Project report on Manikchand's Product - Oxyrich. It also has variants and strategirs used to sell the product.

1. A
PROJECT REPORT ON
ANALYSIS REGARDING SALES & DISTRIBUTION
FOR
DHARIWAL INDUSTRIES LTD. (MANIKCHAND OXYRICH)
SUBMITTED BY
MR. MANOJ KUMAR SHARMA
UNDER THE GUIDANCE OF
PROF. KAILAS BHOSALE
SUBMITTED TO
“UNIVERSITY OF PUNE”
IN PARTIAL FULFILMENT OF THE REQUIREMENT FOR THE AWARD
OF THE DEGREE OF
MASTER IN MARKETING MANAGEMENT (MMM)
THROUGH
VISHWAKARMA INSTITUTE OF MANAGEMENT PUNE– 411048
1

2. ACKNOWLEDGMENT
It’s a great privilege that I have done my project in such a well-organized and diversified
organization. I am great full to all those who helped and supported me in completing the project.
First of all I would sincerely like to thank Mr. Pramod Savant (Regional Sales Manager), for
his valuable guidance and kind co-operation during the project. I am highly grateful to Mr. P.
Mohpatre & Mr. Santosh Kumar (Sales Executives) for the help provided by them in various
forms. I am also thankful to the branch employees who directly and indirectly supported me
during my internship.
I am also thankful to our director Dr. Shailesh Kasande for giving me an opportunity to do my
summer project in MANIKCHAND OXYRICH and my project guide Prof. Kailas Bhosale for
helping me in completing the project.
Last but not least, I am also thankful to all college staff and my friends for helping me directly or
indirectly in my project.
INDEX
2

3. PAGE
SR. NO. CONTENT
NUMBER
1 EXECUTIVE SUMMARY 5
2 INTRODUCTION 7-12
3 COMPANY PROFILE 14-21
4 OBJECTIVES OF THE STIDY 23
5 RESEARCH METHODOLOGY 25-31
6 DATA ANALYSIS 33-44
7 LIST OF TABLES 46
8
LIST OF FIGURES 48
9 FINDINGS 50
10 SUGGESTIONS 52
11 CONCLUSION 54
12 LIMITATIONS 56
13 BIBLIOGRAPHY 58
14 LIST OF ABBREVATIONS 60
QUESTIONNAIRE
15 62-65
3

4. CHAPTER – 1
EXECUTIVE SUMMARY
EXECUTIVE SUMMARY
4

5. The objective behind this project is to understand how the selling and distribution
function are carried out in Oxyrich sales office, Pune. The project report requires thorough study
of the various section at all the levels and to conduct the detail study, a print questionnaire was
prepared for the retailer, customer and the distributor of Oxyrich of my area also some
questionnaire where prepared for Oxyrich mineral water but only to the retailers & outlet. So,
that we come to know that what is the actual market of Oxyrich and his competitor. This helps us
to know the market value of Oxyrich. Where half of the information with the first hand, this
question helps us to know what is the reaction of the retailers about Oxyrich mineral water. And
what we found that the Oxyrich is better in demand than that of his competitor, except Bisleri &
Aquafina. I observe that the retailer is happy with the service provided by the distributor. So I
suggested some good method to the retailer which helps them to increase the sales and keep a
demand before the completion of the stock which helps them at the time of urgency. Also I
suggested some good techniques to pressurize the sales executive to keep attention on you. Many
more things that helped me to know how to keep a good relation between all the sales executive,
sales man, and the distributor so that everyone can help each other in every activity to increase
sales.
Further we can see in the suggestion and conclusion part. Questionnaire data collected from the
survey was analyzed and conclusion is drawn, based on the information and analysis made the
recommendation was put across to the company. .
5

6. CHAPTER – 2
INTRODUCTION
6

7. INTRODUCTION
The Manikchand Group is a privately owned group of industries in India, headquarter in Pune
city. It primarily started out as a company that produced chewable tobacco products called
'Gutka' around six decades ago. The group is diversified into Pan Masala, Mouth Freshner,
Packaged Water, Offset Printing, Wedding Cards, Flexible Packaging, Electrical Switches, Flour
Mills. Some of the industry products act as a front for surrogate advertising through the audio-
video media channels due to strict restrictions or bans on tobacco advertising in India. Its
products are exported to more than 30 countries worldwide.
The company is owned by Rasiklal Manikchand Dhariwal was valued at Rs. 8 billion (800 crore)
around 2007. A rags-to-riches story, Rasiklal has led a somewhat controversial life, with raids on
his property in August 1997 where assets worth Rs. 116 million (11.6crore) were found in cash
and kind. He was also in the news in 2005 for alleged links with the underworld mafia. Rasiklal
and Jagdish Joshi, of Goa Gutka, were interrogated by the Central Bureau of Investigation
(CBI)), India for allegedly helping noted gangster, Dawood Ibrahim to build a gutka plant in
Karachi. He has two wives, one who stays in Shirur while the other stays in the Koregaon Park
suburb of Pune.
Before us going to discuss the topic lets go back to the fundamental aspect of the Dhariwal
Industries Ltd (Manikchand Oxyrich) Company marketing strategy. In the FMCG sector
beverage is one of the toughest branch. It deals with the two-way system. In the other system sell
the goods and everything is finished but in the beverage industry sells the drinking water.
7

8. Manikchand Group, a large business conglomerate, established in the year 1958, encompassing
twelve industries, has a presence across three continents. Our range of products, available
through a strong network spanning over fifty countries include Tobacco, Mouth Freshners,
Packaged Drinking Water, Electrical Switches, Wind Farms, Flexible Packaging, Offset Printing,
Packaged Tea Manufacturing, Flour Mill, Real Estate and Construction.
We are the largest producers of Manikchand Oxyrich, which contains more than 300% Dissolved
Oxygen, along with 100 to 120 ppm of essential minerals, at pH level between 6-7, right for the
human body. Our revolutionary process of Oxygen Enrichment, has received a Patent in India
and South Africa, and is also expected from several other countries. Our Plant in Pune is the 1st
Bottled Water Company to be awarded ISO 22000: 2005 certification by TUV, Germany,
globally recognized, and the latest standard in food safety management system.
Dhariwal Industries Ltd. has PET Preform manufacturing Division. PET Preforms find
application in the Bottled Water, Beverages, Edible Oil, Foods and Pharmaceutical Industries.
The plant is equipped with most modern technology driven machines, capable of producing
varied range of Preforms. It is one of the largest in India. These preforms are produced by using
Virgin PET Resin from Reputed International Suppliers. The Preforms produced are of uniform
quality and have lowest AA level content.
Manikchand Oxyrich is the largest beverage company in the world. It produces four kind of
drink.
8

9. I. WATER – Oxyrich.
The supply-chain of the Manikchand Oxyrich is as follows: -
Production – RGB (Returnable Glass Bottle) & PET
(Primary)
Distributor
(Secondary)
Retailer / Outlet
(Tertiary)
Consumer
9

10. Each level contains different channel. Categories of these channels are following: -
1) E & D (Eating & Drinking)
2) Grocery Shop
3) P & B (Pan & Beedi)
4) Transportation (Railway, Bus-Stop etc.)
5) Entertainment Place (Cinema Hall, Club etc.
Following cycle:-
i. Right location of S.G.A
ii. Impact full communication related to price
iii. Ideal in store support
iv. Brand packs or flavors
10

11. TYPES OF DISTRIBUTION CHANNELS
There are several alternative channel of distribution channel. The distribution channel is broadly
classified for the industrial marketing and consumer marketing.
Marketing channel can be characterized by number of channel level, each middle man that
reform some work in bringing the products and its title closer to the final buyer constitute the
channels levels.
Channel of distribution is classified into various types:
1. ZERO LEVEL CHANNELS
(Producer Consumer)
That is produces sales the goods directly to the consumer.
2. ONE LEVEL CHANNEL
(Producer
Dealer Consumer)
In this level of channel there exists a retailer between producer and consumer.
3.TWO LEVEL CONSUMER
(Producer
Distributor dealer consumer)
Here there are two intermediate between producer and consumer.
Today the corporate level in management spends a lot of time on physical distribution problem
because large saving can be effected when proper decision is taken.
MAJOR ASPECT OF PHYSICAL DISTRIBUTION
11

12. 1. Channels of distribution.
2. Factors, which influence the choice of distribution channel
3. Cost of physical distribution
4. Oxyrich is having wheels of distribution of their products in market.
12

13. CHAPTER – 3
COMPANY PROFILE
COMPANY PROFILE
13

14. Dhariwal Industries Ltd - Food & Beverages division has one of the most modern and comprehensive
packaged drinking water facilities spread across India. The facilities are fully integrated with in house
facilities for manufacturing of Preforms, Closures/Caps and Bottle Blowing. The labels and cartons are
also made in the group companies to ensure total control on quality and processes.
In a short time we have established ourselves across the length and breadth of India. Our plants are
spread over the western, southern and northern regions.
We are continuously expanding our existing facilities and setting up newer plants at various locations.
Our bottling capacities are not only the most modern but also amongst the largest too. We have existing
capacity to bottle over 3.6 crore liters a year (360 lakh bottles of 1 liter each).
CLOSURES
Creative Plastics, associate of Dhariwal Industries, manufacture 3 lakh closures/caps for bottles of neck
size 25x30 mm. The closures are of utmost importance in any bottling system. World renowned
machines like Husky machine is used to produce superior quality leak proof closures.
Apart from catering to in house requirements, we also provide these products to other companies.
Patented Technology OXYRICH employs a patented oxygenation process to infuse more oxygen in
water - 300% more. This is done by physically dissolving pure oxygen by a well researched scientific
14

15. method, using state of the art equipments. It is the only packaged drinking water with extra oxygen for
healthy living. This ensures that whenever you have a sip of OXYRICH, your body is enriched with
more oxygen leading to improved metabolism, enabling higher energy levels and promoting wellness.
The dissolved oxygen is more than 300% more than found in normal drinking water. 300% More
Oxygen International Patents.
BUSINESS MODEL OF OXYRICH
The Oxyrich Company
Manufactures Concentrate
Distributors
Beverage Base & Syrup
Manufactures Finished Bottle / Outlet
Can Fountain syrup
Sells & Delivers Consumer
• The Company Manufactures Concentrate for sale to Bottlers.
• Bottlers produce the final products and sell and deliver them to the customers.
15

16. ISO 22000 Certified Manikchand Oxyrich is the only bottled water with ISO 22000 certification. ISO
22000 is the latest and most stringent standard for safety in the food supply chain. It is a reflection of our
commitment to provide excellence at all levels.
16

17. PURIFICATION - THE EMPOWERMENT OF LIFE
A robust framework enables precision and adds value to a process. Equipped with the right tools
and techniques, goals are achieved and perfection attained.
The process of manufacturing packaged drinking water through internationally employed
methodologies at OXYRICH is supported by the most modern and sophisticated infrastructure.
Right from sourcing the raw water to various stages of filtration and the final packaging, global
standards are followed to ensure purity, quality, and superiority.
Source Water - The water used is from protected well, an approved source which meets the
Indian standard IS: 10500. The source is situated in an unpolluted area and well protected from
external contamination. Purification - The water is processed with multi-stage purification
processes such as – Sand Filter, Activated Carbon Filter, Ultraviolet Disinfection, Ultra
Filtration, Reverse Osmosis and Ozonation.
Purification Processes -
17

18. Sand Filter Activated Carbon Filter (ACF)
Eliminates load of total suspended solids in Activated carbon is prepared by slowly
the raw water. heating coal or coconut shell. This filter
removes most of the organic contamination
and pesticide residuals from the water. It
also controls taste and odour of water.
Ultra Filtration
Ultraviolet Disinfection (UV)
18

19. Water is exposed to UV light of wavelength Ultra filtration is a low pressure membrane
245 nanometers (nm). A dosage of 16000 process that removes dissolved organic
microwatt/sq.cm. at 40°C for effective macro molecules, viruses, Pyrogen enzymes
disinfection. etc.
Reverse Osmosis Ozonation
19

20. A high pressure membrane process to Ozonation is the strongest oxidizer
eliminate dissolved impurities like and disinfection agent which acts on
unwanted salts and retain minerals broad spectrum of microbiological
which are essential to human body. organisms. Oxyrich is disinfected by
This done by carefully selecting the 0.3 ppm of ozone. Ozone is 30000
membrane by a technology developed times more effective than chlorine.
by DIL. Use of chlorine is eco unfriendly and
produces THMs (tri-halomethanes)
in water, which can cause cancer.
AREA OF OPERATION
20

21. Pune Peth Distribution Area
1. Nana Peth
2. Rasta Peth
3. Guruwar Peth
4. Narayan Peth
5. Budhwar Peth
6. Bhavani Peth
7. Swargate to Katraj
8. Sadashiv Peth
9. Shaniwar Peth
10. Shaniwar Wada
21

22. CHAPTER – 4
OBJECTIVES
22

23. OBJECTIVES OF THE RESEARCH
1. To maximize the profit of the dealer, distributor as well as of the company.
2. To identify the parameter which influence the MINERAL WATER in the market.
3. To suggest ideas to strengthen the company’s position in the market.
4. To find out customer loyalty towards the company.
5. To check the satisfaction level of existing customers.
6. To know about customer preference.
7. To find out the problem faced by the customers in local market by doing market survey.
23

24. CHAPTER – 5
RESEARCH MEHODOLOGY
24

25. RESEARCH METHODOLOGY
The success of marketing strategy depends on its adaptability with external environment like customer
needs, preferences, and emotional, social, cultural, political, loyal, technological and others dynamic
force. Marketing research is the systematic and objective identification, collection, analysis dissemination
and use of information for the purpose of improving decision making related to the identification and
solution of problems and opportunities in marketing. Each phase of this process is important.
We define or identify the marketing research problem or opportunity and then determine what
information is needed to investigate it. Next, the various sources of information are identified and a range
of data collection methods, varying in complexity are evaluated. Then the data are collected using the
most appropriate method, analyzed, interpreted and inferences are drawn. Finally the findings are
presented in the form of a report that allows the information to be used for the purpose of management
decision making.
Oxyrich has its own management information system, which is a major tool that helps management in
problem solving and framing marketing strategy. Here the market research is carried out at different
places in Pune Peth through-
• Survey (questionnaire)
• Observation method.
SURVEY
25

26. Mode of primary data collection was from consulting with company Managers, Distributors, Dealers and
customers also. The data are collected from dealers by questionnaire method. I have taken the sample size
of 50 outlets. The data are collected through face-to-face interview. At the same time an observation has
been made to study the psychology, attitude of the respondent towards the distribution of Oxyrich
products.
SAMPLING
Sampling is one of the most fundamental concepts underlying any research work. Most research studies
attempt to make generalization or draw inferences regarding the population, based on their study of a part
of the population that is the sample. The sample data enables the researchers to correctly estimate the
population parameters.
While doing sampling I considered Retail outlet of selected areas in Pune Peth territory and then have
taken help of Quota sampling.
26

27. SAMPLE METHOD &TECHNIQUE
THERE ARE TWO TYPES OF SAMPLING METHODS –
1: PROBABILITY METHOD
2: NON PROBABILITY METHOD
In this research the non-probability sampling technique is used and in non-probability method Quota
sampling is used.
SAMPLE UNIT:
My sample units were Retail outlet of selected areas in Pune Peth territory so it is clear that the sample
units are nothing but the variables to be studied.
In general samples represent the group of population sampling a cross section of units that represents in
the whole universe. Sampling design is very essential in order to saved time and money.
SAMPLING DESIGN:
It is definite plan before any data are actually collected for obtaining a sample for a given population.
CONVINIENCE SAMPLING:
I have gone through convenience sampling.
COLLECTION OF SECONDARY DATA:
All secondary data are collected and edited from the literature, net, news paper
27

28. RESEARCH TYPE
A TYPE OF ACADEMIC RESEARCH
This project has been done mainly for the fulfillment of academic.
RESEARCH APPROACH
Qualitative as well as Quantitative approach has been used for this research. But the stress was basically
on the qualitative approach.
QUANTITATIVE RESEARCH
Quantitative data involves the generation of data in a quantitative form which can be subjected to rigorous
analysis in a formal and rigid fashion.
QUALITATIVE RESEARCH
It is concerned with subjective assessment of opinions and behavior.
28

29. RESEARCH DESIGN
A research design is the arrangement of conditions for collection and analysis of data in a manner that
aims to combine relevance to the research purpose with economy in procedure.
This calls for developing the most efficient plan for gathering the necessary information, design a
research plan, decision on the data sources, research approaches, research instruments, sampling plan and
contact methods. A research design is the specification of the method and procedure for acquiring the
information needed. According to my research design I have performed the following steps in the
project.
1) Deciding objective and sub-objective of the research.
2) To determine the most suitable method of research.
29

30. RESEARCH TOOL
An Observation was used as an instrument in gathering the required information from the Retail Outlets.
It is used to get both past and current information. This method is the most commonly used method
especially in studies relating to behavioral sciences.
The reason why the observation was preferred: -
 Low cost
 Avoid bias.
 Convince
 Total coverage.
 Accurate Result
Research designs are of following types:-
 DESCRIPTIVE
 DIAGNOSTIC
 EXPERIMENTAL
 CAUSAL
 EXPLORATORY
In this project, Descriptive type of research design has been used.
30

31. RESEARCH TYPE
DESCRIPTIVE RESEARCH
This method is undertaken when researcher is interested in knowledge about characteristics of certain
group. As in this particular case I was wanted information regarding a particular group i.e. retail outlets in
Pune Peth territory which will directly deal with customers. Hence I selected Descriptive research as the
type of research.
SCOPE OF RESEARCH
The main scope of the research is to understand the sale volume of the company for the year
2011. The other important scope of the research is to know the most preferred brand by the
consumer and satisfaction level.
31

32. CHAPTER – 6
DATA ANALYSIS
32

33. ANALYSIS OF DATA
1. What are the brands you deal with?
TABLE NO. 1
Brand Response %
Bisleri 7 14
Oxyrich 20 40
Aquafina 12 24
Kinley 8 16
Others 3 6
FIGURE NO. 1
33

34. 2. How do you get to know about Manikchand Oxyrich?
TABLE NO. 2
Media Response %
Television 25 50
Newspaper 15 30
Radio 5 10
Others, 5 10
FIGURE NO. 2
34

35. 3.What features are you aware of Manikchand Oxyrich?
TABLE NO. 3
Features Response %
Price 10 20
Capacity 15 30
Extra oxygen 5 10
None 5 10
Other 15 30
FIGURE NO. 3
35

36. 4. What are the different pack sizes you order for?
TABLE NO. 4
Pack Size Response %
200 Ml 5 10
500Ml 15 30
1 Liter 25 50
1.5 Liter 3 6
2 Liters 2 4
FIGURE NO. 4
36

37. 5. Along with Oxyrich, how many related products are you dealing with?
TABLE NO. 5
Brand Response %
Bisleri 3 6
Kinley 15 30
Aquafina 25 50
None 2 4
Others 5 10
FIGURE NO. 5
37

38. 6. Which brand is the major competitor of Oxyrich?
TABLE NO. 6
Competitor Brand Response %
Bisleri 10 20
Kinley 15 30
Aquafina 20 40
None 0 0
Others 5 10
FIGURE NO. 6
38

39. 7. How can the company promote Oxyrich in the consumer market?
TABLE NO. 7
Promotion Response %
Brand name (Manikchand) 25 50
Advertisement 10 20
Others, please specify 15 30
FIGURE NO. 7
39

40. B) COMPARATIVE ANALYSIS AGAINST COMPETITORS:
1) Price :-
TABLE NO. 1
Models Excellent Very good Good Satisfactory Poor
Kinley 20 20 10 0 0
Aquafina 25 15 10 0 0
Oxyrich 10 20 15 5 0
Bisleri 5 5 20 5 15
FIGURE NO. 1
40

41. 2) Quality :-
TABLE NO. 2
Models Excellent Very good Good Satisfactory Poor
Kinley 15 10 20 5 0
Aquafina 20 12 15 3 0
Oxyrich 25 15 10 0 0
Bisleri 30 10 10 0 0
41

42. FIGURE NO. 2
3) Sales performances :-
TABLE NO. 3
Models Excellent Very good Good Satisfactory Poor
Kinley 20 20 5 5 0
Aquafina 25 15 10 0 0
Oxyrich 25 10 5 10 0
Bisleri 25 15 3 7 0
42

43. FIGURE NO. 3
4) Company reputation in market :-
TABLE NO. 4
43

44. Models Excellent Very good Good Satisfactory Poor
Kinley 20 25 5 0 0
Aquafina 25 20 5 0 0
Oxyrich 30 20 0 0 0
Bisleri 30 15 5 0 0
FIGURE NO. 4
5) Information given through advertisement :-
44

45. TABLE NO. 5
Models Excellent Very good Good Satisfactory Poor
Kinley 10 10 15 10 5
Aquafina 20 10 10 10 0
Oxyrich 25 10 10 5 0
Bisleri 20 8 12 5 5
FIGURE NO. 5
45

46. CHAPTER - 7
LIST OF TABLES
LIST OF TABLES
S.N. NO.OF TABLE DETAILS ABOUT TABLES
46

47. 1 TABLE NO-1 DEALING WITH OXYRICH
2 TABLE NO-2 MEDIA
3 TABLE NO-3 FEATURES AWARENESS
4 TABLE NO-4 PACK SIZES
5 TABLE NO-5 DEALS WITH OTHER PRODUCT
6 TABLE NO-6 MAJOR COMPETITOR IN MARKET
7 TABLE NO-7 PROMOTION IN CONSUMER MARKET
8 TABLE NO-B1 PRICE
9 TABLE NO-B2 QUALITY
10 TABLE NO-B3 SALES PERFORMANCE
11 TABLE NO-B4 COMPANY REPUTATION IN MARKET
12 TABLE NO-B5 INFORMATION GIVEN THROUGH
ADVERTISMENT
47

48. CHAPTER - 8
LIST OF FIGURES
LIST OF FIGURES
S.N. NO.OF FIGURE DETAILS ABOUT FIGURE
48

49. BISLERI = 7, OXYRICH = 20,
AQUAFINA = 12, KINLEY = 8,
1 FIGURE NO-1 OTHER=3
TELEVISION = 25, NEWSPAPER = 15,
RADIO = 5, OTHER = 5
2 FIGURE NO-2
PRICE = 10, CAPACITY = 15, EXTRA
OXYGEN = 5, NONE = 5, OTHER = 15
3 FIGURE NO-3
200 ML = 5, 500 ML = 15, 1 LT = 25, 1.5
LT = 3, 2LT = 2
4 FIGURE NO-4
BISLERI = 3, KINLEY = 15, AQUAFINA
= 25, NONE = 2, OTHER = 5
5 FIGURE NO-5
BISLERI = 10, KINLEY = 15, AQUAFINA
= 20, NONE = 0, OTHER= 5
6 FIGURE NO-6
BRAND NAME = 25, ADVERTISEMENT
= 10, OTHER= 15
7 FIGURE NO-7
49

50. CHAPTER – 9
FINDINGS
FINDINGS
• Daily planning is necessary to operate store operation effectively.
50

51. • In Pune Peth area Oxyrich acquire large area of market in Mineral Water after Aquafina.
• Effective personnel selling process is become important task for generating or promoting
task.
• Retailers selling Mineral water .Because it is the demand of market.
• Aquafina is the main Competitor of Oxyrich.
• In Pune Peth area Aquafina is more preferred brand.
• After the observation I found that 65% retailer selling the mineral water whole year.
• 50% customer says Aquafina mineral water is preferable because of rate.
• Service is the most important factor for the secondary loss.
51

52. CHAPTER – 10
SUGGESTIONS
52

53. SUGGESTIONS
1. Company should improve its service in summer season.
2. Senior managers should visit the outlet especially in peak season.
3. Scheme should be more attractive then the competitor.
4. Sign some yearly contract with Dealer.
5. Time to time survey about the company’s strength and weakness.
6. Company should try to protect superiority into the minds of customer.
7. Company should also start some scheme for consumers.
53

54. CHAPTER – 11
CONCLUSION
CONCLUSION
54

55. • Outlet owners do not place elements at the right place for much time.
• Most of the consumer at retail outlet comes have no prior intention to purchase a
particular brand.
• Due to the lack of space outlet owners are not able to signages and racks at an eyes
catching area.
• Due to the lack of communication between company executives and outlet owners,
distributors do not provide elements on time to outlet.
• Combo posters are not available at most of the restaurants & Medical stores.
• Outlet owners are more interested in pushing the product of the company which provides
them better schemes.
• Proper display of pet bottles is also necessary for consumer decision to buy a particular
brand.
55

56. CHAPTER – 12
LIMITATIONS
56

57. LIMITATIONS
 The study was conducted only for 2 months so due to limited time period, the study was
briefly conducted.
 The study has to be conducted by observational technique so keen observation as to get
accurate result was very necessary.
 The study was conducted only for Retail outlet of selected areas in Pune territory, so we
cannot say this study consist of all the details of the Indian prospects.
 As due to limited time period we have to conduct the Retail outlet survey by the help of
quota sampling and quota was of 1000 outlet so we cannot get accurate result.
 As the survey was done during summer season the sale of the MINERAL water is
proportionally more as compare to winters.
57

58. CHAPTER – 13
BIBLIOGRAPHY
BIBLIOGRAPHY
58

59. BOOKS
MARKETING MANAGEMENT - BY PHILIP KOTLER
RESEARCH METHODOLOGY - BY C. R. KOTHARI
WEBSITES
www.manikchandoxyrich.com
www.google.com
www.scribd.com
59

60. CHAPTER – 14
LIST OF ABBREVATIONS
LIST OF ABBREVATIONS
60

61.  ISO – INTERNATIONAL ORGANIZATION FOR STANDARDIZATION.
 PET – POSITRON EMISSION TOMOGRAPHY.
 TUV – TECHNISCHER UBERWACHUNGS-VEREIN.
 S.G.A – SYSTEM GLOBAL AREA.
61

62. CHAPTER – 15
QUESTIONNAIRE
QUESTIONNAIRE FOR OUTLET
62

63. Name: - _____________________________________________
Address: - ___________________________________________
City: - ___________________________________________
A) Analysis regarding sales marketing :-
1. What are the brands you deal with?
a) Bisleri
b) Oxyrich
c) Aquafina
d) Kinley
e) Others, Please specify ______________
2. How do you get to know about Manikchand Oxyrich?
a) Television
b) Newspaper
c) Radio
d) Others, Please Specify________________
3. What features are you aware of Manikchand Oxyrich?
a) Price
b) Capacity
c) Extra oxygen
d) None
e) Other, Please Specify________________
63

64. 4. What are the different pack sizes you order for?
a) 200 ml
b) 500 ml
c) 1 litre
d) 1.5 litres
e) 2 litres
Please answer the following questions if you deal in Oxyrich:-
5. How many product variants you have?
a) 200 ml
b) 500 ml
c) 1 litre
d) 1.5 litres
e) 2 litres
6. Along with Oxyrich, how many related products are you dealing with?
a) Bisleri
b) Kinley
c) Aquafina
d) None
e) Others, please specify _____________
7. Which brand is the major competitor of Oxyrich?
64

65. a) Bisleri
b) Kinley
c) Aquafina
d) None
e) Others, please specify _____________
8. How can the company promote Oxyrich in the consumer market?
a) Brand name (Manikchand)
b) Advertisement
c) Others, please specify __________________
9. Please give your valuable suggestions regarding any aspects –
Ans: -
B) Comparative analysis for Oxyrich against its competitors :-
Please tick in the appropriate boxes accordingly:-
1) Price :-
Models Excellent Very good Good Satisfactory Poor
65

66. Kinley
Aquafina
Oxyrich
Bisleri
2) Quality :-
Models Excellent Very good Good Satisfactory Poor
Kinley
Aquafina
Oxyrich
Bisleri
3) Sales performances :-
Models Excellent Very good Good Satisfactory Poor
Kinley
Aquafina
Oxyrich
Bisleri
4) Company reputation in market :-
Models Excellent Very good Good Satisfactory Poor
Kinley
66

67. Aquafina
Oxyrich
Bisleri
5) Information given through advertisement :-
Models Excellent Very good Good Satisfactory Poor
Kinley
Aquafina
Oxyrich
Bisleri
67