A

PROJECT REPORT
ON

A STUDY OF DISTRIBUTION
OF CHANNEL
With Special Reference To
AGROCEL INDUSTRIES Ltd.. SERVICES
DIVISION OF SANGLI.
Submitted by

Mr. SANDEEP NAMDEV RAJMANE

Under the guidance of

PROF.JAYANTHI M.S.
In the partial fulfillment for requirement of the degree
MASTER OF BIUSNESS ADMINISTRATION (IT)
(TRIME-V)
Submitted to

BHARATI VIDYAPEETH, UNIVERSITY

This is certify that, the project report entitled

A STUDY OF DISTRIBUTION
OF CHANNEL
This is being submitted by,

Mr.SANDEEP NAMDEV RAJMANE

Is a record of their own work carried out by them for
the award of the degree

"MASTER OF BUSINESS ADMINISTRATION"

(TRIMISTER-V)

Under my supervision & guidance during academic

year 2008-2009.

Prof. ARJUN P. GHATULE

(DIRECTOR)

Prof. K.SUBARAMAN

PROF.JAYANTHI M.S.
(GUIDE)

H.O.D.)

DEPARTMENT OF MANAGMENT STUDIES

BHARATI VIDYAPEETH, UNIVERSITY

INSTITUTE OF MANAGEMENT AND

RURAL DEVELOPMENT
ADMINISTRATION, SANGLI

BHARATI VIDYAPEETH, UNIVERSITY

INSTITUTE OF MANAGEMENT AND

RURAL DEVELOPMENT
ADMINISTRATION, SANGLI
DECLARATION
I undersigned hereby declare that the project
report entitled, A Study of Distribution Channel
written

and

submitted

under

the

guidance

of

Prof.Jayanthi M.S is my original work. The empirical

findings in this report are based on information collected by
me. I have not copied from any report submitted to Bharati
Vidyapeeth, Pune or any other university. I understand any
such copying is such liable in a punishment in a way that
the university authority demits this.
Place: Sangli
Date:
Yours sincerely,
Mr.SANDEEP NAMDEV
RAJMANE

ACKNOWLEDGMENT
It gives a great pleasure in bringing out the project
work entitled,

A STUDY OF DISTRIBUTION
OF CHANNEL
I would like to place on record our extreme gratitude
to our guide PROF.JAYANTHI M.S. for guiding me for
successful completion of the same.
I would also like to thanks to Director Prof. Mr. Arjun
P. Ghatule and our H.O.D Pro.K.Subaraman

for their

valuable suggestions.
I also thankful to our college staff for making data
available during project work. Without which this project
work would not been possible and all those who were

extremely helpful directly or indirectly in completing this

project work.

Mr. SANDEEP NAMDEV RAJMANE

MBA (IT) 28

INDEX
Chapter
no.
I

Topic
Introduction to the study
i.
ii.
iii.
iv.
v.

II

Organization Profile
i.
ii.
iii.
iv.

III

Introduction
Statement of Problem
Objective of study
Research of Methodology
Limitation

Introduction of company
Organization chart
Product Profile
Objective

Theoretical Background

Page no.

IV

Data Analysis & Interpretation

V
VI

Finding & Suggestion

Appendix
i.
ii.

Questionnaire
Bibliography

Chapter-I

Introduction to the study

1.1

Introduction
Every organization there are different department like,

production department, purchase department, finance department,

marketing department and personnel department .Marketing department
is one of the important department in organization. Marketing is
centered on the customer .The prime objective of the marketing is the
satisfaction of the customer needs .Marketing is the place where goods
are sold and bought with exchange of money.
The main objective of each and every organization is to satisfy
the needs and wants of the dealer and this objective is fulfilled by the
marketing department. Again the marketing is selling the goods. If

company sales something then the company will get money. So for
profit making of the company it is important to sale the products this is
done by the marketing department which plays very important role in
the organization.

In the marketing process distribution channel is very important

activity, through which products flow from producer to consumer
through different channels of distribution.
After production it is necessary to reach the products to the
customer. This is done by the distribution channels.
Distribution channels include the four important marketing
activities .These activities are product, price, place and promotion .In
this way distribution channel is the important activity in the marketing

1.2 Statement of problem

The competition is on high in the market; so the sale of big
organization is affected. Every day the situations are going the change,
with the certain environment organization the changing the strategies
.therefore formulated new strategy there is need to know the chemist
and wholesalers reaction or there behaviors toward existing product
study focuses on distribution channels.
The statement of the problem of present study is, A project
report on study of distribution channel in Agrocel Industrial Ltd.

1.3 Objective of the Study

1. To check the efficiency & effectiveness of Distribution system.
2. To study about availability at the point of sale.
3. To study the how maintain distribution channel the Agrocel.
4. To study the impact Agrocel in the market.

1.4 Research Methodology:

Research methodology is the base of every research project.
The concept methodology refers to systematic study of investigation.

Primary Data: - It is mainly confined to the method of the

interviewing & observation would like to present here under the
adopted sequence of method & techniques in this study. The data
collected by survey method using the questionnaire as an instrument.

Secondary Data: - the data was collected through company

records, reference books, internet etc

1.5 Limitations of the Study:

The following are the limitations of the study.
1. It becomes difficult to collect the necessary information in short
time span.
2. Most of dealers avoid giving the correct information required for
this research work due to fear of the management action.
3. Project study is completed by assuming that information given by
the dealer is fully right.
4. Some of the dealers were not available at their shop.

Chapter-: II

Organization Profile
2.1 Company Profile

Late Shri C.C.Shroff, the founder member of M/s. Excel

Industries Limited together with Shri K.C.Shroff had a dream to do
activities for development and upliftment of farmers and rural
population of the country. The dream was to make available to farmers
all possible agri-inputs and marketing support available at the right time
and at a reasonable cost with all necessary technical assistance and
guidance under one roof so that farmers farm productivity and income

level increase along with national productivity. He was confident that

with this the farmers of the country would be extremely benefited.
Agrocel is a closely held limited company having 89% stake of
Shroff Family and 11% stake of Gujarat Agro Industries (Gujarat
Government

Enterprise).

Shroff Group of Companies include: Excel Industries Ltd.,

Excel Crop Care Ltd., Transpek Industries Ltd., Trans Metal Industries,
Hyderabad Chemicals Ltd., Punjab Chemicals Ltd., Parul Industries and
Shroff

Engineering.
Shroff Group is well known for manufacturing chemicals with

complicated chemistry by innovative ideas and with in-house

Agrocel Industries operates through

its two divisions:
Agriculture Service Division
Marine Chemicals Division
Agrocels Service Division was founded in 1988, and has been
dedicated to support farmers from the first day. Since then Agrocel field
engineers have established contacts with over 20,000 farmers.

Our objective is to guide farmers towards sustainable agriculture and

generate rural employment. This means improving farming methods,
maintaining fertility of the soil and at the same time ensuring farmers
profitability by output marketing. Focus is on small and marginal
farmers in challenged areas.
We visit the farmers regularly, sell inputs, give training and advice
and control documentation for organic and fair trade certification. This
direct link with farmers gives us intimate knowledge of each farmer and
knowledge of the source of basic raw material, thus guaranteeing an
intimate knowledge of the end-product. A customer can obtain
guaranteed and controlled production.

Farmers:
20,000 farmers are working with Agrocel
330 farmers producing organic cotton-2002-2003
985 acres of SKAL Intl. certified organic cotton 20022003
] 227 acres of SKAL Intl. certified sesame as crop

rotation - 2002-2003
120 farmers SKAL certified 2002-2003.

2.2 Organization chart

State Co-ordinate

Center In charge

Accountant
Field Staff

Other Staff

2.3 Product Profile:1.

Excel

2.

Clycel

3.

Sulfex

4.

Doom

5.

Madhyam

6.

Unigaut

7.

Moblcel

8.

Herbe Zymp

9.

Endocel

2.4 Objectives of the Agrocel

1. To give Technical in advantages Technical farmer field services.

2. To make available all input required to farming under one route.
3. Make available market for agree produces farmer.

Chapter: - III
Theoretical Background
Conceptual Framework of study
1. Introduction:The distribution channel plays a pivotal role in successful
marketing of the products. After production the next problem faced by the
producer is that of selling & distributing. Because production is made to
satisfy the needs of Dealers & consumer, so it must reach to the Dealers
for whom it is made. If products distribution is prepared then the problem
of selling & distributing is easily solved.
So to satisfy the needs the and wants of the Dealers, the

main

objective of the business concern is to make the effective distribution

channel. Because distribution channel is the flow of products from
producer to ultimate Dealers. Products are transferred from producer to
Dealers through the distribution channels.

What a distribution channel is?

Channel of distribution is a path traced in the direct or indirect
transfer of the title to a product as it moves from a producer to ultimate
consumer or industrial users
-EW Cundiff and RS Stil
A distribution channel is consist of set of people & firms involved
in the transfer of title to a product as the product moves from producer to
ultimate consumer. For the product in its present from as well as any
middle men such as retailers and wholesalers.
A distribution channel for a product is the rout taken by the title to
the goods as they move from the producer to ultimate consumer.
The distribution channels are system of economic institution
through which a producer of goods delivers them into the hands of their
user.
The producer normally uses a number of marketing intermediaries
for taking their products to user. Marketing intermediaries bear a variety
of names such as sole selling agents, marketers, wholesalers, distributors,
stockiest, semi-wholesalers, dealers, retailers, authorized representatives,

commission agents. All such intermediaries constitute the distribution

channels. The showrooms and other object outlets of producer also from a
part of the distribution channel.
The channel for a product extends only to the last person or
organization that buys it. Without making any significance change in its
form. When its from is altered and another products emerges a new
channel is started.

Function of distribution channel

Nothing prevents product from meeting his customers erectly and
affecting sates. If a seller does not use this privilege, he to borrow the
services of difficult middlemen to pass on the production to the actual
users. The following are certain functions, which are generally, and more
often are performed by different distribution channels.
A. Help In Production Function:
The producer can concentrate on the production function leaving the
marketing problem to middlemen who specialize in the profession. Their
service can best utilize for selling the product. The finance, required for
organizing marketing could profitably be used in the production where the
rate of return would be greater
B. Matching Demand & Supply:
The goal of marketing is the matching of segment of supply and
demand. The matching process is involves such as pricing, physical
distribution, termination, finding out buyers & sellers & propaganda.

C. Financing the Producer:

Middlemen collect huge order and purchase products in bulks from
the manufactures in cash. This enables the producer to undertake largescale production & adopting better techniques of production because they
have no problem of finance. In this way financing the producer is one of
the important functions of the distribution channel.

D. Aid to Communication:
The middlemen or the dealer connects the link between producer
and buyer. These dealers have the complete knowledge of consumers
behavior and market. This information they can communicate to the
producer will produce according to the needs of the customers.
E. Stabilizing the Prices:
The Next Function Of Distribution Channel Is Stabilizing The
Prices. The Middlemen And Dealer Help To Stabilize The Prices. The
Middlemen Make The Goods Available At Any Place And at anytime. Thus
middlemen create a place where they required and in time and maintain the
Price.
F. Promotional Activities:
Middlemen & dealers also performed various promotional activities
like advertising, personal selling and sales promotion. This is important for
attracting the customers.

G. Distribution Activities:
This is important function of the distribution channel. It routines the
sale of the producer. Once the route of selling is fixed then it is easy to sale
the goods as well as take decision regarding sales.
H. Pricing:
The middlemen have very close contact with the customers as well
as the market. So they know about the information like pricing of the
product so producer collects this information from the middlemen to fix
the price of goods.

Pattern of distribution channel:

Firm may rely on existing channels, or they may use new
channels to better serve current customer & reach prospective customers.
In selecting their channels a firm should seek to gain a differential
advantage.
Most distribution channels include middlemen but some do not.
A channel consisting only of producer and final customer with no
middlemen with providing assistance is called direct distribution. In
contrast a channel of producer, final customer & least one level of
middlemen represent indirect distribution.
Different patterns of distribution channels are discussed below.
1)

Producer-Consumer:
The shorter, simpler distribution channel which involves no

middlemen. The producer may sale door to door or by mail.

2)

Producer-Retailer-Consumer:
Many large retailers by directly from manufacture. These

retailers sell then to the consumers.

3) Producer-Wholesaler-Retailer-Consumer:
If there is a traditional channel of consumer goods, this is it ;
small retailers and manufactures by the thousands find this channel the
only economically feasible choice.
4) Producer-Agent- Retailer-Consumer:
Instead of using wholesalers, many producers prefer to use agent
middlemen to reach the retail market especially large scale retailers.
5) Producer-Agent-Wholesalers-Retailer-Consumer:
To reach small retailers, producer often use agent middlemen,
who in turn call on wholesalers that sell to large retail chains & small
retail stores?
6) Producer-Agent-Consumer:
While direct distribution often is necessary for a service to be
performed, producer-consumer contact may not be required for
distribution activities. Agent frequencies assist a services producer with
transfer of ownership or related tasks.
In this way the firm uses the patterns or type of distribution
channels. The above pattern of distribution channel is commonly used in
consumer as well as business.

Design of distribution channel

Similar firms often have dissimilar channels of distribution. A
company wants a distribution channel that not only meets customers needs
but also provides an edge on competition some firms gain a differential
advantage with their channels.
To design channels that satisfy customers and out do
competition ,an organized approach is required. Here a sequence of four
decisions is discussed below.
1)

Specifying the Role of Distribution:

A channel strategy should be designed within the context of the entire

marketing mix. First the marketing objectives are reviewed. Next the role
assigned to product, price and promotion are specified. Each element may
have a distinct role, or two elements may share and assignment.
A company must decide whether distribution will be used defensively
or offensively. Under a defensive a firm will strive for distribution that is as
good as, but not necessarily better than other firms distribution. When an
offensive strategy a firm use distribution to gain on advantage over
competitors.

2) Selecting the Type of Channel:

Once distribution role in the over all marketing programmed has
been arranged on the most suitable type of channel for the companys product
must be determined. As this point in the sequence, a firm needs to decide
whether middlemen.
Consider a manufacture of compact disk (C.D.) players if the
firm decides to use middlemen, it must choose among many different types.
At the retail level the range of institution includes specialty audio- video
outlets department stores, discount houses. Another choice must be made if
the firms decides to also use wholesaling the type of middlemen.
3) Determining Intensity of Distribution:
The next decision relates to intensity of distribution, or the number of
middlemen used at the wholesalers and retail levels in a particulars territory.
the target market buying behavior and the products nature direct bearing on
this decisions
4) Choosing Specific Channel Members:
The last decision is selecting specific firms to distribute the
product. For each time of distribution, there are usually numerous specific
companies from which to choose.
When selecting specific to be a part of a channel a producer
should assist factors related to the markets, the products, its own company,
and the middlemen. Two additional factors are whether to middlemen sells to
be market that the manufacture wants to reach and whether the middlemens
product mix, pricing structure promotion & consumer service are all
compatible with the manufactures needs.

Numbers of Distribution Channel

Levels:Each layer of marketing intermediaries that performs some work in
bringing the product to its final buyer is a "channel level". The figure below
shows some examples of channel levels for consumer marketing channels:
Channels:-

Channel 1
Is called a "direct-marketing" channel, since it has no intermediary
levels. In this case the manufacturer sells directly to customers. An example of
a direct marketing channel would be a factory outlet store. Many holiday
companies also market direct to consumers, bypassing a traditional retail
intermediary - the travel agent.
The remaining channels are "indirect-marketing channels".

Channel 2
Contains one intermediary. In consumer markets, this is typically a
retailer. The consumer electrical goods market in the UK is typical Channel

3
Contains two intermediary levels - a wholesaler and a retailer. A
wholesaler typically buys and stores large quantities of several producers
goods and then breaks into the bulk deliveries to supply retailers with smaller
quantities. For small retailers with limited order quantities, the use of

wholesalers makes economic sense. This arrangement tends to work best

where the retail channel is fragmented - i.e. not dominated by a small number
of large, powerful retailers who have an incentive to cut out the wholesaler.

Factors affecting the choice of channel of

distribution:
There are several factors, which affect the choice of the channel
of distribution. Some of the important factors are as follows. Here the factor,
which affects the choice of the distribution are mainly divided in to five steps
or groups. These are as follows,

1) Product Characteristics
The product characteristics play and important role in influencing
the channel selector. The marketing manager must be study uses of product,
its frequency of the purchase, pereshability rapidity of fashion change, the
service required, its value and its bulk.
A) Purchase Frequency:
The more frequency purchase are made the more feasible it is for
a manufacturer to use direct distribution. These require extensive distribution,
which involves a financial consideration.
B) Perishability:
Perishable and fashionable products such as dairy and bakery
products, fruits & vegetables are must be placed in the hands of the final users

as soon as possible after its production. These usually require more direct
marketing because of a danger associated with repeated handling and delays.

C) Weight Of Product:
The products that are bulky, large in size and technically complicated
are usually by the company to the consumers because of the difficulty of
finding middlemen for these lines.
D) Selling Price Per Unit:
If selling price per unit is low, the channel of distribution may be long
as in case of cigarette and watches. If selling price is more the channel is more
direct as in case of television and radio.
E) Standardized Product:
Standardized product each unit of which is similar in colour, weight,
size, quality etc. have direct or lengthy channel of distribution.

2) Market Factors / Consumers Factors:

In market or consumer factors following characteristics are
influenced channel decision.
A) Consumer / Industrial Market:
The producer of consumer of product may choose a long channel
involving wholesalers and retailers depending upon the nature of the product.
In case of industrial product the channel is comparatively short because
retailers services are not require in such cases.

B)Number Of Purchases:
Where number of consumers is large the channel may be indirect and
services of wholesalers and retailers became necessary. But if consumers are
few direct sales can be entertained through representative.

c) Geographical Distribution:
If consumer are geographical dispersed, the channel may long, in
contrast if they are concentrated the direct selling may be done.
D) Size Of Orders:

Where customers purchase small quantities frequency and regularly,

lengthier marketing channel are indicated. If the size of orders from the
consumers is large the channel may be shorter.
3)

Company or Enterprise Factor:

The choice of channel is also influenced by company characteristics

such as its financial position, size, product mix, moral of its employees, past
channel experience prejudice and over all marketing policies.
A) Financial Resources:
The financial strength of the company determines which marketing
tasks, it can handle efficiently and which once are to delegate to middlemen. A
company having good financial resources may engage itself in direct
marketing in profitable manner. A week financial position may force a
company to use financially strong intermediaries even if this is not profitable.
B) Size Of The Company:

A large company already handling a wide line of products may be kin a

good position to take additional products of the same way, usually directly. but
a smaller firm or one with narrower lines would find middlemen more
practical.

C) Product Mix:
A fresh expansion of plant capacity may require more aggressive
channels. If the product mix of a company is under, it can deal its with
customer directly, similarly, consistency in the companies product mix ensures
homogeneity of its marketing channel.
D) Attitude Of Company Executives:
The attitude of the company executive may also influence the channel
selection. Their experience of working with certain type of middlemen may
tend to develop channel performance.

4) Environmental Factors:
The environmental factors such as economic, ethical and social
condition and the law of the land also influence channel decision.
A) Economic Factors:
When economic conditions are depressed the producers proper shorter
channels to cut costs. If there is multi point tax on scale, the line should be
shorter to avoid the tax burden of the consumers and they prefer to scale
directly to the retailers on consumers.
B) Social Factors:

Social factors such as distribution through black marketing involves question

of the ethics and injurious to society Thus above factors influence the channel
decision of the product and the producers does not always enjoy complete
freedom in selecting marketing channels.

Chapter-: IV
Data Analysis & Interpretation
Table 1: Demand and Supply
Sr. No
1
2

Options
Yes
No

Graphical Representation

12
3

In
Percent(%)
80.00
20.00

Data Interpretation
The majority of retailers say that when it gives demand to the
wholesaler he gives supplies at proper time and very few are saying not
supply at proper time.
Table 2: Finance to producer

Sr. No
1
2
3

Options
Yes
No
Sometime

Graphical Representation

In
Percent
Result
(%)
8
53.33
2
13.33
5
33.33

Data interpretation
Majority of the Retailers are saying that producer do finance to us
very few say no and 33% retailer says that some time do finance.

Table 3: Act as link between Producers and buyer

Sr. No
1
2

Options
Yes
No

Graphical Representation

In
Percent
Result
(%)
11
73.30
4
26.70

Data interpretation
The act link between Producer and buyers majority of Retailer
as agree of this statement and very few say no any act link between them.

Table No 4: Problems faced in meeting the demand of the

customers.

Sr. No
1
2
3

Options
Yes
No
Sometime

Graphical Representation

In
Percent
Result
(%)
6
10.00
7
70.00
2
20.00

Data Interpretation
Above graph shows maximum Retailers are saying not get any
problem faced in meeting the demand of the customers, 20% say
sometime and very few say yes.

Table 5: Promotional activities conducted by retailer

Sr. No
1
2

Options
Yes
No

Graphical Representation

In
Percent
Result
(%)
12
80.00
3
20.00

Data interpretation
Above graph shows most of Retailers conducts the promotional
activities and very say not need to promotional activity.

Table 6: Route of selling

Sr. No
1
2

Options
Yes
No

Graphical Representation

In
Percent
Result
(%)
10
67.0
5
33.0

Data Interpretation
Most of retailers say wholesaler distribution route of selling
is fixed and very few say no.
Table 7: Information regarding pricing of the
Product from customer

Sr. No
1
2
3

Options
Yes
No
Sometime

In
Percent
Result
(%)
8
53.33
5
33.33
2
13.33

Graphical Representation

Data interpretation
The maximum customers give the feed back 34% customers not give
feed back and very few some time give the feed back of product price.

Table 8: Pattern of the distribution

Sr.
No
1
2
3
4
5
6

Options
Producer Consumer
Producer - Retailer- Consumer
Producer - Wholesaler- Retailer- Consumer
Producer - Agent- Retailer- Consumer
Producer - Agent- Wholesalers-Retailer-Consumer
Producer - Agent-Consumer

In
Percent
Result
(%)
0%
0%
15
100%
0%
0%
0%

Graphical Representation

Data interpretation
All of the retailers say that the pattern of distribution is
producer-wholesaler-retailer-consumer.

Table 9: Factors that affects the choice of channel

of Distribution

Sr. No
1
2
3
4

Options
Product Characteristics
Market Factor of consumer factor
company or enterprise factor
Environment factor

Graphical Representation

In
Percent
Result
(%)
3
33.3
5
20.00
4
26.67
3
20.00

Data interpretation
Product characteristics & company or enterprise factor affect more in
choice of channel distribution & market factor of consumer & environment
factor comparatively less affect

Chapter-: V
Findings & Suggestion
Findings

1. If Retailers give the demand supplier fulfill the the demand at proper
time.

2. The Majority of the Retailers give finance to Producer which is also

an additional benefit for their business.

3. Consumers dont face any problem in meeting the demand for

products.

4. Most retailers conduct promotional activity.

5. Wholesalers channel of distribution is fixed.
6. Pattern of distribution is common i.e.

Producer- Wholesaler- Retailer-Consumer

Suggestions
1) Promotional activities should be conducted at large to boost
sales and attract new customers.

2) Adequate changes in distribution channel should be done as

per demand in situation.

Chapter-: VI
Appendix

Questionnaire
NamePlace-

1. Does the Demand and supply much?

a) Yes

b) No.

2. Do you finance the producer?

a) Yes

c) Sometime.

b) No

A) If yes for what purpose

a) Last scale production
b) Before technique production
c) Storage funds
d) If other specify

3. Do you us act as a link between producer and buyer?

a) Yes

b) No.

4. Do you as face any problem in meeting the demand of

the customers?
a) Yes

b) No

c) Sometime

5. Do you conduct any promotional activity?

a) Yes

b) No.

A) If yes the promotional activity.

a) Advertisements
b) Personal selling
c) Sales promotional

6. If your rout of selling fix?

a) Yes

b) No

7. Do you take information regarding pricing of the

product from customer?
a) a) Yes

b) No

c) Sometime.

8. What is your pattern of the distribution?

a) Producer-Consumer.
b) Producer-Retailer-Consumer.
c) Producer-Wholesaler- Retailer-Consumer.
d) Producer-Agent-Retailer-Consumer.
e) Producer-Agent-Wholesalers-Retailer-Consumer
f) Producer-Agent-Consumer

9. Name the factors that affect the choice of channel of

distribution?
A) Product characteristics.
a) Purchase frequency.

b) Perishability.
c) Get of product.
d) Sealing prices
e) Standard product.
B) Market factor of consumer factor.
a) Indirect market.
b) No of Purchase
c) Geographical distribution.
d) Size of order.
C) Company or Enterprise factor.
a) Finical recourses.
b) Size of the company.
c) Product Mix.
d) Attitude of company executives.
D) Environmental factor.
a) Economical factor.
b) Social factor.

2. BIBLIOGRAPHY

1)

Marketing Management -

Philip Kotler

2)

Distribution channel -

S.L.Gupta

3)

Physical Distribution Management M.V.Kulkarni