Data analysis vin 1

CHAPTER-V
DATA ANALYSIS &
INTERPRETATION

5.1 FOR COSMETIC & FANCY STORES:
5.1.1 What is the main purpose of customer's shopping?
Table5.1.1: Purpose of Shopping
Products Frequency Percentage
Hair care 49 33%
Face care 63 42%
Lip care 20 13%
Body care 18 12%
Total 150 100
Figure 5.1.1: Purpose of Shopping
INTERPRETATION:
From the above table and graph it can be observed that , 42% of the customer’s purpose
of shopping is primarily on face care products followed by hair care products.
0
10
20
30
40
50
60
70
Hair care Face care Lip care Body care

5.1.2 What is the age of your customers?
Table 5.1.2:Age of Customers
Figure 5.1.2: Age of Customers
INTERPRETATION:
The graph shows that the customer who does shopping majorly aged from 25 to 35 years
which is 37% of the sample. This age group is the people who prefer/swap to new entrants
in the market.
0
10
20
30
40
50
60
16 to 25yrs 25 to 35yrs 35 to 45yrs 45&above
Age Frequency Percentage
16 to 25yrs 39 26%
25 to 35yrs 56 37%
35 to 45yrs 43 29%
45&above 12 8%
Total 150 100

5.1.3 What is the profile of your customers?
Table 5.1.3: Profile of the Customers
Profile Frequency Percentage
Students 55 37%
working 27 18%
professionals 9 6%
Housewives 54 36%
Others 5 3%
Total 150 100
Figure 5.1.3: Profile of the Customers
INTERPRETATION:
The above graph shows that both students & housewives shop a lot when compared to
others. They cover around 37% and 36% of the sample. These are the people who look for
the new and upcoming brands and encourage the new comers in the market. They make an
attempt to use the product whether irrespective of the brand/price.
0
10
20
30
40
50
60
students working professionals Housewives Others

5.1.4.What is the display pattern used by you?
Table 5.1.4: Display Patterns
Display Frequency Percentage
At the entrance 107 71%
Pamphlets 26 17%
Referral
magazines/broachers
3 2%
Others 14 10%
Total 150 100
Figure 5.1.4: Display Patterns
INTERPRETATION:
The graph shows that the cosmetic stores follow a policy of display at the entrant which is
eye catching and attracts the customers to buy the product. In the survey conducted, it is
known that customers usually ask about the product which is displayed at the entrance.
The Survey conducted in the major places of cosmetic stores of Hyderabad &
Secunderabad use the display at the entrance which is 71% of the sample considered.
0 20 40 60 80 100 120
At the entrance
Pamphlets
Referral magazines/broachers
Others

5.1. 5. What branding opportunities are used by the companies for their existing
products?
Table 5.1.5: Branding Opportunities
Frequency Percentage
Promoters/representatives 19 13%
Displays 102 68%
Incentives/Offers 8 5%
Others 21 14%
Total 150 100
Figure 5.1.5: Branding Opportunities
INTERPRETATION:
The graph depicts that the branding opportunities used by the companies are the displays
which is 68% as they can be placed at any part of the store either at the entrance/hoarding
which reminds customers of the brand.
0 20 40 60 80 100 120
Promoters/representatives
Displays
Incentives/Offers
Others

5.1.6. Is the promoter available at your store?
Table 5.1.6: Availability of Promoter
Yes 68 45%
No 82 55%
Total 150 100
Figure 5.1.6: Availability of Promoter
INTERPRETATION:
The graph depicts us that there is no promoter in many of the stores i.e., 55% of the sample.
Many of the stores don’t prefer promoter due to non available of the space at the
store(especially wholesalers). Only the premium stores prefer promoter i.e., 45% of the
sample
0
20
40
60
80
100
Yes No

5.1.7.Is the promoter shared/exclusive?
Table 5.1.7: Promoter’s role
Exclusive 73 49%
Shared 77 51%
Total 150 100
Figure 5.1.7: Promoter’s role
INTERPRETATION:
The graph depicts us that the stores who have promoters are majorly shared which is 51%.
This is the case because the owners of the store prefer to appoint the promoter so that
he/she can take care of the brand of which she is concerned and also will take of the other
brand which is available in the store.
71
72
73
74
75
76
77
78
exclusive Shared

5.1.8. How much does the promoter earn?
Table 5.1.8: Earning of promoter
Fixed 107 71%
Variable 43 29%
Total 150 100
Figure 5.1.8: Earning of promoter
INTERPRETATION:
The above graph shows us that the promoter gets fixed amount of the pay as salary which is
71%. The fixed pay is irrespective of the targets achieved and also includes a portion of
variable pay. Where variable pay is the one which is completely depended on the targets
achieved in the respective month on particular products.
0
20
40
60
80
100
120
Fixed Variable

5.1.9. Do you get bonus on meeting monthly targets for exclusive products?
Table 5.1.9: Bonus of the promoter
Variable 48 32%
Incentives 18 12%
No 84 56%
Total 150 100
Figure 5.1.9: Bonus of the promoter
INTERPRETATION:
From the above graph it can be know that the promoter do not get any bonus. If they get it
would be variable only. Generally the bonus is given on huge amount of which it should be
achieved in a stipulated time
0
20
40
60
80
100
Variable Incentives No

5.1.10. How do you track the sales?
Table 5.1.10: Track of Sales
Daily 106 71%
Weekly 24 16%
Monthly 20 13%
Total 150 100
Figure 5.1.10: Track of Sales
INTERPRETATION:
The above graph shows that the promoters/owners of the cosmetic/fancy stores track their
sales on daily basis which is 71%. It is because the flow of the products can be traced out
easily and the order can be captured accordingly.
0
20
40
60
80
100
120
Daily Weekly Monthly

5.1.11. On what basis do you get incentives?
Table 5.1.11: Awarding Incentives
Bottom line 55 37%
Category line 87 58%
Sub category
line
8 5%
Total 150 100
Figure 5.1.11: Awarding Incentives
INTERPRETATION:
The above graph represent that the incentives for promoter/owner are allotted on category
basis upon achieve the sales target. Of the sample considered this parameter covers 37% of
the sample.
0
20
40
60
80
100
Bottom line Category line Sub category line

5.1.12. Are you being trained by the company?
Table 5.1.12: Training provided
Yes 74 49%
No 76 51%
Total 150 100
Figure 5.1.12: Training provided
INTERPRETATION:
The graph depicts that generally owners of the stores do not get any training from the
company regarding the products. Only the promoters who are appointed by the company
usually get trained in twice a month and whenever there is a new launch of the product by
the company.
73
74
75
76
77
Yes No

5.1.13. How frequently company representative visit the outlet?
Table 5.1.13: Representative visit
Daily 6 4%
twice a week 6 4%
Weekly Once 43.5 29%
15 days 43.5 29%
Monthly Once 35 23%
Once in 3 to 6 months 3 2%
Doesn't visit 13 9%
Total 150 100
Figure 5.1.13: Representative visit
INTERPRETATION:
The above graph shows that the company representative visits the outlet on weekly and 15
days a month basis i.e., 29% of the sample. The representatives from the brand like HUL
and P&G are the one who visit frequently
0 10 20 30 40 50
Daily
twice a week
Weekly Once
15 days
Monthly Once
Once in 3 to 6 months
Doesn't visit

5.1.14. Do you recommend order the products quantity?
Table 5.1.14: Order recommendation
Yes 94 63%
No 56 37%
Total 150 100
Figure 5.1.14: Order recommendation
INTERPRETATION:
The promoters are the one who order the products to the distributor of the company who
comes visit the stor. Only 37% of the promoters don’t order the quantity of the product.
0
20
40
60
80
100
Yes No

5.1.15. What makes the outlet recommend a particular brand?
Table 5.1.15: Recommending a particular brand
Margin 39 26%
Tie-ups 9 6%
Offers 25 17%
Others 77 51%
Total 150 100
Figure 5.1.15: Recommending a particular brand
INTERPRETATION:
The graph shows that the factors like margin/tie-ups/offers doesn’t let them offer a
particular brand in their outlet. The others in the above table includes(Quality, demand,
advertisements) are the one which make the owners of the stores to make the product
available in their stores. The others covered a percentage of 51 of the sample size.
0
20
40
60
80
100
Margin Tie-ups Offers Others

5.1.16.What is the minimum order quantity that you maintain at your store?
Table 5.1.16: Minimum Order
Quantity Frequency Percentage
2 to 3 Pieces 56 37%
6 pieces 48 32%
6 to 12 pieces 11 7%
12 pieces 22 15%
12 & above 6 4%
Demand Basis 7 5%
Total 150 100
Figure 5.1.16: Minimum Order
INTERPRETATION:
Most of the owners prefers 2 to 3pieces based on the consignment basis i.e., they pay the
amount of the product only when the product get sold in the market. Depending on that,
they look for further purchase.
Wholesalers prefer 6 pieces in order to deliver it to their customers i.e., the owners of the
cosmetic/Fancy shops. Make them aware that the product is available in the market.
There are some owners of the cosmetic shops who prefer to keep the product avail in their
store on the basis of the customer / Success of the product in the market.
0
10
20
30
40
50
60
2 to 3 Pieces 6 pieces 6 to 12
pieces
12 pieces 12 & above Demand
Basis

5.1.17. Where do you purchase your product from?
Table 5.1.17: Purchase of product
Distributor 88 59%
Wholesaler 29 19%
Cosmetic
Store/company
33 22%
Total 150 100
Figure 5.1.17: Purchase of product
INTERPRETATION:
The graph show that the products are generally purchased from the distributors by the
owners of the store which is 59%.
0
20
40
60
80
100
Distributor Wholesaler Cosmetic
Store/company

5.1.18. What selling aids does the promoter generally use?
Table 5.1.18: Selling Aids
Recommendation 95 63%
Offers 20 14%
Tester/samples 26 17%
Coupons 9 6%
Total 150 100
Figure 5.1.18: Selling Aids
INTERPRETATION:
The graph show that the recommendation is the one which promoters use as a tool for
selling aids which is 63%. Not only the promoters, even the owners of the stores
recommend the products to the customer if they get higher margins/retail offers on the
products
0
20
40
60
80
100
Recommendation Offers Tester/samples Coupons

5.1.19. How often do sales men visit for ordering/capturing collection?
Table 5.1.19: Frequency of Salesman Visit
Weekly 62 41%
15days 40 27%
Monthly 38 25%
Others 10 7%
Total 150 100
Figure 5.1.19: Frequency of Salesman Visit
INTERPRETATION:
The graph depicts that the sales man visit the outlet for order capturing on weekly basis
which is 41%. Others in the table include daily basis, twice a week or the sales man does
not visit the store.
0
10
20
30
40
50
60
70
Weekly 15days Monthly Others

5.1.20. What is the credit policy you work on?
Table 5.1.20: Credit Policy
Weekly 49 33%
15 days 34 23%
Monthly 25 16%
Others 42 28%
Total 150 100
Figure 5.1.20: Credit Policy
INTERPRETATION:
The graph depicts that the owners work on the weekly basis which is 33% followed by
others include which includes(immediate cash/twice a month basis/ collects the amount on
his next visit)
0
10
20
30
40
50
60
Weekly 15 days Monthly Others

5.1.21. What makes you to keep the new products in your store?
Table 5.1.21: Reason for keeping new products
Margins 39 26%
Promotions 28 19%
Offers 13 9%
Others 70 46%
Total 150 100
Figure 5.1.21: Reason for keeping new products
INTERPRETATION:
The graph depicts that the owner generally keep the new products in their outlet depending
on the quality, demand, price and majorly on consignment basis which is included as others
in the above table mentioned. It covers around 26% of the sample.
Consignment basis means the amount for the products purchased will be paid once they are
being sold out.
0
10
20
30
40
50
60
70
80
Margins promotions offers others

5.1.22. Will the price difference motivate the consumer to buy a new product/brand?
Table 5.1.22: Price difference
Yes 85 57%
No 65 43%
Total 150 100
Figure 5.1.22: Price difference
INTERPRETATION:
The graph above speaks about the price difference factors which motivate customers to
purchase a product. The response was yes i.e., 57% of the sample say that the price
difference make the customer to buy a new product if the quality is similar to the brand
which is existing.
0
20
40
60
80
100
Yes No

5.1.23. What makes the sales of one particular product/brand higher than others?
Table.5.1.23: Sales of a brand
Factors Frequency Percentage
Quality 53 36%
Uniqueness 2 1%
Margin 6 4%
Awareness 1 1 %
Brand Ambassador 2 1%
Discount 1 1 %
No side effects 1 1 %
Demand 14 10 %
Price 25 16 %
Package 2 1%
Loyalty 2 1 %
Advertisements 14 10 %
Brand 26 17%
Total 150 100

Figure.5.1.23: Sales of a brand
INTERPRETATION:
The above graph shows that quality(36%) is the only factor which makes the sales of one
product higher than the other, followed by brand which is 17%. Even the price difference is
the factor which make the sales of one brand more than the other
0 10 20 30 40 50 60
Quality
Uniqueness
Margin
Awarness
Brand Ambassdor
Discount
No side effects
Demand
Price
Package
Loyalty
Advertisments
Brand

5.1.24. What extra shall companies’ do which will make you offer their product?
Table.5.1.24: Companies effort
Factors Frequency Percentage
uniqueness 1 1%
demand 6 4%
sample 14 10%
brand 4 3%
display 5 3%
consignment 4 3%
tester 8 5%
packaging 2 1%
supply chain 1 1%
safeness 1 1%
result oriented 1 1%
price 16 11%
quality 23 15%
margin 9 6%
offers 8 5%
ads 48 32%
Total 150 100

Figure.5.1.24: Companies effort
INTERPRETATION:
The above graph shows that the advertisements 32% are the one the companies should do
in order to offer their products in the store. Because these are the one which makes the
customers aware of the brand which is available in the market and at the same time the
quality is must to be maintained in order to sustain in the market with competitors
0 10 20 30 40 50 60
uniqueness
demand
sample
brand
display
consignment
tester
packaging
supply chain
safeness
result oriented
price
quality
margin
offers
ads

5.1.25 .Margin on the products purchased
Table.5.1.25: Margins
2-5 % 22 15%
5-10 % 36 24%
10-15% 51 34%
15-20% 19 13%
20-25% 10 6%
25-50% 6 4%
50% and above 7 5%
Total 150 100%
Figure.5.1.25: Margins
INTERPRETATION:
The above graph shows the margins cosmetic/fancy stores generally get is 10-15% which
covers 34% of the sample followed by 5-10% margin line i.e., 24%
0 10 20 30 40 50 60
2-5 %
5-10 %
10-15%
15-20%
20-25%
25-50%
50% and above

5.1.26. Number of stores serviced
Table 5.1.26: No of stores
No service 99 66%
2 stores 7 5%
5-10 stores 3 2%
30-50 stores 28 19%
50-100 stores 7 5%
100 and above 6 4%
Total 150 100
Figure5.1.26: No of stores
INTERPRETATION:
The above graph shows that there are stores which do not service other stores i.e., 66%
.They can be said are the normal fancy stores who are retailers
- 20 40 60 80 100 120
No service
2 stores
5-10 stores
30-50 stores
50-100 stores
100 and above

5.1.27.Current size of business per month:
Table 5.1.27: Size of business
< 5K 9 6%
5-10 K 10 7%
10-50K 94 63%
50K-1L 16 10%
1L-5L 10 7%
>5L 10 7%
Total 150 100
Figure 5.1.27: Size of business
INTERPRETATION:
The above graph shows the current business size in cosmetic and fancy stores is 10,000-
50,000 per month which is 63% of the sample.
0
20
40
60
80
100
< 5K 5-10 K 10-50K 50K-1L 1L-5L >5L

5.1.28. Mode of Payment
Table 5.1.28: Payment terms
Mode Frequency Percentage
Cheque 4 3%
Cash 68 45%
Credit 78 52%
Total 150 100
Figure 5.1.28: Payment terms
INTERPRETATION:
The above graph shows that the mode of payment on which many of the owners of the
cosmetic/fancy store work is on credit basis i.e., 52%. The credit may be either
weekly/15days/monthly basis which depends on the amount of purchase
0
20
40
60
80
100
Cheque Cash Credit

FOR SPA’s & SALOONS:
5.2.1 Who are your customers?
Table 5.2.1: Customers
Figure 5.2.1: Customers
INTERPRETATION:
The graph above shows that the customers in saloon& spa are majorly female gender which
is 76% as they are more concerned about the appearance.
The majority of the spa & saloons in Hyderabad and Secunderabad are female focused.
0
5
10
15
20
25
male Female Both
Male 2 7%
Female 23 76%
Both 5 17%
Total 30 100

5.2.2 What is the age of your customers?
Table 5.2.2: Age of customers
18 to 25 yrs 7 24%
25 to 30yrs 10 33%
30 to 45yrs 9 30%
45& above 4 13%
Total 30 100
Figure 5.2.2: Age of customers
INTERPRETATION:
The graph show that the age from 25 to 30 years are the major customers in spa&saloons
which is 33%. They avail services very frequently when compared to others.
0
5
10
15
18 to 25 yrs 25 to 30yrs 30 to 45yrs 45&above

5.2.3 What is the profile of your customers?
Table 5.2.3: Profile of the customers
Figure5.2.3: Profile of the customers
INTERPRETATION:
The above graph shows that the customer who regularly visit beauty saloons are
housewives which is 33% followed by students i.e., 30%
Students 9 30%
Working professionals 8 27%
Business Executives 3 10%
Housewives 10 33%
Total 30 100
0
2
4
6
8
10
12
Students Working
professionals
Business Executives Housewives

5.2.4 What are the most common services provided to the customer?
a) Hair Care Service
Table 5.2.4(a): Hair care
Service Frequency Percentage
Dandruff Reduction 3 10%
Hair SPA 7 23%
Hair Cut 8 27%
Hair Conditioning 4 13%
Hair Straightening 1 4%
Hair Color 4 13%
Others 3 10%
Total 30 100
Figure 5.2.4(a): Hair care
INTERPRETATION:
The graph show that the service which is commonly given to customers is hair cut i.e., 27%
followed by hair SPA which is 23%.
Here others include henna services which is 10% of the sample size.
0 1 2 3 4 5 6 7 8 9
Dandruff Reduction
Hair SPA
Hair Cut
Hair Conditioning
Hair Straightening
Hair Color
Others

b) Face-Care Services
Table 5.2.4(b): Face care
Facials 12 40%
Chemical pealing 2 7%
Whitening 4 13%
Clean ups 6 20%
Pigmentation 1 3%
Shaving/trimming 3 10%
Others 2 7%
Total 30 100
Figure 5.2.4(b): Face care
INTERPRETATION:
The graph depicts that the common service in face care is facials and is majorly availed by
the customers i.e., 40% followed by clean ups which is 20%.
0 2 4 6 8 10 12 14
Facials
Chemical pealing
Whitening
Clean ups
Pigmentation
Shaving/trimming
Others

c) Body-Care Services
Table 5.2.4(c):Body care
Body Bleach 6 20%
Body wax 12 40%
Body Massage 7 24%
Sun Bath 1 3%
Bubble bath 1 3%
Others 3% 10%
Total 30 100
Figure 5.2.4(c):Body care
INTERPRETATION:
The graph depicts that the common service availed in body care services id body wax i.e.,
40% of the sample which is followed by body massage service 24%. Others include
manicure and pedicure services which is 10% of the sample.
0
2
4
6
8
10
12
14
Body Bleach Body wax Body
Massage
Sun Bath Bubble bath Others

5.2.5 What are the value added/exclusive services provided by you?
Table 5.2.5: Value added service
Hair color 3 10%
Facial 12 40%
Hair wash 3 10%
Body massage 3 10%
Whitening 3 10%
Hair fall 1 3%
Hair cut 5 17%
Total 30 100
Figure 5.2.5: Value added service
INTERPRETATION:
The above graph shows that the value added service (a unique/know services) which is
provided by saloons are majorly facials i.e., 40% followed by hair cut which is 17%
0
2
4
6
8
10
12
14
Hair color Facial Hair wash Body
massage
Whitening Hair fall Hair cut

5.2.6 What kind of products do the customers prefer?
Table 5.2.6: Preference of products
Herbal 16 53%
Scientific 3 10%
Imported 9 30%
Others 2 7%
Total 30 100
Figure 5.2.6: Preference of products
INTERPRETATION:
The above graph shows that the customers prefer herbal products for their services i.e.,
53% as they are natural ingredients and are safe to use. Imported products are also prefered
by customers for make-ups i.e., 30%
0
5
10
15
20
Herbal Scientific Imported Others

5.2.7.What is the brand you are currently using for?
a) Hair-care
Table 5.2.7(a): Hair care brands
Brand Frequency Percentage
Habeeb 0.7 2.3%
Schwarzkopf 5 17%
Wella 7 23%
Matrix 5 17%
Body Shop 0.7 2.3%
Loreal 6 20%
Garnier 2 7%
Dabur 0.7 2.3%
Nature's 0.7 2.3%
Nasreen 0.7 2.3%
Magic 0.7 2.3%
Herbal Essence 0.7 2.3%
Total 30 100

Figure 5.2.7(a): Hair care brands
INTERPRETATION:
From the above analysis it is known that Wella has more demand in the market and is used
by many saloons due to the product line available in it. It has come up with new lines like
styling and hair care.
0 1 2 3 4 5 6 7 8
Habeeb
Schwarzkopf
Wella
Matrix
Body Shop
Loreal
Garnier
Dabur
Nature's
Nasreen
Magic
Herbal Essence

b) Face-care
Table 5.2.7(b):Face care brands
Lakme 0.6 2%
Eminence 0.6 2%
Alcos 0.6 2%
Herbal 0.6 2%
Lactobleach 0.6 2%
Pivonia 0.6 2%
Declare 0.6 2%
Bioline 0.6 2%
Themay 0.6 2%
Lotus 4 13.5%
Garnier 0.6 2%
Emami 0.6 25%
VLCC 2 6.5%
Nature’s 4 13%
Amway 0.6 2%
Aroma Magic 2 6%
Oriflame 2 6%
O3 0.6 2%
Shahnaz 6.8 23%
Vedicline 0.6 2%
Olivia 0.6 2%
Bodyshop 0.6 2%
Total 30 100

Figure 5.2.7(b): Face care brands
INTERPRETATION:
From the above analysis, most saloons use Shahnaz Hussain for face services like facials,
clean-up’s, Whitening treatment etc., as it is result oriented and suits all types of skins.
0 1 2 3 4 5 6 7 8
Lakme
Eminence
Alcos
Herbal
Lactobleach
Pivonia
Declare
Bioline
Themay
Lotus
Garnier
Emami
VLCC
Nature’s
Amway
Aroma Magic
Oriflame
O3
Shahnaz
Vedicline
Olivia
Bodyshop

c) Body care
Table 5.2.7(c):Body care brands
Lakme 1.2 4%
Sleek 4.8 16%
Honey Bee 6 20%
Herbal 1.2 4%
Kama 1.2 4%
Orlema 1.2 4%
Lotus 3.6 12%
VLCC 1.2 4%
Nature 3.6 12%
Shahnaz 2.4 8%
Vedicline 1.2 4%
Avia 1.2 4%
Saloni 1.2 4%
Total 30 100

Figure 5.2.7(c): Body care brands
INTERPRETATION:
From the above analysis it is known that most of the saloons prefer honeybee for their
customers and sleek mainly for waxing purpose. Followed by VLCC for body care services
like manicure, pedicure, body massage etc.
0 1 2 3 4 5 6 7
Lakme
Sleek
Honey Bee
Herbal
Kama
Orlema
Lotus
VLCC
Nature
Shahnaz
Vedicline
Avia
Saloni

5.2.8. What is the reason behind using a particular brand?
Table 5.2.8: Reason behind purchase
Quality 21 70%
Price 2 7%
Customer demand 7 23%
Total 30 100
Figure 5.2.8: Reason behind purchase
INTERPRETATION:
From the above graph it can be known that the saloons/spa’s prefer products which are high
in quality (70%) i.e., products that are being tested followed by the one which is preferred
by the customers and is in demand.
0
5
10
15
20
25
Quality Price Customer demand

5.2.9. Do you sell these products to the customers?
Table 5.2.9: Selling products
Yes 14 47%
No 16 53%
Total 30 100
Figure 5.2.9: Selling products
INTERPRETATION:
The above graph shows that the saloons/spa don’t sell products to customers i.e., 53% and
there are some products like Wella, Matrix, Schwarzkopf which are being sold
13
13.5
14
14.5
15
15.5
16
16.5
Yes No

5.2.10.What is the minimum quantity that you maintain?
Table 5.2.10: Minimum order
Quantity Frequency Percentage
1 to 2 Bottles 1 4%
6 Bottles 6 20%
12 Bottles 3 10%
5 Liters 10 33%
10 to 12 liters 10 33%
Total 30 100
Figure 5.2.10: Minimum order
INTERPRETATION:
The above grpah shows that the minimum quanitiy that is maintained by saloons/spa is 5
liters and 10-15 litres which is 55% of the sample.
0 2 4 6 8 10 12
1 to 2 Bottles
6 Bottles
12 Bottles
5 Liters
10 to 12 liters

5.2.11. Where do you purchase your product from?
Table 5.2.11.: Product purchase
Distributor 15 50%
Wholesaler 3 10%
Cosmetic store 12 40%
Total 30 100
Figure 5.2.11.: Product purchase
INTERPRETATION:
The saloons/spa purchases the products from directly from the distributors. The survey
show that is 50% and some purchase from cosmetic stores i.e., 40% as they provide a home
delivery service to the saloons/spa
0
5
10
15
20
Distributor Wholesaler Cosmetic store

5.2.12. Is there any particular sales person from the company who visits your outlet?
Table 5.2.12: Sales person visit
Yes 18 60%
No 12 40%
Total 30 100
Figure 5.2.12: Sales person visit
INTERPRETATION:
The above graph shows that the sales person visits the store i.e., 60%. He visit the
store monthly once or 15 days in a month. The sales person from Matrix, Wella,
Schwarzkopf, Astaberry visit frequently
0
5
10
15
20
Yes No

5.2.13. What is the branding pattern used?
Table 5.2.13: Branding pattern
At the entrance 19 63%
Pamphlets 3 10%
Allotting shelf 5 17%
Don’t use any 3 10%
Total 150 100
Figure5.2.13: Branding pattern
INTERPRETATION:
The saloons which sell products in their store use the display at the entrance i.e, 63% and
there are some saloons which allot a separate shelf for the product i.e., 17%
0
5
10
15
20
At the entrance Pamphlets Alloting shelf Don’t use any

5.2.14. What makes you to recommend a new brand to customers?
Table 5.2.14: Recommending a brand
Popularity 4 13%
Quality 23 77%
Price 3 10%
Total 30 100
Figure 5.2.14: Recommending a brand
INTERPRETATION:
Quality 77% is the factor which makes the owners of the saloon prefer the brand to the
customers. Followed by the popularity i.e., 13%
0
5
10
15
20
25
Popularity Quality Price

5.2. 15. According to you ,how shall a new entrant/brand enter into the industry?
Table 5.2.15: Entry into the cosmetic industry
Maintaining quality&price 16 53%
Advertising/promotional
activites
2 7%
Do not dare to enter the
industry
2 7%
Others 10 33%
Total 30 100
Figure 5.2.15: Entry into the cosmetic industry
INTERPRETATION:
Quality& Price are the major factors which are suggested by 53% of the sample to be
maintained by the new entrant in the market.Others include that it should be tested and
should be safe and give instant results i.e., 33%
0
5
10
15
20

5.2.16.What suggestions you have for the new entrant/brand?
Table 5.2.16: Suggestion for new entrant
Parameters Frequency Percentage
Result oriented 1 3.3%
Quality 11 37%
Uniqueness 1 3.3%
Demo 1 3.3%
Advertisement 6 20%
No side effects 1 3.3%
Samples 2 7%
Price 4 13%
Brand 1 3.3%
Testers 2 7%
Total 30 100

Figure 5.2.16: Suggestion for new entrant
INTERPRETATION:
The above graph depict that the quality which is 37% is the one which needs to be
maintained for a new brand/product which is coming up in the market. Even the awarness
of the product i.e., through advertisments also helps in the success of a product in the
market
0 2 4 6 8 10 12
Result oriented
Quality
Uniqueness
Demo
Advertisement
No side effects
Samples
Price
Brand
Testers

5.2.17.What extra shall companies’ do which will make you offer their product?
Table 5.2.17: Companies effort
Parameters Frequency Percentage
Supply Chain 1 3%
Awareness 1 3%
Quality 7 23%
Seminars 3 10%
Uniqueness 1 3%
Price 2 6.5%
Margin 1.5 5%
Packaging 1 3%
Discounts 2 6.5%
Herbal 1 3%
WOM 1.5 5%
Demand 1.5 5%
Replacement 1 3%
Samples 4 13%
Advertisements 1.5 5%
No side effects 1 3%
Total 30 100

Figure 5.2.17: Companies effort
INTERPRETATION:
The above graph shows that the owners of the cosmetic stores believe in quality of the
product which makes them retain in their store. Even the samples provided are also
recommended by them in order to offer their product in store.
0 1 2 3 4 5 6 7 8
Supply Chain
Awareness
Quality
Seminars
Uniqueness
Price
Margin
Packaging
Discounts
Herbal
WOM
Demand
Replacement
Samples
Advertisements
No side effects

5.2.18. Capacity of the Store:
Table 5.2.18: Capacity
Seating Frequency Percentage
2 to 3 members 6 20%
15 & above 1 3%
Total 30 100
Figure 5.2.18: Capacity
INTERPRETATION:
From the above graph it can be depict that 33% of the saloon’s/Spa’s have the seating
capacity of 4 to 6 members i.e., at a time they can service four to six members.
0 2 4 6 8 10 12
2 to 3 members
4 to 6 members
8 to 10 members
13 to 15 members
15 & above

5.2.19. Margin on the products purchased:
Table 5.2.19: Margin
Percentage Margin Frequency Percentage
2 to 10 15 50%
10 to 15 11 37%
15 & above 4 13%
Total 30 100
Figure 5.2.19: Margin
INTERPRETATION:
Most of the owners of the parlors purchase products from the near by store due to urgency/
flexibility to purchase in theneighborhood store available on which they get a margin of
around 2-10% i.e., around 50% of the sample. We can name them as ‘C’ category
saloon’s/spa’s
0
5
10
15
20
2 to 10 10 to 15 15 & above

5.2.20. Current Business size per month:
Table 5.2.20: Size of business
Amount Frequency Percentage
2000 to 10000 4 13%
20000 to 50000 11 37%
50000 to 100000 2 7%
100000 to 500000 9 30%
500000 & above 4 13%
Total 30 100
Figure 5.2.20: Size of business
INTERPRETATION:
There are 37% of the stores which has a current business of 20,000 to 50,000 per month of
the sample considered which can be considered as a B category stores. ‘A’category which
are premium store with superior services has a business size of around 1,00,000 to 5,00,000
per month which is of 30%.
0
2
4
6
8
10
12
2000 to 10000 20000 to 50000 50000 to 100000 100000 to
500000
500000 & above

5.2.21. Number of Stores/Branches:
Table 5.2.21: No of Store
No of Stores Frequency Percentage
1 Store 22 73%
2 to 5 stores 6 20%
10 & above 2 7%
Total 30 100
Figure 5.2.21: No of Store
INTERPRETATION:
The Number of the stores in Hyderabad & Secunderabad are mostly a single store serviced
which is around 73% of the sample considered. Followed by the stores which have
branches around 2 to 5 i.e., 20%.
0
5
10
15
20
25
1 Store 2 to 5 stores 10 & above

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