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DEALER PERCEPTION INDEX

TABLE OF CONTENTS

CHAPTER CONTENTS PAGE NO

1 Introduction 1
Introduction of topic 2-9

2 Need of the study 11


Objectives 12
Methodology 14
Statistical techniques
Limitations 16

3 Company profile 16
History 17
Developments 19
Achievements 20
Structure of organization 21-22
Product profile

4&5 Data analysis and interpretation 24-35

6 Summary
Findings 40
Suggestions 41
Bibliography 43

Questionnaire 44

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LIST OF TABLES

TABLE CONTENTS PAGE


NO NO

1 Length of the field 24

2 Different cement brand you generally deal with 25

3 Last moving cement brand from your outlet 26

4 The reasons for particular cement brand moving fast in the 27


market

5 Recommendation of particular brand by you 28

6 Factor motivating you to recommend a particular brand 29

7 Factors influencing the customer in purchasing cement 30

8 Creation of awareness about Lanco cement 31

9 Openion on Lanco cement 32

10 Quantity of selling cement per month 33

11 Media advetisement you suggest for Lanco cement 34

12 Area of Lanco cement to join to handle 35

13 Type of packages preferred to handle 36

14 Negative points of Lanco cement 37

15 Type of support you need from the company 38

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LIST OF GRAPHS

GRAPH NO CONTENTS PAGE NO

1 Length of the field 24

2 Different cement brand you generally deal 25


with

3 Last moving cement brand from your outlet 26

4 The reasons for particular cement brand 27


moving fast in the market

5 Recommendation of particular brand by you 28

6 Factor motivating you to recommend a 29


particular brand

7 Factors influencing the customer in 30


purchasing cement

8 Creation of awareness about Lanco cement 31

9 Opinion on Lanco cement 32

10 Quantity of selling cement per month 33

11 Media advertisement you suggest for Lanco 34


cement

12 Area of Lanco cement to join to handle 35

13 Type of packages preferred to handle 36

14 Negative points of Lanco cement 37

15 Type of support you need from the company 38

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Introduction

Thus, perception in humans describes the process whereby sensory stimulation is


translated into organized experience. That experience, or percept, is the joint product of the
stimulation and of the process itself. Relations found between various types of stimulation
(e.g., light waves and sound waves) and their associated percepts suggest inferences that can
be made about the properties of the perceptual process; theories of perceiving then can be
developed on the basis of these inferences. Because the perceptual process is not itself public
or directly observable (except to the perceiver himself, whose percepts are given directly in
experience), the validity of perceptual theories can be checked only indirectly.

Definition of Perception

Perception is the process by which organisms interpret and organize sensation to produce a
meaningful experience of the world. Sensation usually refers to the immediate, relatively
unprocessed result of stimulation of sensory receptors in the eyes, ears, nose, tongue, or skin.
Perception, on the other hand, better describes one's ultimate experience of the world and
typically involves further processing of sensory input. In practice, sensation and perception
are virtually impossible to separate, because they are part of one continuous process.

Historically, systematic thought about perceiving was the province of philosophy.


Philosophical interest in perception stems largely from questions about the sources and
validity of what is called human knowledge (epistemology). Epistemologists ask whether a
real, physical world exists independently of human experience and, if so, how its properties
can be learned and how the truth or accuracy of that experience can be determined. They also
ask whether there are innate ideas or whether all experience originates through contact with
the physical world, mediated by the sense organs.

As a scientific enterprise, however, the investigation of perception has especially


developed as part of the larger discipline of psychology. For the most part, psychology
bypasses the questions about perceiving raised by philosophy in favour of problems that can

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be handled by its special methods. The remnants of such philosophical questions, however,
do remain; researchers are still concerned, for example, with the relative contributions of
innate and learned factors to the perceptual process.

Such fundamental philosophical assertions as the existence of a physical world, however, are
taken for granted among most scientific students of perceiving. Typically, researchers in
perception simply accept the apparent physical world particularly as it is described in those
branches of physics concerned with electromagnetic energy, optics, and mechanics. The
problems they consider relate to the process whereby percepts are formed from the
interaction of physical energy (for example, light) with the perceiving organism. Of further
interest is the degree of correspondence between percepts and the physical objects to which
they ordinarily relate. How accurately, for example, does the visually perceived size of an
object match its physical size as measured (e.g., with a yardstick).

Meaning of Perception

Perception is the process of attaining awareness or understanding of sensory


information. It is a task far more complex than was imagined in the 1950s and 1960s, when it
was predicted that building perceiving machines would take about a decade, a goal which is
still very far from fruition. The word comes from the Latin words perceptio, percipio, and
means "receiving, collecting, action of taking possession, apprehension with the mind or
senses."

Perception is one of the oldest fields in psychology. The oldest quantitative law in
psychology is the Weber-Fechner law, which quantifies the relationship between the intensity
of physical stimuli and their perceptual effects.

Perceptions vary from person to person. Different people perceive different things about
the same situation. But more than that, we assign different meanings to what we perceive.
And the meanings might change for a certain person. One might change one's perspective or
simply make things mean something else.

This is a famous picture. What does it look like to you?

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Some people see a young lady looking away. Others see an old lady looking down.
Depending on how you look at it, part of the picture might be the young woman's nose and
eyelash, or it might be a wart on the old woman's nose. What is the young woman's ear might
be the old woman's eye. What is the young woman's necklace might be the old woman's
mouth. The picture hasn't really changed. You just emphasize different parts of it and assign
them different meaning.

Look at these two arrows. Which horizontal line is the longest?

They are exactly the same size. However the top one looks longer than the bottom one. It is
on optical illusion tricking us into assigning a different meaning to what we see.

We fill in a lot of blanks with our minds. If we have incomplete perceptions, which we
practically always do to a certain extent, our minds fill in the rest.

Are those letters? Or are they just lines and blotches on the paper? How do you know?

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Do you see a vase or do you see two faces looking at each other?

The meaning of something will change when you look at it differently. You can look at
anything differently and it will have a different meaning.

Quotes:
"Perception is a mirror not a fact. And what I look on is my state of mind, reflected outward."
- A Course In Miracles

"To perceive means to immobilize... we seize, in the act of perception, something which
outruns perception itself." - Henri L. Bergson

"If the doors of perception were cleansed everything would appear to man as it is, infinite.
For man has closed himself up, till he sees all things thru chinks of his cavern." - William
Blake

"Nothing exists until or unless it is observed. An artist is making something exist by


observing it. And his hope for other people is that they will also make it exist by observing it.
I call it creative observation. Creative viewing." - William S. Burroughs
"You are only as wise as others perceive you to be." - M. Shawn Cole

"To see what is right, and not do it, is want of courage, or of principle." - Confucius

TYPES OF PERCEPTION

1. Motion perception

Perceived movement cannot simply be explained by the motion of an object's retinal


image since image motion caused by observer or eye movement does not lead to perceived
object movement. Moreover, an object tracked by smooth-pursuit eye movements will appear

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to move, although in that case there is essentially no motion of the object's image over the
retina. Similarly, an afterimage will appear to move during eye movement even in a
completely darkened room. Where ordinarily the movement of the retinal image caused by
the moving eye is computed to signify “no object motion,” thus yielding position constancy
(since the image motion and eye motion are equal in magnitude), the same computational rule
must signify “object motion” in the case of the afterimage.

2. Form perception

Form perception means the experience of a shaped region in the field. Recognition
means the experience that the shape is familiar. Identification means that the function or
meaning or category of the shape is known. For those who have never seen the shape before,
it will be perceived but not recognized or identified. For those who have, it will be perceived
as a certain familiar shape and also identified. Recognition and identification obviously must
be based on past experience, which means that through certain unknown processes, memory
contributes to the immediate experience that one has, giving the qualities of familiarity and
meaning.

The figure of a 4 in Fig. 1a is seen as one unit, separate from other units in the field,
even if these units overlap. This means that the parts of the figure are grouped together by the
perceptual system into a whole, and these parts are not grouped with the parts of other
objects. This effect is called perceptional organization. There are other problems about form
perception that remain to be unraveled. For example, the size of a figure can vary, as can its
locus on the retina or even its color or type of contour, without affecting its perceived shape
(Fig. 2).

Perceptual organization, (a) The figure of a four is immediately and spontaneously perceived
despite the presence of other overlapping and adjacent lines, (b) The four, although
physically present, is not spontaneously perceived and is even difficult to see when one
knows it is there.

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Transposition of form; the two shapes clearly look the same despite the difference in size.

Basic information

Summary of Dealer Types

About the types of licenses issued and regulated by the Business Licensing and Consumer Services Unit
(BL&CS) can be found below. Different transactions are possible and different fees apply for each type of
license. More information about each license type can be found in the appropriate info MVA process
description.

Types of Business Licenses

License Type Description Licensing Process


New Vehicle Sells new vehicles under a franchise Dealer -License to Sell New
agreement with a licensed manufacturer or
Dealer Vehicles
distributor. A location suitable for retail sales
is required.

Used Vehicle Sells used vehicles to the public and other Dealer - License to Sell Used
dealers. A physical location suitable for retail
Dealer Vehicles
sales from which the sales are conducted is
required. Vehicle sales must be the principal
or only business conducted at that location.

Wholesale Dealer Buys, sells, and exchanges used vehicles with Dealer - License for
other dealers. May purchase vehicles from the
Wholesale Vehicle Dealer
public. MAY NOT SELL TO THE RETAIL.

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Motorcycle Dealer Sells new motorcycles under a franchise Dealer - License to Sell
agreement with a license manufacturer or
Motorcycles
distributor. May be licensed to sell only used
motorcycles. A location suitable for retail
sales is required.

Emergency Sells new emergency vehicles under a Dealer - License to Sell


franchise agreement with a licensed
Vehicle Dealer Emergency Vehicles
manufacturer or distributor. Location may be
an office only.

Trailer Dealer Sells new trailers under a franchise agreement Dealer - License to Sell
with a licensed manufacturer or distributor.
Trailers
• Boat May be licensed to sell only used trailers. A
location suitable for retail sales is required.
• Under 15'

• Over 15'

Title Service Transports MVA paperwork and fees to and Dealer - Licenses for Title
from MVA offices for customers. Some Title
Agent Service Agent
Service Agents process the documents from
their office electronically.

Manufacturer A manufacturer of a new vehicle constructed Dealer - License for


in the United States. Licensee does not have to
Manufacturers and
be located in Maryland.
Distributors
2nd Stage A manufacturer of a new two-stage vehicle Dealer - License for
completed in the United States. Licensee does
Manufacturer Manufacturers and
not have to be located in Maryland.
Distributors
An authorized importer of new vehicles Dealer - License for
manufactured or assembled outside the United
Manufacturers and
Distributor States who may enter into franchise contracts
Distributors
with dealers. Licensee does not have to be
located in Maryland.

Automotive Acquires vehicles to dismantle, destroy, or Dealer - License for


scrap for the sale of their parts and materials.
Dismantler & Automotive Dismantler &
A location suitable for sales and storage is
Recycler Recycler or Scrap Processor
required.

Scrap Processor Has facilities to process vehicle scrap for Dealer - License for

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resmelting purposes. Automotive Dismantler &


Recycler or Scrap Processor
Salesman Sells or attempts to induce the sale of Dealer - Salesman's License
vehicles. Is employed by licensed vehicle
dealer.

DEALER TYPOLOGY

Dealers are segmented into four groups based on their satisfaction with and
commitment to the manufacturer. These groups are defined as follows:

▪ Partners: Dealers those are both satisfied and committed. This group is the most
dedicated.
▪ Mercenaries: Dealers those are satisfied but not committed. This group needs a
compelling reason to stay with the brand.
▪ Hostages: Dealers that are not satisfied but remain committed. Dealers can become
hostages due to lack of viable options or other exit barriers.
▪ Uninvolved: Dealers those are neither satisfied nor committed.

Motivators: Attributes with a high stated importance and an equally high impact on
commitment. These are the main drivers of dealer satisfaction and commitment.

Hidden Opportunities: Issues where dealer claimed importance is relatively low but impact
on commitment is high. These issues are differentiators.

Hygienics: Attributes where stated importance is high but impact on commitment is low.
These reflect the "must be" needs of dealers.

Potential Savers: Attributes with low stated importance and impact on commitment. Dealers
are currently less sensitive to these issues.

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DEALER PERCEPTION CHAPTER-2

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NEEDS OF THE STUDY

Marketing occupies an important place in all stages of economic life even from barter

system. But today marketing is in complicated stage modern marketing covers all business

activities in order, to as, certain demand, product planning, distribution that facilities the

entire marketing process. the modern marketing programme, aims to attract the dealers the

features of modern marketing are discussed next.

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OBJECTIVES OF THE STUDY

 To study dealer perception regarding recommended various cement brands.

 To study dealer perception regarding factors influencing customers in purchasing

cement.

 To study the dealer’s perception pertaining to make creating awareness for LANCO

cement.

 To study dealer’s perception regarding the areas in which improvement in needed for

LANCO cement.

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DEALER PERCEPTION CHAPTER-2

INFORMATION SOURCES

Sources of data:
The data has been collected from both primary and secondary sources for the project
work.

Primary data:
The primary data is collected with the help of questionnaires, which consists of closed
ended questions .The questionnaire is chosen for of its simplicity and reliability. In addition
to this the data is collected through personal interview.

Secondary data:
Secondary data is collected through the document provided by personnel department
such as personnel manuals, reports regarding suggestions, scheme etc.,
Relevant books from various magazines, company website journals and other reports.

Statistical tools:
The statistical tool adopted in this is percentage analysis is used to find the percentage
value for all the questionnaires used in making comparison between two or more series of
data .

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RESEARCH METHODOLOGY

Research Design:
The research design adopted for this study was descriptive type research design.

Survey Type:
The survey adopted in the present project work was sample survey.

Sampling Technique:
Sample technique adopted here in the present project was simple random sampling
method. Though lottery method samples were selected in random sampling.

Sample Size:
The sample size taken in the project was 75.
Sample unit:
The sample unit is the dealers through these sample units information was collected.

Research Instruments:
Research instrument used in this is structured questionnaire.

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LIMITATIONS

 The scope of study is confined to Kurnool District only; because of so many factors

differ at different places, the perception, exceptions and satisfaction level of whole

market.

 The analysis may vary as survey is based on short period of study.

 As dealers were busy they spend little time in the survey process. Few dealers are

hesitated to give response to certain questions.

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COMPANY HISTORY

• Lanco industries were incorporated in the year 1991. It has two main products -

pig iron and slag cement.

• Commercial production at the pig iron plant in Tirupathi started in Sept. 1994.

Capacity utilisation is 95.4% of rated capacity for 1996-97.

• The company's captive power plant was commissioned in Feb 1995. For the year

1996-97, the company produced 24.8 MW internally which was 88% of its total

consumption.

• The company has a downstream 70,000 TPA Slag cement plant, 50% of input

coming from the pig iron plant. Commercial production started in April 1996.

Capacity utilisation is 47.39% of rated capacity for 1996-97.

• The company raised Rs. 454.73 lacs through a Rights issue of 1:5 during the year

1995-96 for its expansion/diversification into cement production.

2001 - The Company has signed an agreement with CDSL, NSDL and Aarthi

Consultants Pvt. Ltd., Hyderabad, for dematerialisation.

• 2002-Lanco Industries Ltd has informed that Shri L Madhusudhan Rao the present

Managing Director has resigned from the position of MD of the company and the

Board has accepted the resignatio and also appointed Sri Gowri Shankar Tekriwal

as Managing Director subject to the approval of sharehold ers and financial

institutions.

• 2004-Lanco signs MoU for Chhattisgarh project with UK firm

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COMPANY DEVELOPMENTS

• Lanco is one of the fastest growing Integrated Infrastructure Enterprises of


India, operating across a synergistic chain of Strategic Business Units (SBUs)
comprising Power, EPC, Construction, Renewables, Resources, Non-Power
Infrastructure, Property Development and CSR.
• Lanco Infratech Ltd’s current market capitalisation is approximately Rs. 15,000
Crores (USD 3.3 billion). Out of the total Share Capital, the promoters’ holding
is about 68 %. The gross revenue of Lanco as on March 2010 was over Rs.
8200 Crores (USD 1.8 billion).
• Lanco is fast emerging as one of the top three private sector power developers
in India with 2092 MW under operation, 7153 MW under construction, and
11070 MW of projects under development.
• In a strategic move that provides increased fuel security for its current power
generating assets and its future power portfolio expansions, Lanco through its
step down Australian subsidiary, Lanco Resources Australia, has acquired
Griffin Coal Mining Company and Carpenter Mine Management. Griffin coal,
based out of Collie in Western Australia, owns the largest operational thermal
coal mines in Western Australia, producing over 4 mtpa of coal which can be
ramped up to over 15 mpta in the near term, post development of evacuation
infrastructure.
• Lanco has strategic global partnerships with top-notch companies which
include: Genting, Harbin, GE, Dongfang, Doosan etc. Today, Lanco is one of
India’s largest Power Trader in the private sector.
• A people driven organization, Lanco operates from 20 States in India and has
international operations in Australia, China, Indonesia, Nepal, Singapore,
United Kingdom and USA with a human resource base of about 6500 people.
Lanco has an Order book of Rs 25,425 Crores as of September 2010. Lanco is
also a privileged member to the World Economic Forum and it has been
acknowledged as an elite member of the top two hundred “Global Growth
Companies”.
• As part of its business strategy, the company has chalked out an ambitious
growth plan – Lanco’s Vision 2015: to build a High Performance Organisation
with an operating capacity of 15000 MW in Power. Lanco also envisages
aggressive growth plans for EPC with a strong Order book growth.

• The year 2010 was celebrated as Lanco’s Silver Jubilee Year. It has been
twenty five years since the founder chairman L Rajagopal, taking inspiration
from his uncle Lagadapati Amrappa Naidu, began his career as an entrepreneur.
Lanco continues to take its stride forward on the strength of their vision and
inspiration and under the leadership of the current Chairman, L Madhusudhan
Rao.

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• Father and son team. Ki and Curt langille, are the driving force behind Lanco
Development Company. Ki began building homes and apartment buildings in the
mid-1950's after several years of involvement in the Chicago area real estate
market. While always maintaining a suburban Chicago base, Ki has built and
developed land from Ft. Wayne, Indiana, to Lake Geneva, Wisconsin.

• However, since Curt (now President of the company, and twice past President of
the McHenry County Home Builders Association) joined Lanco in 1976, their
geographic area of concentration has predominately been McHenry County but
are also expanding into the Lake Geneva area; offering homesites and an exciting
Villa development in Geneva National as well as homesites at Bear Trap Ridge,
Fontana, WI. Both Curt and Ki enjoy the challenge of designing a home to meet
the home buyer's ideas, matching those ideas to the buyer's budget and finally
putting them on paper.

• The result--a true custom home. The final key ingredient is the team of
subcontractors and suppliers, most of whom have worked with Lanco for more
than 20 years. Their in-depth knowledge allows them the employment of state-of-
the-art innovations within the homes they construct.
Focusing on locations where they would personally want to live, and embracing
the features they would implement in their own homes has made Lanco a success.
Ki and Curt Langille are satisfied only when their customer is.

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COMPANY ACHIEVEMENTS

In a recent Parade of Homes, Lanco Development's model won 12 of 14 awards.

Lanco has also garnered awards from the McHenry Medley of Homes, the Treasure Hunt of
Homes and won 3 prestigious Gold Key Awards.

Golden Key Award

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COMPANY STRUCTURE

Directors:
Shri G. Maruthi Rao

Shri Gouri Shankar Rathi

Shri L. Madhusudhan Rao

Shri G. Bhaskara Rao

Shri L. Sridhar

Shri P.M. Suresh (Nominee of IDBI)

Shri Vinod Kumar Agrawal, IAS (Nominee of APIDC)

Managing Director :

Shri Mayank Kejriwal

Sr. General Manager – Finance & Company Secretary:

Shri G.D. Saini

Auditors :

M/s. K.R. Bapuji & Co.Hyderabad

Solicitors:

Khaitan & Co.

Bankers:

ICICI Bank Ltd.

HDFC Bank Ltd.

IDBI Bank Ltd.

Standard Chartered Bank

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Punjab National Bank

Bank of India

Andhra Bank

Registered Office & Works Rachagunneri-517 641

Srikalahasthi Mandal

Chittoor District

Andhra Pradesh

Share Transfer Agents M/s. Karvy Computershare Private Limited

Plot No. 17-24, Beside Image Hospital

Vittalrao Nagar, Madhapur

Hyderabad-500 081

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DEALER PERCEPTION CHAPTER-4 & 5

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DEALER PERCEPTION CHAPTER-4 & 5

1) Length of this field?

TABLE 1:

Particulars Respondents % of Respondents


1-2 years 16 21
3-4 years 19 25
5-6 years 16 22
Above 5 years 24 32
Total 75 100

GRAPH 1:

DATA INTERPRETATION:

It is found that, 21% of people said that length of the field is 1-2 years, 25% of the

people said that length of the field is 3-4 years and 22% and 32% of people said that it is

about 5-6 years and above 6 years respectively.

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2) What are the different cement brands you generally deal with?

TABLE 2:

Particulars Respondents % of Respondents


Lanco cement 12 16%
Nagarjuna cement 32 43%
Ultra tech cement 18 24%
Penna cement 13 17%
Total 75 100

GRAPH- 2:

50%
43%
40%

30% 24%

20% 16% 17%

10%

0%
Lanco cement Nagarjuna cement Ultra tech cement Penna cement

DATA INTERPRETATION:

Only 16% of people deal with brand A cement, 43%, 24% and 17% of people deal with

brand B cement, brand C and brand D cement.

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3) Which is the last moving cement brand from your outlet?

TABLE 3

Particulars Respondents % of Respondents


Lanco cement 7 9
Nagarjuna cement 22 29
Ultra tech cement 19 27
Penna cement 27 36
Total 75 100

GRAPH 3

40% 36%
35%
29%
30% 27%
25%
20%
15%
9%
10%
5%
0%
Lanco cement Nagarjuna Ultra tech cement Penna cement
cement

DATA INTERPRETATION

According to survey, 9% of respondents say that last moving cement brand from the

outlet is brand A, 29% of respondents say brand B, 27% of respondents say brand C and 36%

of respondents say all.

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4) What are the reasons for particular cement brand moving fast in the market ?

TABLE 4

Particulars Respondents % of Respondents


Quality 14 19%
Price 15 20%
Advertisement 30 37%
Brand image 16 18%
Total 75 100

GRAPH 4

40%

35% 37%
30%

25%

20%
19% 20%
15% 18%

10%

5%

0%
Quality Price Advertisement Brand image

DATA INTERPRETATION:

Quality has been the reason for particular cement brand moving fast in the market

according to 19% of respondents, according to 20% of respondents, reason is price, according

to 37% of respondents, the reason is advertisement and finally brand image has been the

reason for it according to 18% of respondents.

5) Which company brand do you recommend?

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DEALER PERCEPTION CHAPTER-4 & 5

TABLE 5

Particulars Respondents % of Respondents


Nagarjuna 16 21%
Penna 17 23%
Lanco 28 37%
All 14 19%
Total 75 100

GRAPH 5

40% 37%
35%
30%
25% 23%
21%
19%
20%
15%
10%
5%
0%
nagarjuna penna lanco all

DATA INTERPRETATION

21% of respondents recommend brand A, 23% of respondents recommend brand B,

37% of respondents recommend brand C and 19% of respondents recommend all brands.

6) What motivates you to recommend a particular brand?

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DEALER PERCEPTION CHAPTER-4 & 5

TABLE 6

Particulars Respondents % of Respondents


Brand image 14 19
Reasonable price 26 34
Package 19 25
Incentive 16 22
Total 75 100

GRAPH- 6

DATA INTERPRETATION

To 19% of respondents, brand image motivates to recommend a particular brand, to

34% of respondents, reasonable price motivates, package motivates to recommend a

particular brand to 25% of respondents and incentive motivates 22% of respondents to

recommend a particular brand.

7) What are the major factors that influence the customer in purchasing cement?

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 30 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

TABLE 7

Particulars Respondents % of Respondents


Quality 32 42
Brand name 15 20
Package 17 23
Durability 11 14
Total 75 100

GRAPH 7

DATA INTERPRETATION

For 42% of respondents, quality has been the factor to influence the customer in

purchasing the cement, for 20% of respondents, brand name is the major factor, for 23% of

respondents, package is the major factor and for 14% of respondents, durability has been the

major factor to influence the customer in purchasing the cement.

8) How do you create awareness about lanco cement?

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 31 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

TABLE 8

Particulars Respondents % of Respondents


Through advertisement 30 40
Through architects 17 22
Through company 15 20
Others 13 17
Total 75 100

GRAPH 8

DATA INTERPRETATION

Through advertisement, awareness about Lanco cement can be created according to 40% of

respondents, according to 22% of respondents awareness of the Lanco cement can be created

through architects, according to 20% and17% of respondents, awareness can be created

through company and others respectively.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 32 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

9) What is your opinion on lanco cement?

TABLE 9

Particulars Respondents % of Respondents


Very good 27 36
Good 14 19
Satisfaction 18 24
Poor 16 21
Total 75 100

GRAPH 9

DATA INTERPRETATION

Opinion of 36% of respondents on Lanco cement is very good, opinion of 19% of

respondents on Lanco cement is good, and opinion of 24% and 21% of respondents on Lanco

cement is satisfaction and poor respectively.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 33 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

10) Kindly how much (metric tonnes) you sell per month?

TABLE 10

Particulars Respondents % of Respondents


50-100 13 17
100-150 18 24
150-200 30 40
200 and above 14 18
Total 75 100

GRAPH 10

DATA INTERPRETATION

50-100 tonnes of cement are sold per month according to 17% of respondents,

according 24%, 40% and 18% of respondents 100-150 tonnes, 150-200 tonnes and 200 and

above tonnes of cement is sold per month respectively.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 34 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

11) Which media advertisement you suggest move for lanco cement?

TABLE 11

Particulars Respondents % of Respondents


Electronic 11 15
Print media 35 46
Hording 15 20
Wall paints 14 19
Total 75 100

GRAPH 11

DATA INTERPRETATION

According to the survey, it is found that electronic media has been suggested by 15%

of respondents to move the Lanco cement, 46% of respondents suggest print media, 20% of

respondents suggest hording and 19% of respondents suggest wall paints.

12) In which area lanco cement has to join to handle?

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 35 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

TABLE 12

Particulars Respondents % of Respondents


Advertisement 24 32
Price 19 25
Packages 18 25
Quality 15 18
Total 75 100

GRAPH 12

DATA INTERPRETATION

32% of respondents agree that Lanco cement has to join advertisement area to handle,

25% of respondents say price, 25% of respondents say packages and 18% of respondents say

area of quality.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 36 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

13) What type of packages you prefer to handle?

TABLE 13

Particulars Respondents % of Respondents


Gunny bags 9 12
Plastic bags 34 45
Color less 17 22
Others 15 23
Total 75 100

GRAPH 13

DATA INTERPRETATION

12% of respondents prefer gunny bags, 45% of respondents prefer plastic bags, 22% of

respondents prefer colourless and 21% of respondents prefer other type of packaging.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 37 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

14) In your view what are the negative point of lanco cement?

TABLE 14

Particulars Respondents % of Respondents


No advertisement 13 17
Low price 18 24
Colour less 16 21
Others 28 38
Total 75 100

GRAPH 14

DATA INTERPRETATION

In view of 17% of respondents, no advertisement has been negative point of Lanco cement,

In view of 24%, 21% and 38% of respondents low price, colourless and other factors have

been the negative point of Lanco cement.

15) What type of support you need from the company?

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 38 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-4 & 5

TABLE 15

Particulars Respondents % of Respondents


Credit 12 16
Discount 31 41
Transportation 16 21
Advertisement 16 22
Total 75 100

GRAPH 15

DATA INTERPRETATION

The types of support from a company that is needed to 16%, 41%, 21% and 22% are

credit, discount, transportation and advertisement respectively.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 39 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-6

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 40 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-6

SUMMARY

• Most respondents said that providing wall paints, advertisements.

• Most respondents said that improve quality towards lanco cement.

• 46% of respondents preferred to handle the plastic bag.

• 44% of dealers said that there is no colourless is the negative point of lanco cement.

• 42% of respondents said that discounts are needed from the company.

• 39% of the respondents are having experience between 3 to 4 years.

• 38% of the respondents dealing with brand A.

• 44% of the respondents said that brand- A is moving fastly in cement sector.

• 42% of respondents said that quality is main reason for fast moving of cement.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 41 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-6

FINDINGS

 39% of the respondents are having experience between 3 to 4 years.

 38% of the respondents dealing with brand A.

 44% of the respondents said that brand- A is moving fastly in cement sector.

 42% of respondents said that quality is main reason for fast moving of cement.

 48% of respondents are recommended to brand A cement.

 42% of respondents motivates to recommended brand image.

 42% of respondents quality is main factor to purchase particular brand of cement.

 44% of advertisements of creating awareness of lanco cement.

 50% of the respondents said that lanco is satisfactory.

 38% of the dealers are selling 50-100 metric tons of cement.

 63% of the dealers are satisfied about their credit facility in Lanco Company.

 65% of the dealers said that they need advertisement support from the company.

 44% of respondents said that providing wall paints, advertisements.

 48% of respondents said that improve quality towards lanco cement.

 46% of respondents preferred to handle the plastic bag.

 44% of dealers said that there is no colourless is the negative point of lanco cement.

 42% of respondents said that discounts are needed from the company.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 42 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-6

SUGGESTIONS

 To lead the market Lanco Cement Company Should increase the colour reduce setting

time if possible when compared to other brands of cement.

 Company should provide credit facility and should increase the time period to dealers.

 Most of the dealers were suggested to improve the sales by giving advisement in

media like news papers, magazines, televisions and radios.

 The sales of Lanco will be increased by increasing the number of dealers in chittoor

District.

 Some of the dealers have informed that there is variation in company sales price. The

management should maintain price list to all dealers.

 Conduct mansions meet to explain about technical characteristics, usage methods and

advantage slag cement.

 To increase the sales the management should give advertisement like Press, Media,

Hoarding and Wall paints and should provide Banians, Auto Rickshaw Puller,

Constructing Bus Shelters.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 43 DEPT.OF MANAGEMENT


DEALER PERCEPTION CHAPTER-6

CONCLUSION

The study clearly shows that almost all the dealers are satisfied at their management

had to try to make some improvements suggested by the dealers. Dealer’s perception

regarding factors such as quality, brand image, price, durability etc., factors are influencing to

purchasing a particular brand. Creating aware of lanco cement through media of advertising

to improve the area of sales, present lanco cement is satisfactory till go for more promotion

outlets.

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 44 DEPT.OF MANAGEMENT


DEALER PERCEPTION BIBLIOGRAPHY

BIBLIOGRAPHY

AUTHORS:

1. DONALD R.COER, PAMELA S.SCCHINDLER, Business research methods, Tata


McGraw-Hill Edition 1999.

2. Gc Berry, Marketing Research third edition, Tata McGraw-Hill publishing company


limited.

3. William.J. Stanton, Michel J. Etzel, Bruce J. Walker Fundamentals of Marketing 10th


Edition.

4. Philip Kotler Marketing Management, 9th Edition, Practice – Hall of India (P) Ltd.,
New Delhi

WEBSITES:

www.google.com

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 45 DEPT.OF MANAGEMENT


DEALER PERCEPTION QUESTIONNAIRE

QUESTIONNAIRE

Name of the Dealer:


Address:

1) Length of this field?


[ ]

a) 1-2 years b) 3-4 years


c) 5-6 years d) Above 6 years

2) What are the different cement brand you generally deal with? [ ]

a) Brand – A b) Brand – B
c) Brand - C d) All

3) Which is the last moving cement brand from your outlet? [ ]

a) Brand – A b) Brand – B
c) Brand – C d) All

4) What are the reasons for particular cement brand moving fast in the market?
[ ]
a) Quality b) Price
c) Advertisement d) Brand Image

5) Which company brand do you recommend a particular brand? [ ]

a) Brand – A b) Brand – B
c) Brand – C d) All

6) What motivates you to recommend a particular brand? [ ]

a) Band Image b) Reasonable Price


c) Package d) Incentive from company

7) What are the major factors that influence the customer in purchasing cement?
[ ]
a) Quality b) Brand Name
c) Package d) Durability

8) How do you create Awareness about Lanco cement? [ ]

a) Through Advertisements b) Through Architects


c) Through Company d) Others

9) What is your opinion on Lanco cement? [ ]

a) Very Good b) Good

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 46 DEPT.OF MANAGEMENT


DEALER PERCEPTION QUESTIONNAIRE

c) Satisfaction d) Poor

10) Kindly how much (Metric Tones) you sell per month? [ ]

a) 50-100 b) 100-150
c) 150-200 c) 200 And above

11) Which Media Advertisement you suggest move for Lanco cement? [ ]

a) Electronic b) Print Media


c) Hording d) Wall Paints

12) In what area Lanco cement has to join to handle? [ ]

a) Advertisement b) Price
c) Packages d) Quality

13) What type of packages you prefer to handle? [ ]

a) Gunny Bags b) Plastic Bags


c) Colour less d) others

14) In your view what are the Negative points of Lanco cement? [ ]

a) No Advertisement b) Low price


c) Colour less d) Others

15) What type of support you need from the company? [ ]

a) Credit b) Discount
c) Transportation d) Advertisement

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 47 DEPT.OF MANAGEMENT

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