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A

Comprehensive Project Report


On
‘‘A STUDY ON EFFECTIVENESS OF

DISTRIBUTION CHANNEL’’

Prepared By:-
ROHIT.A.KANABAR DHAVAL.H.MEHTA
(128179502008) (128179502009)
Guided By:-
BHARAT BARAD
Submitted To:-

College: N.J.SONECHA MANAGEMENT &


TECHNICAL INSTITUTE-CHANDUVAV (VERAVAL)

IN PARTIAL FULFILLMENT OF THE


REQUIREMENT OF THE AWARD FOR THE DEGREE OF
MASTER OF BUSINESS ADMINISTRATION
In

Gujarat Technological University, AHMEDABAD

1
COMPANY CERTIFICATE

2
COLLEGE CERTIFICATE

“Certified that this Comprehensive Project Report Titled“ STUDY


ON A

EFFECTIVENES OF DISTRIBUTION CHANNEL ” is the bonafide work of Mr.

Rohit A. Kanabar & Dhaval H. Mehta (Enrollment No 128170592007 &

128170592008), who carried out the research under my supervision.

I also certify further, that to the best of my knowledge the work reported
herein

does not form part of any other project report or dissertation on the basis of which
a

degree or award was conferred on an earlier occasion on this or any other

candidate.

Signature of the Faculty Guide


(Name and Designation of Guide)

3
PREFACE

This project report is containing in accordance with the Master of Business


Administration (M.B.A.) program, prescribed by Gujarat Technological University.
Thus, it is our morale and obligatory duty to take this part of our studies with great
enthusiasms and seriousness and give it the more importance.

The main objective of the project work training is to develop among the
student a feel that about industrial environment & business practice in order to
develop a practical basis in them as a supplement to theoretical study of the
management.

The report is based on my selective subject of “A study on Effectiveness of


Distribution channel” As a part of my project work, I had been departed to “The
Austin Engineering Company limited.

We have mentioned all the information which is true and useful in some
time in business.

4
ACKNOWLEDGEMENT

We are pleased to present this report on industrial training undergone at


Austin engineering company ltd.

We hereby take this opportunity to express my gratitude to Mr. AMIT JOSHI


who has guided and co-operate me in each and every aspect of preparing this
report.

We also express my gratitude to staff members of Austin Engineering


company limited for their valuable cooperation and guidance and sincere thanks to
Mr. AMIT JOSHI, an ISO co-ordinator for sharing his wonderful experience and give
his kind guidelines during my training.

Date: - Signature

Place:

5
DECLARATION

We, DHAVAL.H.MEHTA & ROHIT.A.KANABAR hereby declare that this


project is the record of authentic work carried out by me, in well-reputed firm Austin
Engineering Company limited. During 10 June to 25th July 2013 under the Guidance
of Mr. BHARAT BARAD of N.J. SONECHA MANAGEMENT AND TECHNICAL
INSTITUTE – CHANDUVAV. This is my real work and has not been submitted to
any other university or institute towards the award of any degree.

Date: -

Place: -

Rohit A. Kanabar

Dhaval H. Mehta

6
TABLE OF CONTENT

Sr.No. Particular Page No.

1 Company certificate

2 College certificate

3 Preface

4 Acknowledgement

5 Declaration

6 Table of content

7 Objective of the study

8 Executive summary

9 Industry profile

10 Company profile

12 ORGANIZATION OVERVIEW

13 DEPARTMENT INFORMATION

 MARKETIG

 FINANCIAL

 HR DEPARTMENT

14 RESEARCH METHODOLOGY

7
 LITERATURE REVIEW

 HYPOTHESIS TESTING

 APPENDIX

8
OBJECTIVES OF THE STUDY

Study of the working capital management is important. Because unless the


working capital is managed effectively, monitored efficiently, planed properly and
reviewed periodically at regular intervals to remove bottlenecks.

 To study the working capital management of Austin Engineering


Company Ltd. study the liquidity position through various working
capital related ratios.
 To study the operating and cash cycle of the company.
To study of components of various working capital management

9
EXECUTIVE SUMMARY

We have done summer training in Austin Engineering Company limited, Dist:-


JUNAGADH. Austin has a four department like production, finance, marketing and
human resource. They see better future of the ball bearing industry in India so to
produce more quantity of ball bearing & to cope up with demand of the product & to
expand unit, it converted into Private Company in 1978.

The major objective of the study is to proper understanding the ‘’to study on
Effectiveness of distribution channel’’ of Austin Engineering. Co. Ltd. and to
suggest how attracting the customer.

In the marketing world manager quite often says “retaining customer is more
important than acquiring one, we will examine the importance of this sentence .the
organization uses communication tools to make their product and brand aware
among the consumer.

The customers are also benefited by relationship marketing in term of


improved service quality, personalized care, reduction of customer stress, customer
improvement, etc.

Customer satisfaction is becoming the ultimate solution for both, customer as


well as organization.

The focus of customer satisfaction approach centers on developing hard core


loyal customer with the idea of retaining them forever.

10
INDUSTRY PROFILE

11
The Indian Bearing Industry is estimated at 30 billion rupees. There are
various types of bearings such as Ball Bearing, Taper Bearing, and Needle Bearing.
The industry has established a highly diversified product range of bearings having
high volume of demand. 70% of the total demand is being met by domestic
industries and the rest is being met from import, essentially for industrial application
and special purpose.

Bearing industry in India can be divided into three segments viz.

 Organized sector
 Unorganized sector
 Imports

The organized sector primarily caters to the OEM segment which is pre-
dominantly automotive, railway and other industrial users. The replacement market is
mainly dominated by the unorganized sector. 55% of the total sales of bearings
belong to the organized sector and about 30% is being made from import.

Till days, the industry is dominated by major players which are in the
organized sector. However, the shares of the said major players have been declining
by the entry of small players and imports into the industry. Most of the big players
are having either technical of financial collaboration with leading auto manufacturers.

The Growth in demand for bearings depends in two key user’s segments i.e.
automobile and industrial sector growth. The automobile industry is the largest
growth driver for OEM market as it accounts for almost 45% of total bearing market.
Engineering sector which account about 28% of total share holds the second growth
driver. The fact of bearing industry is largely dependent on production of vehicles
and other transport systems.

12
Big players in Indian ball and roller bearing have been already exporting a
part of their production to develop countries like US, Europe etc. Domestic players
are already sensing the out sourcing opportunity and have initiated the

process of manufacturing a range of bearing for meeting their requirements of global


customers. The exports especially of auto bearings are likely to increase in future
with the entry of auto giants in India.

 COMPETITION LAND SCAPE

In this global & technical era, we should hardly find any sector without

competitors. Competition is at the center of any organization’s growth. It is

competition only, which encourages the owner to improve their product more than

the competitors.

There is a well-known term “Core Competency” means to do or to perform

better then the competitors not only in terms of product but also in its packaging,

marketing; etc., also. The “Austin Engineering Co. Ltd.” believes in this concept. It

provides always better than their competitors.

“Austin Engineering Co. Ltd.” is the only company that provides wide range

product even in less quantity with variety. All the other companies accept order in

bulk but “Austin Engineering Co. Ltd.” also concentrates on small purchases too. So,

it has no any direct competitors. Nevertheless, the lists of major competitors are as

under. Among which China market is one of the major influence of this company.

13
 NKF

 SKF

 NBC

 TIMKEN

 CHINA MARKET

 FAG

 TIME KEEPING SYSTEM

Today the modern age is of a strong competition era. So that time is most

important factor for any company.

Generally time keeping system means how many shifts are there and how many

hours is there in a particular shift is also gives idea about members of shift in the company.

Time keeping system is much more important for controlling organization of the company.

The purpose of time keeping system is to establish control and facilities of employee’s

discipline.

This company believes in quotation i.e. TIME AND TIDE WAIT FOR NONE.

And to maintain regularity and utilize maximum time to their machine and

Labour power. It has good organization of shifts. The company is working through out 24

hours, excluding recess time.

14
General time keeping system of “Austin Engineering Co. Ltd.” is given below.

Sr. No. Shifts Time Hrs

1 First Shift 6.00 am to 2.00 pm 8

Second shift
2 2.00 pm to 8.00 pm 8

General Shift
3 8.00 am to 4.30 pm 8.5

Office Shift
4 9.30 am to 5.30 pm 8

History & Development of Unit:-

At present the AEC LTD has become a wide and proper unit in the market.

The AEC was started 34 years ago that 1973 at was started by five techno crafts.

 Mr. N.C. VADGAMA

 Mr. R.N. BAMBHANIA

 Mr. S.M. THANKI

 Mr. G.B.LODHA

 Mr. Jay Shankar

15
As a partnership firm.

At that time its name was AEC.

The trade mark of company is AEC after making tremendous performance it


converted into corporate body and became a public limited company on 27 th July
1978. With main object of manufacturing all kinds by rolling, bearing.

16
 MILESTONES

1973 :- Partnership firm formed by five technocrats started


manufacturing needle roller cage assemblies with the manpower
of 10 & capital invest of 3500 us dollars.

1974 :- Started manufacturing cylindrical roller bearing & deep groove


ball bearing up to 50 mm.

1975 :- Started manufacturing single row spherical roller bearing for


steering application TATA trucks.

1978 :- Partnership firm converted in private company limited started


manufacturing tapered roller bearing up to 100mm.

1980 :- Manufacturing capacity of all aforesaid bearing increased up to


150mm.

1985 :- Converted into public limited company and shares stocks


offered to public.

1990:- Manufacturing increased up to 600 mm. Started Manufacturing


double row tapered & spherical roller bearing.

1995 :- Manufacturing capacity increased up to 800 mm.

1996 :- Started manufacturing flush ground single row bearings for U.


S. A & European markets.

1998 :- Started manufacturing four row tapered roller & multi row
cylindrical roller bearing for neck application into steel plants.

1999 :- Awards ISO 9001 certification from TUV Rhineland

17
2001 :- commenced supplies of bearing including call mill bearing to
thermal power plants.

2004 :- Established a subsidiary in the U.S.A

2006 :- Awarded ISO/TS 16949:2002 Certification for design and

manufacturing of all type of rolling bearings from TUV Rhineland.

2008 :- Developed crossed cylindrical and tapered roller bearings.

2009 :- Certificate upgrade from ISO 9001:2008 to ISO/TS 16949:2009

2010 :- Range increase 1828MM in cross roller bearing

2011 :- Standard implementation of ISO:14001 and OHSAS:18001

2012 :- Certified by ISO:14001 and OHSAS:18001

18
COMPANY PROFILE

19
 Name : Austin Engineering Company Limited
 Registered Office
& Works : Village: PATLA, TALUKA: BHESAN

District: Junagadh

 Telephone No. : +91–2873–2652267 / 2652268 / 2668070


 Fax No. : +91 – 285 – 2661505
 Email address : info@accbearing.com

 Website : www.austinengineringcompanyltdbearing.com

 Establishment Year : 1973


 Main Product : Bearing
 Weekly Off : Friday
 Initial Investment : 3500 US Dollar
 Product Range : 4500 type / size of bearing
 Total Employee : 655
 Board of Directors : Mr. N. C. VADGAMA (Chairman)
Mr. S. M. THANKI (Managing Director)

Mr. R. R. BAMBHANIA (Joint M.D.)

Mr. J. R. BHOGAYTA (Executive Director)

Mr. S. V. VAISHNAV (Non Executive Director)

Mr. B. R. SUREJA (Non Executive Director)

 Auditors DHIRUBAIDAND : & Company

20
Chartered Accountant, GOKUL Chamber,
JUNAGHADH – 362001.

 Cost Auditors : S. B. Parikh & Company – VARDARA


 Bankers : Bank of
 History:-

“Austin Engineering Company Ltd” was established in 1973 by five


technocrats with initial investment of Rs 3500 US dollars in JUNAGHADH, G.I.D.C.
area with the name of “ACCURATE ENGINEERING”.

They see better future of the ball bearing industry in India so to produce more
quantity of ball bearing & to cope up with demand of the product & to expand unit, it
converted into Private Company in 1978.

In those days, Ball bearing industry is developed very fast rate therefore to
sustain & develop the unit, it converted into public limited by issuing equity share
under the name of “Austin Engineering Company Ltd” and purchase the trade mark
'”AEC” in the year 1994. AECL has established second unit, on 15 th February, 1987,
which is located at Patla a village nearly 25 km away from JUNAGHADH.

The Austin Engineering Company Ltd. is one of the leading manufacturers of


anti- friction rolling bearings in India. This co. is in this field since last 37 years. The
co has developed around 4500 different sizes of bearings. Company has two
manufacturing units near JUNAGHADH city of the Gujarat state in India viz:

 Austin Engineering Co, Ltd PATLA, JUNGHADH(''AEC”)


 Max Precision Bearings Pvt. Ltd. -SHAPURDIST, JUNGHADH (“MAX”)

21
 PRODUCTION CAPACITY & USES OF PRODUCT:-

 Capacity:-

Each & every company are having their own production capacity. Installation
capacity: 3, 00, 00,000 per year

25, 00,000 per month

80,645 per day

Utilized capacity : 79,645 per day

 Uses of product:-

Bearing means to bear something. Here ball bearing means the balls which
bears the load. Such ball bearings are mainly used in production of automobiles and
machinery. As we have heard the word "Loading Capacity" of truck or a particular
electronic motor. Loading capacity of this is totally depending on the bearings used
in that product.

Any product's life is mainly depending on the quality of the bearing which is
used. If bearing is not used properly or proper greasing and anti-fraction procedure
are not made then it will give dangerous results to the product in which such
bearings are used.

22
 PROMOTER’S BODY:-

BOARD OF DIRECTOR

Mr. N.C .VADGAMA : Chairman & Executive Director

Mr. S.M. THANKI : Managing Director

Mr. R.R. BAMBHANIA : Joint Managing Director

Mr. J.R. BHOGAYTA : Executive Director

Mr. S.V. VAISHNAV : Non Executive Director

Dr. B.R.SUREJA : Non Executive Director

Mr. K. J. MEHTA : Non Executive Director

Mr. D.B. NAKUM : Non Executive Director

AUDITORS

DHIRUBHAI DAND & CO.

Chartered Accountants

Gokul Chambers

Junagadh 362 001

23
COST AUDITORS

S.B.PARIKH & CO.

Cost Accounts,

VADODARA

BANKERS

Bank of Baroda

Azad CHOWK Branch, JND

REGISTERED & TRANSFER AGENT

SHAREPRO SERVICE

SATAM ESTATE, 3rd FLOOR

CARDINAL GRACIOUS ROAD

ANDHRI (EAST)

MUMBAI 400 099

JUNAGADH OFFICE

101, G.I.D.C. ESTATE

VADAL ROAD

JUNAGADH 362 003

24
 SERVICES:-

 Transport Facility :

Good speed & capacity in transport facilities are needed to make live contact with

the current market & controlling the supply according to the changes in demand. For

getting control over the foreign market to the transport facility are affected. There are

four major types of transport facilities i.e. by road, by air, by sea & by railway.

“Austin Engineering Co. Ltd.” has selected the location where road transport

facility is easily available, for supplying products to the customers.

 Labor Supply :

Though “Austin Engineering Co. Ltd.” needs totally skilled workers, which

at least knows how to operate the latest machinery. The importance of labor supply

has not lessened in spite of mechanization. The labor legislation, trade unions, a

dearth of skilled workers & high absenteeism demands the stability of labor force.

There for the supply of labor should be regularized. “Austin Engineering Co. Ltd.”

has 636 employees, which they have easily got from th JUNAGHADH & from

villages near to JUNAGHADH.

25
 Water & Power Supply :

This unit is totally depends on power. So easy availability of power is the first &

foremost condition for this unit to survive. There are three types of power i.e.

electricity, diesel & atomic energy. “Austin Engineering Co. Ltd.” needs more

electricity, which they got easily & in adequate portion from PGVCL & at cheaper

rate than the other states. Power shortages lead to tremendous losses due to

stoppage of machinery. Therefore industries must have sufficient & regular supply of

water as well as power if continuity in production is to be maintained & to operate at

its full capacity.

 Supply of Capital :

For initial promotion & for expansion of the unit the capital is root cause for

any industry. The industry must be located at the place where capital market is

developed. More over the development banks & long term financing institutions like

UTI, IFC, etc must be developed in such area. Capital is more mobile ten labors. In

“Austin Engineering Co. Ltd.” the main source of finance is Bank of Baroda. Since

so many years company get easy finance from public too in the form of equity

capital. Equity capital is the main source of finance of this company.

26
 GENERAL SCENARIO:-

Although the development of India's ball and roller bearing industry is not
quite enviable, it can be said without contradiction that India has relatively strong
base for the manufacture of bearings. There are about 12 large and medium units
which together turn out over 100 million bearings every year.

Almost all the units have foreign collaboration. The Indian Bearing industry
makes around 500 types of bearings as against over 30,000 types of bearings
being used by the Indian industry. Bulk of these are only of standard types and are
used mostly in low-technology areas like fans, electric motors, water pumps, and
by the automotive sector.

The current Indian bearings industry is worth Rs.3500 CRORE. In this,


automotive segment accounts for 45 percent of the revenues, which amount to Rs
1,350 CRORES and the remaining 55 percent of revenues are being contributed
by industrial demand. In the automotive bearings market, the organized segment
manufactures cater to 50 percent of the demand. About 15 percent of the
production is by the unorganized segment in India, and the remaining 35 percent
of demand is fulfilled through imports. Out of the total revenues in the automotive
segment, 60 percent of the revenues are contributed by the OEMs and the
remaining 40 percent is by the demand from the aftermarket. There has been a
growth of 15 percent in the aftermarket segment and OE demand has increased
by more than 25 percent from the financial year 2005-06.

Though the demand from the aftermarket segment is increasing, the growth
rate is declining compared to the year 2005 - 06. In the aftermarket, 6 percent
demand is from the engineering applications segment, 5 percent from LCV
segment, 4 percent from MUV segment, 8 percent from car segment, 11 percent
from tractor segment, and the remaining 15 percent from automotive ancillary
segment. Rest of the 50 percent demand is from the Railway sector.

27
 SWOT ANALYSIS:-

 STRENGTH

 The director are well experienced and technically qualified with well succession
plan.

 The company is this line of business for more than 26 years and enjoys its brand
name in the market.

 The company has wide market network with established customer base.

 The company is a profit making and self performance are improving year after
year.

 WEEKNESS

 The industry is highly capital intensive and as such operating at the minimum
economics volume assumes greater significance. A decline in the capacity
utilization would lead a major negative impact on the operational parameters
considering the huge initial capital outlay.

 The manufactures are facing a threat from the serious parts manufactured who
manufacture duplicated parts and sell them in the names of popular brands in the
replacement market at a very low price.

 Steel and alloy steel are the basic raw-material for the bearings industry and their
prices are expected the upward trend in the coming future.

 A serious threat is being faced from imports due to decline in duty rates at the
same time, domestic manufactures are subject to the increased levels.

 Higher inventory holding also lead to increases in direct cost.

28
 OPPORTUNITIES

 The demand for bearing industry is derived from demand in two key user
Segments-automotive and industrial sector.

 India is one the fastest growing passenger car markets in the world and it is
already the second largest two wheeler manufacturer globally. The Indian
domestic market will continue to be dominated by small cars.

 The Indian economy has shown growth of average 8% or the last few years and
is respected to keep this growth trend over the next decade. Your company aims
to leverage this opportunity on its financial strength and its market leadership.

 THREATS

 The counterfeiting of bearings is the biggest threat to the industry since these
spurious bearings affect business and brand image.

 Spurious bearings are of poor quality and are unsafe and unreliable.

 Spurious bearings mainly cater to the replacement market, which is price


sensitive.

 This company is taking steps to curtail spurious trade by improved packing,


creating awareness and other necessary action.

 The significant increase in steel prices has resulted in pricing and margin
pressure on bearing manufactures.

 Dumping by particular in the auto sector is adding to the woes of the industry in
India which is already under the slowdown in the domestic economy. Such
dumping affects the replacement market as well as the OEM market

29
ORGANIZATION OVERVIEW

 ORGANISATION CHART OF TIN ENGINEERING CO.LTD.

30
 NAME & REGISTERED OFFICE ADDRESS

NAME :- “AUSTIN ENGINEERING CO. LTD.”

ADD :- “AUSTIN ENGINEERING CO. LTD.”

PATLATALUKA, BHESAN,

Via – RANPUR (SORATH)

Post: HADMATIYA – 362030

District: JUNAGHADH (Gujarat)India.

Phone no :- 0285 - 2680570

Fax no. :- 0285 – 2661505

E mail :- austinad1@sancharnet.com

Website :- www.aec-bearing.com

Junagadh office :- 101, GIDC Estate, VADAL Road,

JUNAGHADH - 362030.

Range :- Manufacturing all types of Antifriction

Bearing

Capacity :- 10 mm I.D to 1800 mm O.D

31
 ORGANIZATIONAL STRUCTURE

In any business, Organization structure plays an important role. Organization


structure is an indispensable, means for good business performance, so it requires
the organization relationship among different department and individual working,
consequently, among accomplishment of desired goals. That’s why expert said “IF
MANAGER IS THE BRAIN OF THE BUSINESS, THEN ORGANISATION IS THE
PHYSICAL STRUCTURE OF THE BUSINESS” understanding of Austin
Engineering structure by help of the organization chart

 CONTRIBUTION OF THE UNIT

We know that company is manufacturing wide range of bearing .It produce all
types of ball bearing which is necessary for all types of industry. Company is
manufacturing 4,500 types of bearing which covers spherical roller, flexible roller,
cylindrical roller etc.

The AUSTIN ENGINEERING CO. is one of the leading manufacturers of Ball


and Roller Bearing in India. There are twelve top most Companies of bearing in
India. This company is going nicely at the 4th rank.

Austin offers a wide range of Bearing in Asia and i.e. 4,500types of Bearing.
The different categories of buyers include Automobiles, Defense, State Road
Transport Corporation, Steel Plant, Thermal Plant, Cement Plant, Sugar and Paper
Industries, Fan and Pump Industries and Material Handling Equipment.

32
DEPARTMENT INFORMATION

1 . MARKETING

33
 INTRODUCTION

Marketing is so basic that it cannot be considered a separate function. It is the


whole business seen from the customer’s point of view. Business success is not
determined by the producer but by the customer. Today, companies find themselves
competing in a race where the road signs and rules keep changing, where there is
no finish line, no permanent “win”. They simply must keep racing, hopefully in a
direction where the public want them to go.

Marketing management, today, is a subject of growing interest in all types of


organizations within and outside the business sector in all kinds of circumstances. It
is the conscious effort to achieve desired exchange outcomes with the target
markets. The marketer’s basic skill lies in influencing the level, timing and
composition of demand for a product, service, organization, place person or idea.

 PRODUCT MIX

Product mix plays an important role while determining the pricing


policy of any organization. It can be defined as the set of products offered for sale by
a company. It shows the mix of different characteristics of the products of the
company, means the total number of products are included on product mix is a list of
all product offered by a company.

34
Any company’s product mix has a certain width, length, depth and consistency.

Width : - It refers to how many different product lines the company carries

Length : - It refers to total number of items in the mix.

Depth : - it refers to how many variants are offered in each line of product.

Consistency : - It refers to how closely relate the various product lines to each
other.

In Austin, the product mix can be explained by a chart shown below.

From above chart, we can see that Austin is having only one product line i.e.
bearing which also can be said the width of the product mix. The length of the
product mix is having six different types of bearings and under that they have various
sizes under each type. Thus, total items they are producing are about 4500 different
bearings in size and type. When we talk about consistency, all the products are
related in channels of distribution, consumer needs and other factors because f a
common product line.

35
 MARKET SEGMENTATION

Market consists of buyers, and buyers differ in one or more respects. They
may differ in their wants, purchasing power, geographical locations, buying attitudes
and buying practices. Any of their variables can be used to segment a market.

It is a process of dividing the total market for goods and services into small
groups, such that the members of each group are similar with respect to factors that
influence demand. It is a strategy of ‘divide and conquer’ i.e. dividing market in order
to conquer them. Its philosophy is something for everybody within practicable limits.
It enables the market to give better attention to the selection of the customer and
offer an appropriate marketing mix for each segment for a group of buyers having
homogeneous demand.

In Austin, they have selected target market to satisfy the wants of customers. They
have divided the target market in different division.

 Indian defense department


 Steel plants and steel rolling mills
 Textile machinery manufactures
 Power plants
 Automotive industries
 Indian railways
 Process industries
 State toad transport undertakings throughout India
 Overseas customer in the USA, the UK. EU nations etc.
 Replacement market/after market

36
 CHANNELS OF DISTRIBUTION

Distribution channel decisions require a special attention as this involves


long term commitments to the other firms with whom marketer enters into contracts.
The most fundamental factor for channel choice and channel management is the
economic criteria i.e. cost and profits. But there are number of other factors such as
nature of the products, market trends, competition, and outlook, pricing policies,
typical consumer needs and manufacturer himself who should be considered. There
are two types of channel:

 Direct Channel
 Indirect Channel

Austin is producing bearings and i.e. industrial goods. So in this case, direct
channel will be more effective than indirect channel. So the company mostly uses
direct channel of distribution and i.e.

Manufacturer  Consumer

For replacement market, the company uses indirect channel of distribution.


For this, they appointed zone wise dealers under whom sub dealers are appointed.
This channel is as under:

Manufacturer  Distributors  Dealers  Consumers

37
 INTERNATIONAL MARKETING

Because of globalization, the international marketing has now become important for
any business. International marketing makes the product of the company world class
and this affects the goodwill of the company positively. It is also important from the
view point of government because international marketing attracts the foreign
customers and earns valuable foreign exchange.

Austin has given importance to international marketing by which they have created
and are maintaining the customers worldwide. They have established branches for
marketing in Italy and U.S.A. The countries in which they are having export
customers are:

 Italy
 U.S.A.
 U.A.E.
 Sri Lanka
 Argentina
 New Zealand

By international marketing, the company faces international competition and


so the product is more qualitative as compared to other domestic producers. The
company exports 20% of its total production, which earns valuable foreign exchange.

38
 COMPETITION

Now a day, we can see competition in almost every field up to some


extent. Competition affects the customers, sales figures and other aspects of
marketing. A healthy competition may prove beneficial but cut throat competition
may create hazardous effect on the company.

As far as Austin is concerned, it faces no competition at local level because


it is having the largest range of bearings in Asia. Still it has some competitors in the
country but they all are in collaboration with foreign companies while Austin is not
having any such collaboration. So it is the plus point. The competitors are:

 SKF
 NBC
 FAG
 RHG
 KOYO
 NTN

39
2. FINANCE

40
 INTRODUCTION

Financial management is the managerial activity, which is concerned with

planning and controlling of firm’s financial resources. As we know that this discipline

is on recent origin, financial management consists of two words mainly ‘finance’ and

‘management’.

‘Finance’ may be defined as firm that important resources which are required

at all the stage of different activity on the other hand ‘management’ is process of

planning, organizing, directing and controlling. IT is worth to note down that

managerial functions are applied to the finance. It means planning & controlling

activities of finance is major activity under the financial management.

According to HOGARD, “Financial management is the application of planning

& controlling functions to the finance functions.”

From above definition it is quite clear that effective utilization of funds is major
concerned from financial manager. Needless to mention that finance plays every
vital role in any organization.

41
 ORGANIZATION OF FINANCIAL MANAGEMENT

Organization of finance department means that division and

classification of various functions that are to be performing by the financial

department. Because of importance of financial department it is necessary to setup

sound & effective organization chart depends generally subject to change. Internal

factor such, as size and nature of the business and external are tax policy etc.

AUSTIN ENGINEERING CO. LTD. HAS FILLOWING ORGANIZATION OF

FINANCIAL DEPARTMANT

FINANCE DEPARTMENT

Chairman & Director

General Manager

Finance Manager

Accountant Financial Officer

Excise Clerk Accountant Clerk

Organization of finance department means that division and classification of


various functions that are to be perform by the financial department. Because of
importance of financial department it is necessary to setup sound & effective
organization chart depends generally subject to change. Internal factor such, as size
and nature of the business and external are tax policy etc.

42
 FINANCIAL PLANNING

Planning always plays an important role for arranging different activity


of the organization. As planning determine future course of action in present.
Financial planning relates with financial activities of the organization. More clearly
Financial planning means deciding in advance, the financial activities to be carried
on to achieve the basic objectives of the firm. Financial planning is the most affecting
factor to financial resources and position of the company. So Financial manager
should formulate financial plan after considering running condition and position of the
firm. Financial planning is highly related with disbursement of income and creation of
income. The success of business is highly on financial planning.

“The process of estimating the funds requirements of a firm and determining

the sources of funds is called financial planning.”

(I. M. PANDEY)

Above definition simplifies that financial planning relates with determining the future
course of action related with financial department.

Financial planning or plan can be formulated for different period of as following.

1 Long Term Planning


2 Medium Term Planning
3 Short Term Planning

43
Austin Engineering Co. Ltd. has good financial planning. Bank of
Baroda provides finance to the company. In long term planning this company think
about expansion of business & modernization of company.

 CAPITAL STRUCTURE

Capital structure is completely different from Capitalization. capital


structure refers to the makeup of its Capitalization. Capital structure is the
‘permanent financing of firm represented by long term debt, preferred stock and net
worth.’ Capital structure is used to represent the proportionate relationship between
debt & equity. Capital structure also includes loans, bonds, share issued, reserves
etc.

Capital structure of Austin Engineering Co. Ltd. is perfectly maintained.


No shortage of capital is arised because of enough capital. The company has
enough capital resources whenever it is required. So, company has no problem
about capital structure

Particular Amt

Authorized capital 34,778,000

34,77,800 equality shares (Rs. 10)

Reserve & surplus 367,104,781

Loan Fund:

Secured loan 93,064,494

44
45
 FIXED ASSETS MANAGEMENT

Capital is invested in firm of company in two ways:


1. Fixed Assets
2. Current Assets

To run the business working capital is must but at the time of starting of business
fixed assets are also must. Fixed assets in long-term capital, which affects in more
than one year. Once the capital is invested in fixed assets the company cannot
convert it into cash in one year or we can say that during the life time of business
fixed assets can’t be converted into cash.

Fixed assets mean the assets, which are fixed and permanent in nature, which remaining the
organization for a long time period. Generally fixed assets is that type of assets which have
long duration like heavy machinery, land, building, furniture, goodwill, vehicles, computers
etc.

Fixed assets 160465800

current assets 534102425

46
 FIXED ASSETS MANAGEMENT

47
3. HR DEPARTMENT

48
 INTRODUCTION

As every organization is concerned with personnel function a separate


personnel department is necessary. The department helps the management in
securing, utilizing and developing appropriate manpower to achieve the
organizational goal.

Human resources are one of the most valuable assets for an organization
because it is through the human efforts organization goals can be accomplished all
the activities of enterprise are initiate and determined by the person whom made up
that institution plant offices computer automotive equipment, and everything else
that make a modern firm uses are unproductive expert for human effort and direction
of all the task of management managing human component as central and the most
important task, because all else depends on how well it is done.

Thus we can say the no industry can be rendered efficiently so long as the
basic fact remains unrecognized that is principally human it is not a mass of machine
and technical process but a body of man. It fulfills its function not by virtues of some
impersonal force, but human energy its body is not an intricate maze of mechanical
devices but a many field resource system.

49
 RECRUITMENT & SELECTION

Recruitment process start after the identification of vacancies to be field up it


is concerned with the identification if sources from where the personnel can be
employed and motivation them to offer for the employment. Thus we can say that
recruitment is the process of searching for appropriate employees and stimulating
them to apply for jobs in the organization thus the first in recruitment is the
identification of sources of man power supply.

Generally there are three methods of recruitment

 Direct method

 Indirect method

 Third party method

In ‘AUSTIN ENGINEERING COMPANY LIMITED’ use direct method for


employees of bottom level and managerial level recruitment is done through
advertisement.

50
 SELECTION

The selection procedure, is concerned with getting relevant information from


the candidate found unqualified are reject. The main purpose of selection is to find
out the right man for right job. The efficiency and profitability of the concern depends
mainly on proper selection of the person.

When recruitment procedure completed, selection procedure starts, proper


candidates they go through same systematic step like,

 Application
 Preliminary Interview
 Personal Interview
 Reference
 Medical Checkup
 Final Selection
 Introduction

Placement and induction is the desired goal of personal manager of every


organization. The process of placement involves assigning the specific work to the
employee, to accept employee as a part of the organization and to asquint him with
rules, policies, procedures activities and general information about the organization
and specific information about the job interested the company use normal method for
the induction for new comer.

TRAINING
51
&
DEVELOPMENT

Training and development will enhance the quality of employees in today


companies are providing Training and development to their employment for better
output, if any new thing or new technology will occur so at that time employees
training and development will necessary for employee.

We know that there are number of methods of training.

o On the job

o Job induction

o Vestibule

o Training by experience workman

o Apprenticeship

AUSTIN ENGINEERING COMPANY LIMITED uses apprenticeship and


training by experience workman method. For the managerial level person they use
group discussion and role play and seminar methods.

52
Development is the long term educational procedure which utilizes
systematic, by which managerial personnel can learn conceptual and theoretical
knowledge for the general purpose.

 TIME KEEPING SYSTEM

It is said that time & tied wait for none. it indicates that time is very important
function for every one times is our most valuable assets the purpose of time
keeping system is to establish control and facilitate employees discipline the
system of time keeping means how many shifts are there and how many hours
are they work in each shift of day

Everyday working hours

SHIFT TIME

1. First 6.00 am to 2.00pm


2. Second 2.00pm to 10.00 pm
3. Third 10.00 pm to 6.00 am
4. General 8.00 am to 4.30 pm
Total 24 hours

53
 WAGES & SALARY

Wages and salaries are the rewards to employees. It is the compensation to by


them. The basic purpose of the administration is to establish and maintain equitable
and justifiable Wage and salary structure.

A wages and salary is the remuneration paid for two service of to and
employee worker, wage usually refers to an hourly, to such groups, on the other and
maintenance employees, on the other hand normally salary refers to the weekly or
monthly rates paid to clerical.

In “Austin Engineering co. Ltd.” The total wage determine on the Basis of job
& as per government rules & regulation while salary determined on the bases of
competitive rates. Here wages and salary is fixed but increment granted according
the efficiency.

 PROMOTION & TRANSFER POLICY

o Promotion:-

A promotion is a type of Transfer involving placement of employee to a


position having higher pay increase responsibilities, more privates, Increased more
benefits and greater opportunities.

54
Promotion is given so as:-

 To increase an employee’s organizational effectiveness,


 To build up morals, loyalty and sense of belonging on the part of.
 To attract suitable and component workers for the organization

Promotion may be given on two bases.

 on the bases of seniority


 on the bases of merit

In this company, Promotion is given of the bases of seniority bases at lower level
also promotion is made from operative level and from that supervisory level and that
to office clerks.

o Transfer:-

The transfer policy is horizontal movement policy. It does not change


employee’s states, authority, or salary but only place is changed. The Austin
Company has its two units as per requirements, transfer, is done from one unit to
another.

55
Man power

Sr. No.Description Employees

01. OFFICE AND ADMINISTRATION 131

02. QUALITY ASSURANCE 070

03. DIRECT MANUFACTURING 200

04. INDIRECT MANUFACTURING 199

05. ENGINEERS 035

06. SUPERVISORS 020

TOTAL : 655

56
 PERFOROMANCE APPRISAL

Performance appraisal means systematic evaluation of the personality and


Performance of each employee by his supervision of some other trained person.

The purpose of performance appraisal is appraising the performance of


individual to take decision as like increase in pay transfer, promotion etc.

There are six methods of performance appraisal

 Straight ranking method


 Paired comparison method.
 Man to man comparison method.
 Check list
 Free essay method.
 Critical incidental method.

Appraisal is too results of management by objectives in “Austin engineering


co. Ltd.” They used appraisal by result and behavior approach.

57
 EMPLOYEES BENEFITS:-

 Provided fund facility 12 % (12 % + 12 %)

 Yearly Bonus 20 %.

 15 days Gratuity per year - (starting from completing 5 years)

 30 days leaves per year (18 PL + 12 CL)

 5 days medical leaves.

 HRA

 Allowances - Tea, Washing and Medical etc.

 Attendance bonus.

 Every year 2 Pairs uniform.

 Free bus service, free interest loan.

 Cricket tournament.

 Training in-house &outside for specific employees.

 Get together lunch programs.

 All the employees are contributing one day salary in case of any employee
died. In addition company is also providing 3 months’ salary to the nominee.

 Yearly one gift to all employee i.e. Wall clock, Dish, Tiffin etc.

58
 Social camp i.e. Blood donation, Eye donation, medical health care in a year.

 Every year 1 KG. sweet box to all employees on festival of DASHERA.

 Providing education help to the children of employees providing books up to


12th Standard.

 We are providing industrial training around 300 Students (BE B-tech, B.Sc.-IT,
BBA, MBA, MLW, MSW etc.). Every year locate to the responsibilities to the
society.

59
CORPORATE SOCIAL RESPONSIBILITY

Every company that exists in this society has also some social responsibility
to fulfill, if the company has its own ethics to follow the social responsibility. Means
the company has to be ethical while doing things in a way that gives benefits to the
society.

AECL is a company that is located far away from the residential area and that
there are no barriers of noise pollution to the residents. And the company does not
because pollution so in a way is fulfilling the responsibility. Also company has raised
the standard of living of the employees working there by providing them with lots of
benefits.

Also for fulfilling social responsibility, the company organized a


VYASANMUKTI Program open for all public in BHUTNATH Temple of JUNGHADH
city. The program was held for relieving the people addicted to certain things which
are harmful for their health and providing them with knowledge about it.

Also for the employee’s regular and free checkup the company calls Doctor
from AHMDABADA city. Thus in this way the company fulfills its social responsibility
by being best to their employees and by being best with quality of the product.

60
RESEARCH

 INTRODUCTION

Research is common parlance refers to search for knowledge. Once can also
define research as a scientific and systematic search for pertinent information on
specific topic. Research is also called as scientific investigation. Some people think
that research as a movement, from the known to unknown. Research is an essential
and powerful tool in leading man towards progress. Without systemic research there
would have been very little progress.
The advanced learner’s dictionary of current English lays down the meaning
of research as “A careful investigation or inquiry especially through search for new
facts in any branch of knowledge.”
In short, search of knowledge through objectives and systematic method of
finding solution to a problem is called research.

61
LITERATURE REVIEW

Chakraborty (1973)
Approached working capital as a segment of capital employed rather than a
mere cover for creditors. He emphasized that working capital is the fund to pay all
the operating expenses of running a business. For knowing the appropriateness of
working capital amount, he applied Operating Cycle (OC) Concept.

62
RESEARCH METHODOLOGY

63
 Research Objective

This first step calls for the marketing research to find the problem carefully and
agree on research objective “a problem well defined is hale solved.”

 To get practical knowledge.

 To know how to applied theory practically

 To get knowledge that how distribution channel important role in marketing.

 To get practical knowledge about each distribution channel.

 To study that how “Austin Engineering Co. Ltd.” is using distribution channel

for its industrial goods.

64
SCOPE OF THE STUDY

These distribution channels are backbone of marketing activities it

include every decision of marketing. We should not to get that these distribution

channel are different companies because manufacturer of consumer goods use each

distribution channel and more or less as per his needs. “Austin Engineering Co.

Ltd.” producing industrial goods so main purpose was to study that how “Austin

Engineering Co. Ltd.”

 Developing Hypothesis

The second stage of the research is to develop hypothesis of the


research. It is very important because the rersult of the study or conclusion of
the study highly based on the hypothesis.

Here, in the research of “AEC . Ltd.”, hypothesis are as under:

H0:- Retailer/ Wholesaler Preference of factors are uniformly distributed.

H1:- Retailer/ Wholesaler Preference of factors are not uniformly distributed.

65
RESEARCH DESIGN

Sample: retailers & customers

Sample size: - 100

Sampling Methods:- random probability sampling

Here I have use the probability sampling method

Primary Data— questionnaires


Secondary Data—magazine, News paper, Internet, Library research

 Sources Of Data

There are basically or main two types of sources of data collection.

a) Primary Data
b) Secondary Data

 Primary Data

Primary data is original data. Primary data is most trusted data


because it can be collected by researcher himself. There are many sources to
collect primary data such as interview, survey etc.

66
 Secondary Data

Secondary data is not original data. This kind of data is gathered by


others and that can be used in reference or in study. The sources to gather
this kind of data is published survey of market, journal by govt., media report
etc.

Mostly, I have used primary data for my research report for final touch.
I prepared questionnaire and fill it out by people. I have used secondary data
to get information about company.

 DATA COLLECTION METHOD

 Observation method:-

Commonly used in behavioral sciences It is the gathering of primary data by


investigator’s own direct observation of relevant people, actions and situations
without asking from the respondent

 Survey method:-

67
Approach most suited for gathering descriptive information.
 Structured Surveys: use formal lists of questions asked of all
respondents in the same way.
 Unstructured Surveys: let the interviewer probe respondents and guide
the interview according to their answers.

 Experimental method:-

Also called Empirical Research or Cause and Effect Method, it is a data-based


research, coming up with conclusions which are capable of being verified with
observation or experiment.

 Research Approaches

Primary data can be collected through following different methods;

Observation
Focus group
Survey
Behavioral data
Experiments

Out of these five I had gone for survey. Survey research is best
suited for descriptive research to learn about people’s knowledge, beliefs,
preferences & satisfaction & to measure these magnitudes in the general
population.

68
 Research Instruments

Marketing researcher has a choice of three main research instruments


in collecting data i.e.

 Questionnaire
 Qualitative measures
 Mechanical device

For a better option I had gone for Questionnaires. A Questionnaires


consists of a set of questions presented to respondents for their answers.
Because of its flexibility, the Questionnaire is by far the most common
instrument used to collect primary data.

 Sampling plan

After deciding on the research approach & instruments, it is necessary


to design a sampling plan. This plan calls for three decisions:

A) Sampling unit
B) Sample size
C) Sampling procedure

69
SAMPLING UNIT

Who is to be surveyed?
It should be defined in a research plan the target population that will be
surveyed. Once the sampling unit is determined, a sampling frame must be
developed so that everyone in the target population has an equal or known
chance of being selected.

As I had gone for Random sampling, there is no need to go for


sampling unit.

SAMPLE SIZE

How many people to be surveyed?

Large samples give more reliable results than small samples. However, it is not
necessary to sample the entire target population or even a substantial portion
to achieve reliable results. Samples of less than 1% of the population can
often provide good reliability, given a credible sampling procedure.

So I have decided to take the sample size of 100 randomly from the
JUNAGADH .

70
SAMPLING PROCEDURE:-

How the respondents to be chosen? Sample can get by two techniques i.e.

 Probability sampling techniques


 Non probability sampling techniques

 Probability sampling techniques

These are techniques where each sampling unit has a know probability of
being include in the sample. The probability of inclusion need not be equal for every
sampling unit. In some method, it is equal, and in some other, it is unequal. But it
should be a know probability, for it to be classified as probability sampling method.

The various types of probability sampling techniques are,

Simple random sampling


Stratified random sampling
Cluster sampling

 Non- Probability Sampling Techniques

The non probability sampling is also known as non random sampling. It does
not give chance to each element of universal to get selected as the sample. In this
method the selection of the sample involves human judgment rather than luck of
chance.
71
The various types of non-probability sampling techniques are,

Convenience sample
Judgment sample
Quota sample

To obtain a representative sample I had gone for the Simple Random


Sampling in which I had collected the information randomly the different areas
of the JUNAGADH city.

 Contact Methods

Once the sampling plan has been determined, it must be decided


how the samples will be contacted. There are several methods are
available for contact like,
 Telephone
 Personal Interview
 Online
 Mail

So for my research I had selected personal interview. As personal


interviewing is the most versatile method, the interviewer can ask more
questions & record additional observations about the respondents.

72
DATA ANALYSIS AND INTERPRETATION

Q-1) Are you getting delivery of goods and services on time?

PARTICULAR RESPONDENTS

Yes 55

Sometimes 25

Never 20

INTERPRETATION:

From the above chart it is clear that 55% of the respondents feels that goods
and services delivery on time & 25% respondents respond as sometime & 20% of
respondent respond as never their conflict are solved by AEC ltd.

73
Q-2) Are you getting any service by salesman or sales executive
of the company?

Delivery Ordering Quality Total


improvement
Option Improvement Time

Respondents 38 40 22 100

INTERPRETATION:

From the above chart it is clear that 38% of the respondents feels that goods
and services delivery on time & 25% respondents respond as sometime & 20% of
respondent respond as never their conflict are solved by AEC ltd.

74
Q-3) Dispatching of order as per requirement in time or not?

Option Yes No Total


Respondents 73 27 100

75
Q-4) Checking of goods, quality, quantity, price while delivery?

PARTICULAR RESPONDENTS

Every time 39

Sometimes 47

Never 14

76
Q-5) Deliveries of goods as per order in quantity?

Option Yes No Total


Respondents 57 43 100

77
Q-6) Quality is should be maintained or not?

Option Yes No Total


Respondents 31 69 100

78
Q-7) Quantity should be supply or not?

Option Delay Regular Total


Respondents 44 56 100

79
Q-8) Product ranges are easily available at local market or not?

Local market: International


market:

Option Yes No Total Option Yes No Total

Respondents 31 69 100 Respondents 87 13 100

80
Q-9) you face any problem in product delivering?

Option Damage Transporting Time & nothing


goods charge duration
Respondents 30 25 24 21

81
Q- 10) your problem or query is solved by company or not?

PARTICULAR RESPONDENTS

Yes 27

Sometimes 47

Never 14

No Experience 12

82
Q-11) how is the Relationship of the distributor/market

developers/sales executives with you?

PARTICULAR RESPONDENTS

Excellent 17

Good 33

Average 23

Fair 19

Poor 8

TOTAL 100

83
Q-12) how many times a distributor visits your outlet per

week/month?

PARTICULAR RESPONDENTS

Less than 1 month 43

1-2 month 32

3-5 month 13

More than 5 month 12

TOTAL 100

84
Q-13) How many times would you expect distributor vehicle to visit

you?

PARTICULAR RESPONDENTS

Always (with in 15 days) 18

Sometimes (with in 1 month) 45

Rare (with in 3 month) 22

As per routing 15

85
Q-14) Are you satisfied with the supply of bearing during each

delivery?

PARTICULAR RESPONDENTS

Satisfied 27

Average 48

Dissatisfied 25

86
HYPOTHESIS TESTING

 Consumer perception toward loans and advances

Q: what is/are important factor according to you for effectiveness of


Distribution channel?

1. Channel Flexibility 18
2. Channel Design Alternatives 26
3. Selection of proper Channel 38
4. Co-ordination among Distribution channel 18

Step-1

H0:- Retailer/ Wholesaler Preference of factors is uniformly distributed.

H1:- Retailer/ Wholesaler Preference of factors is not uniformly distributed.

Step-2

The statistical test being used is chi-square of goodness test

Step-3

Let the degree of freedom is α=0.05

87
Step-4

Degree of freedom = k-1-c

= 4-1 = 3

Step-5

Fo Fe

Channel 18 25
Flexibility

Channel Design 26 25
Alternatives

Selection of 38 25
proper Channel

Co-ordination 18 25
among
Distribution
channel

100

88
Step-6

Fo Fe (f0-fe)

Channel 18 25 49 1.96
Flexibility

Channel 26 25 1 0.04
Design
Alternatives

Selection of 38 25 169 6.76


proper
Channel

Co- 18 25 49 1.96
ordination
among
Distribution
channel

100 10.72

89
Step-7

Because the observed value of chi-square of 5.314 is not greater than the critical
table value of 10.72 so hypotheses is rejected.

X2 = 5.314

90
Step-8

We have enough evidence that null hypothesis is not accepted. So, The
wholesaler/retailer’s Preference of factors is not uniformly distributed.

 SUGGETION

 Reinforcement activities. I.e. share job related strengths and weakness.


 Goal setting, goal to each shift and duration to accomplish the same. Creation
of healthy and competitive environment.
 Training program to motivate and improve their soft skills, problem solution
skill, positive attitude, proper approach and behavior.
 Participative environment through team building and group work.
 Appreciation of accomplishment informally and frequently.
 Motivate employees to give their ideas and views by awarding them best
suggestion awards.
 Arrange meeting once in a month to give chance to raise their voice to all the
employees.

 CONCLUSION

An easy start, smooth drive fuel economy and minimum maintenance is what a
machinery owner wants. But all this is possible provided the right qualities of
bearings are used. Having already given their customers the choice of the best
branded bearings. AEC Limited has now come out with the best bearings with magic
to keep their engines young forever!
AEC Limited is giving constant training to all the employees. From the interaction,
interview with all the employees. I have given some suggestions which have
accepted by the company.
We are really indebted to the staff of AUSTIN and all our professors who are our
future builders in true sense.I think that the future of the company will bright.

91
BIBILOGRAPHY

Books refers:-

 Finance Management

- Khan & Jain,

- I.M. Pandey,

 Marketing Management

- Philip Kotler,

Web Sites:-
www.aec.com , www.aec-bearing.com

www.bearings.com
www.aec.eng.com

92
APPENDIX
( QUESTIONARY)
Q-1) Are you getting delivery of goods and services on time?

Q-2) Are you getting any service by salesman or sales executive


of the company?

Q-3) Dispatching of order as per requirement in time or not?

Q-4) Checking of goods, quality, quantity, price while delivery?

Q-5) Delivery of goods as per order in quantity?

Q-6) Quality is should be maintained or not?

Q-7) Quantities should be supply or not?

Q-8) Product ranges are easily available at local market or not?

Q-9) you face any problem in product delivering?

Q-10) your problem or query is solved by company or not?

Q-11) how is the Relationship of the distributor/market


developers/sales executives with you?

Q-12) how many times a distributor visits your outlet per

week/month?

93
Q-13) How many times would you expect distributor vehicle to visit

you?

Q-14) Are you satisfied with the supply of bearing during each

delivery

94

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