FORMAT OF THE REPORT

Contents

Title Page ........................................................................................................................................ 2

Certificate of Training – Industry Mentor ...................................................................................... 3
Supervisor Certificate – Faculty Mentor......................................................................................... 4
Certificate of Originality ................................................................................................................. 5
Acknowledgement .......................................................................................................................... 6
Executive Summary ........................................................................................................................ 7
Table of Contents ............................................................................................................................ 8
Chapter 1- Introduction ............................................................................................................... 9
Chapter 2- Objective of the Research undertaken ...................................................................... 9
Chapter 3- Literature Review...................................................................................................... 9
Chapter 4- Hypothesis, if any ..................................................................................................... 9
Chapter 5- Research Methodology ............................................................................................. 9
Chapter 6- Data Analysis ............................................................................................................ 9
Chapter 7- Result Discussion ...................................................................................................... 9
Chapter 8- Conclusions & Recommendations ............................................................................ 9
Bibliography ............................................................................................................................... 9
Appendices- to include questionnaire ......................................................................................... 9
Title Page
PROJECT REPORT
On
“CUSTOMER ACQUSITION AND PROMOTION’’

FOR
THE PARTIAL FULFILLMENT OF THE AWARD OF THE DEGREE OF
“MASTER OF BUSINESS ADMINSTRATION”
FROM GGS IP UNIVERSITY
DELHI

BATCH: 2017-2019

SUBMITTED BY: SUBMITTED TO:

Name of the student Name of the faculty supervisor
MUDIT SINGH dr. anubhav verma

ARMY INSTITUTE OF MANAGEMENT & TECHNOLOGY,

GREATER NOIDA (UP) – 201306
 Certificate of Training – Industry Mentor

Sample- Certificate of Training

(On the letter head of the company duly signed by the authorities)

TO WHOMSOEVER IT MAY CONCERN

This is to certify that Mr. /Ms___MUDIT SINGH____________ of

MBA 2017-19 Batch from Army Institute of Management &
Technology, Greater Noida has undergone Summer Internship Project in
our organization. His/her project title was ________________customer
acquisition and promotion_________________, supervised under Mr.
/Ms __pnakaj kumar singh___________________ (Industry Mentor/
Guide) from _1________June 2018 to __31_____July 2018. His/ her
conduct and effort during the Internship is highly appreciable.

Authorised Person
Signature
Name
Designation
(With stamp)
 Supervisor Certificate – Faculty Mentor

This is to certify that ---mudit singh--------------------a student of Master of Business

Administration, Batch 2017-19, Army Institute Management & Technology, Greater
Noida, has successfully completed hi/hers project under my supervision.

During this period, he/she worked on the project titled “------------customer

acquisition and promotion---------------------------------------------” in partial fulfillment
for the award of the degree of Master of Business Administration of GGSIP
University, Delhi.

To the best of my knowledge the project work done by the candidate has not been
submitted to any university for award of any degree. His/her performance and conduct
has been good.

(Signature)
Name of the faculty supervisor
AIMT-Gr. Noida
Date:
 Certificate of Originality

I, Mr./ Ms _____mudit singh___________, Roll No.______________ of MBA 2017-

19 Batch of Army Institute of Management & Technology has undergone a Summer
Internship in _____lots wholesale solutions_____________(organization) for a
duration of ____8__________ weeks on a project title “___customer acquisition and
promotion______________________”, hereby declare that this project is my original
piece of work.

Signature of the student: mudit singh

Student Name: mudit singh
Date
Acknowledgement

I want to show my sincere gratitude to all those who made this study possible. First of
all I am thankful to the helpful staff and the faculty of Army Institute of Management
and Technology. Second I would like to extend my sincere thanks to my Industry
Guide, ---------pankaj kumar singh-------------------------, for his/her untiring
cooperation. One of the most important tasks in every good study is its critical
evaluation and feedback which was performed by my faculty guide -----dr. anubhav
verma-----------------------------. I am very thankful to my Faculty as well as Industry
guide for investing his precious time to discuss and criticize this study in depth, and
explained the meaning of different concepts and how to think when it comes to
problem discussions and theoretical discussions. My sincere thanks go to my Institute
and family, who supported and encouraged me.

Name of the Student

Course – MBA
 Executive Summary

This report is undertaken to increase the customer base of the company lots wholesale

solutions in Noida area the objective of the project is to cover the area customer segment

wise there are three main segment which this report considered hotel restaurant and caters

(horeca), service cooperate offices , educational institute.

Making aware customers in market by interacting with them and studying the consumer

behavior to incline towards the company.

Making aware the customer in the market like food, non-food commodity which company is

providing.

To increase the customer base it is necessary to know about the markets in Noida. For this

first we have maintain the daily sales report by going in the market to study the market

scenario and market requirement.

And this was analysis is done by going in the market that customers which are come under

the head of Hotel restaurant and caters are very much conscious about the price. Whereas the

customers which are come under the service corporate offices and education institute are

focus more on service and quality rather than price.

And by taking these requirement of the customer we are successfully coverteted most of the

Noida market in potential customer of the company.

Table of Contents

Certificate of Training – Industry Mentor .....................................................................................(i)

Supervisor Certificate – Faculty Mentor...................................................................................... (ii)

Certificate of Originality ............................................................................................................. (iii)

Acknowledgement .......................................................................................................................(iv)

Executive Summary……………………………………………………………………………..(v)

Chapter Page No.

Chapter 1- Introduction

1.1- Industry Introduction

1.2- Company Introduction

1.3- Topic Introduction

Chapter 2- Objective of the Research undertaken

Chapter 3- Literature Review

Chapter 4- Hypothesis, if any

Chapter 5- Research Methodology

Chapter 6- Data Analysis

Chapter 7- Result Discussion

Chapter 8- Conclusions & Recommendations

Bibliography

Appendices- to include questionnaire

 Introduction

Retail comes from the French word retailer, which refers to "cutting off, clip and divide" in terms

of tailoring (1365). It first was recorded as a noun with the meaning of a sale in small amount in

1433 (French). Its literal meaning for retail was to "break things in small quantities, paring”.

Retail is the final step of any economic activity. By feature of this fact, retail occupies an

important place in the world economy. According to Philip Kotler, Retailing contains all the

activities involved in selling goods or services to the final consumers for personal, non-business

use. A retailer or retail store is any business enterprise whose sale volume comes mainly from

retailing. These are the final business units in a distribution channel that links manufacturers to

customers. Manufacturers usually make products and sell them to retailers or wholesalers.

Wholesalers resell these goods to the retailers and finally, retailers resell these products to the

ultimate consumers. In India if any forcing player come in the market with total foreign direct

investment then according to the government policies that foreign player is not allowed to do

operation in retail and the have to deal in wholesale business.

Retailing broadly involves:

1. Understanding the consumers’ needs

2. Developing good merchandise assortment

3. Display the merchandise in an actual manner so that shoppers find it easy and attractive to

buy.
. Retail Concept the retailing concept is fundamentally a customer oriented, company-wide

approach to developing and implementing a marketing strategy. It provides strategies which

must be followed by all retailers unrelatedly of their size, channel design, and medium of selling.

The retailing concept covers the following four wide areas:

. Customer orientation the retailer makes a suspicious study of the needs of the customer and

attempts to satisfy those needs.

2. Goal orientation the retailer has perfect goals and devises strategies to achieve those goals.

3. Value driven approach the retailer deals good value to the customer with merchandise keeping

the price and quality appropriate for the target market.

4. Coordinated effort every task of the firm is aligned to the goal and is designed to maximize

its efficiency and deliver value to the customer.

What is the Difference between Retail and Wholesale?

Wholesalers sell in large bulk quantities, without worrying about many of the aspects of retailing

that consumers expect like visual merchandising. Wholesalers do not want to business with a

large number of end-user customers. Rather, their goal is to sell bulky quantity to a small number

of retailing companies.
It is rare for a wholesaler to sell goods straight to consumers. The exception to that would be

membership warehouse. These members only retail stores are a mix of wholesaling and retailing

in that they sell directly to consumers, but they sell in large quantities, which often allows them

to sell at prices that are lesser than other retailers that sell in small quantities from impeccably

merchandised stores in high-rent shopping districts.

The big difference between wholesale and retail is in the rate. The retail price is always high than

the wholesale price. The reason for this is because the added cost of selling produce to end-user

customers—labor, rent, advertising, etc.—is factored into the pricing of the merchandise. The

wholesaler doesn’t have to deal with such expenses, which allows him to sell goods at a lower

cost.

How Does The Retail Supply Chain Work?

The retail supply chain involves of manufacturers, wholesalers, retailers, and the consumer (end

user). The wholesaler is directly associated to the manufacturer, while the retailer is connected to

the wholesaler, and not to the manufacturer.

Here are the roles of the key performers in a typical retail supply chain:

 Manufacturers: Produce the goods, using machines, raw materials, and human resource.

 Wholesalers: Purchase complete goods from the manufacturers and sell those goods to

retailers in large bulk quantities.

 Retailers: Sell the goods in insignificant quantities to the end-user at a higher price,

theoretically at the MSRP (Manufacturers Suggested Retail Price).

 Consumer: End-user who buys the goods from the retailer for personal use.
There are exceptions to this outdated supply chain, however. Some of the world's biggest retail

companies like Wal-Mart, and Amazon.com, for example, are large ample to deal directly with

manufacturers, without the need for a wholesaler in the middle of the transaction.

What Are Different Types of Retail Stores?

Here are some examples of the different types of retail stores where consumers can purchase

products for immediate use or consumption.

 Department Stores: Sell a varied range of merchandise that is arranged by category into

different sections of the physical retail space. Some department store categories consist of

shoes, clothing, beauty products, jewelry, housewares, etc. Illustrations of department

store retailers include Macy's, Nordstrom, and JCPenney, to name just a few.

 Grocery Stores and Supermarkets: Sell all types of food and beverage products, and

sometimes also home-based products, clothing, and consumer electronics as well.

 Warehouse Retailers: Large plain warehouse-type services stocked with a large variety

of products packaged in large quantities and sold at lower-than-retail prices.

 Specialty Retailers: Specialize in a specific set of products. Toys ‘R’ Us, Victoria's

Secret, and Nike are examples of department retailers

.
 Convenience Retailer: Usually part of a retail position which sells gasoline primarily,

but also sells a limited range of grocery commodities and auto care products at a

premium "convenience" price from a brick-and-mortar store.

 Discount Retailer: Sell a wide variation in products is often private labeled or generic

brands at below-retail prices. Discount retailers like Family Dollar, Dollar General, and

Big Lots will often foundation closeout and discontinued merchandise at lower-than-

wholesale prices and pass the savings onto their customers.

 Mobile Retailer: Uses a smartphone platform to process retail businesses and then ships

the products that were purchased directly to the customer

 Internet Retailer: Sells from an Internet shopping website and ship the purchases

directly to customers at their homes or workstations and without all the expenses of a

traditional brick-and-mortar retailer, usually sell merchandise for a lower-than-retail price

AGAR AAP KE PASS HAI DUKAN

TO

HAMARE PASS HAI SAMADHAN

 Introduction of company

Type Public (BSE: LOTS WHOLESALE SOLUTIONS)

Founded January 2017, India

Headquarters Haryana

Key people CEO : Suchada Ithijarakul

Managing Director: Mr. Tanit Chearavanont

Director: Mr. Sameer Singh

Industry Retailers, hotels, restaurants, catering businesses, services business

Operators, hospitals and Education Institution

Products Food, Non Food, grocery, Housekeeping, Stationary,

Revenue $50 billion (2017)

Employees 10,000+ (2017)

Website www.lotswholesale.com

Core phlilosophy

Mission

To deliver superior value to our customer shareholder employees and society at large

Vision

To be the best food solution provider of professional customers

Value

To follow the 3- C philosophy

 Create value for the company

 Community

 Company

Lead into delivery excellent customer experience

 Board of Directors

Strong corporate governance is essential for a successful business, and our board members
ensure LOTS Wholesale Solutions operates with integrity and accountability.
Learn more about our corporate governance policies and read our Statement of Ethics.

Tanit Chearavanont
Managing Director

Sameer Singh Manish Gehlot Mandeep Kaur

Director, Ops, BD & Expansion Director, IT Vice President, HR

Jatin Mazalcar Nishant Raiyrath Sandip Mishra

Director, Finance Director, Commercial Vice President
Operations
Lots wholesale solutions is a part of the USD 50 billion Charoen Pokphand Group and a entirely
owned subsidiary of Siam Makro Public Company Limited from Thailand, today unveiled its
first wholesale supply center in India at Netaji Subhash Place, New Delhi. Initiated by the
Hon’ble Minister of Food Processing Industries Smt Harsimrat Kaur Badal, this is the first of the
fifteen distribution centres LOTS Wholesale Solutions is aiming to open in India over the next
three years.

The recently launched store which is spread over an area of 50,000 sq.ft. will supply to more
than 50,000 registered members which include hotels, restaurants, and caterers (horeca), kirana
stores, corporates, MSMEs and institutions such as government agencies, educational institutes,
and hospitals.

Indian retail sector is increasing exponentially; more particularly food retail is pacing past other
sectors. Food processing and food retail are footage robust growth. The arrival of the
multinational companies like CP Wholesale in India and registering their presence by opening
chain of stores in India and inauguration of their first store LOTS in Delhi shows the reputation
of Brand India in the world. Days are not far for India to come to be the Global Food Market and
Global Food Factory," Harsimrat Kaur Badal, Minister of Food Processing Industries.

The company had declared its foray into India at the World Food India 2017 with a
Memorandum of Understanding worth Rs1,000 crores signed with the Ministry of Food
Processing Industries. With its initial ways in Delhi NCR, LOTS Wholesale Solutions will help
generate 5,000 direct and indirect jobs over the next five years.

Talking about the promotion of the first store in India, Tanit Chearavanont, Managing Director,
LOTS Wholesale Solutions said, "It is a landmark day for LOTS Wholesale Solutions and Siam
Makro as we show our first wholesale centre in India. Through this store, the registered
associates of LOTS Wholesale Solutions will enjoy the benefits of a vast assortment of high-
quality food and non-food products, tailored to the specific needs of the Delhi market. We will
offer our business customers a wholesale experience of global standards with a focus on high-
quality products and customised services designed to make their purchasing easier, more
efficient and economical. The store will become wholly operational and cater to our customers
from 19th July onwards."

Under its region-specific business plan, LOTS Wholesale Solutions will provide support to
home-grown brands and local suppliers. Fresh produce will be directly sourced from local
farming communities, which will help farmers increase their income whilst reducing wastage
during transportation and storage.
As the future of 12 million of shopkeepers, policy makers and even some state governments in

consultation with center have been planning to restrict foreign players in the Indian retail sector,

which is in its nascent stage. Therefore, the decision of letting FDI in retailing has been a

controversial subject for last decade. FDI is allowed in several segments of the economy by the

central government but FDI in retailing is still restricted and not allowed in full swing.

There for the company is dealing in wholesale business in India the company strategy to increase

the customer base by registering the registered business under the head of the company and also

providing the service to the four employee of the company and welcome them to come and buy

from store at whole sale rate

Customer Base
 Our Customers

Intend to cater to multiple segments of resellers and business customers through a

membership-based system.

Core Customers will include

 Hotels, Restaurants and Caterers (HORECA)
 Retailers
 Independent (Kirana) Stores
 Service professionals, which many include Corporates,SMEs, as Enterprices
etc
 Institutions such as Government Aganies, Educational Institutes and
Hospitals etc
DEPARTMENT IN STORE

Non-food items (NFIs) : are items other than food. The term is especially used

in humanitarian contexts, when providing NFIs to those affected by natural disasters or war may be

a life-saving priority. Typically, they include essential household items such as blankets, plastic

sheets, buckets and other containers for water, cooking items and soap

Food items : This is a categorically-organized list of foods. Food is any substance

consumed to provide nutritional support for the body. It is usually of plant or animal origin, and

contains essential nutrients, such as carbohydrates, fats, proteins, vitamins, or minerals.

Edible fungi

Edible nuts and seeds

Baked goods

Breads

Dairy products

Eggs

Meat

Cereals
 Seafood

Staple foods

FMCG PRODUCT : Fast-Moving Consumer Goods (FMCG) or Consumer Packaged

Goods (CPG) are products that are sold quickly, and at relatively low cost. Examples

includenon-durable goods such as packaged foods, beverages, toiletries, over-the-counter

drugs, and other consumables.

TOPIC INTRODUCTION

What is customer acquisition?

 • customer acquisition cost

• improving your customer acquisition strategy

• method of acquisition customers

• customer retention as an acquistion method

• customer lifetime value

Customer acquisition is the process of bringing new customers or clients to your business. The

goal of this process is to create a systematic, sustainable acquisition strategy that can evolve with

new trends and changes.

Customer acquisition is important for businesses of any age and size. It allows your business to

1) Make money to meet costs, pay employees, and reinvest in growth,

2) Show evidence of traction for outside parties such as investors, partners, and influencers.
 Being able to systematically attract and convert new customers keeps companies healthy and

growing and investors happy.

At this point you may be asking, “What’s the difference between lead generation and customer

acquisition Well, let’s break it down.

In the business world, we visualize the customer journey typically with a funnel or a similar

graphic that highlights the stages in the buying process and the mindset of the prospect.

As consumers move through the funnel (as part of their journey as a buyer), they:

1. Gain awareness of your brand

2. Add your product or service to their consideration pool,

3. Make a decision to become a paying customer of your business.

To simplify the process, lead generation typically happens at the top of the funnel,

lead acquisition happens in the middle, and lead conversion happens at the bottom. And

customer acquisition typically refers to the funnel as a whole.

For the sake of this guide, we’re going to use customer acquisition in reference to the top and

middle of the marketing funnel — lead generation and acquisition combined. This is because the
bottom of the funnel (conversion) typically requires more dedicated, customized methods to

convert customers, such as lead scoring and closing tactics.

Here’s another way to visualize it, in a less funnel-like fashion:

In the example above, customer acquisition lives in the attract phase, where consumers become

readers and visitors.

So, now that we’ve defined customer acquisition and its place in the overall marketing process,

let’s dive into how to measure it.

What Is Customer Acquisition Cost (CAC)?

You’ve heard the buzzword: customer acquisition cost, otherwise known as CAC. Customer

acquisition cost (CAC) is the cost associated with bringing a new customer or client to your

business, such as marketing costs, events, and advertising. It’s typically calculated in reference to

a specific campaign or window of time.

CAC is important because it assigns real value to your marketing efforts and allows you to

measure your ROI — a metric inquired about by CEOs, managers, and investors alike.
 How to Minimize Customer Acquisition Cost

Here’s a simple truth about marketing: You can always do better. You can always reach new

audiences, market with better messages, and minimize associated costs.

Depending on your outlook, this could be good or bad news. Personally, I find it motivating.

There’s always something to learn and always something to improve upon. Better yet, you aren’t

stuck with a subpar metric that your executives or investors aren’t quite happy about.

If you’re looking to improve your CAC, here are a few ways to minimize the cost of acquiring

new customers:

1. Improve your website conversion efforts. Enhance your calls-to-action, ensure your site is

mobile and tablet responsive, optimize your landing pages, and clean up your copywriting.

Consider A/B testing a landing page or shopping cart to see if a certain design or copywriting

angle works best. These will make sure any customer acquisition methods you’re already

employing are working as perfectly as possible.

2. Boost the value of your current customers. This may involve releasing a new product or

upgrade in which your customers can also invest in. User value can also skyrocket when they

refer other customers or simply act as promoters for your business. (We’ll touch on more of this

below.)

3. Adjust and optimize your customer acquisition strategy. Take some time to lay out your

acquisition blueprint and see what each method is costing you. Where could you cut back on

extra marketing spend or manpower? Costs for specific channels can rise over time, and you can

always minimize CAC by finding newer, cheaper channels to invest in. This process also ensures

your strategy reflects the most recent marketing trends and remains agile.
4. Objective

To improve the customer base for the company with the help of sales force and making the

Market aware about the company.

 To cover maximum market of the Noida and aware them.

 First making the customer about the company and converting them as potential customer.

 for the company.

 Market research to understand the need of the market.

 Register the customer under the head of company.

 Take orders from the registered customers from hotels restaurant and caters and service

corporate offices.

 Identify the problem in market which we can solve to satisfy the customer.

I first started with the making the market research that in which sector in Noida we can get the
Hub of hotels and cooperate offices. Objective was that to bring them under the umbrella of lots

Wholesale solution as registered customer and making them aware about the company and what

are the services are provided by the company to customer.

 Literature Review

A literature review is both a summary and explanation of the complete and current state of

knowledge on a limited topic as found in academic books and journal articles. The literature

review should include the Objective of the literature review, Overview of the subject under

consideration, Clear categorization of sources selected into those in support of your particular

position, those opposed, and those offering completely different arguments and discussion of

both the distinctiveness of each source and its similarities with the others.Preparation of a

literature review may be divided into four steps:

1. Define your subject and the scope of the review.

2. Search the library catalogue, subject specific databases and other search tools to find sources

that are relevant to your topic.

3. Read and evaluate the sources and to determine their suitability to the understanding of topic

at hand (see the Evaluating sources section).

4. Analyse, interpret and discuss the findings and conclusions of the sources you selected.

Hypothesis Formulation

Hypotheses formulation requires understanding about the population data that is under

consideration for testing. Hypotheses formulation related to the average speed of a particular

vehicle type moving on a road section is discussed in the remainder of this section.
 Research Methodology

It is the specification of the methods and procedures used for acquiring the information needed.
In short, it is master plan for conducting the research study. It should be noted that a research
methodology is unique to a research design. Collection of data from the market and
understanding the problem of market and giving solution.

It includes:
 Research type
 Sample size
 Sampling procedures
 Data collection techniques

Survey design:
The study is a cross sectional study because the data were collected at a single point of time. For

the purpose of present study a related sample of population was selected on the basis of

convenience.

Sample Size and Design:

A sample of 50 peoples & 3 stores was taken on the basis of convenience. The actual customers

were contacted on the basis of random sampling.

Research Period:

Research work is only carried for 8 weeks.

Research Instrument:

This work is carried out through face to face survey &self-administered questionnaires. The

questions included were open ended, dichotomous and offered multiple choices.

Data Collection:

The data, which is collected for the purpose of study, is divided into 2 bases:

 Primary Source: The primary data comprises information survey of “Brand awareness

of Spencer’s and its comparative analysis with Big Bazaar & other retail organizations ”.

The data has been collected directly from respondent& with the help of structured

questionnaires.

 Secondary Source: The secondary data was collected from Company’s website and

price list of the companies.

Data Analysis:

The data is analyzed on the basis of suitable tables by using mathematical techniques. The

technique that I have used is pie graphs, Bar graphs, with MS Excel & SPSS.

Main market:
Sector 18
Sector 50
Sector 60
Sector 59
Kaushambi
Vaishali\
Sector 41
Sector 49
Sector 25
Sector 12/22

Sample of customer acquisition

What is the data of total horeca customer acquisition in noida

1. Sector 49 Noida.

Sector in Noida Total visit Number of

Registration

Sector 50 market 25 16

Sector 49 30 18

Sector 18 15 8

Sector 41 22 15

Sector 25 22 15

Sector 51 10 4

kausambhi 50 30

vaishali 40 22

Sector 16 17 9

Sector 19 11 6
Sales

visit
ragistered
This this the project which is taken for the first time as company is going to setup a new store in

Noida sector 62 this data is taken by me by visiting the market continuously and approaching

the new customers .

2. Corporate offices visited during project.

Sector in Noida Total visit Number of

Registration

Sector 63 26 18

Sector 18 15 9

Sector 59 20 5

Sector 60 16 6
 Fig 3

visit
ragistered

Interpretation

In service corporate offices the prchase department handle all the purachasing for the offices and
most of the things are done on contract basis and its very diffecult to break the contarct of
coorporate offices in two months almost half of the market was ragistered in lots wholesale
solutions
 Survey on LOTS WHOLESALE SOLUTIONS
retail

What is the thought of people about LOTS WHOLESALE SOLUTIONS?

1. Have you heard of LOTS WHOLESALE?

Response Number of
Respondent

Yes 10
No 30
Total 40

Sales

1st Qtr 2nd Qtr

Interpretation
In the above question we found that 10 people know about LOTS WHOLESALE SOLUTIONS
& 30 people are not. If we see in percentage so 93% know about spencer & 7% are not

2. Have you visited NSP,DELHI city LOTS WHOLESALE?

Response Number of
Respondent

Yes 5
No 35
Total 40

Sales

1st Qtr 2nd Qtr

Interpretation
In the above question we found that out of 40 peoples 5 people are visited LOTS WHOLESALE
SOLUTIONS & 35 people are not.
 3. Visited NSP, Delhi LOTS WHOLESLAE SOLUTIONS once, twice or
more?

No. of visit Number of Respondent

Once 1

Twice 1

More than Twice 3

Total 5

Sales

1st Qtr 2nd Qtr 3rd Qtr

Interpretation

In the above question we found that out of 40 peoples 1 peoples visited once, 1 peoples twice &
3 more than twice are visited LOTS WHOLESALE SOLUTIONS.
 4. Peoples not visited to local retail stores?

Name of Retail store Number of Respondent

Local shops 12
Best Price 20
Any other stores 8

Total 40

Sales

1st Qtr 2nd Qtr 3rd Qtr

Interpretation
In the above question we found that out of 40 people 12 people visited Local shops ,20 people
visited Best Prize & 8 to other stores.
5. LOTS WHOLESALES SOLUTIONS products range available to
customers?

LOTS WHOLESALE 10%

Best Prize 40%
Metro Cash & Carry 25%
Others 25%

Sales

lots wholeale solutions

best prize
metro cash and carry
others
 MAJOR SUGGESTIONS:

o Cover all the hotels restaurant and service corporate offices which are not
covered.

o Our expected service gap is still short of 40%, which should be covered as soon as
possible.

o Give training to the sales force and assign them market to cover all market
customer segments wise.

o Markets like vaishali kausambhi sector 41are market with potential customer has
to give extra attention.

o Consumer Activation programmes should be organised frequently. For Eg. We

can set our Canopy and we can organise Sawach Abhiyan as these events will
give people a chance to try our product, ask questions about it and participate in
some way that makes them feel a part of our brand.

A Customer Care should be appointed at market : Complaint Book- A complaint book should be
kept with every CDA and the contact no. of the CDA should be available with every retailer. The
CDA have to note down all the grievances of the retailers and every month ASM must check that
the problems of each and every retailer is being resolved
 CONCLUSION AND RECOMMENDATIONS

 In order to improve its business, Spencer’s should introduce more

competitive promotional schemes which are not provided by the others.

 The company should go for more customization of product for the

product for horeca or eg making combination of more than to product and
provide them as one basket.

 For promotional offers, company should go for free gifts rather than
going for other ways.
 Company should work on the plan for SCOs for customer Acquisition
Company should hunt for the big cooperate offices rather than small
once.
 Provide good customer service to their registered customers and provide
them solution for their problems.