A STUDY ON QUALITY OF DISTABUTION

PROCESS AND SALES PROMOTION OF

DABUR VATIKA SHAMPOO
Summer Training Report

Submitted in

The partial fulfilment of

Master of Business Adminstration

Session 2018-19

Submitted by: Under guidance of :

Vikas kumar [Link] Goel

MBA III Semester

Roll No 1706870095

MEERUT INSTITUTE OF ENGINEERING AND

TECHNOLOGY ,MEERUT

1
 CERTIFICATE

This is to certify that VIKAS KUMAR, a student of Masters of Business

Administration (2017-2019), Meerut Institute Of Engineering and
Technology, University of AKTU,has undertaken the summer internship project
under my guidance for the project title “THE DISTRIBUTION PROCESS
AND SALES PROMOTION OF DABUR VATIKA SHAMPOO”.

To the best of my knowledge, this research work is original and no part of this
report has been submitted by the student earlier to any institution / university.

Mentor's signature Candidate's signature

2
 DECLARATION

I, VIKAS KUMAR the student of Master of Business Administration, MEERUT

INSTITUTE OF ENGINEERING AND TECHNOLOGY,MEERUT- Semester 3rd (2018-19)

hereby declare that, I have completed this project on “A STUDY ON DISTRIBUTION

PROCESS AND SALES PROMOTION OF DABUR VATIKA SHAMPOO.” It is based on

primary and secondary data found by me in various books and websites.

The submitted information is true & original to the best of my knowledge.

Date : Student’s signature

Place: (vikas kumar)

Roll No 1706870095

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 ACKNOWELEDGEMENT

Every project big or small is successful largely due to the effort of a number of
wonderful people who have always given their valuable advice or lent a helping
hand. I sincerely appreciate the inspiration; support and guidance of all those
people who have been instrumental in making this project a success.

The internship opportunity I had with DABUR PRIVATE ltd. was a great
chance for learning and professional development. Therefore, I consider myself
as a very lucky individual as I was provided with an opportunity to be a part of
it. I am also grateful for having a chance to meet so many wonderful people and
professionals who led me though this internship period .

I also to express my love and sincere thanks to my family members for their
support and advice during various stage of work. I also extend my gratitude to
the respondents of my survey for their kind co-operation. But last not the least I
thank God almighty for giving me the support for the completion of the task.

I express my deepest thanks to MR. MANISH KUMAR for giving necessary

advices and precious guidance which were extremely valuable for my study
both theoretically and practically. I choose this moment to acknowledge their
contribution gratefully.

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 CONTENTS

PART - 1

1- Executive summary 1-2

2- Introduction 3-7

3- Company profile 8 - 37

4- Objective of the study 38

5- Product profile 39 - 43

Part -2

6- Research methodology 44 – 62

7- Data analysis 63 - 74

8- Findings 75 - 77

9- Conclusion 78 - 81

10- Suggestion 82 - 83

11- Bibliography 84 - 85

12- Questionnaire 86 - 91

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 EXECUTIVE SUMMARY

I have to undergo for the training program in the after completing the first year.

The attractive feature of the M.B.A. course is that along with theory we also get

to have the exposure of the practical environment. The Project Report is based

on “SAFETY FOR CONSUMER HAIR CARE (Dabur Vatika Shampoo)”.

The topic for my project report is:-

The Project Report revolves around the Dabur FMCG explore the various

aspects of Vatika Shampoo. The certain objectives were predefined and the task

was to accomplish them. This report also provides the survey analysis about the

nature of retailer prescription and the key factors over which a company should

have a strong hold to survive with a long-term view.

The study was confined geographically to Meerut. The data source was

collected from the regular visits of distributors & retailer’s.

A special task was also assigned to me to analyze the market opportunities

in different regions of Meerut. It under that different counter has been visited. A

set of questionnaire was prepared & scrutinized before going for market

analysis.

The whole process during the entire training program is well planned and the

data was initially collected about the reputed Retailer’s & Distributors and the

respective executives of concerned areas. The task was divided into small goals

which to be accomplished on the daily basis. Finally it was a great experience at

6
the corporate level being interacted with different reputed personalities and it

makes practically aware about the strategies development process and their

break up in goals and defining policies to achieve them and handle different

difficult situations.

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8
 INTRODUCTION

Consumer attitudes defined as the decision process and physical activity

individuals engage in when evaluating, acquiring using or disposing of goods

and services. It also refers to the behavior that consumer displays in searching

for purchasing, using, evaluating and disposing off products and services that

they aspect will satisfy their needs. An attitude is a behavioral disposition which

is part of the structure of human perception. Triandis offers a most understood

definition of attitude when he says “An attitude is an idea charged with emotion

which predisposes a class of action ton a particular class of social situation .Any

person, poduct or creation of person or social event can function as a social

object.”

On the basis of above definition of attitude, we can say that a person

can have attitudes towards various brands of products and services. attitude are

generally conceived as having three components. 1- cognitive- a person `s

belief about an object ;2- effective – a person’s feeling of like or dislike

concerning an object : 3- behavioural- action tendencies towards an object It

includes the study of what they buy, why they buy, where they buy it, how often

they buy and how often they use it. As marketers and future marketers, it is

important for us to recognize why and how individuals make their consumption

decisions, so that we can make better strategic decisions. Marketers who

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understand consumer behavior have great competitive advantage in the market

place.

To better meet the need of specific group of consumers, most marketers

adopt the policy of market segmentation, which calls for the division of their

total potential markets into smaller, homogeneous segments for which they can

design specific products. They also adopt new promotional techniques to vary

the image of the product so that they will be perceived as better fulfilling the

specific needs of certain target segments- a process now known as positioning.

Consumer attitude is influenced by environment like culture,

subculture, and social groups like family. It is influenced by personal influences,

personality and attitudes.

1. It has been recognized that cultures that influence consumers. The

implication is that although all customers may be biological similar,

all over the world, what they value and how they act differ according

to their cultural background. The culture is defined as that complex

that includes knowledge, belief, art, law, custom and any other

capabilities and habits acquired by man as a member of society.

2. The marketers can distinguish more homogeneous sub-groups with in

the heterogeneous national society. We refer to these groups as

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 subcultures. The marketers must understand who is the most relevant

subcultures for their particular products and services by knowing the

characteristics and behavioral patterns they are in a better position to

refine the marketing risk.

3. It is defined as a group consisting in a number of people who have

approximately equal position in a society. Product choice and usage

among the social groups. Shopping behavior also varies by social

class.

4. A group consists of people who have a sense of interaction with each

other. Marketers therefore help individuals play their roles by

providing the right cost and props to be used in gaining acceptance by

some group.

5. The family is both a primary and a reference group. Marketers need

to understand the nature of the family’s influence on its members and

the way in which purchase decisions are made by the members.

Individuals influence each other’s behavior as consumers. Word of

mouth is an oral-communication it is actually a subset of personal

influence. Personal influence is necessarily dependant upon the

process of communication. Consumer behavior is said to be largely

depending on the situation present at that time.

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The people shop when need to purchase something. There can be both personal

and social motives which influence consumer shopping activities. People can do

shopping after looking at window display’s also.

Brands that seek to improve both in getting brand users and in increasing their

loyalty. Brand loyalty is a challenging goal each marketer seeks to attain.

Shampoo has got its brand name as a whole. People use it for smooth hair. It is a

product under hair care division. Many factors affect its purchasing like you

have been advised to use a smooth hair so you consume it for smooth hair only,

someone told you that it is good in use then you consume it for use, by shop

presence also.

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13
 COMPANY PROFILE

“WHAT IS LIFE WORTH WHICH AN NOT BRING COMFORT TO

OTHERS”

Dr. S.K. Burman lays the foundation of what is today known as Dabur India

Limited. Starting from a small shop in Calcutta, he began a direct mailing

system to send his medicines to even the smallest of village in Bengal. The

brand name is derived from the words ‘Da’for Daktar or doctor and ‘bur’from

Burman.

The principal activies of the group are manufacturing of natural/herbal and

ayurvedic product, healthcare and food product and pharmaceuticals. The

Group export its products to middle-east and other countries which accounted

for 9% of sale .Consumer goods accounted for 70% of 2002 gross revenues;

Pharmaceuticals products, 12%;Food products, 6% Ayurvedic products, 6%;

and other, 6%.

The founder SK BURMAN was a physician of par excellence who brought

ayurvedic medicines to the ailing masses of Bengal. Dabur commenced

operation in 1884 and is today a multinational multi-product enterprise. The

company has major interest in health and beauty care.

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Dabur is a leader in ayurveda, the traditional Indian health care system. The

company manufacturers and markets a range of oncologicals. Dabur is one of

the few companies in the world to produce paclitaxel-an anti cancer drug.

The company has 12 manufacturing plants in India, Nepal and Egypt. Dabur

products are also manufactured in Dubai. It has a transactional network of 19

offices serving both rural and urban markets in India. The company has sales

and marketing offices in Dubai and London. Dabur

Products are available over 50 countries. It has collaborated with leaders in their

fields to set up joint ventures in India. The joint ventures are with Agrolimen of

Spain, general Deconfeteria India ltd., manufactures confectioneries. Dabur

International ltd., the joint venture with Bongrain of France, will manufacture

specialty cheese. Dabur has collaborated with Osem of Israel to manufacture

bakery specialties & other food products.

DABUR RESEARCH FOUNDATION

Incorporated in 1979, Dabur RESEARCH Foundation (DRF) is a premier

research organization. It is possibly the only one of its kind in the country

carrying out research in divergent field like Ayurvedic Herbal products, plant

derived medicines allopathic, bulk drugs, foods, cosmetics, oil & fats, as well

as basic research bin the field of Pharmaceuticals.

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DABUR FINANCE LIMITED

Dabur finance ltd. is a well diversified non-banking finance company

offering a full array of commercial finance & services. It focuses on

transparency, commitment and high quality. Set up in 1992, DFL derives its

skills and belief from its parent from its parent organization, Dabur India ltd. It

is involved in issue management, portfolio management, leasing and finance.

ECO FRIENDLY DABUR

Dabur is committed to maintain the ecological balance. The company’s

afforestation programs at planting medical herbs, plants and trees in the

Himalayan range. Extending into Nepal this exercise is actively supported by an

in-house tissue culture programs.]

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CORPORATE OBJECTIVE

Corporate goals for the next four years. This journey has been called the STARS

PROGRAMME.

The specific goals are:

- Sales turnover of Rs. 2000 crs. In 2009-10.

- Profit after tax Rs. 133 crs. In 2009-10.

- MAC (Most admired FMCG Company) within the top 5.

QUALITY POLICY

The management is fully committed to quality and ensures all resources

to accomplish this task.

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QUALITY OBJECTIVES

THE COMPANY’S QUALITY OBJECTIVES ARE AS FOLLOWS:

- To focus on its customers and successfully meet their needs and

requirements.

- To manufacture effective health care products at competitive prices and to

improve the quality of life of the common masses.

- To implement system to ensure prevention of errors rather than detection

of errors.

- To ensure global competitiveness by striving to achieve Current Good

Manufacturing Practices (CGMP).

- To ensure safety in all operations by working according to the systems in

all areas of operations.

- To provide appropriate training to improve their skills and expertise.

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DABUR INDIA LTD.

 Market capital- Rs. 2615 crores.

 Sales – Rs. 918.3 crores, up by 12.9%.

 Net profit- Rs. 50.1 crores, up by 15.1%.

 Equity (2009-10)- Rs. 28.5 crores.

 Earning Per Share- Rs. 25.3.

 All India Rank-40th (Business Today)

- 7th in FMCG companies.

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Spending on Advertising & Marketing:

 Total expenditure- Rs. 114.12 crores (2009-10).

 This is a change of 65.39% over the previous year.

 All India rank- 4th in spending on advertisement.

 Ad/Sales- 12.43% (2009-10).

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21
 HISTORY OF COMPANY

M ILESTONES TO SUCCESS

Dabur India Ltd. made its beginnings with a small pharmacy, but has

continued to learn and grow to a commanding status in the industry. The

Company has gone a long way in popularizing and making easily available a

whole range of products based on the traditional science of Ayurveda. And it has

set very high standards in developing products and processes that meet stringent

quality norms. As it grows even further, Dabur will continue to mark up on

major milestones along the way, setting the road for others to follow.

 1884 - Established by Dr. S K Burman at Kolkata

1896 - First production unit established at Garhia

1919 - First R&D unit established

Early 1900s - Production of Ayurvedic medicines Dabur identifies nature-

based Ayurvedic medicines as its area of specializations. It is the first

Company to provide health care through scientifically tested and automated

production of formulations based on our traditional science.

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 1930 - Automation and upgradation of Ayurvedic products manufacturing

initiated

1936 - Dabur (Dr. S K Burman) Pvt. Ltd. Incorporated

1940 - Personal care through Ayurveda Dabur introduces Indian

consumers to personal care through Ayurveda, with the launch of Dabur

Amla Hair Oil. So popular is the product that it becomes the largest selling

hair oil brand in India.

1949 - Launched Dabur Chyawanprash in tin pack Widening the

popularity and usage of traditional Ayurvedic products continues. The

ancient restorative Chyawanprash is launched in packaged form, and

becomes the first branded Chyawanprash in India.

1957 - Computerisation of operations initiated

1970 - Entered Oral Care & Digestives segment Addressing rural markets

where homemade oral care is more popular than multinational brands, Dabur

introduces Lal Dant Manjan. With this a conveniently packaged herbal

toothpowder is made available at affordable costs to the masses.

1972 - Shifts base to Meerut from Calcutta

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 1978 - Launches Hajmola tablet Dabur continues to make innovative

products based on traditional formulations that can provide holistic care in

our daily life. An Ayurvedic medicine used as a digestive aid is branded and

launched as the popular Hajmola tablet.

1979 - Dabur Research Foundation set up

1979 - Commercial production starts at Sahibabad, the most modern

herbal medicines plant at that time

1984 - Dabur completes 100 years

1988 - Launches pharmaceutical medicines

1989 - Care with fun The Ayurvedic digestive formulation is converted

into a children's fun product with the launch of Hajmola Candy. In an

innovative move, a curative product is converted to a confectionary item for

wider usage.

1994 - Comes out with first public issue

1994 - Enters oncology segment

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 1994 - Leadership in health care Dabur establishes its leadership in health

care as one of only two companies worldwide to launch the anti-cancer drug

Intaxel (Paclitaxel). Dabur Research Foundation develops an eco-friendly

process to extract the drug from its plant source

1996 - Enters foods business with the launch of Real Fruit Juice

1996 - Real blitzkrieg Dabur captures the imagination of young Indian

consumers with the launch of Real Fruit Juices - a new concept in the Indian

foods market. The first local brand of 100% pure natural fruit juices made to

international standards, Real becomes the fastest growing and largest selling

brand in the country.

1998 - Burman family hands over management of the company to

professionals

2004 - The 1,000 crore mark Dabur establishes its market leadership

status by staging a turnover of Rs.1, 000 crores. Across a span of over a 100

years, Dabur has grown from a small beginning based on traditional health

care. To a commanding position amongst an august league of large corporate

businesses.

2005 - Super specialty drugs with the setting up of Dabur Oncology's sterile

cytotoxic facility, the Company gains entry into the highly specialized area

of cancer therapy. The state-of-the-art plant and laboratory in the UK have

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 approval from the MCA of UK. They follow FDA guidelines for production

of drugs specifically for European and American markets.

2006 - Dabur record sales of Rs 1163.19 crore on a net profit of Rs 64.4

crore

2007 - Dabur demerges Pharmaceuticals business

Maintaining global standards

As a reflection of its constant efforts at achieving superior quality standards,

Dabur became the first Ayurvedic products company to get ISO 9002

certification.

Science for nature

Reinforcing its commitment to nature and its conservation, Dabur Nepal, a

subsidiary of Dabur India, has set up fully automated greenhouses in Nepal.

This scientific landmark helps to produce saplings of rare medicinal plants that

are under threat of extinction due to ecological degradation.

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27
 PROMOTIONAL TOOLS

TYPES OF PROMOTIONAL TOOLS

Websites, CD ROM's, email broadcasting

Fast becoming the most flexible and dynamic media of all. Expensive and

challenging to originate but this is where all advertising and customer

communications are headed, because the advantages and cost-to-value factors

are so great. It's now perfectly feasible to produce all sales literature and

brochures, plus lots more besides, in user-friendly, inter-active digital format.

Conventional printed sales material are steadily becoming obsolete, and in ten

years time the printed brochure will be a real rarity.

Websites and CD ROM's share much of the same origination process and

therefore cost, and as more agencies develop skills in these areas, and as

production technology improves, costs of origination and production will reduce

to levels that will threaten to finish off the traditional print industry as we know

it.

Press and Public Relations (PR)

The press release is the most under-rated form of advertising. Why? Because

it’s free, and moreover press editorial is perceived by the audience to be true,

whereas advertising of all almost all other types is seen as ‘oh no another

28
advert’ and therefore implies uncertainty or scepticism. Getting your editorial

printed for free is easier than you may think, and guidelines for doing so follow

in more detail later. TV and radio publicity works in the same way, although

more difficult to secure and control.

Direct Mail

This is the process of sending, your material (by itself or in a shared mailing

with other items) direct to the address of the potential customer. Components of

the process are a list, (your own data-base or names sourced elsewhere) the item

to be mailed, facility to stuff and address envelopes, and postal charges,

depending on the weight of the item. The last two stages are called ‘fulfilment’.

Direct Mail is generally used to generate a direct response from the recipient.

Response rates vary according primarily to the quality of the list, (ie how

'targeted' it is in terms of your offer). More than 5% is extremely good. Under

1%. is more common. Many mail order organisations are very profitable at

responses of less than 0.5%. Your own database will typically produce a

response of two or three times that of a list sourced elsewhere. List prices vary

enormously, from £25 up to several hundreds of pounds per 1000, depending on

volume, how specific the list is, and how selective your profiling criteria are.

You can also choose whether to have the list on labels, or on a disk in a common

spreadsheet or database format.

29
These days it's very easy and highly cost-effective to do your own or outsource

a mailmerge direct mail, campaign, using a word-processing program in

conjunction with the list of names and addresses on a spreadsheet program.

Guide price including printed material, list and fulfilment is £500 per thousand.

Acid test of the the viability is to assume 0.5% response (ie 5 per thousand)

multiplied by the average contribution (sales minus cost of goods or service

sold) that you would expect per new customer. If the answer is less than the cost

of the campaign you have a good justification to proceed.

Display advertising

The taking of advertising space in the editorial sections of magazines or

newspapers, as opposed to the classified sections, which are a less expensive,

and generally lower performing method. All significant publications will be

pleased to provide you with their ‘Media Pack’, which gives full details of all

the types of display advertising available, for how much, together with lots of

information about their readership profile and circulation. If you are trying to

generate a direct response from display advertising you may need to feature a

coupon of some kind. Otherwise display advertising is concerned with image-

building and creating awareness. As with other advertising methods, the use of

Freefone telephone numbers and Freepost addresses all increase response rates.

Brochures, leaflets and printed material

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Brochures and leaflets can be used for a variety of purposes, and can be

distributed in different ways. A good printer can provide examples and costings,

and the easiest way to learn what works and what doesn’t is to look at other

people’s material. The aim of a brochure is foremost to generate new business

through providing information in a way that appeals to the reader. The acronym

AIDA (attention interest desire action) should be the basis of its design. Some

brochures and leaflets are pleasing pieces of art, but they don’t achieve anything

for the business, so avoid this trap. If you work with a designer be sure to

control any fanciful tendencies and keep to the point. Too much spent on a

brochure can give the impression that your business is extravagant. Restrict

expenditure to keep material ‘fit for purpose’, unless your are targeting a market

that expects to pay top prices.

Common (and therefore more cost-effective) European leaflet formats are A3

folded to A4, A4, A5, A4 folded to A5, A4 three-fold (gate-fold).

However, printed advertising material can be very small indeed, so don’t

automatically assume A4 format is most cost-effective. When producing leaflets

and brochures think about the way that they are to be distributed. If it needs an

envelope is there one to fit? If the material is required as an insert is it

acceptable to the publication? Is it to be available from a rack? Do you want

people to retain the material, so would credit-card size be more appropriate?

There are thousands of different types of paper. Letterheads are usually printed

on to 90-100gsm (grams per square metre) cartridge, laid or bond. A 100gsm

31
paper is adequate for single sided mono or colour printing. 130gsm is better for

double- sided. 200gsm is minimum weight for a post card format. 250-300gsm

is used for business cards. Heavier boards are usually measured in microns

rather than gsm because density affects weight more at these gauges. Coated

matt and gloss ‘art’ papers are used for higher quality effects, but add to cost.

Various lamination processes add more quality and more cost.

‘Full colour’ printing uses the colours black, red, yellow and blue, and requires

a plate to be made for each colour. Mono printing is black on white and requires

just one black plate. Each colour can be tinted (ie applied less than 100% solid)

to varying degrees across the print area, so with good design even black and

white printing can give a high quality effect. Conversely, a poor design can

make full colour printing look cheap and nasty. If you want something classier

than black and white, two colour printing can produce amazing results, without

the cost of going to full colour. Each plate can cost £20 to £50, so you can see

that a full colour job could cost £200 before any printing at all.

As a rule, printing costs reduce dramatically with volume. Mono (black and

white) print runs of less than 1,000 are very expensive, and less than 2,000 for

colour are prohibitive too. For quantities from one single copy up to the low-

hundreds, digital printing is a fast-developing technology that now offers superb

quality without need for plates. Expect digital printing to become more cost-

effective, more prevalent and competitive with conventional lithographic

32
printing as the capital cost of equipment reduces, and the technology

proliferates.

Loose and bound inserts

Inserts, in the form of leaflets, brochures, or other material, are provided by the

advertiser to the publication, to be sent out with the magazine or newspaper.

You have to produce the materials to be used as inserts which incurs printing

costs, and then pay the publication a charge for insertion, usually between £25

and £100 per thousand. There is a big effect from economies of scale. Charges

vary according to weight of insert, how many inserts per publication, volume,

the narrowness of the circulation profile, and how the publication is itself

distributed. Response rates from inserts are almost always lower than direct

mail, particularly solus, but inserts are a very flexible and cheap method of

distributing an advert. Bound-in inserts cost extra, require longer lead-times,

and are favoured by some because they don’t fall out and consequently are seen

by the entire readership, which is two or three times greater than the circulation.

Large quantity leaflet drops without the need for envelopes or normal postal

charges can be arranged through the Royal Mail, so that your leaflet is delivered

at the same time as the normal post. Targeting, based on postcodes and Census

data, is possible to a basic degree, and the cost is inclusive in the distribution

charges. Royal Mail minimum charge is £500, which, for example, would pay

for distribution of 11,900 leaflets weighing no more than 20g. This compares
33
with a cost of over £2,300 for direct mail postage charges, apart from envelopes

and stuffing.

Other specialised household distributors provide similar services, often ‘piggy-

backing’ on local newspaper deliveries; details can be obtained from the

Association of Household Distributors.

Posters sites (hoardings, taxi-cabs, buses)

For advertising considered as public information a variety of poster sites are

free to the advertiser, so it makes sense to use these freely, supported by some

record system so you keep them up-to-date and utilised. Other sites vary

according to nature and cost, from large roadside hoardings to buses, taxis and

sports grounds. Anywhere that people pass or gather in large numbers is a

potential poster site, and as with printed media, audience profile information is

available. New sites are being discovered and exploited all the time, such as

supermarket trolleys and floors, table napkins, and even public conveniences,

and the media extends now into continuous video at post offices and petrol

forecourts etc.

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 Local radio, TV cinema and the Internet

Other forms of targeted media advertising, and now TV and radio are

increasingly used by smaller local businesses, although tight geographical

targeting is obviously difficult. Cost of production can be a significant factor.

Producing your own information and e-commerce on the Internet is now viable

for even very small businesses. For consumer businesses, the in on-line

shopping boom has begun, so don't get left behind.

All business-to-business organisations should now have a web presence too, if

only for PR and communications reasons.

Particular styles and origination are required for a good web site, and the

medium is no longer passive, so you need to think about integrating promotion

and advertising to attract people to your site. If you want more information or

down-to-earth solid business advice on the biggest can of worms in the history

of the world, then please get in touch. If you want technical information on the

really esoteric stuff like meta tags and search engine rankings, then the best free

source by far is at [Link].

Guide books, Hand books and Newsletters

Publishing your own information material is potentially very effective, and

costs can be reduced by incorporating relevant supporting advertising from

35
other organisations wishing to be associated with your services and to target

your audience. Guidelines for Newsletters follow later.

Alternatively you can advertise in a relevant guide book produced by another

organisation. However, be careful to ascertain accurate details of circulation and

profile if considering small or unproven publications.

Open days and exhibitions

The advantage of personal contact is that you actually get to talk to your

potential customers, which dramatically increases the chances of getting your

message across. But there is a limit to how many people you can target and

access using these methods. Costs of preparation and organisation can be big,

and are rarely transparent at the outset so beware.

Events of this nature do nevertheless offer good possibilities for follow-up PR

activity, which can contribute greatly to building a customer-friendly image.

Word of mouth

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Personal referral is unsurpassed as an advertising tool. It costs nothing and is the

most believable of all. This is therefore a positive reason for sustaining excellent

customer service and relations. If your customers are thrilled by the service you

give they’ll tell their friends

BUSINESS PLANS AND MARKETING STRATEGY

A plan - a statement of intent - a calculated intention to organize effort and

resource to achieve an outcome - in this context a plan is in written form,

comprising explanation, justification and relevant numerical and financial

statistical data. In a business context a plan's numerical data - costs and

revenues - are normally scheduled over at least one trading year, broken down

weekly, monthly quarterly and cumulatively.

A business - an activity or entity, irrespective of size and autonomy, which is

engaged in an activity, normally the provision of products and/or services, to

produce commercial gain, extending to non-commercial organizations whose

aim may or may not be profit (hence why public service sector schools and

hospitals are in this context be referred to as 'businesses'.

Business plan - This is now rightly a very general and flexible term, applicable

to the planned activities and aims of any entity, individual group or organization

where effort is being converted into results, for example: a small company; a

large company; a corner shop; a local window-cleaning business; a regional

37
business; a multi-million pound multi-national corporation; a charity; a school;

a hospital; a local council; a government agency or department; a joint-venture;

a project within a business or department; a business unit, division, or

department within another organization or company, a profit centre or cost

centre within an an organization or business; the responsibility of a team or

group or an individual. The business entity could also be a proposed start-up, a

new business development within an existing organization, a new joint-venture,

or any new organizational or business project which aims to convert action into

results. The extent to which a business plan includes costs and overheads

activities and resources (eg., production, research and development, warehouse,

storage, transport, distribution, wastage, shrinkage, head office, training, bad

debts, etc) depends on the needs of the business and the purpose of the plan.

Large 'executive-level' business plans therefore look rather like a 'predictive

profit and loss account', fully itemised down to the 'bottom line'. Business plans

written at business unit or departmental level do not generally include financial

data outside the department concerned. Most business plans are in effect sales

plans or marketing plans or departmental plans, which form the main bias of

this guide.

Strategy - originally a military term, in a business planning context

strategy/strategic means/pertains to why and how the plan will work, in relation

to all factors of influence upon the business entity and activity, particularly

38
including competitors (thus the use of a military combative term), customers

and demographics, technology and communications.

Marketing - believed by many to mean the same as advertising or sales

promotion, marketing actually means and covers everything from company

culture and positioning, through market research, new business/product

development, advertising and promotion, PR (public/press relations), and

arguably all of the sales functions as well. Marketing is the process by which a

business decides what it will sell, to whom, when and how, and then does it.

39
Marketing plan - logically a plan which details what a business will sell, to

whom, when and how, implicitly including the business/marketing strategy. The

extent to which financial and commercial numerical data is included depends on

the needs of the business. The extent to which this details the sales plan also

depends on the needs of the business.

Sales - the transactions between the business and its customers whereby

services and/or products are provided in return for payment. Sales (sales

department/sales team) also describes the activities and resources that enable

this process, and sales also describes the revenues that the business derives from

the sales activities.

Sales plan - a plan describing, quantifying and phased over time, how the the

sales will be made and to whom. Some organizations interpret this to be the

same as a business plan or a marketing plan.

40
Business strategy – originally a military term, in a business planning context

strategy/strategic means/pertains to why and how the plan will work, in relation

to all factors of influence upon the business entity and activity, particularly

including competitors (thus the use of a military combative term), customers

and demographics, technology and communications.

Marketing strategy – originally a military term, in a business planning context

strategy/strategic means/pertains to why and how the plan will work, in relation

to all factors of influence upon the business entity and activity, particularly

including competitors (thus the use of a military combative term), customers

and demographics

41
 OBJECTIVE OF STUDY

The objective of study in Dabur India (Ltd).

PRIMARY OBJECTIVE

1. To study the availability of the brand in dealers in the market.

2. To study the tastiest brand in the market of Vatika Shampoo.

3. To study the distribution channel of the Vatika Shampoo.

4. To study the promotion backup of brand.

SECONDARY OBJECTIVE

1. To study the satisfactions level of brand.

2. To take suggestion from dealers which help in increasing sale value.

3. To know the company polices.

42
43
PRODUT PROFILE

Dabur Vatika Anti Dandruff Shampoo

For persistent dandruff problem, Vatika Anti-Dandruff Shampoo is the natural

choice. This herbal treatment is completely safe and cures dandruff from within.

Enhancing your hair’s natural beauty, without damaging or making it

dry. Vatika Anti - Dandruff Shampoo uses the natural goodness of lemon and

henna. Cleaning and curing difficult dandruff, while conditioning the hair to

give it body and strength.

44
Dabur Vatika Root Strengthening Shampoo with Deep Conditioning. Discover
the power of Almonds & Coconut Milk enriched shampoo that nourishes the
hair from root to tip and helps strengthen hair, reducing hair fall.
The deep conditioning formula restores dry, damaged hair and makes it soft &
silky.

Directions: Massage on wet hair, scalp gently. Rinse thoroughly. For best
results use everyday.

45
 Dabur Vatika Henna Cream Conditioning Shampoo

The natural shampoo that conditions from deep within, while gently cleansing

and nourishing your hair. Created by the Vatika Expert with a perfect balance of

natural ingredients like henna, green almonds and Shikakai. Unlike chemical

shampoos that are harsh, Vatika is mild on your hair, leaving it soft, silky and

radiant, with the gentle and caring touch of nature.

Dabur Vatika Black Shine Shampoo with Black Olive Conditioner

46
Dabur Vatika Black Shine Shampoo with Black Olive Conditioner
Enriched with Black Olives, Amla & Henna.

Discover the feeling of naturally black shiny hair with Vatika Black
Shine Shampoo's natural conditioning and gentle cleansing.
Enriched with Black Olives, Amla and Henna it provides well-
nourished hair, full of life!

47
48
49
 RESEARCH METHODOLOGY

Research Methodology is a systematic way, which consists of series

of actions or steps necessary to effectively carry out research and the

desired sequencing of these steps. The marketing research is a process

of involves a number of inter-related activities, which overlap and do

rigidly follow a particicular sequence. It consists of the following

steps

1. Formulating the objective of the study

2. Designing the methods of data collection

3. Selecting the sample plan

4. Collecting the data

5. Processing and analyzing the data

6. Reporting the findings

50
 RESEARCH DESIGN

Research Design specifies the methods and procedures for conducting a

particular study. A Research Design is the arrangement of conditions for

collection and analysis of the data in a manner that aims to combine relevance

to the research purpose with economy in procedure. Research Design is broadly

classified into three types as

1 Exploratory Research Design

2 Descriptive Research Design

3 Hypothesis testing Research Design

On the basis of the objective of study, the studies which are concerned with

describing the character tics of a particular individual, or of a group of

individual under study comes under Descriptive Research Design.

Descriptive Research Design: In this research design the objective of study is

clearly defined and has accurate method of measurement with a clear cut

definition of population which is to be studied.

51
 FORMULATING THE RESEARCH PROBLEM

Two steps are involved in formulating the research problem:

1 Understanding the problem

2 Rephrasing the problem into meaningful terms from an analytical

point of view.

The training sessions are conducted in the beginning of training in order to

make us clear about the task provided and how to handle the different situations.

52
 PREPARING THE RESEARCH DESIGN

The research design is developed to collect the relevant information with

minimum of efforts, time and money.

Marketing Research Objectives:

1 To undertake a prior market study before doing owns research.

. To make an analysis on the basis of the results.

2 Type of Study: Descriptive.

3 Research Area: Meerut.

4 Source of Information: Primary Data.

5 Data Collection Instrument: Questionnaires & Personal Interview.

6 Research Approach: Survey Method.

53
 THE MARKET PLACE

The Rs. 525 Crore organization Vatika Shampoo market today has a numbers of

the homegrown brands like Ayur, Nyle & Chik who have grabbed large share of

Vatika Shampoo pie in their respective regions. Vatika is planning to open 30 of

its ‘café 100’ parlous in the state of Meerut, Punjab and Haryana. Vatika a

market leader in yester years is already not to sure how to gain back its lost

ground and cut down its losses, there are many more who are seeking entry to

take and an early positioning in the market that is expected to grow faster than

any other Herbal products.

The other company, Ayur, is already taking Nyle for manufacturing and

marketing Hagen dazs Vatika Shampoo in India.

Managing branded parlour and shops chains may not be as difficult as managing

chain of Vatika Shampoo parlous as supply chain mechanism in case of Vatika

Shampoo is rather complex but nevertheless increasing supplies of Herbal in

pushing companies to develop the market for Herbal products. Vatika Shampoo

business in India, estimated at Rs.1200 Crore, till very recently was drive by

pushcarts selling Hindustan Lever’s Kwality Walls or the local brands. Vatika

Shampoo parlors were few like in n

Narulas Vatika Shampoo parlous came in vogue only after the arrival of

multinationals like Baskin Robins, super store, parlours and the most recent

good market value. Parlous have an edge over the rest, at least in the urban

54
market, which contributes the lion’s share to the industry. Baskin Robbins had a

tough building up its cold chain, the largest in India.

55
 SAMPLING DESIGN

A Sample Design is a definite plan for obtaining a sample from a given

population. It refers t the technique r the procedure adopted in selecting items

for the sample. The main constitution of the sampling design is as below-

1. Sampling Unit

2. Sample Size

3. Sampling Procedure

SAMPLING UNIT

A sampling framework i.e. developed for the target population that will be

sampled i.e. who is to be surveyed.

Retailers

Consumers

56
SAMPLE SIZE

It is the substantial portion of the target population that are sampled to achieve

reliable results.

175------- RESPONDENT (RETAILER)

SAMPLING PROCEDURE

The procedure to choose the respondents to obtain a representative

sample, a non-probability sampling technique is applied for the target

– market.

Non-Probability Sampling

It is a purposive sampling which deliberately chooses the particular units of the

universe for constituting a sample on the basis that the small mass that they so

select out of a huge one will be typical or representative of the whole.

Judgment sampling:

To select population members who are good prospects for accurate information?

57
 DATA COLLECTION

The data collection process is the predefined task that I have to undergo. The

data collection process starts right from the first day till the final day on the

field. During the whole period a list of different retailers scattered around whole

of the South Meerut gets visited on the regular basis. The main task is to

analyze the market potential, study of the market share of the company and

analyzing the competitor’s strategies.

The survey process is not complete without consulting the Distributor &

Retailers. The distributors are the key nodes that make the chain moving

effectively. So the response made by them is also an essential criterion to

involved and reaching for certain decisions.

There are several ways of collecting appropriate data that differ considerably in

the context of money costs, time, and other resources at the disposal of the

researcher. The tools used for data collection are as:

58
 PRIMARY DATA

The primary data are those data, which are collected afresh and for the first

time. And happen to be original in character. The primary data to be collected

for the study are-

Questionnaire – A set of questionnaire is prepared for the cause of collecting

different information related to the pre-determined objectives. The questionnaire

prepared is in two forms & targeted towards the doctors and chemists

differently. The format of questionnaire is structured and non-disguised.

1) Direct Personal Interview – Under this method of collecting data there is

face-to-face context with the person from whom the information is

obtained. The data collected are from the respective selected doctors and

chemists visited regularly. The pattern used is Structured and Indirect

Interview.

59
 SECONDARY DATA

Secondary data means data that are already available i.e., they refer the data,

which have already been collected and analyzed by someone else. When the

researcher utilizes secondary data, then he has to look into various sources from

where he can obtain them, IN this case he is certainly not confronted with the

problems that are usually associated with the collection of original data.

Secondary data may either be published data or unpublished data. Usually

published data are available in:

1 Various publications of the central, state and local governments;

2 Various publications of foreign government or of international bodies and

their subsidiary organization;

3 Technical and trade journals:

4 Books, magazines and newspapers;

Reports and publications of various associations connected with business and

industry, banks, stock, exchanges etc.;

5 Reports prepared by research scholars, universities, economists etc. In

different fields, and

6 Public records and statistics, historical documents, and other sources of

published information. The sources of unpublished data are many; they

7. May be found in diaries, letters, unpublished biographies and

autobiographies and also may be available with scholars and research workers,
60
trade associations, labor bureaus and other public/private individuals and

organizations.

The data collected from the various efforts and sources are presented in tabular

form and as shown distinctively from the next page.

61
62
 SWOT ANALYSIS

STRENGTHS

 Biggest sourcing base for Herbal products in India.

 India’s best-known local Brand across all categories.

 27% market share in the national Vatika Shampoo market.

 Presence of a well-established distribution and delivery network for

products.

 Penetration pricing strategy – Dabur is the price warrior in the Herbal

Shampoo market and currently has a very wide range to offer for all price

points.

 Normally consumers in India prefer Dairy Vatika Shampoo rather than

frozen desserts and Dabur has a wide portfolio in the dairy Vatika

Shampoo segment.

 Nyle, Dabur’s main rival, has 8% market share, the second largest share

in the organized sector now is trying to extend it’s cold chain in many

cities and towns Whereas Dabur has presence in almost all towns because

of it’s already existing butter lines.

 Customer is most comfortable buying Vatika Shampoo in the Value for

Money segment and Dabur is well present in this segment.

63
 Dabur has built up a formidable image as a brand in which generations of

consumers have placed their trust. This can be used to its advantage while

introduction of Vatika Shampoos.

64
 WEAKNESS

 Dabur’s Advertising has low profile. Nyle and Ayur on the other hand is

into heavy advertising and consequently, is going to be popular.

 A major entry barrier with Dabur are their some non flexible policies. If

Dabur makes their policies bit flexible than this will be beneficial for

them.

 Retailers want a credible Replacement policy of the Vatika Shampoo

.They would be willing to make further investments only for that brand

which offers replacement facilities. Dabur has no replacement policy.

65
 OPPORTUNITIES

 Meerut market is not restricted to monopoly outlets. There are a

significant number of retailers who are currently stocking more than two

brands. This is in Dabur’s favour, as earlier it had to overcome this

problem in the Indian market.

 There is ample scope in the low priced segment as also in other categories

where consumers presently are dissatisfied with the quantity being

provided vis a vis the price being charged.

 Dabur has the opportunity to capture the more evolved young adults and

children who are open to new products provided they meet their

expectations.

66
 THREATS

 Dabur might face threat from the local manufacturers in the low end of

the market like in the Meerut.

 Nyle and Ayur product differentiation strategy has been very well

received by the consumers and chick is also pushing up its advertising

pitch.

 Ayur is also planning to double the number of push carts in Meerut.

67
68
 DATA ANALYSIS

After data have been collected researcher turns to the task of analysis them. The

analysis of the task of closely related option such as establishment of categories,

the application of these calories to raw data through coding tabulation and then

drawing.

Statistical inferences

1) Coding

2) Editing

3) Tabulation

Coding operation is usually done at this stage through which the categories

of data was transfer into symbols that may be tabulated add counted

Editing was the procedure that improves the quality of data for coding with the

stage was ready for tabulation

Tabulation was a part of the technical procedure where in the classified data

are put in the form of tables.

No. of Dealers Covered

69
TABLE NO.1

PRIMARY SOURCE SAMPLE SIZE-175

Availability of Brands

Area of Survey No. Of Respondent Percentage

Kotla, Vally Bazar 40 22

Sadar Bazar 50 29

Shastri Nagar, Ghar

Road 30 17

Begampul, P.L. Sharma

Road 25 15

Thapar Nagar 30 17

Total 175 100

70
TABLE NO.2

PRIMARY SOURCE SAMPLE SIZE-175

No. of
Brand Percentage
Respondent

Dabur 66 38

Nyle 21 12

Ayur 30 17

Chik 47 27

Other 11 6

Total 175 100

71
Promotion by Vatika Shampoo Company

TABLE NO.3

PRIMARY SOURCE SAMPLE SIZE-175

Brand No. of Respondent Percentage

Dabur 54 31

Nyle 31 17

Ayur 34 20

Chik 38 22

Other 18 10

Total 175 100

72
Suggestions given By Retailers

TABLE NO.4

PRIMARY SOURCE SAMPLE SIZE-175

No. of
Suggestions Percentage
Respondent

Price Reduction 28 16

Increase Advertisement Spent 61 35

Taste Improvement 14 8

Distribution Improvement 38 22

Availability of Freezers 34 19

Total 175 100

73
 GRAPH.1

Market share of shampoo company

Brand No. of respondent Percentage

Dabur 62 35

Nyle 21 12

Ayur 28 16

Chik 54 31

Other 10 6

Total 175 100

6%
35%
31%

16% 12%

Dabur Nyle Ayur Chik Other

74
 GRAPH.2

Availability of product

6%
27% 38%

17% 12%

Dabur Nyle Ayur Chik Other

1 Dabur is present in 38% of the retailer surveyed.

2 Nyle is present in 12% of the retailer surveyed.

3 Ayur is present in 17% of the retailer surveyed.

4 Chik is present in 27% of the retailer surveyed.

5 Other is present in 8% of the retailer surveyed.

75
 GRAPH.3

Preference by consumer

10%
31%
22%

20% 17%

Dabur Nyle Ayur Chik Other

1 Dabur has liking of 31% among the consumers.

2 Nyle has liking of 17% among the consumers.

3 Ayur has liking of 20% among the consumers.

4 Chik has liking of 22% among the consumers.

5 Other has liking of 10% among the consumers.

76
 GRAPH.4

7%
17% 36%

22%
18%

Dabur Nyle Ayur Chik Other

1 36% retailer preferred the distribution channel of Dabur

2 18% retailer preferred the distribution channel of Nyle

3 22% retailer preferred the distribution channel of Ayur

4 17% retailer preferred the distribution channel of Chick

5 7% retailer preferred the distribution channel of Other

77
 GRAPH.5

Promotion by shampoo company

6%
35%
31%

16% 12%

Dabur Nyle Ayur Chik Other

1 Promotion strategies of Dabur are liked by 35% of retailer.

2 Promotion strategies of Nyle are liked by 12% of retailer.

3 Promotion strategies of Ayur are liked by 16% of retailer.

4 Promotion strategies of Chick are liked by 31% of retailer.

5 Promotion strategies of Other are liked by 6% of retailer.

78
 GRAPH.6

Retailer suggestion

19% 16%

22%
8% 35%

Price reduction Increase advertisement spent

Quality improvement Distribution improvement
Availability of products

 19% of retailer suggested for Availability of product.

 16% of retailer suggested for Price Reduction.

 22% of retailer suggested for Distribution Improvement.

 8% of retailer suggested for an improvement in Quality.

 35% of retailer suggested for increase in Advertisement.

79
80
 FINDING

As regards outlet exclusivity, I found that the major manufacturers (Nyle and

Ayur) have entered into agreement with some retailer to stock only their

respective products, which has also adversely affected competition between

manufacturers and between the distributors.

Here is some of the finding that I came across as I surveyed the market.

1. An average Meerut retailer is notorious and really very smart he is hard to

keep and the company has to make extra efforts to keep him loyal and this is not

just with Dabur it is the same with every other Vatika Shampoo company.

2. As the Vatika Shampoo is targeted to the ledy, they are consuming Vatika

Shampoo same ways as suggested in the advertisement.

3. To increase its consumption, it can be written on the bottle of the Vatika

Shampoo that for best result.

4. For sales promotion gifts like ……………………. It can be in the shape of

the bottle of Dabur Vatika Shampoo.

[Link] schemes like “primary schemes, secondary schemes & quantity

purchase schemes” can be given to the retailers.

[Link] and more displays like window hiring can be given for the retailers

outlets it has been said that “use regularly for strong & silky hair”.

[Link] promotion schemes like “price off or extra amount” can be given.

[Link] can be increased because other competitors are give more margin due
81
to which retailers are least interested in pushing the brand.

9. Sales can also be promoted by distributing small sachets and gifts to

the lady on the places like “Appu Ghar” through the joker.

82
83
 CONCLUSION

1. In considering the measures needed to remedy the adverse effects identified

our objective has bee to establish a framework I which competition would be

effective with as little ongoing regulation as possible.

2. On distribution exclusivity, I recommend that other Vatika Shampoo brands

should be restricted from entering into any agreement or arrangement for

capacity I any good distribution channel I any retailer outlet used to stock

wrapped impulse Vatika Shampoo. The company should make sure that it

doesn’t end up fighting with other companies for the remaining stock so the

company should make sure that whichever market it enters it should sanction

enough money to fix stock at least the shops where the demand is good.

3. On outlet exclusivity, I recommend that the company make sure that the

retailer it invests on especially where the company gets the pamphlets printed

and also invests on the outlets fixing up big signboards and also other

accessories like tables and chairs etc. in that case the company should demand

total loyalty and also fix up certain target for that shop so that if the target is met

the company further reward the retailer with further discounts or margins.

4. On distribution, we consider remedies that would regulate the supply by

Dabur to independent wholesalers – such as specifying the minimum order

range besides the distribution should also be perked up i.e. the availability

should be such that shortages ever occur besides care must be taken that

delivery be quick and that the Vatika Shampoo is not loose or melted.
84
5. As far as the billings are concerned the company must take proper care that

billings be done accordingly and any hassles that arise must be addressed

quickly care should be taken to bill properly because wrong billings ca take

away the credibility of the company.

6. Company has been right in addressing the top shops in town by keeping

product and giving other support to bigger retailers these retailer are with I

reach of the upwardly mobile yuppie class but the company should also address

to the dealers that don’t form the company’s top agenda because if the company

fails to do the same though it may earn its bread and butter but won’t be able to

earn necessary brad recognition that might help up the company cater to greater

amount of taste buds that should be company’s brand policy.

7. Urgent action should be taken to the above recommendations to help stall

competition and to also help the company to stand itself in the market

8. Company should prepare policy for “dames & expiry” that have to

waste product retailers.

85
 LIMITATIONS

Marketing research suffers from several limitations. A large number of

problems which are caused by financial constraints, insufficient sample size,

and lack of personal contact etc. marketing research only help managers in

decision making process. It provides data and information to the managers but it

can not be a substitute for marketing.

Limitations of Survey:

 In this industry, it is very difficult to find the exact figures as the

consumption is very low.

 There is not a particular trend followed in this industry to promote sales.

Actions are taken according to the situations and the situation changes

very fast in this industry.

 Sales price vary from retailer to retailer, as the cost price is different for

different retailers due to schemes given.

 The number of shops is very large in number and it is very difficult to

cover all of them.

86
87
 SUGGESTION

FMCG industry is very competitive industry and dominance of nyle

makes it tougher for other brands to establish in this field. So in order to

compete in this market everything should be perfect with main focus on

distribution. The distribution must be proper and retailers must be the main

center of focus. They are the people who can make difference.

Dabur advertisement is coming on TV and FM Radio in Meerut also. So

there is a possibility that sales will increase as more and more people come to

know about Dabur Vatika shampoo. Advertisement can bring the customers to

the shops but after that the retailer is the key person. If he wants he can sell any

Herbal. Therefore it should be the combined effort of company and retailers to

improve the sales. Also people always prefer change so if we provide them

better substitute of nyle they will welcome this change.

88
 BIBLIOGRAPHY

Kotler, Philip and Gary Armstrong (1999),

Marketing Management (New Meerut: Prentice Hall of India)

Kothari, C. R.(1999),

Research Methodology (Meerut: Global Business Press)

Magazines:

Business World (15 April, 2004)

Business Today (Collector Edition Vol.1)

India Today (16 April, 2005)

Journals:

Indian Journal of Marketing (May 2005)

The Journal of India management &strategy (July-Sep 05)

The Alternative Journal of Management

Study & Research (Aug-Sep 05)

News Paper:

Times of India

Economic Times

89
Websites:

 [Link]

 [Link]

 BUSINESS STANDARD

 MARKETING MANAGEMENT(PHILIP KOTLER)

 RESEARCH METHODOLOGY ([Link])

90
91
 QUESTIONNAIRE

Retailers Name:

Shop Address:

Contact no:

[Link] you keep shampoo?

* Yes () * No ()

2. Which brands you keep in your shop?

* Dabur ( )

* Nyle ( )

* Ayur ( )

* Chik ( )

* Other ( )

3. Which brand you sales mostly?

* Dabur ( )

* Nyle ( )

* Ayur ( )

* Chik ( )

4. Do customers ask for simple shampoo or branded shampoo?

* Simple () * Branded ()
92
5.. Which brand provides best promotional efforts?

* Dabur ( )

* Nyle ( )

* Ayur ( )

* Chik ( )

* Other ( )

6. Which Brand is mostly liked by consumer?

* Dabur ( )

* Nyle ( )

* Ayur ( )

* Chik ( )

* Other ( )

7. Is the Vatika Shampoo readily available to you on ordering to company?

Yes No

( ) ( )

8. Are you satisfied with margin provided by the company of the product?

Yes No

( ) ( )

93
 9. Other competitive brand providing good marginal.

-------------------------------------------------------------.

10. Are you satisfied with the quality of these brands (ratify them)?

* Dabur ( )

* Nyle ( )

* Ayur ( )

* Chik ( )

* Other ( )

11. Are you satisfied with brand name?

Yes ( ) No ( )

* Dabur

* Nyle

* Ayur

* Chik

* Other

12. Does visit of executive /deliveryman is regular?

Yes ( ) No ( )

13. Suggestion from you side to an Vatika Shampoo company is?

* Availability of product should be increased

* Price reduction

* Distribution improvement

94
 * Taste improvement

* Other-----------------

14. Are you interested in selling Vatika Shampoo?

Yes ( ) No ( )

15. If given a choice among following brands of Shampoo, which one would

you like to have (choose Only one):

* Dabur ( )

* Nyle ( )

* Ayur ( )

* Chik ( )

* Other ( )

16. Please mark your reasons for the choice.

[Link] Superiority ( )

[Link] ( )

[Link] ( )

[Link] margin ( )

[Link] Range ( )

[Link] Range ( )

95
96