Scribd Logo
Upload

Welcome to Scribd!

  • 173 views

    Discussion Guide Wholesaler Retailer

    Uploaded by

    snata92
    The document discusses a discussion guide for interviewing wholesalers and retailers about the adhesive market. It includes questions about their experience, products sold, market trends over time, factors influencing brand preferences, buying processes, pricing, and key factors for brand loyalty.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Discussion Guide Wholesaler Retailer

    Uploaded by

    snata92
    173 views3 pages
    The document discusses a discussion guide for interviewing wholesalers and retailers about the adhesive market. It includes questions about their experience, products sold, market trends over time, factors influencing brand preferences, buying processes, pricing, and key factors for brand loyalty.

    Original Description:

    Operations theory explained

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    The document discusses a discussion guide for interviewing wholesalers and retailers about the adhesive market. It includes questions about their experience, products sold, market trends over time, factors influencing brand preferences, buying processes, pricing, and key factors for brand loyalty.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    173 views3 pages

    Discussion Guide Wholesaler Retailer

    Uploaded by

    snata92
    The document discusses a discussion guide for interviewing wholesalers and retailers about the adhesive market. It includes questions about their experience, products sold, market trends over time, factors influencing brand preferences, buying processes, pricing, and key factors for brand loyalty.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    You are on page 1of 3

    Team Disha

    IIM Lucknow

    Discussion guide
    Wholesaler

    Warming up and about Adhesive Market

    How long have you been in this profession?


    What all products do you deal with?
    How has been the market for Adhesive over the years (as in from your perspective have u seen
    an increasing or a declining trend w.r.t Adhesive). It would be better if you can quantify it?

    Buying attitude and behaviour

    How do you decide which brand you want to purchase? Do you purchase one or more than one
    brand?
    o If he buys more than one brand, understand the reasons for the same.
    o If he buys only brand, ask & understand his reasons for brand preference
    What are the average units of sale per month for Adhesive? (For both Fevikwik and Cheapy)
    Are there any promotional offers on any of the Adhesives? (For all brands)
    o If yes, what?

    Factors determining brand preference customer perceptions, competitive scenario &

    market share
    Can you please take me through the buying process of the retailer? How does he place the order
    for the adhesives? (probe if he asks for a specific brand, or does he inquire about an on-going
    scheme on all brands, Can / does the distributor influence his choice of the brand?)
    Any other brand of adhesive that youd like to mention / talk about?
    Please give us an idea of the pricing for the brands that we just discussed.

    Brand Name

    Price to
    you

    MRP

    Adhesive Brand 1 Adhesive Brand 2 -

    Way forward

    What are the top 2 factors that would make you decide to always purchase & stick to one brand of
    Adhesive?

    Thank you for your time.

    Team Disha

    IIM Lucknow

    Retailers

    Warming up and about Adhesive Market


    1) How long have you been in this profession?
    2) What all products do you deal with?
    3) How has been the market for Adhesive over the years (as in from your perspective have u
    seen an increasing or a declining trend w.r.t Adhesive). It would be better if you can
    quantify it?

    Buying attitude and behaviour

    How do you decide which brand you want to purchase? Do you purchase one or more than one
    brand?
    o If he buys more than one brand, understand the reasons for the same.
    o If he buys only brand, ask & understand his reasons for brand preference
    What are the average units of sale per month for Adhesive? (For both Fevikwik and Cheapy)
    Are there any promotional offers on any of the Adhesives? (For all brands)
    o If yes, what?

    Factors determining brand preference customer perceptions, competitive scenario

    & market share


    Can you please take me through the buying process of the customer? How does he place the order
    for the Adhesives? (probe if he asks for a specific brand, or does he inquire about an on-going
    scheme on all brands, Can / does the retailer influence his choice of the brand?)
    Any other brand of Adhesive that youd like to mention / talk about?
    Please give us an idea about the MS of the following brands:
    Adhesives

    Your city
    market size

    Growth rate
    year on year

    Market share
    trend(+, same, -)

    Reason for
    the trend

    Fevikwik
    Cheapy
    Others

    Please give us an idea of the pricing for the brands that we just discussed.

    Brand Name

    Price to
    you

    Price to
    the
    retailer

    Adhesive Brand 1 Adhesive Brand 2 -

    At what price do you sell to the customer? Is it at MRP or below MRP?

    Team Disha

    IIM Lucknow

    Way forward

    What are the top 2 factors that would make you decide to always purchase & stick to one brand of
    Adhesive?

    Thank you for your time.

    You might also like