Major Project Report

Submitted in fulfillment of requirement of PGDM

PGDM- VII B
BATCH- 2008-10

Submitted To:
Miss Monica (Internal Guide) Submitted By:
& Gaurav Gupta (71)
Mr. Vinay Shrivastava
(External Guide)

1
 GUIDE CERTIFICATE

This is to certify that Mr. Gaurav Gupta, Class roll no. 71, a student of Post Graduate
Programme in Management,Jagannath Management International School, Kalkaji has
successfully completed the research report on `` Awareness about the Brand Image
Among The Dealer of Delhi `` under my guidance towards the partial Fulfillment of his
PGDM programme.

--------------------------
Mr. Vinay Shrivastav

Project guide

2
 Executive Summary

This report is based on the facts that have come out of the research done in East Delhi
area . It tells us that what is the brand awareness of the various Indo Asian Products
among the dealers.This report also gives details about the Indo Asian company with the
data extracted from the company website and from the information received from dealers.

On the basis of a 10 question , questionnaire, dealers were interviewed , which is present

at the end of the report . The results of each question is presented in the form of graphs.On
the basis of answers a conclusion is obtained. And on the basis of that recommendations
are made for the consumption of the company .

I hope that company finds this report useful and it helps company in expanding its market
share by implementing the changes recommended in the report.

3
 UNDERTAKING

I Have been undertaking that this is my original work and never been
submitted elsewhere.

Project guides:

4
Miss Monica Gaurav Gupta

TABLE OF CONTENTS

Page No
1. Acknowledgement 6

2. Preface 7

3. Introduction 9

 Introduction to the project

 The Indo Asian story
 Infrastructure

4. Company profile 18

 Company information
 Indo Asian range
 Company products

5. Company’s mission 28

 Mission
 Vision

5
  Partners

6. Research design 35

 Research methodology
 Objectives

7. Data analysis & interpretation 41

 Recommendation

8. Annexure 57
 Questionnaire

9. Bibliography 60
.

ACKNOWLEDGEMENT

It was a great opportunity for me to work with INDOASIAN FUSEGEAR LTD.COMPANY

pioneers in the field of electrical excellence. I am extremely grateful to all those individuals
who have shared their expertise and knowledge with me and without whom the completion
of this project would have been virtually impossible.

Firstly, I would like to thank MR. P K Bhat (AGM) who has been a constant source of
inspiration for me during the completion of this project. He gave me invaluable inputs during
my endeavor to complete this project.

6
I am extremely grateful to MR.VINAY SHRIVASTAV (Asst. manager), he was assigned as
PROJECT GUIDE. This project would not have been possible without his valuable
suggestions and able guidance; he has given me during my Internship and market survey.

Last, but not the least I am grateful to all the respondents including the dealers of EAST
DELHI who spared their valuable time and responded to our questions. This project would
not been completed with out their support and help.

7
 PREFACE

PGDBM is a stepping stone to the management career. In order to achieve practical,

positive & concrete results the classroom learning need to be effectively learning, need to
be effectively feted to the realities to the situation existing outside the classroom, this is
practically true in management.
The project is designed to give an overview of awareness About the Brand
Image among the Dealers of Delhi.

Every study is incomplete without giving a well planned & concrete exposure to the student.
Management studies are not exceptions. Scope of the work at this level is very ranging.
The study of the management only with theoretical knowledge is just like a wondering ship
in the ocean without a compass, so at the one side it proves sound basis to adopt the
theoretical knowledge &in the other side it provides sound basis to adopt real market
situation it gives him the basic practical experience which serve him as a destination
against all odds fro all its arrivals.
The theoretical & practical knowledge are complimentary to each other. Manager should
have sound conceptual knowledge, which is the basic foundation for successful
management student have good conceptual Understanding but practical knowledge of
business activities in somewhat inadequate.

So in order to acquaint themselves about management practices they are required to under
go a project. This project gives the student an opportunity to have a first hand knowledge of
business activities and add to their existing stock of information. I am very much benefited
from this summer training.

8
I Gaurav Gupta have done a research project on ``Awareness about the Brand Image
Among The Dealer Of Delhi`` as an essential part of my PGDBM curriculum.

This Project helped me to get a practical insight about electrical market. I have tried my
best to make this project a success.

9
Introduction

10
 INTRODUCTION TO THE PROJECT

This project is related to identify the concept of awareness about the brand image
among the dealers of Delhi .It means that how many dealers of Delhi are aware about the
benefits provided by the company.

Under this project I have covered east area of Delhi.

This project was assigned to me to find out:-

> To check out how many dealers have Indo Asian’s product.

> To analyze which of the product they like most.

11
> How many customers know about the Indo-Asian company?

> Which of the mode is liked by dealers for purchasing the products?

For attaining the objectives of the project, survey & questionnaire have to be filled by
personally contacting & meeting the Delhi dealers. This project is based on the primary
data. The data collected through survey shows the awareness of the brand image among
the dealers of Delhi.

THE INDOASIAN STORY

From an enterprise formed in 1958 by a young group of technocrats, Indo Asian has grown
into a multi-product, group of companies, manufacturing and marketing a wide range of
electrical control and protection equipment. The superior quality of these products has
earned them the respect of the Indian market and the world over where they are popular
under the brand names: Indo Kopp MCBs, Stopshock RCCBs, Indo Asian HRC Fuselinks,.

12
The group's annual turnover, which grew from Rs. 10 million in 1986, to Rs. 600 million, last
year, is slated to reach Rs. 2500 million by the year 2006. Its modern manufacturing units
at Sonepat, Noida, Parwanoo and Jalandhar, are being further augmented. Once achieved,
this would be largest production base in India of the next generation of MCBs, RCCBs,
Compact Fluorescent lamps and other high technology, high quality electrical control and
safety equipment.

The group's pursuit of excellence is backed by extensive in-house R & D, technical and
commercial collaborations with world leaders, Heinrich Kopp AG, with over 150 highly
qualified, technical Managers
And a 1050-strong workforce of quality conscious, superbly trained personnel, Indo Asian is
all set to scale new heights of growth, excellence and world wide acceptance. The
companies presently comprising the group are: Indo Asian Fuse gear Ltd. Indo Kopp Pvt.

About Indo Asian

13
Figure 1
"The world is at a turning point. There is a virtual explosion in terms of human
population; industrial production technology changes and-communication pathways.
Geographical barriers are breaking down, giving way to the creation of a gigantic global
village"...

"In this scenario, one will have to learn to work along with others in the larger interest of
mankind rather than individual or limited, national interests. This is a commitment that is
imperative."

"At Indo Asian, our single-minded dedication towards building better electrical control and
protection equipment, is a vindication of this commitment. By providing technologically
better and environment-friendlier products we contribute our mite to build a prosperous
and productive human society; safe and secure in its highly protective use of electrical
"Power, whether nuclear, petroleum-based or electrical, is means to prosperity. Its per
capita consumption in any human society being a direct indicator of the standard of living.
In such a situation, providing the means to safely and securely utilise electrical power is
undoubtedly an endeavour to improve standards of living ``

14
 PREFACE

Electricity has become an inseparable part of our daily lifestyle. In homes,

offices, industries and hospitals, there are myriad systems, equipment and sophisticated
appliances that depend on electrical energy. Yet, uncontrolled electrical power can be
extremely dangerous. Overloads, crowded wiring, short-circuits and all kinds of
interruptions in supply can lead to devastating losses, least of them being financial.

Under these circumstances, we, at Indo Asian are proud to be known and respected the
world over for our range of superior quality, electrical control and safety devices. Through
them, we speak of our abiding concern for safety, security and productivity of our
customers.

Protection of the environment and conservation of plant life have acquired a vital place in
today's industrialized society. Continuous efforts have been made by Indo Asian to plant
trees and shrubs for harmonious co-existence. The process of maintaining the balance of
nature together with industrial growth is ongoing at Indo Asian, which looks forward to the
future with an indomitable spirit...

QUALITY-CENTERING AROUND THE CUSTOMER

The name "Indo Asian" is today synonymous with high quality in the field of electrical
distribution and protection equipment in India,Asia as well as other developed countries.

Quality of our products and processes is, in fact, checked by impartial bodies which is

15
now a variety of Indo Asian products are ASTA tested and their manufacturing plants
have won ISO 9001 certification from BVQ1, UK. In fact, Indo Asian Fusegear Ltd.Was
the first Indian manufacturer of electrical safety equipment, to be awarded ISO 9001
certification under the upgraded 1994 guidelines.

RESEARCH & DEVELOPMENT

Considerable importance is attached to research and development at Indo Asian. Every

process and product is supported by our well-equipped, modern Research &
Development Centre where a dedicated team of experts apply themselves to developing
the latest, innovative product designs and process technology. Their endeavours have
consistently improved product performance and functionality, keeping in mind that.

This apart, Indo Asian's joint venture partners, who are themselves world leaders in their
respective fields, provide technology 'bridges' that enable transfer of technology that is
further adapted by Indo Asian to suit indigenous or developing country's environmental
conditions and needs.

THE INDO ASIAN RANGE

INDO KOPP MCBs High breaking capacity and current limiting. Produced in collaboration
with Heinrich Kopp AG, Germany.
STOPSHOCK RCCBs Current operated.
INDO ASIAN INDUSTRIAL PLUGS & SOCKETS
INDO ASIAN SWITCHES
CONTACTORS & RELAYS.

16
INDO ASIAN HRC FUSES
INDO ASIAN FUSE STRIPS
INDO ASIAN FEEDER PILLARS
INDO ASIAN CUTOUTS
INDO ASIAN DISTRIBUTION BOARDS
INDO ASIAN LAMPS, LUMINAIRES & ACCESSORIES

CROSSING GLOBAL FRONTIERS

Indo Asian's products are well accepted in countries around the world. Our regular
Overseas markets include: Russia, Australia, Newzealand, Malaysia, Nepal, Sri Lanka,
UAE, Syria, Iran, Jordan, Cyprus, Angola, Some of our valued major foreign customers
include: Public Utilities in South Africa.

Bovara Pty. Ltd., Australia. Persusashan Listrik Nagara (PLN), Jakarta, Indonesia. Public
Utilities Board, Singapore. Ceylon Electricity Board, Sri Lanka. Rahad Corporation,
Khartourn, Sudan. Ministry of Electricity & Water, Dubai, UAE. Dubai Electricity Company,
Dubai, UAE. Water & Electricity Company, Abu Dhabi, UAE. Ministry of Electricity &
Water, Kuwait. Ministry of Electricity & Water, Doha, Qatar. Ministry of Electricity & Water,
Muscat, Oman. Jordanian Electric Power Supply Co., Amman, Jordan. Bahrain State
Electricity Board, Bahrain.

Some of our major customers in India include:

Railways Integral Coach Factory, Electricity Boards, CPWD, PWD, NTPC, Indian Oil
Corporation Limited, Oil & Natural Gas Commission Limited, Reliance Industries Limited,

17
Blue Star Limited, MRF Limited, Ashok Leyland Limited, Bajaj Auto Limited, Tata
Honeywell Limited, and Hindustan Lever Limited.

18
INFRASTRUCTURE

19
 INFRASTRUCTURE

Figure 2

Plants Nine
Marketing Offices 30 across India, 8 warehouses
Total Manpower 2,000
Doctorates 2
Engineers 110
Educated to Class XII All (Minimum Qualification)
International Certifications ASTA, VDE, TUV, CB,ISO-9000
National certifications BIS (ISI Mark), NABL
IT Backbone Dedicated Fiber Optics Connectivity With All Plants/
Offices/Branches. Using Online Order Booking System &
Production Planning System
Test Facility Short Circuit Lab to IEC 17025 (15 kA)

20
Company Profile

21
 Indo Asian Plants

Figure 3 Figure 4

22
Figure 5 Figure 6

23
Figure 7

24
 "The world is at a turning point. There is a virtual explosion in terms of human
population, industrial production technology changes and-communication pathways. Geographical
barriers are breaking down, giving way to the creation of a gigantic global village"...

"In this scenario, one will have to learn to work along with others in the larger interest of
mankind rather than individual or limited, national interests. This is a commitment that is
imperative."

"At Indo Asian, our single-minded dedication towards building better electrical control
and protection equipment, is a vindication of this commitment. By providing technologically better
and environment-friendlier products we contribute our mite to build a prosperous and productive
human society; safe and secure in its highly protective use of electrical power for betterment of
lives."

"Power, whether nuclear, petroleum-based or electrical, is means to prosperity. Its per

capita consumption in any human society being a direct indicator of the standard of living. In such a
situation, providing the means to safely and securely utilise electrical power is undoubtedly ."

"And, Indo Asian is proud to be one of it's global contributors."

INDO ASIAN Story

Almost 50 years back, on 8th August, 1958, a young group of technocrats indigenously
developed India`s first sheet steel enclosed rewirable switch at Jalandhar in Punjab. This
marked the birth of Indo Asian, which today has grown into a multi-product, multi-location
company specializing in manufacturing and marketing a wide range of high-tech electrical

25
 products used for distribution, protection, control and conservation of electrical energy.

Our Commitment

Our focus on "energy management" i.e. designing and building products that not only
protect and control but conserve and comprehensively manage mankind`s greatest asset
i.e. electrical energy has enabled us to serve millions of our customers both in India and
abroad with world class products.

Today Indo Asian has emerged as a strong brand name and has a proven track record
both in domestic and international markets. Our deep commitment to social responsibility
gives us much satisfaction as the fact that millions of customers in every corner of the
world respect us, trust us and use our products for protection of people, property and
possessions.

Our Reach

We reach our customers comprising of electricians, contractors, builders, OEMs, industry

& panel builders through a 200 strong sales team operating from 5 regional and 14 branch
offices. Our products reach our customers through 10 company depot, 500 channel
partners &over 15000 retail outlets.

Our Milestones

1st BIS and DIN HRC Fuses in India.

26
1st Rewirable Switches in deep drawn enclosures in India
1st MCB with 9kA breaking capacity
1st to produce RCCM’s in India
1st Switchgears Company to receive ISO 9001
1st to manufacture CFL’s in India
1st to offer B certified MCB’s

Our High Tech Manufacturing Facilities

Switchgear 4 plants- Jalandhar, Noida, Parwanoo & Haridwar*

CFL3 plants- Noida, Parwanoo & Haridwar*
Modular plate Switches- Parwanoo
Wires & Cables- Haridwar*
(* Haridwar Plants on 30,000 sq. mtr. To be commissioned shortly)
Our Product Range
DomesticProducts
MiniatureCircuitBreakers(MCBs)
MCBloaders
ResidualCurrentCircuitBreakers(RCCBs/ELCBs)
SurgeProtectionDevices
Distribution Boards (DBs)

27
1. Industrial Products
Moulded Case Circuit Breakers (MCCBs)
MPCBs, Contractors & Thermal overload relays (from *LOVATO*, Italy)
Switch Disconnectors / Switch Disconnector Fuses (Cubicle Switches)
On- Load Change Over Switches
On- Load Bypass Switches
On- Load Switch Fuse Change Overs
Off- Load Change Over Switches
Rewirable Switch Fuse Units
Combination Switch Fuse Unit (FSU- Double Break Switches)
HRC Fuse Links, DMC Fuse Bases and Bakelite Fuse Fittings
Highspeed fuses for Semi Conductor Protection (from “ETI”, Slovenia)
Feeder Pillars
Vertical Fuse Switches and Fuse Rails

2. Special Application Products

Time Switches and Motion Detectors (from “ THEBEN”, Germany)
Insulated Industrial Plug & Sockets
Flat Cable Systems (from “WOERTZ”, Germany)

28
 Domestic Products

Figure 8 Figure 9 Figure 10

MCBs RCCBs DBs

29
 Figure 12 Figure 13
Figure 11
SPDs FR PVC Wires Wiring Accessories

30
Figure 14

Figure 15
Figure 16
Time Switches MPCBs
Plug and Socket

31
 Industrial Product

Figure 17 Figure 18 Figure 19

MCCBs Fuses Cubicle Switch

Figure 20 Figure 21 Figure 22

Onload Changeover Rewireble Switchs Feeder Pillars

32
 LIGHTING PRODUCT

Lighting Product
Figure 23 Figure 24 Figure 25

CFLs FTLs Domestic Luminaires

33
Company’sMission

34
 Mission

gure 26

The mission has now expanded and evolved further to include exciting new products, new
markets. It also involves a far greater responsibility to mankind and to our increasingly vulnerable

planet.

35
36
 Vision

Figure 27

Our Vision "enriching quality of life by ensuring safe, efficient and convenient use of electricity"
has been our guiding force for development of new and better products. The culture of
innovation and constant change has played a key role in our success.

37
Partners

38
39
40
41
42
43
RESEARCH DESIGN

44
 Research Design/Methodology

Research methodology/ Design means the procedure used and method applied for the
collection of data used in the completion of the project report. The research design spell out
how you are going to achieve the stated research objectives.

Data collection Method

Specific research instrument.
The sampling plan that you will use for collecting the data.

Data Collection Method

For preparing this project I have used primary data, which was gathered through market
survey in east Delhi using questionnaire. Since I had to prepare this project on the basis of
current market position of company of Delhi So, I decided to gather the primary data rather
taking help from the secondary data gathered by the researcher in the past. I have visited
different dealers of the company in east Delhi market to gather the information for
completing this project.

I had other options also to collect the primary data eg- telephonic interview or oral
interview. But I selected survey method using questionnaire to gather the required
information because I found it the best among other method available to me.

45
I found it easier to approach the dealers by going directly to them at the time when they are
free specially in the lunch hour or in the evening when they are free to spare their time for
us. It was easier for me to convince them to spare their time to respond to my questions
rather than asking them on telephone to spare some time for responding or taking
appointment and fixing the meeting. It would be a time consuming process. So I decided to
do for market survey using questionnaire.

Research Instrument

I have used Questionnaire, as the research instrument to conduct the market survey. The
questionnaire consisted of a mixture of open and closed questions designed in such a way
that it should gather maximum information possible.

The questionnaire was a combination of 10 questions. I have designed more closed ended
questions because the dealers don’t have much time to respond from their own. If choices
are given it is easier for the respondent to respond from the choices rather they think and
reply also it takes lesser time. Because the keep on responding and one has tick mark the
right choice accordingly.

Sampling Plan

Sample plan means the area you have selected to gather the information.

Information was gathered from a sample drawn from the east zone of Delhi namely:-

Jagatpuri
Vikas marg
Madhu vihar
Luxmi Nagar

46
Mayur vihar
Gandhi Nagar

Sampling Unit

Sample unit refers to the respondents from whom you are going to gather the information. It
is very important for a researcher that he chooses a right unit from whom the required
information can be gathered. Selections of wrong unit can spoil the whole project.

My objective was to find out the current market position of the company. So dealers of the
company were the best source from where I could get the desired information.
I referred East dealers Data to select the unit for survey.

Sampling Size

Sample size refers to the numbers of respondents you have selected for the survey.

I have selected 50 dealers of east Delhi from different locations in Delhi.

Selection of Sampling Units

It means on what basis you have selected the sample unit.

47
All the sample units were selected from the east dealer’s data who deals in Indo Asian
products.

Sampling Media

My sampling media was Questionnaire consisting of 10 questions with a mixed question.

Questionnaire was selected as the sampling media because in such kind of survey where
the respondents don’t have time to respond. It is better to approach them with a
Prepared list of questions in the form of questionnaire, so as to save the time of your
respondents as well as yours.

Analysis of the data:-

After gathering the data from various sources the researcher has to analyze it to sort out
relevant information. The unwieldy data should necessarily be condensed in to a few
manageable groups and tables for further analysis.

Limitations:-

I visited so many dealers of Delhi but due to lack of free time some dealers have not given
their response.
Sample size of 50-60 dealers was very less as compare to whole Delhi.
Many dealers did not want to show their proper information regarding the company
products.

48
49
 OBJECTIVE

To check out how many dealers have Indo Asian product

To analyze which of the product they like most

How many customers know about the company?

How many dealers know about the company?

Which mode of payment they want?

50
DATA ANALYSIS

&

INTERPRETATION

51
1.Do you know about the INDOASIAN SWITCHGEAR ?

A YES 50
B NO 0

50

40

30
QUESTION 1
20

10

0
YES NO

From the sample of (50) dealers all dealers know about the company. It means 100%
dealers of East Delhi know about the company.

52
2. If yes, then what kind of products it offers from the following list?

MCB 40

Switches 0

CFL’s 0

All of the above 10

40
35
30
25
20
QUESTION 2
15
10
5
0
MCB SWITCHES CFL'S AOTA

From the sample of (50) , (40) dealers know that Indo Asian offers only MCB and rest (10 )
knows That Indo Asian offers all of the mentioned products.

53
3. How would you rate quality of Indo AsianProducts?

Excellent 15

Good 35

Poor 0

35
30
25
20
15 QUESTION 3

10
5
0
EXCELLENT GOOD POOR

54
 From the surveyed 50 dealers of East Delhi , (15) rate quality of Indo Asian products
as excellent and rest (35) rate them as good .

4. How would you rate availability of Indo Asian products?

Easily Available 50

Rarely Available 0

55
 50

40

30

20 QUESTION4

10

0
EASILY RARELY
AVAILABLE AVAILABLE

From the sample of (50) dealers,(100%) dealers said that the product is available easily.

56
5. How would you rate pricing of Indo Asian products ?

Expensive 10

Reasonable 40

Cheap 0

40
35
30
25
20
QUESTION 5
15
10
5
0
EXPENSIVE CHEAP

57
From the surveyed 50 dealers, (10) find Indo Asian products as expensive and rest (40)
find them as reasonably priced.

6. How would you rate after sales service of Indo Asian products ?

Excellent 30

Good 15

Poor 5

30

25

20

15
QUESTION 6
10

0
EXCELLENT POOR

58
 From the surveyed 50 dealers, (30) find the after sales service as excellent, (15) find
it as good and rest (5) find it as poor.

7 .Which financial mode do you like for purchasing Indo Asian products?

A Cheque 5
B Cash 20
C Credit 25

59
 25

20

15
QUESTION 7
10

0
CHEQUE CASH CREDIT

From the surveyed 50 dealers , (5) like cheque, , (20) like cash and rest (25) like
credit mode for purchasing Indo Asian Products..

8. How would you rate its products as compared to other company’s products ?

Excellent 35

60
 Good 15

Poor 0

35

30

25

20

15 QUESTION 8

10

0
EXCELLENT GOOD POOR

From the surveyed 50 dealers, (35) rate it as excellent and (15) rate it as good as
compared to other company’s products .

61
9. Do you think purchasing its products is a wise decision?

A Yes 40

B No 10

40
35
30
25
20 QUESTION 9
15
10
5
0
YES NO

From the surveyed 50 dealers, (40) rate buying Indo Asian products as a wise
decision and rest (10) said no.

62
10. Do you have any suggestion for the company?

Yes 20

No 30

30

25

20

15
QUESTION 10
10

0
YES NO

63
 From the surveyed dealers , (20) dealers gave suggestion to the company and rest
had no suggestion.

SUMMARY

This project has provided an overview about the brand image among the dealers of
Delhi. It attempts to find out how many dealers know about the company? What are the
benefits provided by the company to them? All dealers in Delhi know about the company
products.

The sample of 50 dealers was taken to find out the answer of above questions
According to the first question, 50 dealers in east delhi area know about the company. It
means (100%) dealers know about the company and (0%) don’t know the company.

According to the second question from 50 dealers, (80%) dealers know that Indo
Asian offers MCB and rest (20%) know that Indo Asian offers all of the mentioned products.

According the third question , (30%) dealers rate Indo Asian product quality as
excellent and (70%) rate it as good.

According the fourth question, from 50 dealers ,(100%) dealers say that Indo Asian
products are easily available.

64
 On the basis of fifth question from 50 dealers, (20%) dealers say that Indo Asian
Products are expensive and rest (80%) say that they are reasonably priced.

In the answer of sixth question from 50 dealers,(60%) dealers say that after sales
service of Indo Asian is excellent, (30%) say that it is good and rest (10%) say it is poor.

According to the seventh question from 50 dealers ,(10%) dealers like to purchase Indo
Asian products through cash mode, (40%) through credit and rest (50%) through cheque
mode.

In the answer of eighth question from 50 dealers, (70%) rate Indo Asian products as
excellent and rest (30%) as good as compared to other company’s products.

On the basis of ninth question, (80%) dealers say that purchasing Indo Asian
products is a wise decision and rest (20%) say it is not a wise decision.

According to the tenth question from 50 dealers, (40%) dealers gave suggestion.

65
 SUGGESTIONS

Awareness about the Brand image is average. For increasing the awareness, The
Company should take followings suggestions according to me:

1. To increase awareness, they should take the help of advertisements and also do some
seminar in front of dealers.

2. The company need to provide the all information & schemes to the dealers.

3. They also need to increase dealers for various places.

4. The company needs to increase the marketing by various sources.

66
.

RECOMMENDATIONS

After analyzing the questionnaires and findings I would like to recommend the following
points to the company so that it could be helpful to the company to increase their market
share and a brand image in the mind of the potential customers of company’s products.

The retailers and dealers should be regarded as the primary customer to the company.
They should be given all type of benefits possible by the company, in the form of more
discounts, more gift articles, yearly award to the best retailers and dealers in the form of
free domestic or foreign trips.

The company must ensure that the representatives must be in regular touch with each and
every retailers and dealers.

The company should arrange get together functions with the retailers and dealers at least
once or twice in a year.

The company should have a data base of the electricians in the city, the representative of
the company should regularly visit them and tell them about company’s product and also
offer them gifts. By doing so the electricians may recommend our products to the
customers.

The company should take the help of different media, such as T.V and Newspaper to
create awareness among the general public in the form of Advertisement.

67
The company should take part in different trade fairs and demonstrate the product of the
company and also tell the customers how the Indo Asian’s product is different from others.

The company must ensure that there must not be a huge price difference with competitor’s
price.

The company should not compromise in the quality, design and safety of the product.

The company must ensure a healthy relationship with the retailers and dealers.

The company should launch new product range keeping in view the middle class. By doing
so the company can increase its market share.

The company should increase its sales force so that each and every counters could be
visited.

The company should ensure that orders are supplied to the retailers on time.

The representative of the company should maintain weekly data of the retailers and dealers
they have to visit.

68
Annexure

69
 Questionnaire

1. Do you know about the Indo Asian Switchgear?

(a) Yes
(b) No

2.If yes, then what kind of products it offers from the following list?
(a) MCB
(b) Switches
© CFL’s
(d) All of the above

3. How would you rate quality of Indo Asian products?

(a) Excellent
(b) Good
(C) Poor

4. How would you rate availability of Indo Asian products?

(a) Easily available
(b) Rarely available

5. How would you rate pricing of Indo Asian products ?

(a) Expensive
(b) Reasonable
(C) Cheap

6.How would you rate after sales service of Indo Asian Products?
(a) Excellent
(b) Good
(c) Poor

7. Which of the Financial mode do you like for purchasing the Indo Asian products?

70
 (a) Cheque
(b) Cash
(c) Credit

8. How would you rate its products as compared to other company’s products?
(a) Excellent
(b) Good
© Poor

9. Do you think purchasing Indo Asian products is a wise decision?

(a) Yes
(b) No

10.Do you have any suggestion for the company?

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Date-------------------------------
Dealer & place------------------
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Signature

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 Bibliography

Websites:-

> www.indoasian.com
> www.electronic.com
> www.google.co.in

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