PROJECT REPORT SYNOPSIS

NAME

MAYUR PRASAD

REGISTRATION NO

421020725

ADDRESS FOR CORRESPONDENCE :

ACHARYA INSTITUTE OF MANAGEMENT & SCIENCES, PEENYA, BANGALORE 58.

NAME OF PROJECT GUIDE

PROF. DURGAA PROSAD

DESIGNATION & ADDRESS

PROFESSOR DEPT. OF MANAGEMENT STUDIES ACHARYA INSTITUTE OF MANAGEMENT & SCIENCES, PEENYA, BANGALORE 58.

TITLE OF THE PROJECT

TO UNDERSTAND THE BUYING BEHAVIOUR OF DEALERS TOWARDS ANCHORS WIRES & CABLES IN TAMIL NADU

SYNOPSIS CONTENT

1. WORKING TITLE 1.1 PURPOSE OF THE RESEARCH 1.2 STATEMENT OF THE PROBLEM 1.3 AIM 1.4 OBJECTIVES 1.5 KEY QUESTIONS 1.6 SCOPE OF THE STUDY 2. RESEARCH METHODOLOGY 3. PROPOSED CONTENTS OF DISSERTATION 4. WORK PLAN

1.0 WORKING TITLE

TO UNDERSTAND THE BUYING BEHAVIOUR OF DEALERS

1.1 PURPOSE OF THE STUDY:

Buying behaviour is the decision processes and acts of dealers involved in buying and selling of wires & cables. The purpose of the study is to understand the decision process of the dealers and the factors which impact their decision of buying and selling of electrical wires and cables and also what forces them to sell other brand of wires including that of Anchor. Anchor started out almost four decades ago as a small business venture. Today Anchor is a wholly owned subsidiary of Panasonic Corporation which boasts worldwide leadership in the development and manufacturing of electric products for a wide range of consumer, business and industrial needs. But because of fast changing market dynamics and stiff competition from newer companies, AEPL is facing tough competition. The effectiveness of the study is directly related to understanding and improving the performance of AEPL in sustaining in the highly competitive electrical wires & cables segment.

1.2 STATEMENT OF THE PROBLEM: AEPL is a company in an Oligopoly market and thus it faces tough competition from its competitors such as Finolex, R.R.Kable and Polycab. In such a competitive environment it is important for the company to engage dealers that effectively sell the products to customers on behalf of the company. Therefore, it is important to conduct a survey among dealers who sell these kind of products to identify the factors that motivate the dealers to sell the products on behalf of the company. This study will focus on the feedback from the dealers of AEPLs wires & cables in the market to assess the importance of the role they play in the success of the company.

1.3 AIM: To gain an insight into the problems faced by ANCHOR Electricals Pvt Ltd with its Wires & cables division in Tamil Nadu.

1.4 OBJECTIVES OF THE STUDY: i. To know different types of brand of Wires & Cables sold by the dealers ii. To study the brand- wise key buying factors of the dealers iii. To understand the dealers expectations from Anchor for increasing their business of Wires & Cables iv. To find out the number of active and inactive dealers for Wires & Cables in the state of Tamil Nadu v. To identify the factors that drives the dealers to sell different brands of wires & cables

1.5 KEY QUESTIONS:

Who are the main competitors of Anchor Wires? What are the dealers key buying factors? What are the dealers expectations to start business or increase their business?

1.6 SCOPE OF THE STUDY:

This study will cover the entire list of dealers of Tamil Nadu who deal with wires & cables division of AEPL and helps to understand the problems which are affecting the sale of Anchor wires in Tamil Nadu state on the basis of the survey that will be conducted among dealers of these products. It will also highlight the areas in which the company is lagging behind and needs improvement to keep up its market share in the highly competitive market. The entire study will be completed in one week starting from September 2012 onwards. .

2.0 RESEARCH METHODOLOGY

2.1 TYPE OF STUDY: DESCRIPTIVE RESEARCH The research process would involve descriptive type of study. It describes the current state of problems that AEPL is facing with its wires & cables division on the basis of the feedback given by its dealers.

2.2 DATA COLLECTION AND METHODOLOGY: This stage involves the collection of primary and secondary data from different primary and secondary sources.

2.2.1 Primary Data: Primary data will be collected by the researcher for the specific purpose of addressing the research problem. Primary data will be collected from the dealers by using a well structured questionnaire as the data collection tool.

2.2.2 Secondary data: Secondary data is being collected from the company internal and external resources. While the internal resources include the company literature, sales reports, brochures etc. and the external sources are journals, magazines, newspapers and relevant websites.

2.2.2 Research Instrument: This work will be carried out through self-administered questionnaire. The questions included are dichotomous, multiple choices and open ended.

2.2.3 Sampling Technique and Sample Size: Sampling Unit Sampling Size Sampling Type : Dealers of Wires & Cables in Tamil Nadu : 140 Dealers (Total no. of Dealers - 225) : Convenience sampling

In order to meet the objectives of the study, I have taken up Convenience Sampling as my sampling technique. The focus of the study is on active and inactive dealers and dealers who want to start or increase their business with AEPL. The dealers who have closed their shops or businesses and the dealers, who were unavailable have been omitted from the study.

2.2.4 Plan of data analysis: The data collected through the survey will be presented in the form of tables and appropriate graphs and the inferences will be drawn. Further, the analysis is done using simple and appropriate statistical techniques such as percentages, Pareto analysis and Fish Bone diagram.

3.0 PROPOSED CONTENTS OF DISSERTATION

Chapter 1: Chapter 2: Chapter 3: Chapter 4: Chapter 5: Bibliography Annexures

Introduction Research Design and Methodology Data Interpretation and Analysis Summary of findings Conclusions and Recommendations

4.0 WORK PLAN:

S. No. 1. 2. 3. 4. 5. 6.

TOPIC Study of the concept Framing the objectives and designing the questionnaire. Conducting survey with dealers Data Organization. Data analysis, Suggestions & conclusions. Reporting & Binding

DURATION 1 day 1 day 5 days 1 day 1 day 1day

Date: 10.09.2012 Place: Bangalore

Date: 10.09.2012 Place: Bangalore

Project guides Signature

Students signature

(Prof. Durgaa Prosad)

(Mayur Prasad)

DEALER QUESTIONNAIRE
Please help us to help you

(All the information given will be kept confidential)

Name of the Establishment : Name of the Owner : .. Date of Birth : .. Mailing Address : Tel. No. & Mobile No. : E - Mail ID :

1. Do you purchase wire products?

2. Which of the following brands of wires & cables do you sell?

Yes

No

Trade/Project

a.) Polycab b.) Finolex c.) Havells d.) RR Kable e.) Anchor f.) Others `

3. Why are you buying above brands?

10

e.) Good Quality & No Complaints f.) Profit Margin g.) Self Promotion

4. What are your customers key buying factors?

5. What are your expectations from Anchor wire to start business or increase business?
a.) Better Sales Services b.) Improved Availability c.) Improved Quality d.) Competitive Pricing e.) Any Other (Please specify) :

Thanks for your kind co-operation

11

ANCHOR ELECTRICALS PVT.LTD

Ref. : CF/AEPL/Wire

Excellent

V.Good

Good

Satisfactory

Poor

2)Price

3)Delivery

4)Packing

5)Response

Note :- Please tick category. Kindly consider scale as: Excellent: 5, V.Good: 4, Good: 3, Satisfactory: 2, Poor: 1.

Others (Please specify) :

Name :

Organization name:

Address:

Contact no.

Email :

Seal & Signature:

12

ACHARYA INSTITUTE OF MANAGEMENT & SCIENCES

CROSS, 1

ST

STAGE, PEENYA

BANGALORE-560058

DEPARTMENT OF MANAGEMENT STUDIES ( PG): PROGRAM: PGDM

Profile Of Management Faculty Guide For IV Module PGDM Project Work

Name of the Faculty: Dr S.. Durgaa Prosad Designation: Professor (Selected by Osmania University, Hyderabad) Selected By McKinsey as their Executive Panelist to assist them in their Research Work

Profile:

Qualification: B Tech. In Mechanical Engineering From IIT Khargpur. MBA XLRI JAMSHEDPUR. PhD IIT- Khargpur. MA In Economics Patna University

Current Experience

Currently working as professor for MBA and PG Department of Management Studies, Acharya Institute Of Management And Sciences, from Sep 2011 to till date.

13

Previous Experience

Teaching Total 17 Yrs. Industry Total 25 Yrs. Experience as Project Guide Has guided 18 PhD ,prosecuting candidates, who all have obtained the PhD mostly in various Management Streams, from Osmania University- Hyderabad, Annamalai University- Chennai, University of Calcutta, and KLG University-Vizawadaha, Andhra Pradesh.

Subjects Taught:

Most of the subjects in MBA and PGDM syllabus

Contact Details

Mobile: +91-9483511319

E-mail: [email protected]

14