A Project Report on EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

SI. NO. CONTENTS PAGE

NO

Executive summary

I Introduction 4-5

II Company Profile 6-22

IV Management problem 38

Research Problem 39

Research Objectives 39

Methodology 39-40

Limitations

V Data Analysis 41-66

VI Recommandations 67-68

VII Suggestions 68

VIII Conclusion 69

IX Time And Financial Cost 70

X Bibliography 71

Questionnaire 72

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EXECUTIVE SUMMARY

A study has been conducted on the “ EVALUATION

OFDISTRIBUTION CHANNELS” in the Riddhi Siddhi Gluco Biols Ltd. Gokak.

The Riddhi Siddhi Gluco Biols Ltd. Gokak, is one of the leading makers of maize

starch powder and one of the largest manufacturers of the Malto dextrin in India. The

Company has also the largest manufacturer of maize – based starch.

The Riddhi Siddhi Gluco Biols Ltd. Gokak is engaged

in the manufacture of starch, liquid glucose, dextrose monohydrate, malto dextrin etc.

in India and employing more than 2000 personnel with distribution network through

out the country. The Company has been promoted by the starch professional with the

experience of the more 5 decades in the starch industry. The maize consumption is

20,000 tons p. m. and it is expanding to 35000 tons p. m. by introducing new products

and adopting new technology in the production process, it can increase the starch

production.

The company has a well planned and systematic distribution

network the company has both type of distribution network namely direct selling and

indirect selling. The indirect selling is done through distributors. In every territory

the company has appointed one marketing executive and a distributors.

A Study has been conducted on the Distribution Channels in

the Riddhi Siddhi Gulco Boils Ltd. Gokak.

Organization is nothing but a social system. The

marketing department plays a vital role in any organization. Riddhi Siddhi Gulco

Boils Ltd is food processing company. It is one thing to possess knowledge but yet

another thing is to put it in effective manner. It is essential to develop and update the

skills and knowledge about marketing aspects. Without marketing department the

organization will not survive. Because whatever the products are produced by the

company must be marketed and sold to the customer where in need of that product.

So it can be achieved only by the marketing department. So the marketing

department is very essential to every organization.



The Riddhi Siddhi Gulco Boils Ltd, Gokak, is one and only big industry

producing starch in Karnataka. The main raw material used by the company is maize.

The main products by the company are Starch, Malto dextrine, Dexto Monohydrate,

Liquid glucose. The company also produces by – products like Maize germs, Maize

Gluten, Maize fiber and Corn steep liquor. There are about 18 competitors in the

market. The company has the customers like Nestle, Britannia, Cadbury, etc.

COMPANY

Riddhi Siddhi Gluco Boils Limited Gokak, is situated on the bank

of river Ghataprabha, 2 kms away from Gokak town and 65 kms away from Belgaum

city, 16 kms away from Ghataprabha. The Ghataprabha river which originate from

Amboli flows around 85 miles and joins other two small rivers Tambrparni and

Hiranykeshi and flows towards Gokak town west.

PROFILE OF THE COMPANY : Riddhi Siddhi Gluco Limited, Gokak, Started as a Trading Unit in

1990 as Riddhi Siddhi Starch & Chemicals Limited and subsequently renamed as

Riddhi Siddhi Gluco Limited, the company is one of the largest manufacturers of

Starch, Glucose syrup, Dextrose Monohydrate, Malto Dextrin, etc., in India

employing more than 2000 personnel with distribution network throughout the

country. The company has been promoted by a team of starch professionals with

experience of more than 5 decades in the starch industry. The company is the largest

manufacturer of Malto dextrin in India with a capacity to manufacture wide – ranging

DE levels to cater to the needs of various segments. The company has also the largest

capacity in India for manufacture of maize based starches.



Board of Directors

Mr. Sampatraj L. Chowdhary Chairman

Mr. Ganpatraj L. Chowdhary Managing Director

Mr. S. V. Shanmuga Vadivelu Director

Mr. P. G. Zalani Director

Mr. Mukesh Chowdhary Director

Registered Office

57, Hirabhai Market,

Diwan Ballubhai Road,

Ahmedabad – 380 022.

Works

1. Block : 51 - 52

Village Juna Paddar

Taluka Viramgam Dist. Ahmedabad (Guj.)

2. Post Box No. 9, Gokak Falls Road, Gokak - 591

307. Dist : Belgaum (Karnataka)



THE MANUFACTURING UNITS OF THE COMPANY.

The Company has two manufacturing units in the country of

which the first one is situated at Ahmedabad, one of the most industrially developed

cities in the country. Ahmedabad is the commercial capital of State of Gujarat with

all infrastructure facilities for Rail, Road & Air Travel. The International Airport is

also well connected to all important domestic cities. The second unit, the state of the

art plant with the most modern machinery situated in Belgaum District of Karnataka

has been taken over by Riddhi Siddhi from M/s. K. G. Gluco Biols Ltd., a joint

venture of Glaxo Laboratories & Karnataka Belgaum is well connected by Road &

Rail and has Domestic Air Travel facilities.

Future Plan About Tomorrow

Riddhi Siddhi is the fastest growing group in the Starch Industry achieving a

turnover of more than 78 million dollars in a span of five years. With ambitions plans

to grow, the company has embarked upon huge expansion plans to double the maize

grind and introduce new products like Dextrose Anhydrous, Sorbitol, etc. the

company has also commenced the operation of setting up a co – generation plant for

captive consumption of power. Being situational advantages for raw material, power,

water, manpower talent and other infrastructure facilities, Riddhi Siddhi is poised for

a rapid and massive growth in the near future.



COMPANY STATISTICS

Sales for the last eight years.

Year Rs. In Millions

2001-02 148.42

2002-03 239.11

2003-04 330.00

2004-05 538.88

2005-06 735.50

2006-07 1035.50

2007-08 1190.00

PRODUCTS

MAIZE STARCH POWDER

Starches are basically carbohydrates known as Polysaccharides i.e. multiple

molecules of sugar. For commercial use they are derived from a variety of cereals

like Corn, Rice, Wheat, Sorghum, and Tubers like Potato, Tapioca etc. mainly

starches are derived from corn and tapioca. Starch is the most important source of

carbohydrates in the human diet.



STRUCTURE : It is a mixture of two polysaccharides, amylase and amyl

pectin. Starch has a number of commercial and industrial applications and these

invariably find their way into our routine life in our clothes, our stationery, our food

and a host of other ways. We produce Corn (Maize) Starch of various grades suitable

for Pharmaceuticals, Food, Textiles, Paper, Adhesives and host of other applications.

Applications : Corn starch is used in the pharmaceutical industry mainly as

an expedient and binder for tablets and capsules. It is also used in the manufacture of

custard powder, ice cream powder, Indian sweet meats, bakery products, soup

thickeners etc.

In the paper industry starch is used as a sizing and finishing agent

of the writing material. It is also used as wet end additive and as a toughening agent

in the manufacture of paper.

Starch is widely used in the sizing of yarns and finishing the cotton

and polyester fabrics in the textile industry.

Starch having high viscosity affords an appreciable binding

capacity hence it is used in the manufacture of adhesives.

Starch is also modified physically & chemically and finds applications in variety of

industries like Oil drilling, metal ore extractions etc.

Glucose D

Glucose D is manufactured by blending Dextrose Monohydrate with

tri – calcium phosphate, di – calcium phosphate and Vitamin D3

Uses : used as instant energy beverage

Liquid Glucose / Corn Syrup

Glucose syrup or corn syrup is colorless, odorless, viscous sweet

syrupy liquid produced by hydroxylation of refined corn starch by means of acids /

enzymes.



Glucose syrup has a range of conversion degrees with dextrose

equivalent 28 to 50 depending on the applications of the syrup.

Applications : Glucose syrup is used in Confectionery industries in

manufacture of hard – boiled candies, chewing gums and toffees etc. It is also used in

the various food and beverage preparations like bakery products, ice creams, soft

drinks etc.

In the Pharmaceutical industry Glucose syrup is used in the manufacture of

varieties of cough syrup, antacid suspensions and other tonics and mixtures. Glucose

syrup also find applications as bodying and building agent in building & construction

materials, and as a curing agent in tobacco & cigarettes. Glucose syrup gives softness

& weight gain to the leather in the process of tanning. It is also used as an ant caking

agent in the manufacture of shoe polish.

Dextrose Monohydrate

Dextrose monohydrate is a white crystalline or granular powder,

odorless, and sweet in taste. It is produce commercially by hydrolysis of starch with

enzymes. It finds wide applications due to its inherent quality of being a instant

energy supplier than sugar. Dextrose monohydrate is extensively used in food and

pharmaceuticals industry. One gram of dextrose monohydrate supplies approximately

3.6 calories of energy.

Applications :

Confectionery industry : Widely used in confectionery in

marmalades and jellies due to the fact that DMH increases the aroma and

characteristics of fruit taste. Products made using DMH has go more stability than

those made using sucrose.



Soft drink industry : DMH is used as sweetening agent and an

aroma enhancer. In beer and wine productions dextrose is used to accelerate

fermentation. Also DMH will improve aroma and flavors.

Bakery industry : Used in bakery industry because yeast acts

more quickly on dextrose than on sucrose hence, less yeast is required to obtain a

certain yeast action within a certain time. DMH is also used in crisp bread to improve

crispness, color and flavor.

Pharmaceutical Industry : Dextrose monohydrate is used as an

instant source of energy because it can easily be assimilated without inversion unlike

cane sugar. It is also used as an tablet binder and in the manufacture of antibiotics

like penicillin, etc.

Dextrose monohydrate is also used in the production of drugs like

now bow statistics and glauconitic like calcium, magnesium and sodium etc.

Chemical industry : Dextrose monohydrate finds its applications in adhesives, boiler

compounds, acids, dyes, enzymes, explosives and in Electro plating.

Malto Dextrin

Malto dextrin is a white hygroscopic amorphous powder,

moderately sweet in taste. It is produce by hydrolysis of gluten free starch by a

typical total enzymatic process.

Malto dextrin is the simplest from of sugar which is easily

digested and assimilated in the body. This property makes its use extensive in

preparation of Baby foods, Feed supplements, Geriatric foods and foods for

Convalescents. It is also used as a carrying and dispersing agent for flavors and is

ideally suited for encapsulation.

Applications :



Infant Foods : Being easily digestible and having a soft mouth

feel, it is an essential ingredient of Baby foods and feed supplements.

Beverages : Malto dextrin is popular as flavoring, Bodying

and drying agent in Chocolate drinks, flavors powders, special diets, citrus powders

and coffee powders.

Instant Foods : For instant foods Malto dextrin is the

perfect carrying agent due to its flexibility, open structure, dispensability in cold water

and ability to maintain clarity and eye – appeal. It is therefore extensively used as

bodying and bulking agent in puddings, soups and frozen desserts.

Bakery Products :

Malto dextrin lends mouth feel and body to Fruit products,

Granola bars, Cream type fillings, Icing and Cakes. It is also used as a moisture

holding agent in Breads, Pastries and Meats.

Food Industry :

Malto dextrin is used in soup powder concentrates and spices

flavor blends. Powders, cheese sauces, creams sauces, pizza sauces and salad

dressings as a bodying agent, flavor enhancer, oxygen barrier, color controller,

stabilizing and viscosity builder and as a spray drying agent.

Dairy :

Malto dextrin is used extensively in coffee whiteners,

Imitation sour creams, imitation cheeses and whipped toppings.

Confectionery :



It is perfect for candy coating and soft centre candies for

frosting and glazing for nut and snack coating in Lozenges for binding, plasticizing

and crystal inhibition. In hard candies it improves the hygroscopicity characteristics.

Dextrose Syrup

Dextrose syrup is manufactured from refined starch.

The starch is converted i.e. hydrolyzed by means of acid / enzymes.

Dextrose syrups have a range of conversion degrees

from dextrose equivalent 902 – 985 depending upon the application of the syrup.

Enzyme conversion is used for high conversion degrees.

Product Applications :

Choice of dextrose syrup will depends upon the requirements.

High Conversions :

Used in beverages and medicinal products. It serves as a

raw material for manufacturing dextrose monohydrate, sorbitol and fructose syrups.

Used in the manufacture of pharmaceutical products i.e. antibiotics.

a) Penicillin

b) Ampicillin

c) Rifamycin

d) Streptomyc

MAIZE GERM :

MAIZE GLUTEN is protein matter of maize gluten consists of

about 50 – 55 % protein, 5% fat 35 % starch together with fiber and little mineral

matter.



Application :

Poultry Feeds : Used in poultry feeds as maize gluten being

rich source of proteins, amino acids, fat and minerals

Cattle Feed : used as a protein supplement.

CORN STEEP LIQUOR :

Corn Steep liquor is a by product of the wet milling of corn

containing rich protein, carbohydrates and minerals.

Application : Pharmaceutical Industry : manufacture of phytin.

Animal Feed : When dried

STARCH – PLANT :

Starch is widely distributed in kingdom like maize, potato, wheat, rice which

is rich sources of starch.

Starch is white amorphous mixed with water the major portion of starch

remains insoluble. The soluble portion is called “Amylase” and the insoluble portion

is called “Amylopsin”. If starch is added to boiling water that forms a colloidal

solution.

MANUFACTURE OF STARCH :

First the maize which contains 12 – 15% of moisture is purchased from

various farmers & commission agents who are stored in go – down.

The maize will be sent from go – down to Hopper from which it further goes

to cleaner through bucket elevator. Here maize size of 6mm to 10mm will be passed

through seed cleaner.

Each steeping vat have a capacity of 120M solution, to this solution SO2 water

will mixed to stop the determination. To get the soft maize the SO2 is used when the

maize moisture of 42% is steeped. Steeping means breaking of bounds between



proteins at 50 c – 52c & will be adjusted. The concentration of SO2 water is about

0.2 – 0.25% fresh SO2 water is used for old maize & old SO2 water is used for fresh

maize. The old SO2 water has – DS of 10 & it is used for corn steep liquor. This

corn steep liquor is used for pharmaceuticals.

Steeped maize goes to catcher with the help of maize lifting pump. In stone

catcher mud & stone particles are removed then steeped maize will go to first disk

wheel. Here maize will be grinned & 6 – 7 will be adjusted with the help if water.

Then this ground maize goes to first grinned tank no D/1/28 this tank.

Determination overflow contains germs, which goes to germ washing station

D/1/42. It further goes to secondary separator here also germs will be separated then

hail grinned maize will go to second tooth disc wheel. In 8 to 9 be maintained & it

further goes to feed pump, it feeds to second determination system, it is also separates

the germs which goes to D/1/37 tank & connected to feed pump where it feeds to pin

disc. In pin disc the maize particles are finally crushed & it goes to fibber washing

station.

The mixture of fibber, gluten & starch will move from pin disc to first pump

of DSM section with the help of Screen, Starch, Gluten & Fibber will be separated.

The wet fibber will goes to fibber expeller, in expeller fibber will desperate from

water contents.

The mixture of starch & gluten will move from screen of DSM section to tank

47A & 47B which feeds the primary separator. In primary separator gluten and

separator from one another. After this gluten is sent to gluten thickener to improve

the concentration of gluten about 4.c.c. to 6.c.c. Then it goes to filter press, in filter

press the gluten cake is formed and it is sent to flash dryer for draying. The primary

separator contains starch and little quantity of gluten. In ninth stage this little of

gluten is separated so in this stage we will have clear purified starch and it goes to

derivatives for manufacturing of DMH, LG, MD, Glucose – D and various dry starch

powders.

DEXTROSE MONO HYDRATE (DMH PLANT):



DMH plant is the biggest plant in this firm. In this plant dextrose mono

hydrate is manufactured in the form of powder.

MANUFACTURE OF DMH :

First of all ‘slurry’ is collected in jet cooker. Slurry i.e. the liquid starch, in

this cooker the pH value of the slurry is 6.2 – 6.3 and the temperature is 105 dc slurry

is passed over the steam in which the dextrose equivalent (DE) is 16 – 18, this DE

adds the percentage of sweetness to the material and this DE is maintained as per the

received order next this slurry passes to the holding columns. But now they are

operating only four of them. Then this mixture passes through the AMG tank which

contains Amyl glucose Sybille here the mixture mixes with amyl glucose Sybille

having DE and pH value of 4.4. After mixing with AGS mixture passes to incubators,

there are 8 incubators in which the mixture mixes with 300 liters of Amyl and 7 LTRS

of enzyme and this mixture is operated for 48 hours to get pure mixture of 99 DE

further this mixture is processed in process tanks.

Then the mixture filtered in cordon filtration tank for first tank and next to

have easy filtration the mixture is filtered mud which is know as mud filtration, here

the temperature is maintained ass 50dc.

Again the mixture filtered with cordon for second time to remove the original

color of the mixture and here the pH value 4.5 – 4.6, after having filtered the mixture

passes to ion exchange tanks, totally there are 2 ion line tanks, one is action tank and

other is an ion tank.

In action tank the positive ions like chloride and sulphur are removed and to

have the re generation HCL is added to actions & the alkalis to the ions, here the pH

value of the mixture is maintained at 4.5 – 4.6 & the mixture goes to the falling film

evaporation in which the water particle are removed, from this we will have 55% dry

solid i.e. the mixture is containing the 45% of moisture. So this moisture should be

cooled to have drier solid therefore the mixture is reduced up to 60DC & the vacuum

up to 25. After having cooled, the mixture is passed to crystallize in top three &

bottom three. In top three crystallizing tanks, the material is cooled in bottom the



same material is chilled; from this we will get magma i.e. semi solid & the crystals of

96%DE. To get solid material the mixture is passed to centrifuges in which material

is separated from the liquid & this liquid is known as “mother liquor”. The liquor

which is having hydro of 75%DE, after this material is passed to dryer to remove the

moisture from the solid particle of the material. Then we get the powder, which is

totally free from the moisture, & this powder is known as “Dextrose – Mono –

Hydrate” & if they want to manufacture Glucose – D they mixes Disclaim Phosphate

& Vitamin3 to the DMH powder.

MD PLANT

Malt Dextrin plant is the smallest plant in this firm & it is the last

manufacturing procedure of the firm.

Manufacturing of md :Starch “slurry” are liquid starch which is made from maize is collected in jet

cooker. For every “Industrial Sweetener” products starch should be used, so to

produce every starch slurry is collected in jet cooker, therefore we can say that jet

cooker is taken as a common for every product. Further this starch slurry goes to 8A

& B tanks in which enzyme soda ash & calcium chloride are added as additions to the

reaction. This mixture is passed to holding columns or diequification tanks for

neutralization to get 18 to 20 DE of the material, for this sake the mixture is mixed

with a Juice Receiving Tank. To have filtration cordon & betonies are added as

additions, after having filtration the mixture is feed to Falling – Film – Evaporator for

getting 65% of a dry solid & 45% of moisture. This material, which is having 65% of

the DS, is goes to Spray Dryer from which will have 96% of Malt Dextrin Powder.

So in this powder there will be 4% moisture.

and added to gluten adds nutritious elements



Organization Set Up

The departments of RSGBL are as follows.

PURCHASE DEPARTMENT

PRODUCTION DEPARTMENT

QUALITY ASSURANCE DEPARTMENT

STORES DEPARTMENT

ACCOUNTS DEPARTMENT

MARKETING DEPARTMENT

HUMAN RESOURCES DEPARTMENT

PURCHASE DEPARTMENT.



Purchase department is the most important department

of this company since all the activities start from this section. Initial activities are the

purchase of all the raw material that are been used to manufacture the goods & the

estimation related to purchase are done in this department. Maize is the main raw

material of this company. They purchase the maize in bulk & have own purchasing

method for purchase of maize, first they call tender & then they receive quotations

from various suppliers, one who quotes a reasonable price along with good quality is

given the permission to supply the maize to them. The selection is done in

management meeting.

The management of this firm says that parties &

suppliers are the godfathers to them, because for the manufacture of goods raw

material is essential & if the suppliers cannot supply these raw materials cannot run.

That means without the raw material the goods cannot be manufactures. We can say

thwart management gives first priority to their suppliers. So if the suppliers have any

problems in receiving the payments in proper time or any other problems they solve

them immediately. This is done mainly to have supplier’s satisfaction.

AREA WISE MAIZE PURCHASE FOR THE YEAR

2007 – 2008

PLACE QUANTITY VALUE RATE %ON QTY

SOUNDATTI

SANGLI

GOKAK

MUNOLI

NARGUND

RAMDURG

DHARWAD

KOPPAL

17644.39

10216.84

9722.35

4162.63

3320.7

31520.7

3017.35

2358.71

75391883

47913618

41852560

16098307

15314895

14085664

12572257

10444474

8273

7690

8305

7867

7612

5468

8167

7428

28.01

16.22

15.43

6.61

5.27

5

4.79

3.74



BAILHONGAL

RANEBENNUR

DAVANGERE

KALADGI

H. B. HALLI

HOLE – ALUR

BAGALKOT

KERUR

SHIMOGA

BELLARY

GADAG

HAVERI

GADINGLAJ

NAVALGUND

GHATPRABHA

SHIROL

HOLALU

H. P. HALLI

CHITRADURGA

RON

HUBLI

BELGAUM

GAJENDRAGAD

HERIKERUR

MUDHOL

HYDRABAD

2192.56

1861.49

892.71

807.47

577.67

360.26

344.19

318.07

276.49

258.35

239.99

239.46

218.89

126.94

123.45

101.33

76.49

74.65

74.39

65.85

61.11

46.3

24.01

20.18

10.45

10.03

10038891

7784579

3728889

3331366

2508435

1748048

1425002

1357268

1141945

1071139

1065490

997593

1011380

613729

498033

406359

315510

311302

343506

255185

248344

244245

101893

84695

41177

44139

8579

8182

8177

8126

8342

7852

7140

8267

8130

7146

7440

8166

7620

8835

7034

7010

8125

8170

8618

7875

8064

8275

7244

8197

7940

7410

3.48

2.95

1.42

1.28

0.92

0.57

0.55

0.50

0.44

0.41

0.38

0.38

0.35

0.20

0.20

0.16

0.12

0.12

0.12

0.10

0.10

0.07

0.04

0.03

0.02

0.02

TOTAL 62998.45 484391800 7356 100.00

STORES DEPARTMENT



In this department all types of materials are stored. The purchase

department purchases the materials & these materials are sending to stores

department. Storekeeper sends the sample of material to the lab for testing purpose.

If the material satisfies all the tests specifications then the material will be stored &

the transactions, which are related to this, are done in this department. Otherwise the

goods will be rejected & sent back. The explanation should be given for the rejection

of goods.

The purchase officer receives the order slip from the marketing

officer & this order slip will be sent to store department to check the raw material

essential; to fulfill the order for a particular product to produce it. Further the stock

statement is sent to the purchase department, which contents the quantity that is the

raw material required for a particular product to produce it. From this the purchase

officer will come to know that how quantity is required. And whenever there is not

much stock in stores department the store keeper will inform the purchase officer &

intern be will give instruction to purchase that particular material.

PRODUCTION DEPARTMENT

The ASSISTANT – DIRECTOR, who completely looks after

the production department the different section in this department, is as follows, heads

production department,

Starch section

Derivative section Dextrose Mono Hydrate Section.

Liquid Glucose & Malto Dextrim section.

The produce the starch, DMH, LG and MD which are used in sweet

products, in the industries like M/S Parries, M/S Parole, M/S Britannia, etc. the raw

material is used for this maize which is also know as corn. Steep liquor.



There is different Sr. operator fore different section who are highly

skilled to as to get proper work and also for training to the employees who are new.

The Sr. operator guides the junior supervisor and also takes into consideration the

problem of the employee and also of the machines. The Sr. operator acts as a form of

communication between the lower employees and the top management. This firm

was taken over on liabilities in august 1995 when it was a sick unit but now it is

showing a lot of progress because the unit has reduced the over head cost in the

modern technology and by better management.

QUALITY ASSURANCE DEPARTMENT :

In this department there seven chemists. One Reliever &

two at general shift. Quality Assurance Department is the Laboratory of this firm. In

this laboratory all the raw materials & chemical are tested. Here all the value of

material is at pH value, Dextrose – equivalent value, Temperature, cooling point etc.

The raw material are tested before using & if the material will not satisfy the test that

material will be rejected. It means Purchase – Officer purchase the material, this

material is sent to Q – A department. In LAB the material is tested & if the material

will satisfy the test that material will be accepted & further it is dent to Godowan.

Before dispatching the goods, the materials are tested & then these goods are sent to

respected companies.

ACCOUNTS DEPARTMENT :

The company maintains the books of accounts very

disciplinary. They use the double entry system of book keeping in which all the

transactions of the business are noted with the explanation for all those transactions.

And in addition all the accounts are stored in computers, which help, in immediate

checking whenever it is necessary. They are having two computers only for accepting

purpose



MARKETING DEPARTMENT :

The products which are marked by this firm are known as

“Industrial Sweeteners”. These are used in manufacturing of sweet products. They

are having six fields Executives in the state capital throughout India like Mumbai,

Chennai, Delhi, Bangalore etc. And the products which are produced in the firm are

supplied to various companies like M/s Nestle, M/s. Nutrient, and M/s. Cadbury etc.

The main products which are produced by this firm are :

We already know that the products which are in this firm are

known as “Industrial Sweeteners”. The sales manager cannot sell them directly in the

market, i.e. he must receive the order from marketing manager.

First of all the marketing manager receives the order from

various parties. After receiving the orders he prepares “Dispatch Instruction” which

mentions the products, quantity, quality, dextrose equivalent, packing, delivery, etc.

The marketing manager sends this to the purchase manager. The purchase manager

collects the raw material for that particular product on the bases of Dispatch

Instruction. This copy is sent to the various departments to get ready for the

production of that particular & that product will be produced at within the given time,

to the quality, etc. The goods will be sent through mentioned form of transportation.

PROCESS OF DISPATCH


CUSTOMER

MARKETING EXECUTIVE

ORDER PROCESSINGINVENTORY CONTROL

TRANSPORTATION

PACKAGING

STORAGE

DISPATCH

LOGISTIC OFFICERINFORMATION

LOGISTIC MANAGER


HUMAN RESOURCE DEPARTMENT :

OBJECTIVES :

To look after the welfare of the employees.

It deals with appointments, job training to new employees.

They deal with safety health measures of the employees.

They provide necessary help or aid to the employees.

Control over the day – to – day activities.

Workers get their week off but the staff gets holidays on Sunday. This

department sanctions leave to the employees. The employees get leave on national

festival & so on.

Different wages are paid to the different labors depending on their

experience, skill, performance, & work. Wages are paid promptly & the incentives

are also paid during the festivals. This department has direct contact with labors &

sometimes personnel department acts like a bridge between the labor & the

management.

ADMINISTRATION DEPARTMENT :

The Administration Department looks after the administration of the company.

This department consists of the top level management :



Administration Department has an aerial lockout over all the departments.

Progress of the department is sent to this department. So that the

administration department is sent to this department prepares the progress sheet after

the end of certain period.

Administration function includes training of administrative staff.

This department looks after the wages & salaries of the staff.

This department has to answer for any Enquirer done by the Govt.

This department controls over the flow of funds along with the accounts

department.

CUSTOMERS

LOCAL SMALL SCALE INDUSTRIES LIKE BAKERY AND CHOCOLATE

PRODUCTS.

Customers List (Non – Government)

a) GLAXO INDIA LTD.

b) NESTLE INDIA LTD.

c) CADBURY INDIA LTD.

d) EMAMI LTD.

e) BRITANNIA INDUSTRIES LTD.

f) BOMBAY DYEING.

g) NUTRINE CONFECTIONERY CO LTD.

h) BIOCON INDIA LTD.



i) INTERNATIONAL BEST FOOD LTD.

j) WEIKFIELD INTERNATIONAL.

k) J. K. PHARAMACHE, LTD.

l) NESTLE LANKA LTD, COLOMBO.

m) HINDUSTAN LEVER LTD.

n) PROCTER & GAMBLE.

o) RAVALGAON SUGARS.

p) INLAND PHARMA. ETC

Customers List (Government)a) HINDUSATN ANTI BIOTICS LTD, PUNE

b) KUDREMUKH IRON ORE COMPANY LTD. KUDREMUKH.

c) HINDUSTAN MAX – GB, PUNE.

d) GOA ANTI – BIOTICS LTD. GOA.

SUPPLIERS.

The company has a wide supplier base. The main raw material is

an agricultural product grown In different part of the country is purchased in open

market through merchants and brokers.

There are so many agents who supplies raw materials from

different places to Riddhi Siddhi Gluco Biols ltd. The main suppliers are Soundatti,

Sangli, Gokak, Dharwad, Ramdurg, Koppal, Nargund, Ranebennur, Munoli,

Davangere, Bailhongal, Gadinglaj, Hubli, Ghatprabha, Harapanahalli, Shirol,

Chitradurg, Ranebennur, Mudhol, Hydrabad,. There are totally 40% to 50% maize

suppliers from Soundatti, Sangli, Ramdurg, Gokak, Dharwad.



Competitors :

Riddhi Siddhi Gluco Biols Ltd. Also has innumerable numbers of

competitions. The major competitions for Riddhi Siddhi Gluco Biols Ltd Gokak are.

a) Universal Starch, Dhondai (Maharastra).

b) Maize products (Ahmedabad)

c) Anil Starch (Ahmedabad)

d) Gujarat Ambujia (Gujarat)

e) Sukjit Starch (Punjab)

f) Pratistha biotech (Secundrabad)

g) Versa biotech (Hyderabad)

h) The new entrances are

i) Yashwant sugar petvedgove (Maharastra).

Crestar (Ahmedabad)

DISTRIBUTION

INTRODUCTION

Physical distribution is the term now generally used to describe

the series of inter-related functional activities by which appropriate amounts of

finished goods inventories are planned into and moved on through the distribution

pipeline. Earlier, the term marketing has connoted two different but related processes,

the first dealing with search for and stimulation of buyers and the second with the

physical distribution of goods. Early in the development of the concept of physical was

described as, "The other half of the marketing" and also as "Physical Marketing".



This implied too close relationship of marketing with the increased competition for

markets, marketing executives have devoted the bulk of their time to the search and

stimulation function. Their attention has been given over to developing a mix of

product, prices, promotion and channels that would keep demand high and growing.

Hence, they viewed physical distribution or the logistics of getting goods to the buyers

as a supportive subsidiary activity.

DETAILED STUDY OF THE DEPARTMENT RELATED TO MY

SPECIALIZATION:

DEFINITION OF CHANNEL OF DISTRIBUTION:

"Any sequence of institution from the producer to the consumer

including one or any number of middlemen is called Channel of Distribution".

- McCarthy

"Every producer seeks to link together the set of marketing

intermediaries that best fulfills the firm's objectives. This set of marketing intermediaries

is called the marketing channel".

-Philip Kotler

"Distribution channels are systems of economic institutions

through which a producer of goods delivers them into the hands of their users".

-Richard Basuki





DISTRIBUTION CHANNELS:

The entire function of getting goods into the hands of the

consumer is often referred to as Distribution. The term channel of distribution is used to

denote the middleman engages in moving goods from the place of production to the

place of consumption. It is the channel through which goods are made to move as

smoothly as possible to the desired places. The primary purpose of a distributive

channel is to bridge the gap between the producer of the goods and the consumer of the

good. Channel of distribution are the means employed by the manufacturer and sellers

to get their products to the market and into the hands of the users.

In total, a channel of distribution included the original producer, the final buyer and

middlemen. The term middlemen refer to those institution or individuals in the

channel, which either take title to the goods or negotiate or sell in the capacity of an

agent or broker. On the basis of taking title of goods, these middlemen are divided into

the following kinds:

AGENTS: They are middlemen who do not take any title to goods but they

take active part in the marketing mechanism rendering all services required.

BROKERS: They are agents who have no direct and physical control of the goods

in which they deal. They represent either the buyer or the seller in negotiating purchases

and sales for their principles.

DEALERS:

Dealers are persons who buy or resale products at either retail or

wholesale basis.



DISTRIBUTORS: It is a general term used to mean wholesalers. JOBBERS:

The term is used in certain trade and localities to designate

special types of wholesalers. They are usually found in stock markets.

RESIDENT BUYER: An agent or a person who specializes in buying on fee or

commission basis cheaply for retailers is known as Resident Buyers.

RETAILERS: A merchant or occasionally an agent whose business is selling

directly to the ultimate consumer.

WHOLESALERS:

A business unit, which buys and resells merchandise to retailers

and other merchants and/or to industrial, institutional and commercial users but which

does not sell insignificant amounts to ultimate consumers.

COMMISSION HOUSE: These are also referred to as commission merchants or

commission agents. These agents usually exercise physical control over the goods and

negotiate the sale of the goods they handle. The commission houses usually enjoy more

powers over the prices, methods and terms of sales than the broker's.



CONSUMER CO-OPERATIVES:

A retail business owned and operated by ultimate consumer to

purchase and distribute goods and services primarily to the members. Such societies

are generally referred to as purchase co-operatives also and registered under the Co-

Operative Societies Act.

FUNCTIONS OF CHANNEL DISTRIBUTION:

Nothing prevents a producer from meeting his customers directly

and effecting sales. The following are certain functions of these channels of

distribution. They are:

HELP IN PRODUCTION FUNCTION:

The producer can concentrate on the production function

leaving the marketing problem to middlemen who specializes in the profession. Their

services can be best utilized for selling the product. The finance required for organizing

marketing could profitably be used in the production where the rate of return would be

great.

MATCHING DEMAND AND SUPPLY:



The chief function of middlemen is to assemble the goods

from many producers in such a manner that customer could affect purchase with ease.

According to Wroe Alderson, The goal of marketing is the matching of segments of

demand and supply".

FINANCING THE PRODUCER:

Middlemen collect huge orders and purchase product in

bulk from the manufacturers in cash. This enables the producer's to undertake large-

scale production and adopting better technique of production because they have no

problem of finance. Sometimes manufacturers and producers appoint stockiest and

distributors do and collect deposits from them as security.

AID IN COMMUNICATION:

The middlemen are connecting link between the producers

and buyers. Middlemen have complete knowledge of consumers' behavior and the

market and they communicate the necessary information to the producer.

STABILIZING THE PRICES:

The middlemen help to stabilize the prices by. stocking goods,

constant flow of goods to the market is assured. They make the goods available at

places where they are wanting and at proper time.

PROMOTIONAL ACTIVITIES:



Middlemen also perform various promotional activities like

advertising, personal selling and sales promotion. Sometimes wholesaler

Does it alone for the producer. Retailers also perform such activities by displaying the

product in his window, which attract the customer.

ROUTINE OF DECISIONS:

Once the product reaches the route the decisions regarding

the sales of the product is taken on the spot and the problem regarding sales of the

product is also fixed reducing the cost of distribution.

CHANNEL OF DISTRIBUTION FOR AGRICULTURAL GOODS:

One of the chief characteristics features of the distribution

of agricultural products is the presence of a large number of brokers and agents. These

brokers who stand at par with the retailers in the consumer goods channel perform a

number of functions of their own. They sometimes act as assemblers and there after

instead of selling the products to ultimate consumer sell to wholesaler. The direct sale is

only very meager. The presence and involvement of the co-operatives societies in the

channel is peculiar to agricultural products. Another notable feature is that these

channels are not even from one season to another. The channel for paddy has no

resemblance to the channel for cotton or jute.



Territories Development Manager:

To manage this various territories and districts

follows an effective management structure. A brief description of this management

style is given below for managing sales and Distributor in whole south india, 1 Head of

the Sales & Marketing are appointed. The working activities Marketing, Sales &

promotional activates etc.

Area Territories Development manager control the

activities (Sales &Distribution) only for particular (single) territory, he also need to

submit the sales report to the respective Head of the Sales.

A customer executive literally prepares the weekly and

monthly sales reports and also takes order from super stockiest and Distributors on

behalf of the company.



VARIOUS DISTRIBUTION CHANNELS:

CONSUMER MARKETING CHANNEL

A zero level channel consists of a manufacturer selling directly to the final consumer.

The major zero level channels is door-to-door sales, home parties, mail orders,

telemarketing and manufactured owned stores.

Longer marketing channels are also found in other countries. From

producer's point of view, the problem of obtaining information about the end uses and

exercising control increases with the number of channel levels.


MANUFACTURER

CONUSMER

RETAILER

WHOLESALER RETAILER

WHOLESALER JOBBIER RETAILER


CHANNELS USED IN INDUSTRIAL MARKETING

The figure above shows channels commonly used in the industrial marketing.

An industrial goods manufacturer can use its sales force to sell directly to

industrial customer. Or it can sell to industrial distributors who sell to the industrial

customers. Or it can sell through manufacturer representatives or its own sales

branches directly to industrial customers or indirectly through industrial distributors to

the industrial customers. Thus zero level; one level and two level marketing channels

are quite common in industrial marketing channels.



Distribution retailer channel.

Company

Distributer

Retailer

customer

In this type of distribution channel, distributor orders the goods from

company through Customer Executive of that particular area. Customer Executive

passes the order to the company through ASM. Distributor in turn makes the advance



payment through the marketing or sales team or Executive through Cash or Demand

Drafts



C and F retailer channels.

Company

C & F SYSTEM

Retailer

customer

In this type of distributor channel a C&F

system (also called Carry & Forward System) is used. This system

is nothing but an agent is used as intermediary between company

and retailer. This type of system is used only in those places or cities

where the bottling plant is located. An in case of any distribution

mobilization. Because the transportation cost involved will be

higher if this system is followed in territories which will be

faraway from plants. These agents purchase the goods from upon

the amount he buys from the company. Company will not pay the

agent any rent for the godowns. But only commission on the

amount he buys. There is one more way of how C&F system

works.



In this type of distribution the agent will

not store the goods in his godowns instead sells directly to the

retailer from the company. In return he will be getting commission

based on the crates sold.

SUPERSTOCKIEST DISTRIBUTER RETAILER

CHANNEL:

Company

SUPERSTOCKIEST

Distributer

Retailer

customer


This type of distribution channel is present in most of the territories. The super stockiest

order in huge amount through Customer Executive acts as on intermediary in every stage

of the distribution channel and also in every type of distribution channel.

This type of distribution channel is present in most of the territories. The super stockiest

order in huge amount through Customer Executive acts as on intermediary in every stage

of the distribution channel and also in every type of distribution channel.

IntroductionIntroduction

objectivesobjectives

MethodologyMethodology

AnalysisAnalysis

ConclusionConclusion

RecommendationRecommendation

INTRODUCTION:

Organization is nothing but a social system. The marketing

department plays a vital role in any organization. Riddhi Siddhi Gulco Boils Ltd is food

processing company. It is one thing to possess knowledge but yet another thing is to put

it in effective manner. It is essential to develop and update the skills and knowledge

about marketing aspects. Without marketing department the organization will not

survive. Because whatever the products are produced by the company must be marketed

and sold to the customer who are in need of that product. So it can be achieved only by

the marketing department. So the marketing department is very essential to every

organization

.

TITLE OF THE STUDY:

“Evaluation of Distribution Channel”

The study undertaken is an effort to understand and analyze the distributors channel

evaluation of the company. The study is also aimed at analyzing the interpersonal

relationship with sales executives and the area sales managers of the company. It studies

the distributor profit in demographics and psychographics. The study applied is descriptive

in nature.

Management problem:

For the purpose of the future planning and for formulating marketing strategy. We

need to analyze the overall factory performance. We need overall evaluation of Riddhi

Siddhi Gluco Biols ltd.Gokak to know the internal and external environment, for the

purpose of better growth, we have to analyze the actual position of the Company. Here

the swot does the all these work.

Here I am going to study distribution channels of Riddhi Siddhi Gluco Biols Ltd.

Gokak

Research Problem

To study the distribution network. ,and find overall process to help in formulating

marketing strategies of Riddhi Siddhi Gulco Biols Ltd Gokak.

Objectives 1. To analyze distribution expectations with respect to marketing and sales team

support

2. To know the co operative problem solving, decision making and inter personal

relationship.

3. To study the distribution channel.

4. To study what type of channel they follow in Riddhi Siddhi Gluco Biols Ltd.

Gokak

METHODOLOGY

The methodology aspect is two fold at first scanning the various files and

documents of the organization and second is actual discussion with managers, officers,

clerks and workers.

Primary Data The information of the distribution channel where obtained from the personal

interview and observation.

Data collected through questionnaire

Secondary Data

The secondary source was collected from the office records, files and manuals in

RSGBL company. Finally drafting of the report was done after detailed discussion with

the officers of the factor.

SAMPLING SIZE:

Data is collected from sample size of 90 respondent i.e. distributors and companies.

SAMPLING PLAN:

Data collected through questionnaire

ANALYSIS:

Co-existence of Distributors with the company.

The Table showing the number of distributor has been with RSGBL.

Duration Number of distributors Percentage ( % )

< than 1 Yr 24 27%

1 to 3 Yr 45 50%

4 to 6 Yr 12 13%

7 to 9 Yr 6 7%

1 0 to Above 3 3%

Graphical Representation:

Duration (year)

Analysis:

50% of the respondents were distributors of the

RSGBL from 1 to 3 Years, and 27% of the respondents were

distributors of the RSGBL from < then 1 years. 13% of

respondents were distributors of the RSGBL from 4 to 6 years.

7% of the respondents were distributor of the RSGBL from 7

to 9 years, and 3% of the respondents of the RSGBL 10 years

and above respectively.

From the above analysis it can be inferred that

the major portion of the respondents (50%) are associated with

the company from 1 to 3 years. The next higher value (27%) is

associated with < then 1 years. From this we can interpret that the

company has a deep root in this type of industry and also has long

existence in the market.

Interpretation:

Customer Executive :

Table showing the Satisfaction of company with the Co Operation by

Customer Executives.

Response No of Distributor Percentage (%)

Highly satisfied 60 66%

Satisfied 24 27%

Average 6 7%


ANALYSIS :The data reveals that 66% of the

respondents are highly satisfied with the co-operation by

Customer Executives. 27% of respondents are just satisfied

with co-operation by Customer Executives.

Interpretation:

From the above analysis it can be assumed that

the huge part of the respondents is satisfied highly are

happy with the co-operation extended by the Customer

Executives. Only a small part (7%) is Average with the

Cooperation. Still corrective measures can be taken to

maximize the satisfaction level with Customer Executive.

Company's Staff Support::- Table showing the

Company's Staff Support:



Satisfied 42 47%

Average 6 7%

Not satisfied 3 3%


Analysis:

The data reveals that 47% of the respondents are Satisfied with the

company's staff support and 43% respondents are Highly satisfied, 7% respondents are

Average. 3% respondent is Not satisfied.

Interpretation:

From the above analysis it can be assumed that the huge part of the

respondents is satisfied, highly satisfied are happy with the staff support company.

Rating of the Company:

The Table showing the Rating of the Company:


Excellent 45 50%

Good 42 47%

Average 3 3%

poor ------------ ------------

Very poor ------------ ------------


Rating of the company

Analysis:

50% of the respondents have rated the company as excellent

in having business relationships. 47% have agreed that it is a good Company in

maintaining relationships. 3% are average about expressing the rating.

Interpretation:

The analysis shows that the Company is having better business

relationships with the distributors. Some more improvements would lead the Company

to be an ideal Company that will have excellent business relationships.

Management's Interest in Distributors Views.

Table Showing Responses of Distributors about the

Management's interest in their views.


Strongly agree 27 30%

Just agree 51 57%

Dis agree 9 10%

Strongly dis agree 3 3%


Analysis:

Only 57% just agree that management considers their views and

opinions, 30% strong agree, 10% dis agree and 3% strongly dis agree.

Interpretation:

From the above data and the graph, it is clear that we have got varied responses

about the management. Management can initiate actions to have better understandings of

the views that the distributors want to share. The management can invite feed back from

the distributors for improved relationships.

Management effective and in-time communication:

Table showing responses of distributors about the management effective and in

- time communication:


Excellent 30 33%

Good 36 41%

Average 21 23%

Poor 3 3%

Very poor ------------- -----------


Analysis:

41% of distributors good that management communication effectively and in -time 33% just

excellent, and 7% of samples are dealer as good and 3% sample is dealer as a performance.

Interpretation:

From the data, a major portion of distributors is happy with the common of management

further to improve the flow of infection between management and the distributors, it is

essential to increase the co-operative and understanding level between management and

distributors.

Management's interest in distributor's participation:

Table showing responses of the distributors about management interest in

distributor's participation and feedback.


Strong] y agree 24 27%

Just agree 60 66%

Dis agree 6 7%

Strongly dis agree ------------ -----------


Analysis :

66% respondent just agree that management is interested in

distributors participation and invites feed back, 27% strongly agree,

7% disagree.

Interpretation:

It is very clear that the distributors were not fully

satisfied about the management procedures for including distributors

in decisions and inviting the feed back. A major portion shows (66%)

just agree that management is not concentrated in their participation

and feedback

Problem solving by sales department:

Table showing responses of distributor about the

sales departments .


Strongly agree 24 27%

Just agree 60 66%

Dis agree 6 7%

Strongly dis agree ---------- ----------

Graphical representation:

Analysis:

66% of the respondent just agrees that the sales departments solving the problems in

distributors, 27% strongly agree, 7% disagree.

Interpretation:

From the graph we can know that not all the respondents are fully happy with the sales

departments by problems solving. Some personal problems regarding the business exist i.e.

settlement with the distributors, which are not yet solved. So the sales department should

consider them and try to provide solution as early as possible.

Satisfaction with Sales team response to competition:

Table showing responses of distributor about the sales team competition.


Excellent 36 40%

Good 45 50%

Average 9 10%

Poor ------- 0%

Very poor ------- 0%


Analysis:

50% respondents just agree that the sales team provide a good

response to the competition. 40% are strongly agreed. And 10%

respondent are average are satisfied.

Interpretation:

As the major portion of the distributors is not fully satisfied with

the sales team response to the competition, developmental action

are suggested for the sales teams to have better competitive offers

and schemes to increase the sales

Management's direction for better business results:

Table showing responses of distributors about the

management direction for better business results.

Response No of Distributor Percentage (%)Excellent 24 27%

Good 54 60%

Average 9 10%

Poor 3 3%

\/ery poor ---------- 0%


Analysis:

60% of respondents strongly believe that the management setting

the direction for better business results. 27% as a excellent. 10%

are responding as average business will came out the company

ideas.

Interpretation :

The major portions of the respondent strong believe that the

management is setting direction for better business. Only small

portion is not fully satisfied with the management's strategies

about business. So it is suggested to invite the feedback from

those respondents who believe that the management is not

effective in setting the directions and take improvement action.

Satisfaction with sales and marketing department by

taking decision:

Table showing Responses of Distributors about the

Sales and Marketing Sdepartments by taking decision:



Satisfied 48 53%

Average 15 17%

poor ---- ------

Analysis:

53% of the distributors are satisfies with the sales and marketing

department have a better to take decision making skills, 30%

Highly satisfied, and 17% are averages.

Interpretation:

From the above data shows that the sales and marketing department

have to take decision making skills, and the distributors are happy

with the approach the sales and marketing departments have

towards their to taking decision. Further the management may

consider special providing training and facilities for the sales and

marketing departments to address the taking decision effectively.

Company supply on time:

Table showing Responses of Distributors about the

supply on time:

Response No of distributor PercentageYes 84 7%

No 06 93%


Analysis:

93% of the distributors are happy with the supply of the products on

time. And 7% of the distributors are not satisfied with the supply of

the products.

Interpretation :

From the above data shown that the number of distributor highly

satisfied with sussspply by the company. And maintain good

relationship with the distributor.

Opinion of Respondents for continuing the Dealership

for one more year.

Table showing opinion for continuing dealership with the

pepsi after few years. .

Response No of distributor PercentageYes 90 100%

No 00 00%

Graphical representation:

Analysis:

The data shows that 100% respondents are strongly agree to continue for the one more year

from now.

Interpretation:

A major portion (100%) strongly agree to continue the dealership for one more year, and this

shows that the distributors have satisfaction for being the dealer for pepsi. Those can be

turned into the first category (strongly agree) by providing the needful and trying to solve

their problems if any.

Still exist to a considerable extent. The company needs to consider

improving these situations to help the distributors to perform well in the competitive market.

Majority of the distributors have interest in participating in decisions with the company and

staff, but according to the findings it can be seen that the company has not encouraged

participation of the distributors to a good extent. The participation level of the distributors

must be raised to take decisions with company and the company staff to improve sales

Suggestions from distributers :

1) Improve the production capacity. Because demand is very high. out of 90 distributers 34

are needed more number of products.

2) Increase the promotional tools to make better profits.

3) Give the full support for distributors. like transportation, Out of 09 distributers 06 are

having transportation problem in rural area.

4) Increase the distributors margin for better future sales..

5) Supply that product only to distributor's which they need.

Recommendation:

1) Customer satisfaction is the key to success in today's world. It an be achieved if the

distributor is satisfied.Riddhi Siddhi Gluco Boils Ltd is good established company, but

it faces some setbacks, which affect the company's performance.

2) Inviting the distributor in decisions regarding, the schemes, products, and other

business related problems.

3) Arraigning for meeting's, conferences, and seminars at a regular interval of time, say

once for quarterly, half years, so that the distributors come to gather and discuss

problems with the management.

4) Continues watch on the competitor's activity in the market.

5) Arranging training sessions for the company's executives to make them aware and

find new ways about the emerging business problems and situation.

6) Improving the level if personal attachment the company has with the distributors.

7) Deepening the level of personal relationship with the distributors.

8) Company should reward the distributors according to their performance, so as to

motivate them.

9) Since the company is in tough competition, it has to ensure that all its distributors

and sales forces are true professionals in their respective fields.

summary of the findings:

1) impotent conclusion from the study it is clear that.

2) The distributors of riddhi siddhi gluco boils company are interested very much in

knowing the Company' policies & they keep track of the company's actions.

3) The customer executives are performing very well, in favor of the distributors. They

have an excellent co-operation, problem-solving skills, and division-making skill as

perceived by the The analysis of questionnaire, administered 90 respondents, has

disclosed certain distributors.

4) The company's executives are highly skilled and working according to the responses

obtained by the distributors.

LIMITATION OF THE STUDY:

The study is limited in the scope to only selected distributors. The finding of the

survey are generalized across each strata based on the sample.

CONCLUSION :

The study was designed to analyze the distribution channel and

various channel related factors. From overall analysis of the study we can say that the

distribution channel should be smooth, flexible and systematic.

From the detailed study we can be concluded that distribution

channel is also a major criteria for the success and survival of any products. Every company

should have to adopt a right distribution channel for their products and also they have to

deploy a right kind of intermediaries. The company should have to adopt policies while

appointing the intermediaries such as remuneration method, terms of payment, etc, all these

points are the important factors discussed in the project.

My study in the Riddhi Siddhi Gluco Biols Ltd. has been

extensive and detailed. Not just for with the intension of a project but with an objective to

have a practical knowledge and experience about the distribution channel of the company.

TIME AND FINANCIAL COST

The tune taken to complete the project report was from 10th Dec 2007 to 19th

April, 2008.

The financial cost occurred during the project is as follows:

Rs.

PROJECT PRINT 800.00

XEROX 250.00

PROJECT BINDING 650.00

BUS FARE 700.00

MISC 350.00

TOTAL 2750.00

BIBLIOGRAPHY

Marketing Management

By naresh k

Marketing Management

by Pattanshetty & Palekar

Essential of Marketing Management

by Sherlekar

the responses of the respondents are assumed to be true.

Riddhi siddhi web site - www.riddhi siddhi.co.in

QUESTIONNAIRE.

“EVALUATION OF DISTRIBUTION CHANNELS”

Distributor Name-______________________________________________________________ Age _________________________ Mobile ._________________________

1) Tick the number of years you has been the distributer of RSGBL..

a)< than 1 year b)1 to 3 year’s c)4 to 6 year’s

d)7 to 9 year’s e)10 to 12 year’s f) more than 12 year’s

2). Are you satisfied with company operation by customer executive.

a) highly satisfied b) satisfied

http://www.riddhi/

c) average d) not satisfied

3) Are you satisfied with company staff support?..

a) highly satisfied b) satisfied

c) average d) not satisfied

4) Is management is highly interested in the responding distributers….

a) Strongly agree b) just agree c) disagree d) not agree 5). How is the management effective and in time communication with the distributers.

a) Exellent b) good c) average

d) poor e) very poor.

6) Is company showing highly interest in the distributors participation and their Feedback…

a) Strongly agree b) just agree

c) disagree d) not agree

7) what is your view regarding problem solving by sales department…

a) Strongly agree b) just agree c) disagree d) not agree

8). Are you satisfied with companies sales team response towards th competition.

a) Exellent b)good c) average

d) poor e) very poor.

9) how is RSGBL support in personal crisis…

a) Exellent b) good c) average

d) poor e) very poor. 10) what is your view about companies policies and profit maximization strategies…?

a) Exellent b)good c) average

d) poor e) very poor. 11). Is the company supply on time…?

a) Yes b) No 12) what is your opinion for continuing dealership with RSGBL after an year?

a) Yes b) No

ANY SUGGESTIONS_________________________________________

THANH YOU HAVE A NICE DAY…….

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A Project Report on EVALUATION OF DISTRIBUTION CHANNELS in the Riddhi Siddhi Gluco Boils Ltd

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