Retailers buying behavior, data analysis, learning from SIP, Recommendations and suggestions.

1. “Study on retailers buying behavior
towards Kashmiri products in Pune”
Presented by:-
Md. Tousif Alam

2. Sector.
FMCG is a classic case of low margin and high volume business
FMCG is the 4th largest sector in the Indian economy
The FMCG sector in India generated revenues worth USD49 billion in 2016 expected to be
USD103.7 billion till 2020
Reference by:- IBEF.ORG

3. THE FMCG MARKET HAS THREE MAIN SEGMENTS..
FMCG
Food & beverages Health care
Household and
Personal care
19% 31% 50%
Health beverages,
staples/cereals,
bakery products,
snacks, mouth
fresheners etc.
Oral care, hair care,
skin care,
cosmetics/deodorant
s, perfumes etc.
OTC products and
ethical

4. Company.
It is a family owned business since 1972
Managing director is Mr. Nandkishor k Agarwal
Our industry is based upon the medicinal and well being values of
fennel seeds. Fennel seeds are very effective for digestive problems.
With more than 80 Distributors all over Maharashtra
Today Kashmiri Products has expanded its business all over
Maharashtra and they are taken initiatives to expand their business in
Delhi, Chhattisgarh and UP.
Turnover of Kashmiri Products is approx. 30cr. Per annum

5. Products.

6. Action plan.

7. Cont.
• Daily purchased the material from Distributors and sold to the
retailers.
• Always trying to sell more products and new products to the
retailers.
• Trying to analyze about the retailers behavior.
• Daily maintain the DSR.
• ..Downloadsinventory sheet.xlsx

8. Competitors.
• Amrut Dhanadal
• Bhagat Dhanadal
• Jassi mitha saunf
• Namaskar Mukhwas
• Feelings pan
• Pass Pass
• Fun too

9. Objectives.
• Study on Kashmiri products awareness and availability.
• To know about the retailers satisfaction level towards Kashmiri
products.
• Identifying improvement areas for increasing sales
• Adding more retailers in company

10. Research Methodology.
Research design: Exploratory and Descriptive
Type of sampling: Convenience
Sample size: 100
Sampling area: Pune
Type of Data: Primary and Secondary
Data collection tool: Questionnaire
Data collection method: Survey

11. Analysis 1
Q. Are you aware about the Kashmiri Products?
yes
98%
no
2%
yes
no

12. Q. In which of our products you are more interested?
0
10
20
30
40
50
60
70
80
90
90
5 5
8
5 4 4 3
20
Analysis 2

13. Q. Which variants of Kashmiri products you preferred more?
50p
27%
Rs. 1
53%
Rs. 5
8%
50g
12%
50p
Rs. 1
Rs. 5
50g
Analysis 3

14. Q. What motivates you to purchase our Kashmiri products?
Margin
47%
Brand name
10%
Consumer
demand
29%
Offers
14%
Margin Brand name Consumer demand Offers
Analysis 4

15. Q. From where you purchase our products?
Retailers
2%
Distributors
75%
Salesman
18%
Others
5%
Company Distributors Salesman Others
Analysis 5

16. Q. Are you satisfied with our products in the following parameters?
1
Highly
Satisfied
2
Satisfied
3
Neutral
4
Dissatisfied
5
Highly
Dissatisfied
Weighted
score
Availability 23 37 8 28 4 2.3
Price 58 21 11 8 2 1.75
Margin 55 30 8 5 2 1.69
Delivery 15 36 20 21 8 2.71
Quality 52 25 13 8 2 1.83

17. Outcomes from SIP.
• Hardcore sales of Rs. 70,000 within two months
• To know about the retailers satisfaction level towards
Kashmiri Products.
• Tried to apply new approach of distributing samples to end
customers for promoting Kashmiri products and to make
aware about its variants.
• On the basis of analysis and observations suggested
improvement areas to increase business.
• Free sampling to the retailers and to the end users.

18. Observations.
• They don’t have salesmen as much of as required for their
company.
• Very few sales person visited the retailers.
• Their price vary from retailer to retailer.
• Their product is well known in the market.
• Some of the products are very good but some needs attention.

19. Suggestions.
• Appoint more sales persons.
• Frequent visit to the retailers.
• Awareness about their competitors.
• Change in packaging for some of the Products.
• Work on their pricing control.

20. Thank
you..