A PROJECT REPORT ON

DISTRIBUTION NETWORK OF PERSONAL PRODUCT (SOAP & SHAMPOO) OF ITC WHICH CAN PENETRATE THE MARKET & PREDICT ITS FUTURE PROSPECT

SUBMITTED TO

MAEERS MIT SCHOOL OF TELECOM AND MANAGEMENT STUDIES, PUNE.

BY VIKASH KUMAR SINGH ROLL NO:-G40766 BATCH NO:-01

In partial fulfillment of POST GRADUTE PROGRAM (PGP) In telecom & Management Studies (Session 2007-2009)
MAEERS MIT SCHOOL OF TELECOM AND MANAGEMENT STUDIES (MITSOT), PUNE-38.

DECLARATION
I Vikash Kumar Singh student of P.G.P 6th Trimester (2nd year) from MITSOT College, Pune hereby declare that all the information, facts furnished in this report are based on my indigenous work and are original in nature. This information is used for academic only. Any resemblance for existing work is purely coincidental.

DATE: PLACE: (VIKASH KUMAR SINGH)

ACKNOWLEDGEMENT
With regard to my Project with ITC (FMCG) Company. I would like to thank each and every one who offered help, guidelines and support whenever require. First and foremost, I would like to express my gratefulness to the Lord Almighty for seeing me through it all. I would like to express my gratitude towards Mr. Rakesh who is working in company as a Floor Manager, and all ITC members. I extend my sincere gratitude to my college guide, Prof. Atul Pishe for his guidance and for supporting the Project that was challenging and rewarding. I would like to thank all faculty members of MITSOT for the valuable guidance. I would also like to extend my thanks to my family members and friends for their support. (VIKASH KUMAR SINGH)

TABLE OF CONTENTS

Sr. No. 1 2 3 4 5 6 7 8 9 10 11

Particulars Executive Summary Statement Of Problem Objective Of Study Scope of the project Company Profile Review Of Literature Retail Outlets Research Methodology Suggestions And Recommendation Bibliography Questionnaire

Page No. 5 6 7 8 9-15 16 17 18-33 34 35 36

EXECUTIVE SUMMERY
Distribution channels are probably the most visible aspect of any companys marketing efforts. A recent estimate puts the number of retail outlets in India at 5 million. This industry provides livelihood to more than 15 million people in the country. With this kind of contribution to the economy, the sector is far too significant to ignore. The kind of contribution in terms of critical services it renders to the society cannot be ignored. While the manufacturing sector is always given the credit for the accelerating the rate of economic growth and encouraging development activities, what is often ignored is the indispensability of the distribution sector in sustaining the manufacturing sector. In the recent times the Indian retailing market is going through process of renovation backing aside the traditional retailing to the concept of malls, super and hyper markets to suffice the existing demand of the consumer. At the same time the demand for personal care products like soap and shampoo are growing as well. As a result a survey on the quality and an evaluation of the distribution channel was essential so that the company does not loose its stake in the market due to poor marketing strategies. Basically the project involves in identifying the intricacies involved in the distribution system. To find out any loophole that exists in the distribution channel, and to rectify that as soon as possible in the best possible way. The method adapted here is to keep a check on the salesman, how he conveys the schemes for various product lines to the retailer. To find out the retailer perception is about the distribution and supply of the company. Who is the best in terms of distribution and service offered? As we know that in the FMCG sector it is truly the survival of the company with the best distribution system, channel levels and kind of service offered to its customer. The project is about the evaluation of the quality of distribution. How efficient is the company in its distribution system. How effectively the company is able to meet the demand in the market.

The reason why I have chosen ITC for my summer project being a dream company to work with which is evident from the following facts and figures:

ITC LTD is a multinational and well known company in the whole world. It is now very diversified company in FMCG. The benefit of doing this project in this company because it is a FMCG company which has created its brand image and having greater job opportunity.

Statement of Problem:
Topic selection is the one of the most or one of the important aspects of our project as it decides the course of action to be followed. The topic selected should be such that it helps in understanding the market concepts clearly, as it was taken by me to point out the hidden good aspect of distribution channel on which the performance of the company is based. The topic of my project is, DISTRIBUTION NETWORK OF PERSONAL PRODUCT (SOAP & SHAMPOO) OF ITC WHICH CAN PENETRATE THE MARKET & PREDICT ITS FUTURE PROSPECT

OBJECTIVE OF STUDY
The project is about the evaluation of the quality of distribution. How efficient is the company in its distribution system. How effectively the company is able to meet the demand in the market. This can be done in the following ways: 1) To test the effectiveness of the distribution network. 2) To know the importance of availability & visibility of product. 3) To know the place from where the consumer buy product. 4) To know other promotional measures that would be effective in increase sale. 5) To know the suggestive steps that would be beneficial to ITCs personal product in Order to improve its distribution network.

Scope of the project

The scope of this project extends to learning about the various facets that go into building and maintaining the distribution channels for a business with diverse product lines. It covers the importance of a strong and clear distribution channel that is needed to ensure smooth flow of goods to the retailers. Also the significance of relating the products with the vision, mission and strengths of a company so that the values are reflected in its brand identity in order to avoid conflicting messages to the target market. It helps understanding the various elements of sales & distribution and how each element plays a vital role in brand building which eventually translates in the success of the product in the market. The importances of various dimensions that need to be considered in the re launch of a product such as packaging, advertising etc is also identified. Lastly the project also throws light on the magnitude of importance that a customer perception holds in the success of an FMCG product. The bulls eye is to have a cognizance of the level of satisfaction regarding the distribution network of ITCs product to the distributor and retailer. To determine of the quality of distribution. To understanding the intricacies of supply chain management. Research target retailers value proposition, needs, and desires regarding channel service output... To examine the performance of the companys and competitors existing distribution system in relation to the retailer choice. Finding service output gap that need corrective action. To gather information about potential and current retailers, competitors, and other forces in the marketing environment.

To understand the general perception about the retailer preference for the company with the best distribution and service level.

Company Profile
Type Founded Headquarters Key People Private August 24th, 1910 Radha Bazaar Lane, Kolkata Virginia House, Kolkata, India Mr. Y. C. Deveshwar, Chairman Mr. K. Vaidyanath, Director Mr. Partho Chaterjee, CFO Industry Products Employees Website Tobacco, Foods, Hotels, Stationery, Personal product Greeting Cards Cigarettes, Packaged Food, Hotels, Apparel 21000 (2007) www.itcportal.com

ITC is one of India's foremost private sector companies with a market capitalization of nearly US $ 18 billion and a turnover of over US $ 4.75 billion. ITC is rated among the World's Best Big Companies, Asia's 'Fab 50' and the World's Most Reputable Companies by Forbes magazine, among India's Most Respected Companies by Business World and among India's Most Valuable Companies by Business Today. ITC also ranks among India's top 10 `Most Valuable (Company) Brands', in a study conducted by

Brand Finance and published by the Economic Times. As one of India's most valuable and respected corporations, ITC is widely perceived to be dedicatedly nation-oriented. Chairman Y C Deveshwar calls this source of inspiration "a commitment beyond the market". ITC foray into the foods business is an outstanding example of successfully blending multiple internal competencies to create a new driver of business growth. It began in august 2001 with the introduction of Kitchens of India ready to eat Indian gourmet dishes. In 2002, ITC entered the confectioneries and staple segments with the launch of the brands mint-o and candy man confectionary and Aashirwaad aata (wheat flour). 2003 witnessed the introduction of Sunfeast as the company entered the business segment. ITC entered the fast growing branded snacks category with Bingo! In 2007. In 2002, ITC initiated into Safety Matches, ITC now markets popular safety matches brands like ikno, Mangaldeep, Aim, Aim Mega and Aim Metro.ITC foray into the marketing of agarbatti (incense stick) in 2003. ITC popular agarbatti brand include Spriha and Mangaldeep.ITC introduced ESSENZA Di WILLS, an exclusive range of fine fragrances and bath body care products for man and woman in July2005. ITC launched FIAMA Di WILLS, a premium range of shampoos, shower, gels and shops in September, October & December 2007 respectively. The company also launched the SUPERIA range of soaps & shampoos in the mass market segment at select markets in October 2007 and Vivel De wills and Vivel range of soaps in February 200

ITC Vision ITC Mission Sustain ITCs position as one of Indias most valuable corporations through To enhance performance, creating capabilities of the enterprise in a world class the wealth generating growing value for the Indian economy globalizing environment, delivering superior and sustainable stakeholder and companys stakeholders value.

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ORGANISATIONAL HIERARCHY CEO

Executive Vice President (North)

Executive Vice President (South)

Executive Vice President (East)

Executive Vice President (West)

General Manager (North) District Manager ) (North)

General Manager (South) District Manager (North)

General Manager (East) District Manager (North)

General Manager (West) District Manager (West)

(West)

Head Office, Kolkata Branch Manager (Patna)

CFP (Convenience Focused Product ) Asst.Branch Manager

GFP (Grocery Focused Product)

ESPB (Education Stationary & product business)

FinanceFinance Sy system

Finance superintendent Asst. Branch Manager Area Manager

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Lady Asst. Area Manager Area Executive Area Manager . Area Executive Area Executive

SWOT ANALYSIS STRENGTH

Brand Name (ITC) Quality of the product Variant of the product Packaging style Product Range is very good. All variety of products.

WEAKNESSES New in Fiama soap and shampoo, so it will take time for stand in the market. OPPORTUNITY Distribution channel is very strong THREATS In Fiama soap and shampoo, in this segments the brand image of the product is not strongly positioned in the market thats why retailers and customer didnt ask for the prod

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PRODUCT PROFILE
ITC PERSONAL CARE PRODUCT ITC Launched an exclusive line of prestige fine fragrances under the Essenza Di Wills brand in mid 2005.The Essenza Di Wills range of Perfumes reinforces ITCs tradition of bringing world-class products to Indian consumers to enrich the quality of their lives. Essenza Di Wills embodies a fine balance between the classic and the contemporary. The brand personifies exclusivity, innate style, sophistication and magnetism. The Essenza Di Wills line has been developed with the assistance of French perfumery experts to give it the mystique and premium luxury quality that go with the best of international brands Inizio, the signature range under Essenza Di Wills captures the very essence of attraction between a man and a woman with its two distinct lines-Inizio Femme (for women) and Inizio Homme (for men). The womens fine fragrance revolves around Floral Fruity Musky notes while the mens fine fragrance is centered on Oriental Woody FruityNotes . The bath and body care products share the same olfactory signature of the fine fragrance, to offer a harmonized grooming experience. Essenza Di Wills has significantly enhanced its brand salience in the Lifestyle space by beinge the associate sponsors of the wills lifestyle India fashion Week the countrys most premer fashion event that bring tighter the leading designer of the country. The Essenza Di Wills Fashion Lion, specially designed for the brand by one of Indias leading designers, VARUN BAHL, received high appreciation at the Spring-Summer show in September 2007.ESSENZA DI WILLS is available at wills life Style stores, select JOHN PLAYERS stores and select premium outlets. In September 2007, ITC launched FIAMA Di WILLS, a premium range of shampoos, shower, gels and shops. The packaging for all fiama di wills products has been developed by a leading europian design firm and fragrance have been developed by an international fragrance house in France. Fiama Di Wills Shampoos have a range of four variants. Each of these is designed to deliver specific hair benefit to the consumer.

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The Vivel Soap

The Vivel Soap range is available in four variants: Vivel Young Glow is enriched with Vitamin E and fruit infusions which helps in providing youthful glow to the skin. Vivel Satin Soft is enriched with Vitamin E and Aloe Vera which help the skin feel beautifully soft. Vivel Sandal Sparkle is enriched with sandalwood oil and Active Clay which helps in providing clear skin. Vivel Ayurveda Essence is enriched with multiple ayurvedic ingredients which help to protect skin from germs and harsh environment, keeping it healthy and beautiful.

In the popular segment ITC has launched a range of soaps and shampoos under the brand name Superia. The Superia Soap

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Soft Sandal: with the fragrance of Sandal and Almond Oil. Natural Glow: with Neem and Coconut oils. Healthy Glow: with Orange Oil Fragrant flower: with rose fragrance

The Superia Shampoo

Superia shampoo ingredient bring a natural shine to hair. Superia shampoo is available in two variants:

with triple conditioner and natural

Shiny Black with triple conditioners and the natural goodness of Hibiscus and Brahmi extracts. Vibrant Green with triple conditioner and the natural goodness of Amla.and Arnica extracts.

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Review of Literature
Distribution Channels: Why are they required? From the point of view of making available products and services, the existence of intermediaries between the product and the ultimate end user is inevitable. This is primarily due to the fact that producers can exploit the economies of scale only if they produce in bulk, which in turn results in the production function getting concentrated in a single location. However consumers can consume products and services only in small quantities and are too dispersed. Wore Alderson one of the earliest writers on channel management justified the existence of intermediaries in four logical steps: 1. Intermediaries exist in the process of exchange because they can improve the efficiency of the process. 2. Channel intermediaries arise to adjust the discrepancy of assortment through the performance of the sorting process. 3. Marketing intermediaries hang together in channel arrangements to provide for the routinization of transactions. 4. Channels facilitate the searching process. The economic efficiency rationale for the existence of intermediaries is based on the unsustainably large no.of interactions that any producer will have to maintain with the large no.of customers in the absence of an intermediary. Such interactions are not only unsustainable but are also believed to create inefficiency transaction process. Intermediaries reduce the complexities of the exchange system, thereby facilitating efficient transactions.

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Intermediaries are required to smoothen the flow of goods and services by engaging themselves in the sorting function. The functions performed by the intermediaries include: i. ii. iii. iv. Sorting out: breaking down heterogeneous supply into separate stocks that are relatively homogeneous. Accumulation: bringing similar stocks from a number of sources together into a larger homogeneous supply. Allocation: breaking a homogeneous supply into smaller lots. Assorting: building up of an assortment of products for resale in association with each other.

RETAIL OUTLETS
For Fast moving consumer goods the success of a brand is depended upon its sales volume followed by its shelf life and its visibility in an outlet. Know with the changing consumer needs and desires their fancies in life have been fulfilled by smart retailing techniques adopted by the retailers. The retail outlets in a market have been broadly categorized into 4 channels which can be illustrated as follows: 1. Convenience stores: These are some of the latest form of stores which will basically carry an assortment of products and product lines. Normally these kinds of stores carry products which are for immediate consumption. Impulse purchasing is also witnessed in these kinds of outlets products like deodorants, chocolates, skin care solutions are normally the ones that sells most.

2. Groceries: this kind of retail outlet is the traditional kind of shops that we haven seen in India over years. These kinds of stores have planned purchase. It has been observed that these groceries stores constitute the maximum sales for any F.M.C.G. company. These kinds of stores normally have set working hours and normally cater to a larger customer base in a particular area. This kind of store provides its customers with credit facilities and has fixed customers as well.

3. ISS: I.S.S. stands for independent self service and is one of the most modern forms of retail outlet. In this kind of outlet the customer has to help himself as in he has a plethora of products to choose from the store that will suffice his needs. The products are neatly arranged on the shelf and the display and visibility of every product is high. The customer simply picks his products and makes the payment for their purchase at the cash point.

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4.

Key Accounts these are basically retail stores that are basically chain stores, which are spread across the city, basically a bigger version of the I.S.S outlets. Some example of key accounts can be the Subhiksha, Food World, and Big Bazaar.

RESEARCH METHODOLOGY

Market Research Marketing research is a systematic and objectives research and analysis of information relevant to the identification and solution of any problem in the field of marketing. The marketing research process beings with the recognition of a marketing related problems followed by the formation of objectives of the study and methodology to be used to achieve these objectives. This can be clearly understood from the flow chart of the marketing research process.

Define the problems and research objectives

Developing the research design

Collection of data

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Analyzing the data

Research report design

Research may be defined as systematic method of finding solutions to problems. It is systematic method of gaining new knowledge. Marketing research is a systematic method of collecting, recording and analyzing of data. It is used to solve marketing problems. it help the marketing manager to take corrective decision. It also helps him to make marketing policies. Marketing research helps the company to introduce new product in the market. It also helps to identify new market. Marketing research is very systematic, scientific, objective and organized. It is a continuous process. It has a wide scope. It studies the consumer, the competitor, the market, etc. It has few limitations. But a company cannot survive and succeed with out marketing research.

Secondary data Secondary data is collected from different secondary data source namely company records, book websites, past record, etc., which even facilitate us to collect data.

Data collection sources

Secondary sources: magazines, internet, books Sample size: 100 retailers

Sampling Fundamental:Sampling is the selection of some part of an agreement or totality on the basis of which a judgment or inference about the aggregate or totality is made. It is the process of obtaining about an entire population by examining only apart of it.

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The competitor of ITC in Fiama and superia soap

Company Name

Product Name

Weight

Variant

PTR (Rs)

MRP (Rs)

ITC

Fiama Di Wills

100gms

Skin sence

36.88

40

HUL

Dove

100gms

Fresh moisture

35.60

40

ITC

Superia

300gms

Fagrant flower, Softsandal, Naturalglow Healthy glow

26.85

30

HUL

Breeze Dyna

300gms 300gms

Milk almond

23.40 26.50

30 29

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1. Payment terms cash or credit.

Paym ent system Cash Credit Defaulters % of Retailers 76% 19% 5%

PAYMENT TERMS

5% ,

19% ,

76% ,

CASH CREDIT DEFAULTER

This chart represents the payment terms on which the retailers do business with the distributors via these salesmen.

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From the above chart we can conclude that 76% of the business takes place in credit. While a small percentage of 19% has chosen to do business in cash. Normally these stores are super markets, A Class stores, I.S.S stores and in some case a few grocery stores.

We see that 5% of the stores are on the defaulters list these are normally small retail outlets like bakery stores or stores that are really small and have less business potential.

This chart is dependent on the area where the stores are located, better the area more chances of keeping a healthy payments terms with the distributor via the salesmen.

Basically the salesmen have good terms with the retailers and try help them out with extended credit period. But when the retailers are still not able to pay up, these salesmen stop going to those outlets and order taking and delivery to those stores are blocked.

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2.Retailers perception about company

Retailers Perception Good Very Good Bad

% of Retailers 70% 25% 5%

The above chart shows that 70% retailers said that ITC Company is good, 25% retailers said that the company is very good and only 5% retailers said that it is bad.

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3. Sources of supply Distributor/wholesaler/both

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Opinion Distributors Wholesaler Both

% response of retailers 95% 3% 2%

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4. SATISFACTION LEVEL OF RETAILERS BY DISTRIBUTION SYSTEM OF ITC

State Highly satisfied Satisfied Average Not satisfied

% of retail outlets 22% 32% 38% 8%

40% 35% 30% 25% 20% 15% 10% 5% 0% 22% 32%

38%

Highly satisfied Satisfied Average 8% Not satisfied

The above chart shows that 22% of retailers are highly satisfied by the distribution system of ITC,32% retailers are satisfied by distribution system of ITC,38% retailers opinion was that ITCs distribution network is average and 8% retailers opinion was that ITCs distribution is not satisfied.

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5. Availability and visibility of Soap &Shampoo of ITC in outlets

Status of soap in outlets Availability Visibility

Retailers Response 92% 70%

The above chart shows that in 92% of retail outlet soap and shampoo was available, in 70% outlet it was visible.
50 Es at 0 Wes t 1s t North Qtr

100

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6. PROFIT MARGIN FOR RETAILERS Profit Margin Highly satisfactory Satisfactory Average Unsatisfactory

% Response of retailers
16% 36% 42% 6%

45% 40% 35% 30% 25% 20% 15% 10% 5% 0% 16%

42% 36% Highly satisfactory Average Satiafactory 6% Unsatisfactory

The above chart shows that 42% of the retailers said that their profit margin on soap & shampoo is average, 36% of the retailers said that their profit margin is satisfactory,16% of the retailer said that their profit is highly satisfactory and only 6% of the retailers said that their profit margin is unsatisfactory on soap & shampoo of ITC.

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7.CUSTOMER COMPLAIN ABOUT PRODUCT

COMPLAIN STATUS Never Less frequently Frequently % OF RETAILERS 56% 29% 15%

The above chart shows that 56% retailers said that customer never complain about product,29%retailers said customer less frequently complain about product and 15% retailers said that customer frequently complain about product.

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8. DELIVERY TIME TAKEN BY THE COMPANY

TIME TAKEN 24Hrs 48hrs 72hrs

RETAILERS RESPONSE IN % 73% 19% 8%

The chart here describes the time taken by the distributors to deliver the products from the day of order taking. The 73% retailers said they get the product within 24hrs from the day of order taken. 19% retalers said that they get the product within 48hrs from the day of the order taken and only 8% retailers said that they get the product within 72hrs from the day of order taken.

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9. Superia soap vs.its competitors sold by retailer

Superia 30%

Neema 40%

Breeze 23%

dyna 7%

The above chart shows that competitor of Superia soaps are Neema, Breeze and Dyna and average percentage of selling per day of Superia is 30% while Neema is sold 40%, Breeze is 23% and Dyna is 7%.

10.FIAMA SHAMPOO VS. ITS COMPETITORS SOLD BY RETAILER

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Shampoo Fiama Dove Pentene

% of Selling by retailers 25% 35% 40%

FIAMA DOVE PENTENE

% SALE OF FIAMA SAMPOO & ITS COMPETITOR

The above chart shows that daily average selling of retailers in which Fiama is sold 25%, Dove is 30% and pentene is 40%.

11. SUPERIA SHAMPOO VS. ITS COMPETITORS SOLD BY RETAILERS

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SUPERIA 18%

CLINIK PLUS 45%

SUNSILK 25%

REJOICE 12%

50 45 40 35 30 25 20 15 10 5 0
IA S S IL K P LU P E R JO N IC E

Series1

IK

S U

SU

LI N

The above chart shows that main competitors of superia shampoo are clinik plus, sunsilk and rejoice. The average daily selling by retailers of superia shampoo is 18% while average daily selling of clinik plus is 45%, average daily selling of sunsilk is 25% and average daily selling of rejoice is 12%.

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12. Visit of company representative to the retailers

Time duration Weekly Fortnightly Monthly % of retailers response 80% 15% 5%

The above chart represent about visit of company to the retailers. 80% retailers said that the companys representative visit weekly to their outlet,20% said that they visit fortnightly and 5% said that they visit monthly to their outlets

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SUGGESTIONS AND RECOMENDATIONS

On the basis of survey I would like to recommend the following suggestion to the ITC. Supply of the product should be maintained at regular interval. Strict vigilance should be made regularly on the distributor as well as retailer so that it can be determine whether they are fulfilling the aim and objective or not. Inventory level should be regularly monitored and maintained Awareness regarding product should be enhanced. Point of purchase (POP) should be sticked in front of every outlet. Aware the retailer for the upcoming schemes As HUL and P&G does. Dealers salesman (DS) should be motivated by giving them financial as well as nonfinancial incentives for their outstanding performance. Dealers salesman (DS) should be trained for building good relationship With the retailer. Try to increase the time period of the credit. Try to approach those outlets which arent doing business with company. Higher official of ITC must visit in the market to establish good relationship with wholeseller and weighted outlets. Company should give advertisement to compete the competitors. Although its products are good. It should be known by the customer so that the products demand increase, Company should give more emphasis on advertisement.

Company should give some good scheme to retailers as well as to the customer. Give offer also. Keep knowing about its competitor what are they doing? Company should always take care about distribution, supply and services.

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 Availability as well as visibility is essential. Product should be delivering on time.

BIBLIOGRPHY TEXT:
MARKETING MANAGEMENT: PHILIP KOTLER & KEVIN KELLER MARKETING (OXFORD) : ADRIAN PALMER

RESEARCH METHODOLOGY: C.R.KOTHARI Websites:-

www.itcportal.com www.google.com

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INDIAN TOBACCO COMPANY (ITC)

Questionnaire for retailer
Name of the retailers Address of the retailers :-.. :-.

Experience of running outlet :-. Normal ITCs product sale :-

1. Payment System of the retailers (a) Cash (b) Credit (c) Defaulter 2. Position of the company in the market (a) Good (b) very good (c) Bad (d) worse 3. Sources of supply of product in the market Distributor (b) Wholesaler (c) Both 4. Satisfaction level of retailers by the distribution system of ITC (a)Highly satisfied (b) Average (c) Satisfactory (d) Unsatisfactory 5. Availability and visibility of Fiama soap & shampoo of ITC in the outlets (b) Availability. (c) Visibility.. 6. Profit margin of retailer (a) Highly satisfactory (b) Average (c) Satisfactory (d) Unsatisfactory 7. Do the customer complains about the product (a) Frequently (b) very often (c) Less frequently (d) Never 8. Delivery time taken by the company to deliver the product from the day of order taken (a) 24hrs (b) 48hrs (c) 72hrs 9. The competitors of Superia soap a. Neema (b) Breeze (c) Dyna 10. The competitors of Fiama shampoo (a) Dove (b) Pentene 11. The competitors of superia shampoo of ITC (a) Clinic plus (b) Sunsilk (c) Rejoice

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12. What is the frequency of the visit of company representative? (a)Weekly (b) Fortnightly (c) Monthly

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