Khalass RM 3.1

Faculté de Droit, d’Economie et de Gestion
Business Research Project Dissertation presented by
” Deka Abdourahman Youssouf & Hassan Ali Miguil “
” Reconnecting with our customers“
Directed By
Raouia Mohammed Hammami
January 2019
Reconnecting with our customers
Table Contents
Chapter one: Study framework ...............................................................................................................1
I. Introduction ...........................................................................................................................2
II. Case Study ...............................................................................................................................3
1) Company Presentation .....................................................................................................3
2) Business Research ............................................................................................................3
3) Research Process ..............................................................................................................3
III. Conclusion ...............................................................................................................................4
Chapter two: Emperical Essay .................................................................................................................5

I. Introduction .............................................................................................................................6
II. Data collection .........................................................................................................................7
1) Field information ..............................................................................................................7
2) Scientific information........................................................................................................7
III. Field work ................................................................................................................................8
1) Sampling............................................................................................................................8
2) Baseline conditions ...........................................................................................................8
IV. Data Analysis ...........................................................................................................................9
1) Null and Alternative hypothesis........................................................................................9
2) Descriptive statistics ........................................................................................................ 9
V. Result and Discussion ........................................................................................................... 10
1) Hypothesis summary ..................................................................................................... 10
2) Discussion ...................................................................................................................... 10
3) Business plan (action plan) ........................................................................................... 10
VI. Conclusion ............................................................................................................................ 11
APPENDIX ...................................................................................................................................... 11
REFERENCES .................................................................................................................................. 12
Deka Abdourahman Youssouf

Hassan Ali Miguil 2 January 2019
General Introduction
As a general knowledge our bodies is consisted of 65% of water which makes approximately
42 liters, and according to a Somalian proverb that says that water don’t represent a cause of
death but not having water represent it.
Bio Company commercializes water that they meticulously pump form the groundwater. The
company have known a consciously increase of the sales till recently where a new competitor
enter the market and make an impressive performance by taking all the customer of the
company.
These research have for aim to find out why we have been losing our market share that so
easily knowing that we have been in the market since 2010.
In other to find the answer to our research we are going to firstly present the study framework
which will regroup the company presentation and the detail concerning Bio Company then the
objectives and limitation of our research. Secondly we will more to the most importance part
of our research which is the empirical essay it is where we are going to collect information
related to the research, analyze, discuss the result in other to develop the action plan.

Chapter one: Study framework
I. Introduction
This chapter englobes all the basic information you need to know about our company. Firstly
we will present Bio Company we will introduce our business research and finally conclude
with the research design.
II. Case study
1) Company presentation
Bio Company is Pumping the water tables rather than desalinating the sea, an idea that
have made the success of Yasin Ali CEO of Bio company. Commercialized since 2013,
Bio has come as a complement to the country offer that was before only offering
desalinated water (Tadjoura water launched in 2009). To launch the product it take
approximately 2 years, 2years where Yasin Ali and bio partners establish the company
near Arta where a source of groundwater has long been, they finally get the authorization
to pump in 2010 and the first organic stamped bottles began to flood the local market in
2013.Since that time Bio have always respected it engagement of always providing the
best water at a affordable price.
Activities
Bio Company has as principal activity to contribute to the thousands of battles of water in
national market.
Vision
As Djiboutian people suffer from water crisis, diseases and arid climate, Bio Company
struggled to furnish water which high quality to the citizens and wants to score a remarquable
standard of international benchmark.
Mission
Bio company supplies water in national territory. It wants their products to be available in
each commercial corner such as; shops, cafeterias and supermarkets (etc…) with high
qualities and acceptable price for everyone.
Core value:
reliability and acting environmental friendly way.
Juridict status:
legal liability company

Organigram
YACIN ALI (CEO)
Manager of Manager of Research and

production Manager of
distribution development
department marketing
department department
General problem formulation

Bio company (BC) is one the most powerful company of Djibouti when it’s comes to
conditioned water. Despite many markets in the country that are monopolistic the water
production sector is within the rare sector that are privatized, meaning it englobe many
competitors such as Tadjourra, Vitall, Haysat, Cristal and many other company.
BC faced some problems during the past years. The sales of the company started to decrease
significantly and the company have loss by the occasion it market share, the managers suspect
that it’s due to the arrival of a new and powerful company (Vitall).
2) Business Research
Researcher’s status
After remarked an existed problem in the company which related sales. The head master of
the company named a coalition comity to resolve this problem. This comity leaded by Deka
Abdourahman, research coordiator.
Motivation of the company
The company wants to maximize its profit and decrease it’s expenses by taking several steps.
Motivation of the researchers:

Our motivation as the researchers that have been chosen to solve the problem is the financial
compensation (reward) that we will get plus the desire to be known as the heros that have
permit the company to reconnect with it customer and finally it will permit as to acquire new
knowledge and skill.
Objectives of the research:

Our main objective is to discover or find out the reasons why our clients went towards Vitall
Company. That is why we are going to propose new strategies to appeal our clients.
First, the company should work on its brand positioning, in other to creates value which
pushes the customer to use our water, and consequently gain market share and become the
leader of the market.
Research question
Based on a previous research done by the company we have been able to identify that the
major factors affecting the sales was due to a highly competitive market. So these present
research will respond to the following question:
Why are we losing our loyal customers to vitall and how can we reconnect with them?
However to know whether our research question is a sustainable or not we have accessed
three main test, firstly we have done the grand-ma test then the AHA test and finally the
post card test.
3) Research process
Research design
The tools that we have used to conduct these research are: a weekly TDB that will specify
and clearly outline the task needed to be done for each weeks the person assigned to do the
task and the time by which the research should be finished. We also used a grant chart that
will present the process of the task within the different weeks till the due date of the research.
We will also make an online survey and ask customer in other to collect information (these
part will be more detailed on the information and collection of data). Thus we have also done
a budget and resource study (in the appendix).
In addition all the communication related to these research will be mostly face to face or using
other channels like Email, online website such as Trello or social media.
The research will take 3months and a half starting from the 15th September till the 1st January.
But in the following we are going to summarize it into 3 weeks and present only 3 TDB and 3
grant chart on the appendix.
The first week task will be as following: In the first week we are going to determine the
research objective, to make the research question, the hypothesis, list the available and none
available resource and finally state the resource needed.

For the second week we are going to choose on how to collect the datas, make the market
study, the comparability study and finally prepare the questionnaire in other to gather the
information.
The first task of last week will be to publish the questionnaires, to use techniques chosen to
collect information, plus collect the result and analyze it and finally develop the action plan
and last but not least write the business report.
Finally all the task will be reported to the general administrator since he is the supervisor of
the research.
Research limitation
During our research we have meet several obstacles such as:
- Lack of information’s company in the internet( the company doesn’t a website where
clients can found all the information about the company)
- We didn’t feel like we have reached the saturation point.
III. Conclusion
In the previous part we have been identifying along with the problem also identified the
objective, motivation of the research and done a budget as well as a resources study. Now in
the following once the research problem have been identified we decided to do an empirical
essay.

Chapter Two: Empirical Essay
I. Introduction
This part is very crucial for any research because is where the data is collected, manipulated
and analyze in other to solve the “research problem”.
The problem we are investigating on is why are we losing our loyal customer to vitall? And
how can we reconnect with them? In other to bring the respond we are looking for, we will
first collect data (about our market, competitors) then identify our sampling, use technique
such as questionnaire, a composition study about our competitors ,observation and finally
manipulated those datas to extract the answer needed.
II. Data collection

First and foremost as the researcher of the company it is our duty to know where the problem
came from. In other to do so we are going to collect all the information that may possibly
help us to solve it.
1) Field information
Market study
The industry of water is complexe and regroup many companies we can distinct 2 types of
water only available in the supermarket and the water available in the shops
In addition in the market we have several competitors those competitors can be big companies
(Vitall, Crystal , Bio ) or they can be smaller ones (Okhar, iljano…). However after we have
done a group mapping, we found that our direct competitor is Vitall.(in the appendix)
Comparability studies
Vitall is a water company that recently come in the market and adapted a quantity based
strategy, its strategy was to increase the quantity while maintaining the same price, customer
have liked the idea and mostly goes with purchasing their bottles of water and so decreasing
they demand for bio product.
Because in Djibouti the poor class is higher than the middle and the rich class, having more
quantity with a constant price was for Djiboutian a golden opportunity.

2) Scientific information
According to the website science direct a research on customer perceive value have stated that
When customer don’t perceive difference for the same product of 2 different companies they
tend to loss the reason to be loyalty.
In addition other research have talk and developed what they call the “double-joepardy”
phenomena in sociology literature , according to McPhee 1963, customer loyalty is affected
by the size of a company and their market share. In brief according to these research the
higher the market share of a company the more loyal customer these company has.
III. Field work
1) Sampling
Sampling description
A sample is the target people we have choosen in other to do our research, it concern
specially:
• All the Djiboutian people, because everybody drink water. In general people always
look for high quality product in many field but we tend to forget how important it is to
drink high quality water. That is why our concern is on providing the best water at a
cheapest price.
• We more specially target people who are able to pay, specially the age above 16 years
old because the major age only use mineral water. Mostly Djiboutian drink tap water
from their house rather than mineral water, so our concern will be on people that have
enough money to purchase our bottle on a daily basis.
Sampling size
We are going to question a 60 participants and collect, analysis the information that we will
get from them.
Methodology of analysis of data:
In order to find information that impact on our customer loyalty, we will collect
data on four variables: the quality, the price, the packaging and the customer preferences.
We will use different tools such as, Google form, social media in other to collect the
information. After we will collect the whole data and coded it we will use SPSS, which gave

us frequency table, graphs of each questions and then describe each graphs one by one and
compare in other to figure out the problem variable.
2) Baseline conditions
Data collection technique
The technique that we choose is the paper questionnaire technique plus the observation and
will compare our bottle composition with Vitall to see the diferencies. We chosen to combine
those three technique because as we are analyzing water we think that we should do a couples
of data collection technique to ensure that we will get the maximum of information and so be
able to solve the research problem.
The questionnaire will be made through internet and using social media to get our responds,
we will make the questionnaire using Google form and treated the responds using SPSS
software that will give us more details each questions. The observation is demonstrated and
illustrated by the video (in the appendix) .Finally to do the comparability study we will base
on the composition of water, and analyze the difference between them.
Field work
In other to do the online questionnaire and get the responds it takes us 2 days where we send
directly to our consumers. For the observation it will take 2 days as well, we will ask a shop
keeper about demand of bio compare to Vitall bottle (watch the video for more detail). Finally
it takes 1 days to do the comparability study, the table will be present in the data analysis part.
IV. Data Analysis
1) Null and Alternative Hypothesis
Hypothesis: We want to discover why our loyal customer are no more loyal, is it because of
the quantity, the price, have they been affect by other factors like the packaging or is it
random as a change in their preferences.
Hypothesis 1: customer prefer to purchase more quantity with a lower price

H01: there is A relationship between the quantity and the price.
H11: there is NO relationship between the quantity and the price.

Hypothesis 2: Is there a relationship between customer preference and the taste of the water.
H02: there is A relationship between the taste and the customer preferences
H12: there is NO relationship between the taste and the customer preferences
2) Descriptive statistics
Technique 1: Questionnaire
1) Evaluate the performance of Our Company?
Q1
Frequency Percen Valid Cumulative
t Percent Percent
Poor performance
5 8,3 8,3 8,3
Neutral performance
31 51,7 51,7 60,0
Good performance
40,0 40,0 100,0

24
Total 60 100,0 100,0
Table 1: the performance of bio company
Graph 1: the performance of bio company
This diagram represents what our client think of our performance. We had questioned 60
person on how they see the performance of our company, 8.1% of person had answered that
bio has a poor performance, 40% responded that the company has an excellence performance
and 51.7% of people mentioned it has a neutral performance.
2) How do you see the price of Bio company?
Q2
Frequenc Percent Valid Cumulative Percent
y Percent
High 2 3,3 3,3 3,3
Middle 43 71,7 71,7 75,0

low 15 25,0 25,0 100,0
Total 60 100,0 100,0
Table 2: The price of Bio company
Graph 2 the price’s bio company

3.3% declared that bio price is very low, 25% of our sampling answered the price is
extremely high and 71.7% mentioned the price is medium (middle).
3) What is your favorite brand?
Q3
Frequenc Percent Valid Cumulative
y Percent Percent
VVitall 14 23,3 23,3 23,3
aBIO 28 46,7 46,7 70,0
lOther 18 30,0 30,0 100,0
i
dTotal 60 100,0 100,0
Table 3: The best brand according to Customer

Graph 3: the best brand according to Customer
23.3% have choosed Vitall, 46.7% BIO water and 30% used other. For our sampling Bio is
the best brand present in the market.
4) How much do you enjoy the taste of our water?
Q4
Frequency Percent Valid Percent Cumulative
Percent
Very bad 3 5,0 5,0 5,0
Bad 1 1,7 1,7 6,7
Neutral 9 15,0 15,0 21,7
Good 33 55,0 55,0 76,7
Very good 14 23,3 23,3 100,0
Total 60 100,0 100,0

Table4: Taste of bio
Graph 4:Taste of bio
55% of people qualified our taste us good and 23.3% as very good.

5) How much do you enjoy the taste of Vitall water?
Q5
Frequenc Percent Valid Cumulati
y Percent ve
Percent
Very bad 3 5,0 5,0 5,0
VBad 5 8,3 8,3 13,3
a
Neutral 15 25,0 25,0 38,3
l
Good 26 43,3 43,3 81,7
i
dVery good 11 18,3 18,3 100,0
Total 60 100,0 100,0
Table 5: the quality of the vitall water
Graph 5: The quality of Vitall water
Based on the results, 43.3%, qualified Vitall water as good and 25% say it’s neutral.
6) Would you recommend our brand to your friend or colleague?
Q6
y Percent Percent
Yes 49 81,7 81,7 81,7
No 11 18,3 18,3 100,0
Total 60 100,0 100,0
Table 6: Can your customer recommend our bottles

Graph 6: Can our customer recommend our bottles
The Yes was major at 81.7% and No at 18.3%
7) Is there any problem that you would like to solve with our product?
Q7
y Percent Percent
Yes 20 33,3 33,3 33,3
No 40 66,7 66,7 100,0
Total 60 100,0 100,0
Table7: customer suggestion for a problem
Graph 7: Customer suggestion for a problem
We asked our sampling if there is a problem to change of our product(bio) or not, so 33.3%
answered Yes, and 66.7% responded No.
8) Are you satisfied with the quantity of our products?

Q8

y Percent Percent
VYES 21 35,6 35,6 35,6
aNO 38 64,4 64,4 100,0
l
iTotal 60 100,0 100,0
d
Table 8: precise existent problem declare by the customers
Graph 8: precise existent problem declare by the customers
After questionning, 35.5% answered and they are pleasing the quantity of our water. 64,4%
have replied No and they are not satisfied bio quantity.
9) If you were unhappy with us what can we do to get you to come back?
Q9
y Percent Percent
Decrease the
10 16,7 16,7 16,7
price
Increase the
11 18,3 18,3 35,0
quality
VQuantity 9 15,0 15,0 50,0
a
I am satisfied 20 33,3 33,3 83,3
l
Accesibility 3 5,0 5,0 88,3
i
dFree packs 2 3,3 3,3 91,7
More
colorful 5 8,3 8,3 100,0
packadging
Total 60 100,0 100,0
Table 9: How can we regain your trust
Graph 9 : How can we regain your trust
We have asked consumers using an open question , what can they suggest to the company.
they gave us several answers and request we regroup it according to their meaning. the
highest pourcentage is for the quantity (18,3%) and the price (16,7%).
10) What makes us different from our competitors?
Q10
y Percent Percent
Quality 28 46,7 46,7 46,7
Price 10 16,7 16,7 63,3
The feature 22 36,7 36,7 100,0
Total 60 100,0 100,0
Table 10: Comparison between Bio and its competitors
Graph 10: Comparison between Bio and its competitors

In this question, we ask them to compare bio and it’s competitor on threes side the quality,
price and the features. 46.7% supported that the quality of our product make the difference
compare to our direct competitors, and 36.7% think that the difference come from the feature
and only 16.7% think that the price make the difference
11) If you were ask to rate your last experience with us, what would it be?
Q11
y Percent Percent
Very bad 3 5,0 5,0 5,0
VBad 9 15,0 15,0 20,0
a
Neutral 26 43,3 43,3 63,3
l
Good 14 23,3 23,3 86,7
i
dVery 8 13,3 13,3 100,0
Total 60 100,0 100,0
Table 11 : Customer experience with our brand
Graph 11: Customer experience with our brand
The latest experience with our company is of 43.3% which means that in global their
experience was not bad. The second highest percentage is 23.3%.

12) How old are you?
Q12
y Percent Percent
V14 to 18 10 16,7 16,7 16,7
a18 to 30 43 71,7 71,7 88,3
l30 or plus 7 11,7 11,7 100,0
i
dTotal 60 100,0 100,0
Table12: The age our potential customer
Graph 12: The age of our potential customer
16.7% are between 14 to 18 years old and 71.7% are between 18 to 30 years old, and 11.7%
are above 30 years. In general the people that have answer to our questionnaire is between the
age of 18 to 30 years old.
Technique 2: Comparison of composition of water
Chemical composition Bio Vitall Positive Negative

Sodium 31 22.85 vitall Bio
potassium 1 10.86 vitall Bio
calcium 8 36.2 Vitall Bio
magnesium 6 9.75 vitall Bio
ph 7 7 (+/-0.5) vitall Bio
Nitrate 2 0 vitall Bio
Sulfate 5 25.42 vitall Bio
Bicarbonate 49 34.7 Bio Vitall
chloride 31 30.44 vitall Bio

The sodium, potassium, calcium, magnesium is all elements that are very good for health .In
other term the more they are the better the quality of the water. Whereas the Nitrate and the
Chloride are chemical composition that are added to water which help the product to be
conserved, which means the less the highest the quality of the water.
As demonstrated above we can see that in majority Vitall water is more qualitative compare to
bio in term of their composition, only one element give Bio more advantage compare to
Vitall. The difference represent only 14.3 (Bicarbonate).
In addition we can say based on the obvious facts that Vitall water is more qualitative because
8/9 of the elements present in the water is in the favor of Vitall while only 1/9 is for Bio.
To sum up, this information are carrying a very bad news for our company. And it become
crucial to change the composition of our bottles.
Technique 3: observation
As you can see in the video Vitall water are more demanded rather then BIO water, the main
reason as we can see is the quantity, because people don’t compare the quality, the feature or
even the price between the two but the dominant factor is the quantity with a fixed price (100
fdj) .As a general statement we can say that it is the main reason why we have lost the loyalty
of our customers.
V. Results and discussion

1) Hypothesis summary
Hypothesis validation using cross table
Hypothesis 1: customer prefere to purchase more quantity with a lower price

H01: there is A relationship between the quantity and the price.
H11: there is NO relationship between the quantity and the price.
Q2: How do you see the price? And question

Q8: Are you satisfied with the quantity of our product?

Q2 * Q8 Crosstabulation
Count
Q8 Total
Yes No
High 0 2 2
Middl
Q2 17 25 42
e
Low 4 11 15
Total 21 38 59
Chi-Square Tests
Value df Asymp. Sig.
(2-sided)
Pearson Chi-Square 2,063a 2 ,356
Likelihood Ratio 2,734 2 ,255
Linear-by-Linear
,119 1 ,730
Association
N of Valid Cases 59
a. 2 cells (33,3%) have expected count less than 5. The minimum expected
count is ,71.
According to the cross table people responded that there are not satisfied with our product
quantity and the price is acceptable in addition when looking at the chi-square test we have
seen that it is above 0.05 meaning that there is a low correlation between the quantity and the
price moreover we did validate the hyphothesis because we believe these result is caused by
the usage of an issuffisant sampling size (we didn’t reach the saturation point).
Hypothesis 2: Is there a relationship between customer preference and the taste of the water.
H02: there is A relationship between the taste and the customer preferences
H12: there is NO relationship between the taste and the customer preferences.
Q3: What is your favorite water brand?

Q4: How much do you enjoy the taste of our water?

Q4 * Q3 Crosstabulation
Q3 Total
Vitall BIO Others
Extremely
1 1 1 3
bad
Bad 0 1 0 1
Q4 Neutral 2 3 4 9
Good 10 12 11 33
Extremely
1 11 2 14
good
Total 14 28 18 60
Chi-Square Tests
Value df Asymp. Sig.
(2-sided)
Pearson Chi-Square 9,709a 8 ,286
Likelihood Ratio 10,390 8 ,239
Linear-by-Linear
,013 1 ,911
Association
N of Valid Cases 60
a. 11 cells (73,3%) have expected count less than 5. The minimum expected count is
,23.
According to the crosstable we can see that most of the people have responded that Bio water
are the more tasteful (good) and extremely good (vital=1 compare to Bio=11).
However in the second table the chi-scaque demonstrated that the two variable have a result
superior to 5% which means that those two variables are not correlated, this can be due to our
sampling size and the fact that we didn’t reach the saturation point. To conclude even
knowing the difference in the chi-square test we validated this hypothesis and rejected the null
one.

2) Discussion
According to the different techniques used to collect data we have been able to come up with
a set of important conclusion.
Let start by the conclusion we have been able to drive from the questionnaires. We have
asked them many question, where each questions have its importance. Firstly for the question
related to the company performance mostly they evaluated our company performance as
neutral by 51.7%, we can say that according to them that our performance is not good and not
bad in brief we didn’t reach the peak we still need to improve. They also said that our price is
in middle meaning its acceptable 71.7%, these number is logical because in general the price
of water is constant (100fdj) in the whole country. Plus we have been able to say that the
problem wasn’t coming from something related to our brand name or to our water quality in
fact the number don’t lie 46,7% have responded that they like Bio water compare to Vitall
with only 23,3% for Vitall company, these number is also due to the fact that we asked our
client while doing our survey it logical that they prefer our water. In addition We can say that
it is not related to our water taste because the number state that the customer prefer more our
water taste (55%) compare to Vitall (43.3%) taste which is a difference of 11.7% because we
targeted our client while doing the research they mostly said that they like our taste it is sure
that if we had taken an other sampling the result will be different. To continue with when we
asked our client on if they will recommend our brand to their colleagues or friend the Yes was
major by 81.7% which demonstrated that our customer like our bottle and can recommend it
to their loved ones. however when we did ask about any problem they have seen and want to
solve they mostly respond the quantity of our bottle that was not enough (1,5L compare to 2L
for Vitall) the respond by 64.4% here we can see that the major reasons why we have lost the
connection with our customer is due to the difference in the quantity while price remain
constant for all the water in the country, finally we can say that those two factors have
impacted in their decision making and highly contribute to our market share decrease.
Secondly for the conclusions we have been able to drive from the observation we have seen
that since Vitall adopted the new strategy which is to increase the quantity which out
changing the price, the demand for bio as considerably decreased all the retailer decrease their
demand, As you can see in the video 2/3 customer ask for vitall water not because of it quality
not because they have a liked the feature but only because there is more to drink. This
represent a very bad point for us and it confirm our worries, if we do not react quickly we will
continue losing our customers.
Last but not least, according to a comparison of the composition of the to bottle the
conclusion we have been able to state are the following: in majority Vitall won in practically
all the aspect the difference is near the unrealistic only 1/9 possitive for bio compare to 8/9
possitive for Vitall. Those number represent a very very big problem for us it means that
Vitall in term of it composition win over us and we have to work more on the quality of our
product if we want to compete with them and regain our customers.

To sum up, based on the different techniques and their outcomes we have noted that the losing
of our loyal customers was due to several reasons first it came from the side of our quantity
compared to the quantity of vitall water and the two price that is equal. But also from a
vicious cycle effect that caused our product to be less present in the market and finally to the
composition of our product that state that our water was not good compare to vitall even if
these affirmation contrast with what our customer think about our product (in the
questionnaires) our customer prefer our taste but the vitall water is more qualitative it is only
a manner of time till they notice it and start to change their point of view on our bottles. Now
that we know the reasons how could we solve this problem to reconnect with our customers?
3) Business plan (action plan)

In other to get back our precious connection with our customer and by the same occasion
regain our market share we will undertake some corrective action.
First and foremost Bio central of production is based on a very strategic position, the
company is located on the region where it rains the most in Djibouti called Omar Jakaa
according to meteorologist it rain in average 29 days in Summer, based on those prevision we
decided to use two strategies:
- First, we will increase Bio quantity by making 2 liter as Vitall. In that way customer
will not be influenced by the water quantity and the difference between the two bottle
will not be that obvious.
- Secondly, we will work on the quality of our product as much as possible in other to
provide to our customer the best quality in term of water.
- Thirdly, we will work on our packaging 2 liter bottle are very heavy so in other to be
different from our competitor we will look for a package that is appealing,
environment friendly.
VI. Conclusion
After 3 months, we can finally see the end of the tunnel. And say that all the investigation we
where doing have been usefull and helped the company see an other vision of itself and it
competitors. The research also permit to state out the point the company need to work on, it
weakness and strength and due to this research Yasin Ali can now start to work on solid
foundation. Lastly these work will not be possible which out the contribution and the work of
Deka Abdourahman and Hassan Ali that have done an incredible work and helped the
company found the solution to the problem.

APPENDIX
Budget study
Justification for Budget requested daily Budget requested Budget requested

Expenditures (franc Djibouti) weakly monthly (franc
Expenditure (franc Djibouti) Djibouti)
Description
Personnel service
Will be responsible of 4500 31500 (4500*7) 135 000(4500*30)
conduction all the aspect
Research of the research
coordinator
Responsible of doing the 4000 28 000 120 000
literature review and the
practical information of
Research analyst
the research
Equipment
Is essential for the both 1 Lap=90 000 180 000 180 000
research to work on the Need 2=180 000
Laptop research
computer
Useful to transport the 2000 10 000 40 000( 5*4=20
conditioned bottle with 20*2000)
the different distributors
Transportation
fees
Ex : credit card … 1000 5000 20 000
Communication
fees
Others
All the little material O 0 30 000
Printer/paper/pe
n…
Customer service (Only for the research - 400 000
conference in USA (travel coordinator)
plus hotel fees…)
ICWWTP 2019 21st (Only for the research - 600 000
Conference/trav International Conference coordinator)
el on Water and Wastewater
Treatment Plants (travel in
other to collect data)
Gap budget 152 500 Fdj
estimation
Emergency 76250 Fdj
budget
Total budget 1 525 000+(152 500 + 76 250) = 1 753 750 Fdj

Resource study
Dispenses Amount Due date Planned Execution Execution Remarque

finance permission
mode
Research 135000 10/10/18 CASH CEO Deka OK
coordinator
Research analysis 120000 10/10/18 CASH CEO HASSSAN OK
Laptop computer 180000 10/10/18 CASH CEO CEO OK
Communication 40000 10/10/18 CASH CEO CEO ok
fees
Transportation 20000 10/10/18 CASH CEO CEO ok
fees
Print paper 30000 10/10/18 CASH CEO CEO ok
Conference and 1,000,000(400000+ 19/09/18 CHEICK CEO DEKA ok
travel 600000)
Group Maping :
Price
Volvic,
cristaline
e Vitall, Bio
iljano
,tadjora
Quantity
Week one TDB, Task flow and Grant chart
Week 1
TDB Weekly
Team Two persons
Team Members Deka Abdourahman Youssouf( research
coordinator)
Hassan Ali Miguil (research analysist)
Week Week one
Starting Day 15/09/2018
Ending Day 23/09/2018

Objectives of the Week by priority

The objective of our research
Research question
Develop the hypothesis
List the available ressources, and none available
Estimate the budget needed
Task flow 1
Task Steps to task Task Assigne Starting Ending Tools Resource Task Resourc
descripti execution report d to date deadlines needed s needed executio es
on to and to n, allocatio
super accompli progres n
vision sh s
by
The List, specify None Deka 15/09/20 16/09/20 Our laptops( Human OK OK
objective the and 18 18 word) Plus
of our objective of Hassan computer
research the research
and make
sure it is
clear for all
Research determine None Deka 16/09/20 17/09/20 laptop Human OK OK
question the research and 18 18 Plus
question (by Hassan computer
doing the
Ahaa,
grandma
test...)
Develop Put in place None Deka 17/09/20 19/09/20 Laptop( Human OK OK
the the and 18 18 word) Plus
hypothesi hypothesis Hassan computer
s of the
research
List the Determine None Deka 19/09/20 20/09/20 Laptops(wor Human OK OK
available the available 18 18 d) Plus
resources and not computer
, and available
none resources
available
Estimate Estimate the Non Deka 20/09/20 23/09/20 laptop(excel human Ok Ok
the budget 18 18 ) Plus
budget needed for
e computer
needed whole as
well as each
step of the
research

Grant Chart
Day 1 Day 2 DAY 3 DAY 4 DAY 5 DAY6 DAY7

The
objective
of our
research
Research
question
Develop
the
hypothesis
List the
available
resources,
and none
available
Estimate
the budget
needed
Week two TDB, Task flow and Grant chart
Week 2
TDB Weekly
Team Two persons
coordinator)

Choose on the collection data techniques
Market study
Comparability study
Prepare questionnaires

Task flow 2
Task Steps to Task Assigne Starting Ending Tools Resource Task Resourc
description task report to d to date deadlines needed s needed executio es
execution and to n, allocatio
supervisi accomplis progress n
on by h
Choose on Meet and None Deka 23/09/20 24/09/20 Pen, Human OK OK
collection discusson and 18 18 paper
data the Hassan
techniques suitable
approach
for
collecting
datas
Market Update the None Deka 24/09/20 27/09/20 Sofwarr Human OK OK
study previous and 18 18 e
market Hassan
study of
the
compagny
in other to
better
know our
actual
environme
nt
Comparabili Update the None Hassan 27/09/20 01/10/20 Softwar Human OK OK
ty study competitor 18 18 e of
analysis analysis
Prepare Start to None Deka 01/10/20 03/10/20 Internet human Ok Ok
questionnair collect and 18 18
es informatio Hassan
n by
directly
asking
questions
to
customer
Grant Chart

Choose on
collection
data
techniques
Market study
Comparability
study
Prepare
questionnaires

Week three TDB, Task flow and Grant chart
Week 3
TDB Weekly
Team Two persons
coordinator)

Publish the questionnaires
Collect the results and analyze its
Develop the action plan
write a business report
Task flow 3
Task Steps to Task Assigne Starting Ending Tools Resource Task Resourc
description task report to d to date deadlines neede s needed executio es
execution and d to n, allocatio
supervisio accomplis progress n
n by h
Publish the Share a None Deka 03/10/201 04/10/201 Intern Human OK OK
questionnair part of the 8 8 et and
es questionna a
ry via laptop
internet
Collect the Coding the None Deka 04/10/201 06/10/201 laptop Human OK OK
results and answers and 8 8
analyze it Hassan
Develop the Discuss the None Deka 06/10/201 08/10/201 Paper Human OK OK
action plan result and 8 8 pen,
Hassan laptop
write a Regroup None Deka 08/10/201 10/10/201 laptop human Ok Ok
business all step and and 8 8
report combine it Hassan
in the
report

Grant chart

Publish the
question in
the social
medias
Collect the
results and
than analysis
its
Finalize with
the solution
In conclusion,
write a
business
report


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Faculté de Droit, d’Economie et de Gestion

Business Research Project Dissertation presented by

” Deka Abdourahman Youssouf & Hassan Ali Miguil “

” Reconnecting with our customers“

Raouia Mohammed Hammami

Chapter two: Emperical Essay .................................................................................................................5

Deka Abdourahman Youssouf

Deka Abdourahman Youssouf

Chapter one: Study framework

II. Case study

Deka Abdourahman Youssouf

YACIN ALI (CEO)

Manager of Manager of Research and

General problem formulation

Motivation of the researchers:

Objectives of the research:

Deka Abdourahman Youssouf

Deka Abdourahman Youssouf

During our research we have meet several obstacles such as:

Deka Abdourahman Youssouf

Chapter Two: Empirical Essay

II. Data collection

Deka Abdourahman Youssouf

III. Field work

Methodology of analysis of data:

Deka Abdourahman Youssouf

Data collection technique

IV. Data Analysis

1) Null and Alternative Hypothesis

Hypothesis 1: customer prefer to purchase more quantity with a lower price

Deka Abdourahman Youssouf

1) Evaluate the performance of Our Company?

40,0 40,0 100,0

Graph 1: the performance of bio company

2) How do you see the price of Bio company?

High 2 3,3 3,3 3,3

Middle 43 71,7 71,7 75,0

Graph 2 the price’s bio company

3) What is your favorite brand?

Table 3: The best brand according to Customer

Deka Abdourahman Youssouf

Graph 3: the best brand according to Customer

4) How much do you enjoy the taste of our water?

Very bad 3 5,0 5,0 5,0

Bad 1 1,7 1,7 6,7

Neutral 9 15,0 15,0 21,7

Good 33 55,0 55,0 76,7

Very good 14 23,3 23,3 100,0

Total 60 100,0 100,0

Graph 4:Taste of bio

Deka Abdourahman Youssouf

5) How much do you enjoy the taste of Vitall water?

Graph 5: The quality of Vitall water

6) Would you recommend our brand to your friend or colleague?

Deka Abdourahman Youssouf

Graph 6: Can our customer recommend our bottles

The Yes was major at 81.7% and No at 18.3%

Graph 7: Customer suggestion for a problem

8) Are you satisfied with the quantity of our products?

Deka Abdourahman Youssouf

Frequenc Percent Valid Cumulative

Graph 8: precise existent problem declare by the customers

Graph 9 : How can we regain your trust