businessnresearch methodology baidynath

7/30/2019 Businessnresearch Methodology Baidynath

1/64

EXECUTIVE SUMMARY

This report is not aiming at the overall marketing mix or the marketing strategy of

Baidyanth Ayurved Bhawan Pra.ltd but is an attempt to analyse the marketing mix of

Sundari Sakhi product .

The report also enlists various recommendations based on BCG Growth Share Matrix

analysis, Ansoffs Product Matrix Expansion Grid, SWOT Analysis etc. This analysis

has been done on the basis of the information gathered from the company website and

other online resources and books and articles.

This project report aims at analyzing and reporting on the marketing

strategies of Baidyanth Ayurved Bhawan Pra.ltd for the brands sundari sakhi syrup.

Pioneering role that it has played in the evolution of the categories it has had a

presence in. Baidyanath Sundari Sakhi Syrup is an excellent herbal tonic to relieve the

prolems related to menstruation and to maintain her stamina and vitality throughout

the month.sundari sakhi is the leader in the category and enjoys a market share of 75

per cent. The product is essentially a women health supplement.


2/64

Chapter 1

INTRODUCTION

OF

SUNDARI SAKHI


3/64

Regul tes menst ual cycle, relieves t edistress of dysmonorrhoea.

BaidyanathSundariSakhi Syrup


4/64

Baidyanath Herbal Products - Pure & Natural

Herbal Products - Your health is in Reliable Hand.

Bai anathSundariSakhiSyrup

(Formerly Sundarikalp Forte) - Ideal Herbal Tonic for Women - Forget your monthly

tension Every Month at the time of menstruation cycle every woman has to face

health promblems.

BaidyanathSundariSakhi Syrup is an excellent herbal tonic to relieve the prolems

related to menstruation and to maintain her stamina and vitality throughout the month.

SundariSakhi Syrup - can continued to be taken after relief from menstrual

problems purely as a herbal tonic to maintain vitality and stamina throughout the

month. Scanty Bleeding During Menstruation - Due to scanty bleeding during

menstruation women faces the problems like - heaviness in stomach, burning

sensation in eyes & in hands and in legs. In such cases it is advisable to take

BaidyanathRajpravartiniBati( 1-1 tablet twice daily with water) along with

BaidyanathSundariSakhi Syrup.

Leucorrhoea (Pradar) - Leucorrhoea is a common problem amongs women.

There are two types of Pradar. Shwetpradar(Whitish viscid discharge from Vagina)and Raktapradar (Reddish discharge from Vagina). Due to this discharge problems

likes backache fatigue, itching and inflammation in Vaginal area ocuur. In such

condition it is advisable to take Baidyanath

SundariSakhi Syrup along with BaidyanathPradarantak Tablet.


5/64

SundariSakhi Tablet - One tablet daily after meal gives extra strength and removes

weakness caused due to pain and bleeding during the menstruation. It should be taken

immediately after the 5th day of the period.

Indication:

An exclusive ayurvedic formula for women, formulated keeping in view

their needs. Relieves the problems of those difficult days like weakness, backache,

pain, fatigue ect.

Restores hormonal functioning of the system, Relieves headache, abdominal pain

irritation, lassitude and dizziness. Improves digestion.

Purifies blood, tones up skin, builds up strength & stamina & keeps women healthy

and active through the month.

Composition(Each 15 ml contains):

y AnantMool 375 mgy KharethiPanchang 375 mgy

ApamargPanchang 375 mg

y Manjith 375 mgy Kapasjad 375 mgy Ashokachhal 750 mgy Lodhrachhal 750 mgy Amltas 300 mgy Gokhru 300 mgy GajarBeej 225 mgy Shivlingi 225 mgy Daruhaldi 115 mgy Mulibeej 115 mgy Soya Phool 115 mg


6/64

y Ajmoda 115 mgy Dhaiphool 115 mgy Gulabphool 75 mgy Palashpushpa 75 mgy Kalonji 45 mgy UlatKambal 45 mgy Nagarmotha 75 mgy Punarnava 225 mgy Asgandha 150 mgy Caramel Colour Q.Sy Methyl Paraben 45 mgy Propyl Paraben 22 mgy Flavoured Syrup Base Q.S.

Dosage:

15ml twice a day with water along with SundariSakhiTablet(1 Tablet twice

daily with water). Non alcocholic, totally safe.


7/64

Chapter 3

OBJECTIVE OF

STUDY


8/64

Objective of study

y To interpret the consumer perception towards the Sundari

Sakhi Syrup.

y To identify the buying behavior of the target market.

y To analyze the market opportunity.

y To expand the different channel to promote Sundari SakhiSyrup.

y To study the present distribution channel.


9/64

Chapter 3

HYPOTHESIS


10/64

HYPOTHESIS:-

Hypothesis is usually considered as the principle instrument in Research: - Its main

function is to suggest new experiments and observations. I am to suggest new experiments

and observations. In fact, many experiments are carried out with deliberate objective of

testing hypothesis. Hypothesis means a mere assumption or some supposition to be provide or

disproved .Thus a hypothesis may be defined as a proposition set forth as an explanation for

the occurrence of some specified group of phenomenon either asserted merely as a

provisional conjecture to guide some investigation .A research hypothesis is a predictive

statement, capable of being tested by scientific method, that relates and dependant variable to

dependent variables.

o The promotional activity of sundari sakhi is quite effective

o Sales promotional activity boost the sales of retailers in nagpur.

o Effectiveness of sales promotion is depend up on the pattern of salespromoyion.

o Sundari sakhi formulated strategies after analyzing of consumer buyingbehaviour .

o Consumer show positive buying attitude towards sundari sakhi.

o Sundari sakhi has huge market share in Nagpur.

o Consumer are very much satisfied with the baidyanath established productsundari sakhi.


11/64

Chapter 4

RESERCHMETHODOLOGY


12/64

MEANINIG OF RESEARCH: -

Research as a scientific and systematic search for pertinent information on a specific

topic. In fact, research is art of scientific investigation. It is an academic activity and such the

term should be used in technical sense. Research is, thus an original contribution to the

existing stock of knowledge making for its advancement .It is pursuit of truth with the help of

study, observation, comparison and experiment .In short, the search for knowledge through

objective & systematic method of finding solution to a problem is Research.

DEFINATION

1 .According to advanced Learners Dictionary, A research is a careful

investigation or inquiry especially through search for new fact in any branch of

knowledge.

2. According to Clifford Woody, Research comprises defining and redeemingproblems, formulating hypothesis or suggested solution; collecting, organizing and

evaluating data; making deductions and reaching conclusion; and at last carefully

testing the conclusion to determine whether they fit the formulating hypothesis.

RESEARCH METHODOLOGY

Research methodology is a way to systematically solve the research problem. In it

we study the various steps that ate generally adopted by a researcher in studying his


13/64

research problem along with the logic behind them. Itis necessary forthe researcher

to know not only the research method/techni ues but also the methodology.Research

methodology is the process of systematic gathering, recording and analysis of data

collected by various techni ues to access the response and accordingly, prepare a

report on absenteeism.

Research is any systematic activity carried out in the pursuit of truth,

investigation & itis also the application of scientific method to add to the present pool

of knowledge.

MET D OF D T COLLECT ON:-

Data Collection was done by two types of data collection are as follows:

i Primary Dataii econdaryData

1. Primary data: It will be collected with the help of a self administeredquestionnaire in NAGP R.

2.Secondary data: Secondary data is required for collecting the information of the

company. This data is collected from the related website, and some other available


14/64

resources which are listed below.

y Newspapers

y Magazines

y Books.

y Internet.

3. Location of survey: - Location of the survey is Nagpur.

Research instruments:

Questionnaire design:

As the questionnaire is self administrated one, the survey will be simple and user

friendly. Words used in questionnaire will be readily understandable to all respondent.

Also technical jargons will be avoided to ensure that there is no confusion for

respondents.

Research approach:

The project uses facts or information already available an analysis them to make

a critical examination of material. The analytical research has been conducted to study

absenteeism.

The study has investigated and gathered the relevant data and information as a

basis or evidence. The procedures adopted for obtaining the same is survey method. In

this method the data has been collected by the method of questionnaire.

To evaluate the market response and the movement also to identify the various

constraints in sales of product. Following plan of action prepared.

To get information about movement of product the questionnaire prepared for retailers

as retailers are direct in the contact of consumers.


15/64

Chapter 6

IMPORTANCE

OF

ADVERTISING


16/64

Research in advertising is done in order to produce better advertisements

that are more efficient in motivating customers to buy a product or a service.

The research can be based on a particular advertising campaign or can be more

generalized and based on how advertisements create an effect on peoples mind. Lotsof approaches are involved to go about conducting an advertising research like

economical, psychological, demographical and sociological.

When designing an advertisement for a particular product many things should be

researched like where it should be displayed, whether the advertisement can be

printed in newspapers or magazines or broadcasted on television or radio or published

on the Internet. Many methods are undertaken to collect relevant information. The

research itself is of two kinds, syndicated and customized. Syndicated research is a

single research done by the company that is available to other companies as well.

Customized research is research based on certain criteria and is done for a particular

company and its results are available to only that company.

Pre-testing or copy testing is a type of customized research that determines the in-


17/64

market efficiency of an advertisement before it is released or before the final

production. The more the pre-testing is done the more likely that it will be a

successful advertisement and each pre-testing should be applied number of times.

This can done by studying the level of attention the customers have, motivation, brand

linkage, communication and entertainment. Flow of emotions and flow of attention

are broken down and studied individually. The results are applied on the

advertisement that is still being developed to recognize the weak points and replace

them. A reliable feedback loop can guide the researchers, client and the agency to

work in harmony. Tests should be applied during the storyboard stage of ad making.

This is an early stage and the results are highly predictive. During this process images

are selected and used as integrated campaign print ad.

Post-testing or ad tracking studies are either syndicated or customized. Studies are

done over a period of time or continuously. The in-market research is done to

understand a brands linkage, performance, awareness, and preference along with

product attitudes and usage. They are done by, conducting interviews either on phone

or Internet. Testing the finished advertisement provides the confidence and gives an

idea whether it is following the strategy.

All the above studies should facilitate the clients advertisement development make

the end product easier to achieve. The study should contain rational information

having not only surface knowledge but also provide deep in-sight that will open

window to a customers mind. The customer, too, should provide precise information

based on facts and not based on imaginary thinking and self-delusion. He should be

able to explain the role of advertisement in the whole marketing plan. Working in

vacuum doesnt get the desired result.

The basis is to provide in-depth understanding about the consumers for

improving on the advertisement techniques and other marketing decisions. The

traditional methods of qualitative and quantitative techniques have been improved to

analyze the information with goodinsight.

The rapidly changing likes and needs of the customers are difficult to track,

but should be studied in order to increase the quality of advertisement. The changes

are because of the huge number of options offered to them by the market.


18/64

Chapter 7

MARKETING

STATERGY OF

BAIDYNATH ABOUT


19/64

Promotion

The promotional policy of company sticks to conventional inputs such as.

Wall PaintingBannerPictureStickerDanglerSpot sellingNews Paper


20/64

The news paper advertisement has increased the sales of Sundari Sakhi

in maturity phase also. Many retailers believe that without news paper advertisement

its not possible to get immediate market response of high level retailers also believe

that if news paper advertise stopped by company the sale will decreased.

Baidyanath is amongst the top Banner and Poster campaigner company in Nagpur city

the field personnel putting efforts for banner and poster placement in the various part

of the city.

With respect to chyavanprash No poster or Banner is provided to field personnel field

staff working with small stickers and dangler for promotion of Sundari sakhi.

SWOT analysis of Sundari Sakhi

Strength

y Brand Name of Baidyanathy Excellent Banner and poster campaigny Strong marketing network

Most preferred Brand

Weakness

y As compare to other companies low preference by doctorsy Complicated replacement policies.


21/64

y Retailers not promoting products on their level.y Fluctuating prices.y Schemes by stockist are not uniform.y Lack of training to field force in terms of product knowledge.

Opportunities

y Expanding market and growing purchasing power of consumer.

Threats

y Introduction of Quality products by competitors.y Competitors offering better services and schemes.y Some competitors targeting the Products of Baidyanath

extensively.

y Competitors such as Sandu Building bonds with Doctors.

Area covered in Nagpur

Area covered No. Of stores

East 56

West 60

Central 23

North 26


22/64

South 47

Market share of Sundari Sakhi and competitors brand

The Marketing Mix

Product Place

Target

Market

75%

15%

5%

5%

Chart Title

Sundari sakhi Sundari sanjivani Hempushpa Others


23/64

PricePromotion

The firm attempts to generate a positive response in the target market by blending

these four marketing mi variables in an optimal manner.

A Summary Table of the Marketing

Mix

The following table summari es the marketing mi decisions, including a list of some

ofthe aspects of each ofthe 4Ps.

Summary of Marketing Mix Decisions

Product Price Place Promotion

Functionality

Appearance

Quality

Packaging

List price

Discounts

Allowances

Financing

Channel

members

Channel

motivation

Market

Advertising

Personal

selling

Public


24/64

Brand

Warranty

Service/Supp

ort

Leasing

options

coverage

Locations

Logistics

Service levels

relations

Message

Media

Budget

A. Baidynath SELLING PROCESS

Baidynath product process of selling starts from stockiest. C&FA dose not have any process to play in the process of selling of dabur

foods products. They are just Clearing & Forwarding Agents they store the

manufacturing products and then supply it to stockiest.

Stockiest pay the money to Baidynath product through demand draft. Stockiest further sells the products to retailers. Retailer finally sells the products to consumers.

MARKETING HOW Baidynath IS USING MIX

Product

Appearance: Baidynath tries to make its products appear very attractive.

Quality: Quality of the product is really unmatchable as it is tested number of

times and its products are processed using very advanced machinery and technology.

Packaging: Baidynath products packaging is done in such a way that its juices

does not get expired before 6 months inspite of perishable products.


25/64

Brand: Baidynath itself is a very reputed and well known brand in the market and

its Real juice is also known all over India.

Warranty: Baidynath as such does not gives any warranty but if there is any

problem in its products before expiry then they replace the product.

Service/Support: Baidynath productsprovide full support to its stockiest,

retailers and consumers, what so ever the problem is.

Price

List price: Baidynath decide its price according to its competitors and the price

structure is different for retailers and stockiest.

Discounts: There are different discounts for retailers, stockiest and consumer

from time to time.

Allowances: Special allowances are gicen to stockiest sales man if he acives his

targets.

Place

Channel members: Channel members or business partners of Baidynath are

its stockiest, retailers.

Channel motivation: Channel motivation for Baidynath is pull and pushstrategy.

Market coverage: Baidynath product distribution network that covers 175

towns and 75 thousand retail outlets making its product available to the consumers

across the country at ease.


26/64

Locations: Baidynath product try to cover or tries to place its products in each

and every shop and every location.

Promotion

Advertising:Baidynath products are advertised through television, newspapers,

magazine etc.

Personal selling: Baidynath hardly do any personal selling except in tent shows

and road shows. Same for less & more for same

Media: Media of promotion is TV, Radio, newspapers, magazine.

Budget: Budget is Decided by finance team for different strategic business unit.

Critique of selling

In theory, the purpose of selling is to help a customer realize his or her goals in an

economic fashion. However, in reality this is not always the case. Customers can be

influenced to purchase a product or service that initially was not of interest to them.

Some salespeople are trained in the art of selling customers things they don't need.

Take for example the purchasing of a car: a consumer may have a set of cars in mind

(called an evoked set) that she feels match her needs, wants and budget. She may seek

the advice of a salesperson given that a salesperson can help her realize the right car


27/64

given those criteria. This can be a socially useful function; salespeople have

specialized knowledge of products that can help consumers make an informed

decision. However, a salesperson may also talk a consumer into purchasing a more

expensive or perhaps larger car then she needs or can afford. In this context, the

salesperson may have usefully helped the customer re-evaluate her needs, thereby

establishing a new set of appropriate choices among which included the newer or

large car. This again would be a helpful and useful service provided by the

salesperson. However, it is sometimes the case that customers purchase a product or

service that was not initially intended and remains an inappropriate purchase after the

fact. On the other hand, the consumer in this scenario can be held partially responsible

for the inappropriate purchase; indeed, "A fool and his money are soon parted." (P.T.

Barnum, English proverbs)

This dysfunctional behavior is encouraged by:

Incentives of salespeople to increase their total number of sales, especially where

retailers keep track of sales or offer commission-based salaries

Incentives from the manufactures of products or the companies of serviceproviders to salespeople to sell their products where other similar products

offered by competitors are offered

The incentive to sell a customer a product that is in need of being cleared out,despite the fact that a customer may be better to wait for the new product


28/64

B. Channel OfDistributions

Manufacturing Plant

Clearing and forwarding agent (different regions)

Stockist A Stockist B Stockist C

Retailers Retailers Retailers Retailers Retailers

Retailers

CONSUMERS


29/64

The above diagram it shows channel of distribution of Baidynath

product, here first the products are manufactured and from Manufacturing plants the

packed goods are supplied to Clearing And Forwarding Agents(C&FA) and from here

the goods are then further supplied to number of Stockiest or Distributors, from here

goods reaches to large number ofRetailers and it is the duty of Stockiest to take

orders from retailers and then supply the goods to them, this work is generally done

by stockiest salesman through ready stock or by taking orders first and then placing

the order. From here the goods finally reaches to Customers. Customer purchases the

product from retailers.

This was the basic Channel of Distribution used by Baidynath product, now I will

throw light on each channel of distribution of Baidynath product.

Supply Chain Management:

Supply chain management starts before physical

distribution: it involves procuring the right inputs (raw materials, components and

capital equipment), converting them into finished products and dispatching them to

the final destinations. The supply chain perspective can help identify superior

suppliers and distributors and help them improve productivity, which ultimately

brings down the companys costs.

A broader view sees a company at the center of a value networkthat includes

its suppliers, its immediate customers and their end customers. The value network

includes valued relations with others such as university researchers, government

approval agencies and so on.

MANUFACTURING PLANT:


30/64

Baidynath product has Number of products in its product line but its main area of

interest or the product on which they concentrate the most is Real Juice & Coolers.

Baidynath has its manufacturing plant at PATNA, JHASI, NAGPURand NAINI.

PROCUREMENT & TRANSPORT:

y Getting the raw material and packaging material requirement from theproduction unit in charge

y Constant updates on the procurement of materials and transport detailsy Production details and ingredient content information from the different

personnel and coordinating this activity

PACKAGING:

y Approval and coordination of the supply of packaging material to theproduction unit

CLEARING AND FORWARDING AGENTA (C&FA)

From manufacturing plant the stock is transported or supplied to clearing and

forwarding agents.

Clearing and Forwarding Agents is a third party and Baidynath gives contractto them, so company has nothing to do in building the relationship with them.

Here C&FA keep or stock the goods with them.


31/64

They charge Baidynath for stocking the good and even Baidynath dont minddoing so as it is a measure of cost cutting as well as there is no need for

gowdowns and maintenance.

C. STOCKIEST ORDISTRIBUTORS

Stockiest store the products in their godowns, C&FA supplies the goods tothem as per their order.

Stockiest has some sales men working under him, they are known as stockiestsales man. Their work is to place the products in the market and take order

from retailers and then supply goods to them.

Sales man either take ready stock with them or they first take orders and thensupply goods later on.

There is a beat which is a schedule route of sales man, means sales man has todaily cover the route as mention in the beat.

Merchandising, making products visible, pasting posters, putting banners, andseeing that goods are properly placed in the retail outlets is also the duty of

stockiest sales man.

Companies sales officer keeps a check on the stockiest and monthly report isalso prepared which is further analyzed by ASM & ZSM.

D. RETAILERS

Retailers are backbone of the company as they are the one who can take theproduct on new heights or can bring it down to toes.


32/64

Stockiest supplies goods to retailers and tries Persuading retailers to give thebrand special displays (using merchandising tools) to get affective brand

presence, and arranging it in more noticeable manner.

Classification of outlets in different type of markets is different according totheir sales volume.

TYPES OFRETAILS OUTLETS

Margin of retailers is always higher than stockiest. Retailers are the one who have direct contact with the customers. Baidynath product has a distribution network that covers more than175 towns

and 75 thousand retail outlets making its product available to the consumers

across the country at ease.

E. TYPES OF RETAIL MARKET

The retail market can be classified on the basis of magnitude of retail.

y SCATTERED MARKETLesser no. of outlets, and

Extensive outlets

y BLOCK MARKETLarge no. of retail outlets in chunk

y SUPER MARKETThrough their superior information ,logistical systems and buying power deliver good

service and immense volumes of products at attractive prices.


33/64

y CHAIN OUTLETSHaving more than one key outlet all across with a single control unit and central

purchasing strategy.

Chapter 7

DATA ANALYSIS &

INTERPRETATION


34/64

A data analysis has been done overthe collected data from the

dealers, customers, micro-distributors, sales executives, related

books and websites.

Baidyanath Sundari Sakhi

1. AWARNESS LE EL

Product Name No. Of respondant Percrntage

Sundari sanji ani 30 50

Hempushpa 6 10

Sundari sakhi 52 75Other 12 20

0

10

20

30

40

50

60

70

80

SUNDARISANJIWNI

HEMPUSPA SUNDARISAKHI

OTHER

PERCENTAGE


35/64

itis clearly seen from above graph that most (75%) ofthe respondant are

aware of sundari sakhi

2.PREFERRED BRAND

3.SAT SFACT ON LE EL

05

10

15

20

25

30

35

40

45

50

ZANDU HIMANI BAIDYANATH OTHER

PERCENTAGE

0

1

2

3

4

5

SUNDARI SANJIWNI HEMPUSPA SUNDARI SAKHI OTHER

RATING(1-LOW5-HIGH)


36/64

4. REASONS FOR SELECT NG A PART CULAR BRAND

5.HOW D D YOU COMETO KNOW ABOUTTHIS BRAND.

0

10

20

30

40

50

60

70

HEALTH BRAND LOYALTY TASTE PRICE

PERCENTAGE

0

10

20

30

40

50

60

70

TV INTERNET WOM PRINT

PERCENTAGE


37/64

6. UNAVAILABILITY OF PREFERRED BRAND

7. PREFERREDPACK SIZE

0

5

10

15

20

25

30

35

40

PURCHASE ANOTHER BRAND WAIT BUY SUBSTITUTEWHATEVER OFFERED BY RETAILER

PERCENTAGE

0

5

10

15

20

25

30

35

40

45

50

1 Kg 500 gm 250 gm

PERCENTAGE


38/64

8. REASON TO SELECTPREFERREDPACK SIZE

9. FRE UENCY OF PURCHARE

0

5

10

15

20

25

30

35

40

A

A

AB

R

C

A

RA

RC

N

A

0

5

10

15

20

25

30

35

40

45

50

N N H W N H HR N H

! "RC

"N

#

A$

"


39/64

NO

25%

YES

75&

ARE YOU SATISFIED WITH YOUR

BRAND


40/64

RETAILER SURVEY RESULT

About SUNDARI SAKHI

1. DO YOU KEEP BAIDTANATH MEDICINE IN STOCK?

2. WHICH STOCKIESTPROVIDETHE BAIDYANATH MEDICINE

0

20

40

60

80

100

YES NO

PERCENT

0

10

20

30

40

50

60

70

80

90

100

NA'

PUR OTHER


41/64

3. ARE YOU SATISFIED WITH STOCKIEST SERVICES?

4.DO YOU HAVE SUNDARI SAKHI?

0

10

20

30

40

50

60

70

80

90

yes no

PERCENTAGE

0

20

40

60

80

100

yes no not interested

PERCENTAGE


42/64

5.WHAT IS MONTHLY SELLING OF SUNDARI SAKHI?

6.HOW CUSTOMOR ATTRACTEDTOWARDS THE SUNDARI

SAKHI?

0

5

10

15

20

25

01---02 2--5 5---10

PERCENTAGE


43/64

7.HAVE YOU REGISTRED ANY COMPLAINT FROM THE

CUSTMOR REGARDING THIS PRODUCT?

8To my sur ey 2% retailer get complaint from the custmor

regarding this product

The complain is

0

5

10

15

20

25

by reguler use by company montly problem

PERCENTAGE

0

10

20

30

40

50

no yes

PERCENTA


44/64

y Its not so effecti e y Result not so effecti e

9. DO YOU THINK SUNDARI SAKHI WILL SUSTAIN FOR

LONG TIME IN THE MARKET?

0

5

10

15

20

25

30

35

40

yes no CAN'T SAY

PERCENTAGE


45/64

10. IMPROVEDPACKAGING INCREASETHE SALE OF

SUNDARI SAKHI?

11. IS THEPOSTER & STICKER ARE HELPFUL ININCREASING THEDEMAND OF THEPRODUCT?

0

5

10

15

20

25

30

35

40

45

50

yes no CAN'T SAY

( )RC

)NTA

0

)


46/64

12. ADVERTISING IN THE NEWSPAPRE & MAGZIN ARE

HELPFUL IN INCREASING THEDEMAND OF THEPRODUCT?

13.. WHATDO YOU THINK HELPED A LOT IN INCREASED

SALE OF SUNDARI SAKHI?

0

5

10

15

20

25

30

35

40

45

yes no DON'T KNOW

PERCENTAGE

0

5

10

15

20

25

30

35

40

45

yes no DON'T KNOW

PERCENTAGE


47/64

14.. ARE YOU SATISFIED WITH FIELD FORCE OF SUNDARI

SAKHI?

0

2

4

6

8

10

1214

16

18

20

REGULARLYADVERTISING

BRAND PRODUCT GOOD RESULT

PERCENTAGE

0

5

10

15

20

25

30

3540

45

50

YES NO

PERCENTAGE


48/64

IN HOW MANY DAYS YOU RECIVE THE PRODUCT AFTER

PLASING THE ORDER

51

401

55 1

Ch t Titl

WEEKIY MONTLY AFTERONE MONTH


49/64

The findings of the data analysis are given below:

Chapter 9

FINDING


50/64

The local brands becomes weak in front of Baidnyath. it has strong &

effective in compare of other, which helps the product to maintain strong image in

customers mind.

As the advertisement are made targeting specially in this sector because increase in

competitor day by day as market grows rapidly according to my survey I found that

effective advertising help to increase brand awareness & market share.

Awareness ofBaidnyath products in the market is very wellin market.

1) The customers show good preference about the product.2) Most of the customers were satisfied with price but they were not satisfied

with some facilities like schemes and services.

3) Most of the customers believe in other brand product to.4) The distributor of baidynath is more as compared to other Brand. So it is

beneficial to our product.

5) The product is placed with other product so that also most of the customerattract towards baidynath product sundari sakhi.

6) Advertisement is less as compared to other.7) As compare to other companies low preference by doctors8) Complicated replacement policies.10) Fluctuating prices.

11) Lack of training to field force in terms of product knowledge.


51/64

Scheme Problem:-

Today the market is of schemes & the buyers & the retailers is only

happy when they have various schemes for the buyers & for themselves, but in the

today's competitive market The companies are not coming up with the productive

schemes, which can help them to sell the product.

Schemes are not too reliable. Baidynath try to get good scheme to their customer.

The Company has made its goodwill in the market, but with that

there have become very much bios regarding their schemes & co-operating with the

retailer. Retailer not promoting the product at that level.


52/64

Conclusion

Chapter 10

CONCLUSION


53/64

BaidyanathSundariSakhi Syrup is an excellent herbal tonic to relieve theprolems related to menstruation and to maintain her stamina and vitality

throughout the month.

SundariSakhi Tablet gives extra strength and removes weakness causeddue to pain and bleeding during the menstruation.

Lack of adequate timely sales promotion. Scheme should NOT be given to retailer. Baidynath serving frequency is very good as compare to other segment

industries.

More motivation program should be arranged to the salesman. Product life cycle management, so that new and existing products can be

optimally integrated into the supply chain and capacity management

activities.

SUNDARI SAKHI is the new estabilsed product into the market, so it haspotential to increase their share in market.

Sundari sakhi is good Quality product . The prise is reasonable as compared to other product.


54/64

Chapter 10

SUGGECTION


55/64

1. Another product line:

The life cycle of the product has also come at the point of saturation and the

risk is that it should not get out of the market. So the problem should be identified and

work should be done accordingly.

2. Advertisement:

No. Of TV channels gives a good source of advertising venture for the

product. It was understood during the project work that the ads of batteries does not

come up with the spark in the minds of the buyers as the quality of the product can

used by all the customers so the company should concentrate on coming up with more

striking ads with good punch line or also with the humming tunes.

3. Reliability:-

Customers are looking forward for more reliable product with assurance

which is not given by the companies to make it reliability strong & to bring up the

innovation the R& D departments of the organization should concentrate "minute to

majorly" in all the problems of the customers.

4. Packing:-

The company should think for more new & attractive packing OF SUNDARI

SAKHI, which will attract the customers.

5. Schemes:-

Goodwill of the company has given the organization a setback attitude of not

coming up with the scheme for both retailers as well as the customers. Majorly

schemes play a lot of role in selling their product.


56/64

Chapter 11

LIMITATION


57/64

LIMITATIONS

The study was restricted to Nagpur city only & therefore results of this study

cannot be generalized to other part of the country.

Constraint Time constraint has a big limitation to conclude such vast

subject.

Some customers are not ready to give their views.

The questionnaire contains multiple choice questions so respondents tic to

answers which were not applicable without giving proper thought.

Mode of Analysis is on information provided by retailer. There is no authentic

evidence to support the information.

Assumptions that the answers to the questionnaire are correct.


58/64

Chapter 12

BIBLIOGRAPHY


59/64

Books:

y Marketing Management:Twelfth Edition Philip Kotler &Kevin Lane Keller

Websites:

y www.google.comy www.baidynath.comy www.tutor2u.nety www.brandchannel.comy www.blonnet.comy www.superbrandsindia.com


60/64

Chapter 13

QUESTIONARIE


61/64

BAIDYANATH AURVEDBHAVAN PRS LTD.

NAME OFRETAILER ................................................ ADDERES ............................................... PHONE NO. ............................................... STOCKIEST ................................................

1) DO YOU KEEP BAIDTANATH MEDICINE IN STOCK?

YES...................... NO..........................

2) WHICH STOCKIEST PROVIDE THE BAIDYANATH MEDICINE?

...................................................................... ......

3) ARE YOU SATISFIED WITH STOCKIEST SERVICES?

YES.................... NO........................

4) DO YOU HAVE SUNDARI SAKHI?

YES.................... NO........................


62/64

5) WHAT IS MONTHLY SELLING OF SUNDARI SAKHI?

1-2....... 2-5........ 5-10....... MORE THAN 10.........

6) HOW CUSTOMORATTRACTED TOWARDS THE SUNDARI SAKHI?

BY ADVERTISING ......................

COMPANY NAME .....................

MONTHLY PROBLEM ...................

8) HAVE YOUREGISTRED ANY COMPLAINT FROM THE CUSTMORREGARDING THIS PRODUCT?

YES.................... NO........................

9) IF YES THEN WHAT KIND OF COMPLAINT IT IS?........................................................................................

10) ARE YOU SATISFIED WITH SCHEME & MARGIN OF SUNDARI SAKHI?

YES .......... NO......... IMPROVE THE SCHEME.........

11) WHAT ELSE YOU SUGGEST TO CUSTOMER?


63/64

..............................................................................................

12) IS THERE ANY IMPACT OF PRICE CHANGES ON SALE OF SUNDARI

SAKHI ?

YES.................... NO........................

13) DO YOU THINKSUNDARI SAKHI WILL SUSTAIN FORLONG TIME IN THE

MARKET?

YES........ NO......... CANT SAY..............

14) CAN IMPROVED PACKAGING INCREASE THE SALE OF SUNDARI SAKHI?

YES........ NO......... CANT SAY...........

15) IS THE POSTER& STICKERARE HELPFUL IN INCREASING THE DEMAND

OF THE PRODUCT?

YES........ NO......... CANT SAY..............

16) ADVERTISING IN THE NEWSPAPRE & MAGZIN ARE HELPFUL IN

INCREASING THE DEMAND OF THE PRODUCT?

YES........ NO......... CANT SAY..............

17) WHAT DO YOU THINKHELPED A LOT IN INCREASED SALE OF

SUNDARI SAKHI?

REGULARLY ADVERTISING ...............................


64/64

BRANDED PRODUCT ..............................

GOOD RESULT .............................

18) ARE YOU SATISFIED WITH FIELD FORCE OF SUNDARI SAKHI?

YES........ ......... NO................

19) ANY SUGGESTION FORTHE BAIDYANATH?

.............................................................................................

..............................................................................................

.............................................................................................

RETAILERSIGNATURE

................................... ..........

businessnresearch methodology baidynath

Documents