Escolar Documentos
Profissional Documentos
Cultura Documentos
Chapter No.
II
III
IV
Particulars
LIST OF TABLES
LIST OF FIGURES
ABSTRACT
INTRODUCTION OF THE STUDY
1.1. Statement of the problem
1.2. Review of literature
1.3. Industry profile
1.4. Company profile
MAIN THEME OF THE STUDY
2.1. Objective of the study
2.2. Scope of the study
2.3. Research methodology
2.4. Limitations of the study
DATA ANALYSIS AND INTERPRETATION
FINDING, SUGGESTION, CONCLUSION
4.1. Findings
4.2. Suggestion
4.3. Conclusion
BIBLIOGRAPHY
APPENDIX
Page No.
1
2
3
4
6
17
18
19
21
22
57
60
61
62
63
LIST OF TABLES
Table No.
3.1
3.2
3.3
3.4
Title
Way of purchasing
Mode of purchasing
Reason for prefer this brand
The satisfaction level of quality, price, cost of
Page No.
23
25
28
31
3.5
3.6
3.7
3.8
3.9
3.10
3.11
3.12
3.13
transaction
The satisfaction level of printability
Perception on experience in a positive manner
Perception on experience in a negative manner
Availability of exchanging facility
Perception on exchanging facility
Perception on packing
Perception on transportation facility
Relationship with TNPL based on gender
Possibility to make complaint at the time of
35
37
39
41
43
45
47
49
51
3.14
3.15
problem
Channels for conveying message
Suggestion for increasing sales
53
55
LIST OF FIGURES
Figure No.
3.16
3.17
3.18
3.19
Title
Way of purchasing
Mode of purchasing
Reason for prefer this brand
The satisfaction level of quality, price, cost of
Page No.
24
32
33
34
3.20
3.21
3.22
3.23
3.24
3.25
3.26
3.27
3.28
transaction
The satisfaction level of printability
Perception on experience in a positive manner
Perception on experience in a negative manner
Availability of exchanging facility
Perception on exchanging facility
Perception on packing
Perception on transportation facility
Relationship with TNPL based on gender
Possibility to make complaint at the time of
36
38
40
42
44
46
48
52
54
3.29
3.30
problem
Channels for conveying message
Suggestion for increasing sales
56
ABSTRACT
The
main
objective
of
this
study
is
to
evaluate
RETAILERS
CHAPTER-l
INTRODUCTION ABOUT THE STUDY
Retailer is sellers, who purchase a small quantity of products from various
wholesaler and indenters. The quantity of products depends upon previous sales, size
of people in particular area, and their needs. Dispersion function: The final goods or
products are distributed to the consumer. In dispersion function, the retailer has a
direct relationship. The dispersion function is a only way to promote the product.
Effective dispersion leads to effective marketing.
Retailing is the business activities involved in selling goods and services to
consumers for their personal, family or household use. It includes every sale to the
final retailer. Retailing is the last stage in the physical movement and transfer of
ownership of goods and services from producer to consumer
Retailer orientation
Coordinate effort
Retailing concept
Value driven
Goal orientation
Dispersion function has following process:
1.
Selling of product
2.
Transportation facility
3.
4.
Risk bearing
Retailing strategy
10
expansion project of TNPL was to double its capacity from 90,000tons per annum to
180000tons The ministry of commerce has proposed to impose anti-dumping duty on
newsprint ranging from Rs.I048 to Rs.6250 per tones for imports from USA, Canada
and Russia.
In 1998, the Company has signed an MOU with Quean Newsprint, Egypt for
providing technical assistance and support for erection and commissioning of a
Newsprint and Paper Mill in Egypt.
The company has also acquired ISO 9001 certification from RW TUV, a
German company through its Indian arm TUV PVT.LTD. Photocopier paper named
"TNPL COPIER" was developed to meet the requirement of the retailer with 75%
chemical bagasse pulp.
In 1999, TNPL is the first commercially successful bagasse based newsprint
plant in the world. Tamil Nadu Newsprint and Papers Ltd (TNPL) is on the verge of
finalizing a long-term agreement with the Coimbatore-based SAKTHI Sugars for the
supply of bagasse.
The Company has signed an MOU with QUENA Newsprint, Egypt for
providing technical assistance and support for erection and commissioning of a
Newsprint and Paper Mill. The Company has introduced a branded value added
product viz. TNPL Excel Maplitho and has improved the quality of TNPL copier and
other varieties of paper.
In
2007,
TamilNadu
Newsprint
&
Papers
Ltd
has
appointed
11
Location:
TNPL is located at KAGITHAPURAM, KARUR,TAMILNADU state,
INDIA. It is in 3kms of national highway-7, it is located in connection of SALEM &
KARUR,
Approximate distance: 20kms from KARUR, 30kms from NAMAKKAL,
60kms from Erode. 90kms from SALEM 100 kms from THIRUCHIRAPALLI and
140kms from COIMBATORE.
Nearest Railway station: PUGALUR
Nearest Railway Junctions: KARUR, THIRUCHIRAPP ALLI, ERODE, SALEM.
Nearest Domestic Airports: THIRCHIRAPP ALLI, COIMBATOR.
Nearest International Airport: CHENNAI, BANGALORE.
RAW MATERIALS:
1.
2.
Bagasse: 75%
3.
Imported puip:5%
This contain pine wood, high strength and it is used in the special case like
strike, over demand, scarcity of raw materials. Other raw materials, Lecotine, Coal,
Raw lignite, common salt, sulphuric acid, hydrochloric acid, etc.
12
PRODUCT PROFILE:
TNPL products a wide portfolio of high quality surface sized and non-surface
sized papers which are best suited for high-tech printing machines. The papers come
in various GSMs for end-user applications.
Pigmented paper:
Surface sized product with light weight coating. Ideal for multi-color offset
printing.
Print vista:
A premium product with highest degree of uniformity and almost ze~o twosidedness, ideal for high-end printing segments like diaries, calendars, annual
reports, brochures, catalogues etc., and also for other multicolor, high resolutions,
high speed web and sheet fed offset printing.
Elegant printing:
Most preferred among printing units and diary. Calendar and text book
manufactures. Excellent surface finish and brightness
Super print maplitho:
Its smooth surface and excellent finish ensures unmatched print evenness. It
consumes lowest ink, while favoring high degree of run ability.
Hi-tech maplitho:
An economical paper offering a combination of high brightness .strength and
stiffness, with improved optical properties.
Radiant printing:
Non-surface sized paper offering good strength and brightness. Ideally suited
for commercial grade printing such as text books, note books, etc.
13
Ace marvel:
Ideal for different 'Thermal and carbonless coating', notebooks, dictionaries
and computer stationery.
Offset:
Ideal for high speed commercial offset printing and continuous stationery and
text books.
Cream wove:
It is a traditional product that portrays the TNP!:- stamp of quality. It IS Ideal
for examination paper, general writing, text books and continuous stationery.
TNPL- copier paper:
It is a widely acclaimed photocopy paper with improved bulk and optimized
fiber orientation. And it was known for a "jam- less duplex running" and "wrinkle
free copying". It has high dimensional stability and hence most sought after product.
Copy crown:
A super bright paper with high capacity and high preferred as a multi-purpose
paper. It Perform well on laser, inkjet, plain paper fax machines and digital copiers.
TNPL perfect copier:
A product that caters to a niche segment that requires copier paper in 85
GSM.
TNPL Eezeewrite:
Ready-to-use packaged writing paper which is marketed in academy and
double foolscap sizes.
TNPL Printer's choice:
Cut-size, high quality surface sized paper for publishing and printing. Comes
In commercial offset printing sizes
14
The standard GSM for copier and copy crown papers: 70, 75, 80, 85.
Minimum 22cm
Maximum 190cm
Minimum 40*65 cm
Maximum 76*102 cm
15
Receipts
2.
Raw materials
3.
Custody
4.
Receipt:
Before going for receipt preparation, the department will undergo the
following pre-actions:
Entry (documentation)
If that is correct goods means, place in store otherwise, reject the goods.
First, they are split the boxes and segregate the goods based on the category.
Put tags on the segregated goods based on, PO number. Prepare receipts (Invoice)
based on, tag and PO number.
Custody:
In custody there are four actions, such as Acceptance, Deliver, Rejection,
Return to supplier. Under custody the racks used for storage are,
1.
2.
3.
of acceptors. The store will audit through internal and external. In internal audit, it
will act daily by company employees. In external audit, it will act once in year by
external persons may be in government.
16
Commercial base
Right quality and quantity of raw materials usage ensured through structured
sampling and testing
17
18
Factory Marketing
Corporate Marketing
Production
Regional
planning
Export sales
Order
Credit control
and customers
consolidation
Order processing
Dispatch
Product
programming
Branch Offices
Product storage
Complaints
Export Shipment
Legal
Domestic
competitors
activities / pricing
details
Collection and
documentation for
shipment
Customer visits
feedback on
development
Co-ordination
branch sales
Complaints
handling
Completion of
sales tax formalities
and assessments
Receipts and
storage of stock
transfer goods
CHAPTER-2
2.1 OBJECTIVES:
19
To find out the factors influencing the retailers to go for TNPL paper in
Karur.
To find out the marketing position between various paper companies and also
its various kinds of papers.
20
21
22
Sampling method:
The sampling method collected for his study is convenience sampling. In this
method the sampling units are choose primarily in accordance to my convenience.
Data collection:
Primary and secondary data is collected for this study. The primary study is
collected from interview schedule. The secondary data is collected from the internet,
journals, company records.
Simple percentage method:
Percentage refers to special kinds of ratio. Percentage is used in making
comparison with two or more series of data. Since the percentage gives everything to
common base and allow meaningful comparison between two variables.
ANOVA:
ANOVA is a method which separates the variation ascribable to one set of
causes from the variation ascribable to other set. The total variation is split up into
the following two components:
23
Due to scarcity of the time and considering the resource available, the study
was limited to 80 respondents only
Many of the users are not well educated. So that the result may not be
accurate.
24
CHAPTER-III
DATA ANALYSIS AND INTERPRETATION
The analysis of the data is most skilled task in the research process. It calls
for the research own judgment and skill. Analysis means a critical examination of the
Assembled and grouped data the studying the characteristic of the object under study
and determining the patterns of the relationships among the variables relating to it.
Analysis has many steps like, categorizations, application of categories to the
Collection of data, tabulation, statistical analysis and casual inference.
25
WAY OF PURCHASING
TEXTURAL DESCRIPTION
Through this table can analyze retailer preference regarding way of
purchasing. Whether indenters, other retailers or directly from the company.
TABLE 3.1
Place of purchase
Intenters
Retailers
Directly form the company
Total
Number of respondents
53
19
8
80
Percentage
66.25
23.75
10
100
26
WAY OF PURCHASING
FIGURE 3.1
27
MODE OF PURCHASING
TEXTURAL DESCRIPTION
Through this table can analyze retailer preference regarding mode of payment
and reason for that selection
TABLE 3.2
Payment Reason
Avoid risk
Convenience
Make smooth
Cash Payment
15
18
11
Credit Payment
3
22
Nil
relation ship
Source : Primary Data
Tools : ANOVA Two way
I
II
III
15
18
22
11
______________
44
25
11
28
Advance Payment
4
5
2
K = 3 N = 8 r1 = 3
r2 = 2
r3 = 3
C.F. = G2/N
G = Yij
G2/N
SST
T1 + T2 + T3
44 + 25 + 11 = 80
(80^2)/8
800
Yij G2/N
(15^2)+(3^2)+(4^2)+(18^2)+(22^2)+(5^2)
+(11^2)+(2^2) 800
SSB
SSW
408
((44^2)/3)+(25^2)/2)+((11^2)/3) 800
198.1667
SST SSB
408 198.1667
209.833
Source of
D.O.D.
Sum of squares
Mean of squares
F ratio
variations
Between
K1=2
SSB = 198.1667
MSB = 99.08
F=
payment
99.08/41.9667
= 2.3609
Within
NK=5
SSW = 209.8333
payment
29
MSW = 41.9667
Degree of freedom
Ftab
5.79
F < F tab
Accept H0 and reject H1.
INFERENCE
From the above table, it is inferred that out of 80 respondents, there is no
difference between the payments.
30
Availability
Quality
Price
Immediate
Retailers
preference
17
7
59
21
80
Male
Female
15
4
21
4
6
6
response
0
0
15
4
19
21
4
25
6
6
16
0
0
0
17
7
24
E(15) =
14.01
E(21) =
18.43
E(6)
11.8
E(0)
E(17) =
5.16
E(4)
4.99
E(4)
6.56
E(6)
4.2
E(0)
E(7)
1.8
31
Qi
Ei
Oi Ei
(Oi Ei)^2
(Oi Ei)^2/(Ei)
15
14.01
0.99
0.98
0.06996
21
18.43
2.57
6.6
0.3584
11.8
-5.8
33.64
2.8508
17
5.16
11.84
140.18
27.1678
4.99
-0.99
0.98
0.1964
6.56
-2.56
6.55
0.9990
4.2
1.8
3.24
0.7714
1.84
5.16
26.62
14.47
46.88416
32
D.O.F. :
(c-1)(r-1) = (4*1) 1 = 3
5% of levels of significant
16.916
33
Satisfaction level
Very high
High
Medium
Low
Medium
Low
Very low
Number of persons
46
34
56
24
36
28
16
Percentage
57.5
42.5
70
30
45
35
20
34
35
36
37
Satisfaction level
Highly satisfied
Satisfied
Neutral
Total
Number of persons
24
36
20
80
Percentage
30
45
25
100
38
39
Perception
In terms of
Yes
experience
Reasons
Number of
Percentage
5 to 10 yrs
10 to 15 yrs
people
4
7
5
8.75
40
41
PERCEPTION ON EXPERIENCE
TEXTUAL DESCRIPTION
Through this table can analyze perception of retailers in experience and other
factors fro consideration
TABLE 3.7
Factor
Perception
In terms of
No
experience
Reasons
Number of
Percentage
Credit policy
Adjustment in
people
16
25
20
31.25
payment
Correct delivery
Proper responds
20
8
25
10
42
43
Availability
Yes
No
Number of persons
52
28
Percentage
65
35
44
EXCHANGING FACILITY
FIGURE 3.8
45
Perceptions
Neutral
Disagree
Number of persons
49
31
Percentage
61.25
38.75
80
100
46
47
PERCEPTION ON PACKAGING
TEXTUAL DESCRIPTION
Through this table can analyze perception of retailers in terms of packaging,
whether its convenient or not.
TABLE 3.10
Factors
Packaging
Perception
Convenient
Inconvenient
Number of persons
75
5
Percentage
93.75
6.25
48
PERCEPTION ON PACKAGING
FIGURE 3.10
49
Number of respondents
Percentage
facility
Quicker
Medium
Slow
Total
13
52
15
80
16
65
18
100
50
51
5 yrs
10
6
16
5 to 10
10 to 15
10
8
18
24
3
27
(basis of
years)
52
15
Total
15
4
19
(basis of gender)
59
21
80
Qi
Ei
Oi Ei
(Oi Ei)^2
(Oi Ei)^2/(Ei)
10
11.8
-1.8
3.24
0.2746
10
13.275
-3.275
10.7256
0.80795
24
19.91
4.09
16.7281
0.8402
15
14.0125
0.9875
0.9752
0.06959
4.2
1.8
3.24
0.7714
4.725
3.275
10.7256
2.26997
7.0875
-4.0875
16.7077
2.3573
4.9875
-0.9875
0.9752
0.1955
7.5865
53
Problem
People
Percentage
Availability
Transportation
Modifications
Immediate response
44
20
9
7
80
55
25
11.25
8.75
100
Total
Source : Primary data
Tools : Simple percentage
INFERENCE
54
55
Number of respondents
0
50
4
26
Percentage
0
62
5
33
56
57
Number of respondents
48
8
16
8
80
Percentage
60
10
20
10
100
58
59
CHAPTER-IV
4.1 FINDINGS
1.
2.
3.
4.
5.
6.
7.
60
8.
9.
10.
11.
one of them use mail format. And 62% of respondents use telephone, 5%
of respondents use written format, and 33% of respondents use face to
face format.
12.
13.
14.
15.
61
4.2 SUGGESTION:
The TNPL product's price is high when it in compared to its other competitors,
so TNPL should reduce the price.
TAMILNADU Newsprint and paper limited can improvise their credit facility.
Because maximum number of retailers expect the credit policies.
Sending products to the retailers within time. That will improve smooth
relationship with the industrialized retailers.
Give more important to the local retailer and they can give more importance to
the rectification of their inconveniency.
62
4.3 CONCLUSION:
The study was conducted in order to find out the market potential of TNPL.
The sale of the product is more difficult in the current market situation, because of
more number of competitions. For that, every organization has to update their
products to current market situation. To improve their quality this will facilitate to
achieve among the competitive market. And the study was conducted for identify the
perception of retailer and their expectation, inconveniency for rectify that problem.
63
BIBLIOGRAPHY
Book Name
Marketing
Author Name
Rajan Savena
Publisher
Tata McGraw Hill
Edition
11th
Management
International
Publishing Company
Prentice Hall of India
2003
Marketing Analysis
Basic Marketing
J. Shaw
J. Shapiro D.
Pvt. Ltd.
Tata McGraw Hill
4th
International
Perreault
Stanlay Michael .J
Publishing Company
Viva Books Private
3rd
Marketing
Thomas
Limitd
WEBSITES
www.google.com
www.tnpl.in
Wikipedia.org
64
APPENDIX
QUESTIONNAIRE
1.
Name : ____________________
2.
Gender :
3.
4.
5.
a. Male
b. Female
Factors
Availability
Pricing
Quality
Immediate response
7.
TNPL
SPB
JK
ITC
IMAGE
What is your mode of purchasing and the reason for choosing the same?
Payment
Reason
Avoid risk
Convenience
Make smooth relationship
Cash payment
65
Credit payment
Advance payment
8.
9.
10.
b. Quality
c. Price
d. Immediate response
e. Retailers preference
b. 5 to 10 years
c. 10 to 15 years
What are the retailers satisfactionary levels on quality, price and cost of
transaction?
Satisfaction level
Quality
Price
Cost of transaction
Very high
High
Medium
Low
Very low
11.
What is the perception of the retailer, while comparing TNPL copier paper
with other companies in terms of printability?
12.
a. Highly satisfied
b. Satisfied
d. Dissatisfied
e. Highly dissatisfied
c. Neutral
b. Copy crown
c. Note booked.diary
14.
b. No
b. 5 to 10 years
66
c. 10 to 15 years
ii) If no, what is the reason for purchasing from particular indentor (or retailer
or company)? ___________________
15.
16.
17.
b. Agree
c. Disagree
d. Strongly disagree
c. Neutral
18.
b. No
b. Medium
c. Slow
Is there is any material defect means, will you make compliant to the
company?
a. Yes
b. No
20.
b. Telephone
c. Written
d. Face to face
b. No
22.
b. Inconvenient
67
23.
c. Inconvenient at sometimes
68