well as the customers. Majorly schemes play a lot of role in selling their product.

Chapter 11

LIMITATION

LIMITATIONS

The study was restricted to Nagpur city only & therefore results of this study cannot be generalized to other part of the country.

Constraint Time constraint has a big limitation to conclude such

vast

subject.

Some customers are not ready to give their views.

The questionnaire contains multiple choice questions so respondents tic to answers which were not applicable without giving proper thought.

Mode of Analysis is on information provided by retailer. There is no authentic evidence to support the information.

Assumptions that the answers to the questionnaire are correct.

Chapter 12

BIBLIOGRAPHY

Books:

Marketing Management:Twelfth Edition Philip Kotler &

Kevin Lane Keller

Websites:

y www.google.com y www.baidynath.com y www.tutor2u.net y www.brandchannel.com y www.blonnet.com y www.superbrandsindia.com

Chapter 13

QUESTIONARIE

BAIDYANATH AURVED BHAVAN PRS LTD.

 NAME OF RETAILER  ADDERES  PHONE NO.  STOCKIEST

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1) DO YOU KEEP BAIDTANATH MEDICINE IN STOCK? YES...................... NO..........................

2) WHICH STOCKIEST PROVIDE THE BAIDYANATH MEDICINE? ...................................................................... ......

3) ARE YOU SATISFIED WITH STOCKIEST SERVICES? YES.................... NO........................

4) DO YOU HAVE SUNDARI SAKHI? YES.................... NO........................

5) WHAT IS MONTHLY SELLING OF SUNDARI SAKHI?

1-2....... 2-5........ 5-10....... MORE THAN 10.........

6) HOW CUSTOMOR ATTRACTED TOWARDS THE SUNDARI SAKHI?

BY ADVERTISING COMPANY NAME MONTHLY PROBLEM

...................... ..................... ...................

8) HAVE YOU REGISTRED ANY COMPLAINT FROM THE CUSTMOR REGARDING THIS PRODUCT?

YES....................

NO........................

9) IF YES THEN WHAT KIND OF COMPLAINT IT IS? ........................................................................................

10) ARE YOU SATISFIED WITH SCHEME & MARGIN OF SUNDARI SAKHI?

YES ..........

NO......... IMPROVE THE SCHEME.........

11) WHAT ELSE YOU SUGGEST TO CUSTOMER?

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12) IS THERE ANY IMPACT OF PRICE CHANGES ON SALE OF SUNDARI SAKHI ?

YES....................

NO........................

13) DO YOU THINK SUNDARI SAKHI WILL SUSTAIN FOR LONG TIME IN THE MARKET?

YES........

NO.........

CANT SAY..............

14) CAN IMPROVED PACKAGING INCREASE THE SALE OF SUNDARI SAKHI?

YES........

NO.........

CANT SAY...........

15) IS THE POSTER & STICKER ARE HELPFUL IN INCREASING THE DEMAND OF THE PRODUCT?

YES........

NO.........

CANT SAY..............

16) ADVERTISING IN THE NEWSPAPRE & MAGZIN ARE HELPFUL IN INCREASING THE DEMAND OF THE PRODU CT?

YES........

NO.........

CANT SAY..............

17) WHAT DO YOU THINK HELPED A LOT IN INCREASED SALE OF SUNDARI SAKHI?

REGULARLY ADVERTISING ...............................

BRANDED PRODUCT

..............................

GOOD RESULT

.............................

18) ARE YOU SATISFIED WITH FIELD FORCE OF SUNDARI SAKHI?

YES........ .........

NO................

19) ANY SUGGESTION FOR THE BAIDYANATH?

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RETAILER SIGNATURE ................................... ..........