Project work

In their groups, students are required to work on a project during

the course period and present
Study can be conducted in Manipal/Udupi/Mangalore.
Remote/telephonic study is not acceptable
Project options
Project 1
Choose a company in FMCG product category and study
o Distribution policies and processes of the company
o Revenue, Cost structure (Opex), capex, working capital
and channel ROI
o Redistribution resources and manpower
o Number of outlets covered/beats/frequency of servicing
Project 2
Choose a company in consumer services product category
and study
o Channel formats adopted by the company
o Channel value proposition and profitability/ROI
o Channel policies and processes of the company
o Lead generation and conversion process ( OR) Branded
retail business model
Project 3
Choose a company in appliances/durables product category
and study
o Channel formats adopted by the company
o Channel policies and processes of the company
o Revenue, Cost structure (Opex), capex, working capital
and channel ROI
o Franchisee business models for exclusive stores
Project 4
Competitive benchmarking for a category

Page 1 of 2

o Distributor and Retailer survey for a specific product

category for competitive benchmarking on policies,
terms, margins, price proposition, market servicing etc
Methodology
Discussion with distributor/retailer/Company SE or ASM thru
structured questionnaire and
Retail call to learn thru observation and freewheeling
discussion
Time line:
1) Finalizing the project subject and the company: completed on
3rd July 2015
2) Developing the research objective/defining the scope and
finalizing the questionnaire/ research stimulus: 6th July 2015.
(Please mail your research plan document to me by mail with a
copy to Academic assistant.
3) I will revert with inputs by 8th July. And if I do not respond to
you with any suggestion, you can simply go ahead with your
questionnaire.
4) Field work: 9th July 2015 to 19th July 2015. You may require
between 1 to 3 sessions with the distributor to get the required
information. From the distributor you can also get company SE
contact number and where possible speak to him/her over
phone.
5) Draft Project report to be submitted: 24th July 2015
6) Final report: 27th July 2015
7) Group presentation to class in Session 12 and Session 13

Page 2 of 2