Apchem Herbals by Tushar

8/3/2019 Apchem Herbals by Tushar

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A

PROJECT REPORT

ON

EFFECTIVENESS OF DISTRIBUTION CHANNEL OF

APCHEM HERBAL

SUBMITTED IN

PARTIAL FULFILMENT FOR

THE DEGREE OF

BACHELOR OF BUSINESS ADMINISTRATION

(BBA)

SUBMITTED BY

MR. MILAN BABUBHAI GHADIYA

ROLL NO.:-18

PROJECT GUIDE

MR. HORMAZ D. PATEL

THE SURAT PEOPLES CO.OP.BANK COLLEGE OF BUSINESSADMINISTRATION, UDHNA,


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SURAT

2010-11

DECLARATION

I, Ghadiya Milan B., the undersigned, here by, declare that this dissertation titled

Effectiveness of Distribution channel of APCHEM HERBAL is an original and

bonafide work carried out under the guidance of Mr. Hormaz D. Patel, Lecturer, The

Surat Peoples Co-Op. Bank College of Business Administration, Udhna, Surat.

The empirical findings in this report are based on the data collected and have not been

taken from any other report.

This dissertation does not form any basis for other degree or diploma programme.

__________________________

Mr. Milan B.Ghadiya

Roll No.:- 18

Date : _________________

Place : _________________


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Fax No. : (0261) 2277739 E-Mail : [email protected] 0261-2270825,

2277739, 2273542 The Surat Peoples Co.op.Bank College ofBusiness Administration

(SELF FINANCED)

(Managed by Udhna Academy Education Trust)214, Ranchhod Nagar, Opp. Swaminarayan Temple, Surat-Navsari Road, Udhna

,Surat-394 210.

CERTIFICATE

This is to certify that Mr. Milan Babubhai Ghadiya has prepared the Project

Report entitled Effectiveness of distribution channel of APCHEM

HERBAL under my guidance & supervision.

This project embodies the result of his work & is of the standard expectedof a candidate for the successful completion of Bachelor of Business

Administration Degree.

Date : _________________

Place: _________________

_____________________ _______________________

Faculty Guide Vice Principal

Mr.Hormaz D. Patel Mrs. Daisy Sheby Thekkanal
mailto:[email protected]:[email protected]


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ACKN OWLEDGEMENT

The satisfaction and euphoria that accompany the successful completion

of any task would be incomplete without the mention of the leaders,

whose constant guidance and encouragement crown all the efforts with

success.

I am highly obliged to the Veer Narmad South Gujarat University forarranging the programme of practical training in Bachelor of Business

Administration in such a manner.

I would like to extend my gratitude to all the staff and especially to

Mr.Prakash Shah of APCHEM HERBAL, who provided me useful

information and data regarding the subject with their cent percent

participation and supported in making this project report a successful

task. It was a memorable experience to work with them and complete my

winter training.

It is my privilege to express my deep sense of gratitude to Mr. HORMAZ

D. PATEL for his efforts, guidance, valuable comments and suggestions

for making this project report. He helped me to complete my report on

the practical study and gave contribution to improve and expand my

practical knowledge.

Finally, I express my intense gratitude to my parents whose blessings has

helped me to translate my efforts into fruitful achievement.


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INDEX

SR NO. TOPIC PAGE NO.

I DECLARATION i

II ACKNOWLEDGEMENT ii

III CERTIFICATE-I iii

IV CERTIFICATE-II iv

V EXECUTIVE SUMMARY v

VI INDEX vii

1 Industry Profile

2 Company profile

3 Conceptual fremwork

4 Theoretical Concept

5 Research Methodology

6 Analysis and Interpretation of the Data

7 Findings & Conclusions

8 Recommendation

Bibliography

Annexure


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IntroductionOf

Industry


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Ayurveda emphasizes prevention of disease, rejuvenation of our body systems,

and extension of life span. The profound premise and promise of Ayurveda isthat through certain practices, not only can we prevent heart disease and make

our headaches go away, but we can also better understand ourselves and the

world around us, live a long healthy life in balance and harmony, achieve our

fullest potential, and express our true inner nature on a daily basis.

Ayurveda provides an integrated approach to preventing and treating illness

through lifestyle interventions and natural therapies. It is based on the view that

the elements, forces, and principles that comprise all of nature - and that holds it

together and make it function - are also seen in human beings. In Ayurveda, the

mind (or consciousness) and the body (or physical mass) not only influence each

other - they are each other. Together they form the mind-body. The universal

consciousness is an intelligent, aware ocean of energy that gives rise to the

physical world we perceive through our five senses. Ayurvedic philosophy and

practices link us to every aspect of ourselves and remind us that we are in union

with every aspect of nature, each other, and the entire universe.

There can be no mental health without physical health, and vice versa. In

Ayurveda, symptoms and diseases that could be categorized as mental thoughts

or feelings are just as important as symptoms and diseases of the physical body.

Both are due to imbalances within a person, and both are treated by restoring the

natural balance mentally and physically. In Ayurveda your whole life and

lifestyle must be in harmony before you can enjoy true well being. Lifestyle

interventions are a major Ayurvedic preventive and therapeutic approach.

In India, Ayurvedic practitioners receive state-recognized, institutionalized

training in parallel to their physician counterparts. The research base is growing


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concerning the physiological effects of meditative techniques and yoga postures

in Indian medical literature and Western psychological literature. Published

studies have documented reductions in cardiovascular disease risk factors,

including blood pressure, cholesterol, and reaction to stress, in individuals who

practice Ayurvedic methods.

Laboratory and clinical studies on Ayurvedic herbal preparations and other

therapies have shown them to have a range of potentially beneficial effects for

preventing and treating certain cancers, treating infectious disease, treating

diabetes, promoting health, and treating aging. Mechanisms underlying these

effects may include free.

1.2 THE AYURVEDIC MEDICINE INDUSTRY IN INDIA

By Subhuti Dharmananda, Ph.D., Director, Institute for Traditional Medicine,

Portland, Oregon.

Ayurvedic medicines are produced by several thousand companies in India, but

most of them are quite small, including numerous neighbourhood pharmacies

that compound ingredients to make their own remedies. It is estimated that the

total value of products from the entire Ayurvedic production in India is on the

order of one billion dollars (U.S.). The industry has been dominated by less than

a dozen major companies for decades, joined recently by a few others that have

followed their lead, so that there are today 30 companies doing a million dollars

or more per year in business to meet the growing demand for Ayurvedic


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medicine. The products of these companies are included within the broad

category of "fast moving consumer goods" (FMCG; which mainly involves

foods, beverages, toiletries, cigarettes, etc.). Most of the larger Ayurvedic

medicine suppliers provide materials other than Ayurvedic internal medicines,

particularly in the areas of foods and toiletries (soap, toothpaste, shampoo, etc.),

where there may be some overlap with Ayurveda, such as having traditional

herbal ingredients in the composition of toiletries.

The key suppliers in Ayurveda are Dabur, Baidyanath, and Zandu, which

together have about 85% of India's domestic market. These and a handful ofother companies are mentioned repeatedly by various writers about the

Ayurvedic business in India; a brief description is provided for them, arranged

here from oldest to newest:

Ayurvedic Medicines Ayurveda is one of the age-old systems of medicine in the

whole universe that derives its origin from Indian subcontinent. Slowly and gradually,

this form of alternative medication is moving towards other developed countries of the

world as well. Globally, ayurvedic medicines have been acclaimed as the safe form of

naturopathy treatment because of their complete preventive characteristics and low

side effects.
http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/


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Ayurveda is a science-based system of curing disorders and physical conditions with

the help ofnatural therapies and believes on the basic tenet of biologic individuality.

Also, many Ayurvedic formulations may be used to prepare products such as anti-

dandruff shampoo, skin care creams, herbal soaps, anti dandruff oil etc. Presently, the

worldwide market forherbal and Ayurvedic medicines is around US$120 billion. The

European Union, Japan and USA together accounts for a total share of 70 percent

while Asian countries contribute around 30%. The Ayurveda and its products are

gaining worldwide popularity. Ayurvedic medicines available in the global market

these days are made from herbal ingredients are clinically proven that can cure several

acute and chronic disorders such as pimples, acne, allergies, arthritis, asthma,

depression, constipation, heart ailments, ulcers, insomnia, obesity, blood pressure,

liver related diseases etc.

The key suppliers in Ayurveda are Dabur Baidyanath, and Zandu, which together

have about 85% of India's domestic market. These and a handful of other companies

are mentioned repeatedly by various writers about the Ayurvedic business in India; a

brief description is provided for them, arranged here from oldest to newest:

Dabur India Ltd. is India's largest Ayurvedic medicine

supplier and the fourth largest producer of FMCG. It was

established in 1884, and had grown to a business level in

2003 of about 650 million dollars per year, though only a

fraction of that is involved with Ayurvedic medicine. Last year, about 15% of sales

volume was pharmaceuticals, the remaining 85% were mostly non-medicine items

such as foods and cosmetics. Dabur's Ayurvedic Specialities Division has over 260

medicines for treating a range of ailments and body conditions-from common cold to

chronic paralysis. These materials constitute only 7% of Dabur's total revenue (thus,
http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/medicated-personal-care-product/skin-care-product/anti-dandruff-shampoo.htmlhttp://www.themedica.com/medicated-personal-care-product/skin-care-product/anti-dandruff-shampoo.htmlhttp://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/medicated-personal-care-product/skin-care-product/anti-dandruff-oil.htmlhttp://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/medicated-personal-care-product/skin-care-product/anti-dandruff-shampoo.htmlhttp://www.themedica.com/medicated-personal-care-product/skin-care-product/anti-dandruff-shampoo.htmlhttp://www.themedica.com/alternative-medicines/ayurvedic-medicines/http://www.themedica.com/medicated-personal-care-product/skin-care-product/anti-dandruff-oil.htmlhttp://www.themedica.com/alternative-medicines/ayurvedic-medicines/


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less than 50 million dollars). Dabur Chyawanprash (herbal honey) has a market share

of 70% and chewable Hajmola Digestive Tablets has an 88% share. Other major

products are Amla Hair Oil, Vatika (Shampoo), and Lal Dant Manjan (Tooth Powder).

Sri Baidyanath Ayurvedic Bhawan Ltd.

(Baidyanath for short) was founded in 1917 in

Calcutta, and specializes in Ayurvedic medicines, though it has recently expanded

into the FMCG sector with cosmetic and hair care products; one of its international

products is Shikakai (soap pod) Shampoo. Baidyanath has a sales volume of about

350 million dollars, 700 Ayurvedic products, made at 10 manufacturing centers, with

1,600 employees. Included items are herbal teas, patent medicines, massage oils, and

chyawanprash.

Zandu Pharmaceutical Works was incorporated inBombay in 1919, named after an 18th-century

Ayurvedic. The company focuses primarily on

Ayurvedic products (in 1930, pharmaceuticals were added, but the pharmaceutical

division was separated off about 30 years later). However, today Zandu has a

chemicals division and cosmetics division. Its total sales volume is about 45 million

dollars. One of its current projects is to develop a dopamine drug from a plant extract,

applying for new drug status in the U.S.

The Himalaya Drug Company was established in 1934 in

Bangalore. It currently has a business level of about 500

million dollars and has a U.S. distribution division (Himalaya USA). It is known in


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the U.S. for the product Liv-52, marketed as a liver protector and therapy for liver

diseases like viral hepatitis; the product was first marketed in India in 1955.

Vicco Laboratories was established in 1958. It mainly

produces topical therapies based on Ayurveda and is

best known internationally for its toothpaste product, Vajradanti, which has been

marketed in the U.S. for more than 25 years.

The Emami Group, founded in 1974,

provides a diverse range of products, doing

110 million dollars of business annually,

though only a portion is involved with Ayurvedic products, through its Himani line;

the company is mainly involved with toiletries and cosmetics, but also provides

Chyawanprash and other health products.

Viswakeerthy Ayurvedic Pharmacy was founded by Dr. K. Mohammadkutty a great

friend of Nature and Ayurveda. Started in 1977, as a fledgling pharmacy,

Viswakeerthy today is one of the largest manufacturers of Ayurvedic Medicines with

a formidable presence all over Kerala. The dynamic leadership of Dr. K. M. Kutty,

complemented by the energetic drive of his team of young enthusiastic professionalshas taken Viswakeerthy Ayurvedic Pharmacy to new heights. The philosophy behind


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the inception was to "Serve Humanity through Ayurveda-The Authentic Way" by

propagating and practicing genuine Ayurveda and producing quality Ayurvedic

medicines. Today, this philosophy has taken Viswakeerthy to new heights of

Ayurvedic excellence. Realizing the importance of standardization of medicines and

the modernization of production, Viswakeerthy took the significant step of updating

the technology of the existing pharmacy and establishing a sophisticated private

limited company, Viswakeerthy Herbals Pvt. Ltd. at Kalpakanchery, Malappuram

District of Kerala.

CompanyProfile


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2.1 INTRODUCTION OF COMPANY:

Ayurved is the science of life based on vat, pitta & kufa Health is the god gift it is

natural to be Healthy because we are part of Nature.

Ayurved still holds predominant Position in Medical and Health care Programmed in

the World. Apchem herbals Has Taken up the Challenge to fill the gap in the current

health care needs by tapping into the rich ancient knowledge based of Ayurveda.

Vision of the company is to develop effective affordable drugs for Uncurable

diseases.company starting Hospitals in future for Uncurable diseases.

Apchem herbals Passion Drive has Resulted in Remarkable success in inventing

Drugs for psoriasis , Eczema , Arthritis ,Leucorrhoea & Apart from common cold &

Asthma.

Continuous dedications to Reasearch Apchem Herbals is Constantly innovating

effective drugs for skin care ,child care& other Specialist Segments.


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2.2 HISTORY:

Glorious history of innovations

YEAR INNOVATIONS

2005 Founded by the visionary, Mr.Anilbhai Vasane in 2001,

Apchem Herbals set off on its glorious journey by

establishing a small unit at Hyderabad.

2006 Apchem Herbals spread its wings into the mainstream of the

Ayurvedic market by launching divisions to cater to the

needs of People.

2007 Apchem Herbals ventured into the North India and

established new market at States like Jammu &Kashmir,

Delhi, Punjab, and Uttar Pradesh.


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2008 Apchem Herbals spread its wings into the mainstream of the

Ayurvedic market & Establish market in Gujarat.

2009 Apchem Herbals Establish market in Madhya Pradesh.

2.3 Apchem Herbal bags Pharmaceutical Award for holding 19 Herbal

patents.

Apchem Herbal Extracts & Formulations Company bags Pharmexcil Award in Patents

Category for holding many patents in natural, herbal and biotech products. The

Awards were presented by Shri K. Rosaiah, Honorable Chief Minister of Government

of Andhra Pradesh today during Parma CEOs Conclave being held at Hyderabad

International Convention Centre, Novotel & HICC Complex. Mr. R. Rajendran

Promoter of the company received the award.

Apchem Herbal has 19 patents filed on various herbal products and 9 of them were

already granted. Pharmexcil has awarded Apchem Herbal a National Award in

September 2009 for holding many Herbal patents. This award was given by ShriAnand Sharma, Honble Minister for Commerce & Industry, Govt. of India. Green

Chem has been selected by AYUSH dept of Government of India for developing

Specifications (monographs) for Herbal extracts. Apchem Herbal is certified for ISO

22000:2005 for high level Food Safety.


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Commenting on receiving the award Mr. R. Rajendran the founder of the Apchem

Herbal said I am happy to see the growing intensity of awareness of Patents in India.

Like we all take care of our property, taking care of intellectual property is also

essential. Innovating a new roduct or a new process or a new use takes lot of energy,

time, and money. After investing on this, the end result has to be safe guarded. This is

what Indian Government is identifying now and giving us the security. This gives me

lot of confidence in commercializing my products to customers. The customers who

are formulating to finished products are confident when we give them the exclusive

Patent rights for their selling to consumers. Patent protection and recognition

encourages the brains to innovate new products, new concepts. This will induce the

growth in every aspect. Indian brain is challengingly strong and the Indian

innovations will dominate the globe with a strong impact.

Apchem Herbal deals in natural/herbal and biotech products. Its activities include

Organic Cultivation, Extraction, Elaborate testing, Quality assurance, Patenting. It is a

certified 100% Export Oriented Unit. It has a capacity of extracting about 1500tons of

herbs per year. The manufacturing is done as per Validated Standard Operating

Procedures as per USFDA and TGA guidelines.

Apchem Herbal exports its products to USA, Australia, Singapore, Mexico, Brazil,

Austria, Germany, France and Hong Kong .The products are clinically certified in

abroad by the experts in the medical field like Dr.Ron Lawrence of Western Geriatric

Research Institute, Los Angeles, California, USA and Harry G. Preuss, M.D.,

M.A.C.N., C.N.S., Professor of Physiology, Medicine and Pathology, Georgetown

University Medical Center, Washington, D.C. 20057. Animal studies are done in India

by KLEs college of Pharmacy, Bombay College of Pharmacy, St Johns Medical

College and 20 other institutes.


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The Toxicity studies are done by Bombay College of Pharmacy, INTOX Pune and

few other Institutes. Apchem Herbal R&D concentrates and constantly works on the

development of new products as well as improving the existing products. Green Chem

manufactures herbal ingredients for : Anti Obesity, Anti Diabetic, Anti Cholesterol,

Anti Arthritic, Female Libido enhancer, Male Libido Enhancer, Cosmetics, Post

menopausal syndrome, Memory power enhancer, Nutraceutical supplements of

Organic vitamins, minerals etc.

ConceptualBackground


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2.4 Theoretical Background:

A) Distribution channel

Distribution (or place) is one of the four elements of marketing mix. An organization

or set of organizations (go-betweens) involved in the process of making a product or

service available for use or consumption by a consumer or business user.

The other three parts of the marketing mix are product, pricing, and promotion.

B) The distribution channel

Frequently there may be a chain of intermediaries; each passing the product down the

chain to the next organization, before it finally reaches the consumer or end-user. This

process is known as the 'distribution chain' or the 'channel.' Each of the elements in

these chains will have their own specific needs, which the producer must take into

account, along with those of the all-important end-user.

C) Channels

A number of alternate 'channels' of distribution may be available:

Selling direct, such as with an outbound sales force or via mail order, Internet

and telephone sales

Agent, who typically sells direct on behalf of the producer


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Distributor (also called wholesaler), who sells to retailers

Retailer (also called dealer or reseller), who sells to end customers

16


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Distribution channels may not be restricted to physical products alone. They may be

just as important for moving a service from producer to consumer in certain sectors,

since both direct and indirect channels may be used. Hotels, for example, may sell

their services (typically rooms) directly or through travel agents, tour operators,

airlines, tourist boards, centralized reservation systems, etc.

There have also been some innovations in the distribution of services. For example,

there has been an increase in franchising and in rental services - the latter offering

anything from televisions through tools. There has also been some evidence of service

integration, with services linking together, particularly in the travel and tourism

sectors. For example, links now exist between airlines, hotels and car rental services.

In addition, there has been a significant increase in retail outlets for the service sector.

Outlets such as estate agencies and building society offices are crowding out

traditional grocers from major shopping areas.

D) Channel members

Distribution channels can thus have a number of levels. Kotler defined the simplest

level that of a direct contact with no intermediaries involved, as the 'zero-level'

channel.

The next level, the 'one-level' channel, features just one intermediary; in consumer

goods a retailer, for industrial goods a distributor. In small markets (such as small

countries) it is practical to reach the whole market using just one- and zero-level

channels.

In large markets (such as larger countries) a second level; a wholesaler for example, is

now mainly used to extend distribution to the large number of small, neighborhood

retailers or dealers.

In Japan the chain of distribution is often complex and further levels are used, even

for the simplest of consumer goods.


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In Bangladesh Telecom Operators are using different Chains of Distribution,

especially 'second level'.

In IT and Telecom industry levels are named "tiers". A one tier channel means that

vendors IT product manufacturers (or software publishers) work directly with the

dealers. A one tier / two tier channel means that vendors work directly with dealers

and with distributors who sell to dealers. But the most important is the distributor or

wholesaler.

E) The internal market

Many of the marketing principles and techniques which are applied to the external

customers of an organization can be just as effectively applied to each subsidiary's, or

each departments, 'internal' customers.

In some parts of certain organizations this may in fact be formalized, as goods are

transferred between separate parts of the organization at a `transfer price'. To all

intents and purposes, with the possible exception of the pricing mechanism itself, this

process can and should be viewed as a normal buyer-seller relationship. The fact that

this is a captive market, resulting in a `monopoly price', should not discourage the

participants from employing marketing techniques.

Less obvious, but just as practical, is the use of `marketing' by service and

administrative departments; to optimize their contribution to their `customers' (the rest

of the organization in general, and those parts of it which deal directly with them inparticular). In all of this, the lessons of the non-profit organizations, in dealing with

their clients, offer a very useful parallel.


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F) Channel motivation

It is difficult enough to motivate direct employees to provide the necessary sales and

service support. Motivating the owners and employees of the independent

organizations in a distribution chain requires even greater effort. There are many

devices for achieving such motivation. Perhaps the most usual is `incentive': the

supplier offers a better margin, to tempt the owners in the channel to push the product

rather than its competitors; or a competition is offered to the distributors' sales

personnel, so that they are tempted to push the product. Dent defines this incentive as

a Channel Value Proposition or business case, with which the supplier sells the

channel member on the commercial merits of doing business together. He describes

this as selling business models not products.

G) Monitoring and managing channels

In much the same way that the organization's own sales and distribution activities

need to be monitored and managed, so will those of the distribution chain.

In practice, many organizations use a mix of different channels; in particular, they

may complement a direct sales force, calling on the larger accounts, with agents,

covering the smaller customers and prospects.


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ResearchMethodology


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4.1Problem Identification

A) Concept of problem:

The first step in research is formulating a research problem. It is most important stage

in applied research as poorly defined problems will not yield useful results. It is

rightly said that a problem is the half-solved.

It is difficult to lay down any concise prescription for recognizing problem. A person

with an inquisive nature and the necessary background would recognize a problem or

an opportunity in less time than another who lacks these qualities. Once the researcher

has identified two or more than two problems or opportunity, the next question he

should be concerned with iswhich of the problem is to be selected?

A research problem, in general, refers to some difficulty which a researcher

experiences in the context of either a theoretical or practical situation and wants to

obtain a solution for the same.

We can, state the components of the research problem as under:

We can, state the components of the research problem as under:

Some retailer apchem herble product of are not satisfied.

Some retailer believe that price of companys product is very high.

Some retailer believe that delivery period of product is very long.


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B) Scope of study:

For the study we are going to approach marketing, sales department & retail medical

stores etc.

I have selected the subject entitle Effectiveness of distribution channel (wholesaler to

retailer to customer) of Apchem Herbals Pharmaceuticals Pvt. Ltd. And my scope is

limited only to the Surat city and has not considered the entire Surat city due to the

time limitation of two months. For the study we are going to approach marketing,

sales department & retail medical stores etc.

C) Objective of study

I have selected the particular topic Effectiveness of distribution channel of Apchem

Herbals Company in order to study the satisfaction of retail medical stores towards

efficiency of distribution channel.

On the basis of this study the Apchem Herbals company comes to know about the

fulfillment of retail medical stores towards distribution channel and can also know

which type of facilities expect from them and what retail stores feel about Apchem

Herbals company.

Objectives:-

To know the timely availability of the products of company.

To know the unnecessary transportation cost.

To know the satisfaction by the channel of distribution.


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D) Significance of study:-

To control on unnecessary cost in transportation.

To improve transport facilities.

To provide products on timely.

4.2 Research Methodology

A) Meaning of Research:-

Research in common parlance refers to a search for knowledge. One can also define

research as a scientific and systematic search for pertinent information on a specific

topic. In fact, research is an art of scientific investigation. The advanced learners

dictionary of Current English lays down thy meaning of the research as:

A careful investigation or inquiry especially through search for new facts in any

branch of knowledge

Redman and Mory define the research as A systematized effort to gain new

knowledge

Research comprises defining and redefining problems, formulating hypothesis orsuggested solutions; collecting, organizing, evaluating date; making deductions and

researching conclusions.


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B) MarketingResearch:-

Marketing Research is the function which links the consumer, customer and the

public to the marketer through informationinformation used to identify and define

the marketing opportunities and problems; generate, refine and evaluate marketing

actions; monitor marketing performance; and improve understanding of market as a

process.

Marketing research specifies the information required to address these issues; designs

the method for collecting information; manages and implements the data

collection process; analyses the results; and communicates the findings and their

implications. My marketing Research is on Brand awareness.

However, there are also some limitations of marketing research like it is not exact

science and is too faulty and superficial in industry.

C) The Research Process

The Marketing research process involves a number of interrelated activities which

dont rigidly follow a particular sequence. Followings are the various steps in the

research methodology process:

[1] Formulating the research problem.

[2] Choice of research design.

[3] Determining sources of data.

[4] Designing data collection forms.

[5] Determining sampling design and sampling size.


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[6] Organizing and conducting the field survey.

[7] Processing and analyzing the collected data.

[8] Preparing the research report.

D) Research Design:-

Research design is the plan, structure and strategy of investigation conceived so as to

obtain answers to research questions and to control variance.

The definition consists of three important termsplan, structure and strategy. The

plan is an outline of the research but structure of the research is a more specific

outline and the strategy shows how the research will be carried out.

E) Types of Research Design:-

[1] Exploratory Research:-

In the case of exploratory research, the focus is on the discovery of ideas. In a

business where sales have been declining for the past few months, the management

may conduct exploratory research to find the most likely cause. An exploratory study

is generally based on the secondary data that are readily available since the objectiveof the research is to generate new ideas, respondents should be given sufficient

freedom to express themselves.

[2] Descriptive studies:-

Descriptive studies are undertaken in many circumstances. When the researcher is

interested in knowing the characteristics of certain groups such as age, sex, occupation

then a descriptive study may be necessary in other use, when researcher is interested


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in knowing the proportion of the people in a given population who have behaved in a

particular manner. The descriptive studies are factual and very simple. It is also well

structured. Descriptive studies can be divided into two categoriescross sectional and

longitudinal. Cross sectional study is concerned with a sample of elements i.e. field

studies and surveys while longitudinal studies are based on panel data and panel

methods which is a sample of respondents who are reinterviewed from time to time.

[3]Causal Designs:-

A causal design investigates the cause and effect relationship between two or more

variables. The design of causal research is based on reasoning along well tested lines.

The method of agreement and the method of differences are use in causal research

formulated by john mill.

F) Types of Data Collection:-There are mainly two types of data collection method:

[1] Primary data:-

Data which are collected at first hand is primary data for collecting primary data,

There are four methods i.e. observation method, laboratory experiment method, field

experiment method and survey method. From that I select survey method. For survey,Questionnaire is necessary which consists the various questions relating with the

research. The questionnaire should be designed well so the study become easy.

Questionnaire survey can be done through personal interview, telephonic interview

and mail questionnaire method.

[2] Secondary data:-


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Any data which have been gathered earlier for some other purpose are secondary data

in the hands of the data in the hands of the marketing researcher. Thus, primary data

collected by one person may become the secondary data for another. Secondary data

saves the time, cost and resources of the researcher. But secondary data should not be

outdated. The sources of the secondary data are accounting records, sales force

reports, internal experts, other responds of company and government publications,

nonegovernment and organizations publications etc.

G) Sampling Plan & Method:-

1) Sampling unit:-

The target population is every one in the population has equal chance of sampling.

The survey was conducted Surat city in varachha, katargam and punagam.

2) Sampling Method:-

It indicates how the sample units are selected. Here I have selected retail medical

stores to know effectiveness of distribution channel and I have to do survey on the

retail medical stores By Using simple random sampling method . I have select the

Retail stores randomly.

3) Sampling size:-

250 samples.

H) Types of Sampling:-

Non-Probability Sampling


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Data Analysis


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1) Do you sale Apchem Herbals product?

Table No.: 1

No. of Retailer selling Product

Above chart indicates that majority of respondents are selling Apchem Herbalsproducts i.e 226 and 24 respondents out 250 are not selling Apchem Herbals products.

Answers Yes No Total

Respondent 226 24 250


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2) Please rate the following features of Apchem herbal product?

(Rating from 1 to 5, where 1 is Strongly Dissatisfied and 5 is Strongly satisfied)

No. Parameter APCHEM HERBALPRODUCT

1 2 3 4 51 Price 08 14 30 62 1122 Quality 12 19 37 60 983 Availability of

H.P

06 12 30 71 107

4 Credit facility 2 06 19 53 1465 Delivery time 12 16 26 49 123

WEIGHT AVERAGE METHOD

Price:-


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WAM =

= (1*08) + (2*14) + (3*30) + (4*62) +(5*112)

226

934

226

WAM = 4.13

INTERPRITATION:-

The above table & diagram shows that 50% respondents opinion about price of

Apchem product are very good,27% opinion are good,13% opinion are Average,06%

opinion are poor, and 04%respondants opinion are very poor.

Quality:

Fi FiXi

1 08 08

2 14 28

3 30 904 62 248

5 112 560

Total Fi=226 FiXi=934

Fi FiXi

1 12 12

2 19 38

3 37 111

4 60 240

5 98 490



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WAM =

= (1*12) + (2*19) + (3*37) + (4*60) + (5*98)

226

891

226

WAM = 3.94

INTERPRITATION:-

The above table & diagram shows that 43% respondents opinion about Quality of

Apchem product are very good,27% opinion are good,16% opinion are Average,09%

opinion are poor, and 05%respondants opinion are very poor.

Availability of H.P:

Fi FiXi

1 06 06

2 12 24

3 30 60

4 71 284

5 107 535



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WAM =

= (1*06) + (2*12) + (3*30) + (4*71) + (5*107)

226

909

226

WAM = 4.02

INTERPRITATION:-

The above table & diagram shows that 47% respondents opinion about Availability

of Apchem product are very good,32% opinion are good,13% opinion are

Average,05% opinion are poor, and 03%respondants opinion are very poor.

Credit facility:Fi FiXi

1 02 02

2 06 12

3 19 57

4 53 212

5 146 730



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WAM =

= (1*02) + (2*06) + (3*19) + (4*53) + (5*146)

226

1013

226

WAM = 4.48

INTERPRITATION:-

The above table & diagram shows that 65% respondents opinion about credit Facility



Delivery time:Fi FiXi

1 12 12

2 16 32

3 26 78

4 49 196

5 123 615



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WAM =

= (1*12) + (2*16) + (3*26) + (4*49) + (5*123)

226

933

226

WAM = 4.13

INTERPRITATION:-

The above table & diagram shows that 54% respondents opinion about Delivery time



3] Through which source do you order Apchem Herbals product?


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Table no.2

Source of Order Product

INTERPRITATION:-

Above chart shows that 210 respondents out of 226 order the product through sales

men.

Answers Through

salesmen

Direct from

wholesaler

Total



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4] When retailers order for Apchem Herbals products?

Table no.3

Reason for Ordering Product

INTERPRITATION:-

Above chart indicates that majority of retailer order Apchem Herbals products

i.e.62.83 % when its stock is limited in retail shop and least of retailers order ApchemHerbals products i.e. 2.65%when its demand is more.

Reasons for demand RespondentDemand is more 6

Limited stock 142

In promotion facilities 42

Shortage will market 36

Total 226


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5) Rate the following product will be affect in compare to another.

(Rating from 4 to 1, where 4 is Excellent and 1 is Poor)

No. PRODUCT IMPACT4 3 2 1

1 Hemal Syr 95 79 32 20

2 Cold-plus Syr 91 76 40 19

3 Victopol Syr 10

2

84 26 14

4 Sudin-plus Syr 10

9

69 31 17

5 Monkol-D 11

8

73 22 13


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Hemal Syr:

WAM =

= (1*20) + (2*32) + (3*79) +

(4*95)

226

701 226

INTERPRITATION:-

The above table & diagram shows that 42% respondents opinion about Hemal Syr of

Apchem product are Exellent,35% opinion are good,14% opinion are Average,09%

opinion are poor.

Fi FiXi

1 20 20

2 32 64

3 79 237

4 95 380



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Cold-plus Syr :

WAM =

= (1*19) + (2*40) + (3*76) +

(4*91)

226

691 226

WAM = 3.10

INTERPRITATION:-

The above table & diagram shows that 40% respondents opinion about Cold-plus Syr

of Apchem product are Exellent,34% opinion are good,18% opinion are Average,

08% opinion are poor

Fi FiXi

1 19 19

2 40 80

3 76 228

4 91 364



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Victopol Syr :

WAM =

= (1*14) + (2*26) + (3*84) +

(4*102)

226

726

226

WAM = 3.21

INTERPRITATION:-

Fi FiXi

1 14 14

2 26 52

3 84 252

4 102 408



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The above table & diagram shows that 45% respondents opinion about Victopol Syr


06% opinion are poor.

Sudin-plus Syr :

WAM =

= (1*17) + (2*31) + (3*69) +

(4*109)

226

722

226

WAM = 3.19

INTERPRITATION:-

Fi FiXi

1 17 17

2 31 62

3 69 207

4 109 436



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The above table & diagram shows that 48% respondents opinion about Sudin-plus Syr


07% opinion are poor.

Monkol-D Syr :

WAM =

= (1*13) + (2*22) + (3*73) +

(4*118)

226

748

226

WAM = 3.30

INTERPRITATION:-

Fi FiXi

1 13 13

2 22 44

3 73 219

4 118 472



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The above table & diagram shows that 52% respondents opinion about Monkol-D Syr


06% opinion are poor

6] How many times retailers order for Apchem Herbals products in a

Month?

Product order in a month

Answer Respondent

2 times 92

4 times 116

5 times 18

Daily 0

Total 226


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INTERPRITATION:-

Above chart shows that 208 respondents out of 226 think that Apchem HerbalsCompany delivered the goods timely& cheapest for them.

7] Which way of getting order delivery is cheapest for you ?

Table No.7

Answers Delivered byApchem Herbals

Self service Total


Cheapest way of Getting Order


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INTERPRITATION:-

Above chart shows that 208 respondents out of 226 think that Apchem Herbals

Company delivered the goods timely& cheapest for them.


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8]Retailers get the delivery of goods timely or not?

Table No.7

Timely Delivery of product

INTERPRITATION:-

Above chart shows that Apchem Herbals Company provides products timely. 198

respondents out of 226 think that Apchem Herbals Company delivered the goods

timely.

Retailers Yes No Total



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9]When retailers get Apchem Herbals products?

Table No.9

After how many day product is received

INTERPRITATION:-

Above chart indicates that 136 respondents out of 226 get Apchem Herbals productsafter 1 day, 59 respondents get on ordered day and 31 respondents get ApchemHerbals products after 2 days.

Answer Respondents

On ordered day 59

After 1 day 136

After 2 days 31

Total 226


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10] Retailers can provide the Apchem Herbals products timely to

consumer or not?

Table No.10

Product received timely or not

INTERPRITATION:-

The 189 respondents out of 226 can provide Apchem Herbals products timely to their

consumers.




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11] Retailers are satisfied with this distribution channel of Apchem

Herbals Company or not?

Table No.11

Satisfaction of retailer

INTERPRITATION:-

This chart shows that 218 respondents out of 226 are satisfied with this distribution

channel of Apchem Herbals Company.

12) Why are you not sales in Apchem herbal product?




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(Rating from 1 to 5, where 1 is Strongly Dissatisfied and 5 is Strongly

satisfied)

No. Parameter APCHEM HERBAL

PRODUCT1 2 3 4 5

1 Price 17 4 3 - -2 Quality 15 5 4 - -

3 Availability of

H.P

19 3 2 - -

4 Credit facility 18 4 2 - -

5 Delivery time 16 5 3 - -


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FINDINGS


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Findings

Majority of respondents are selling Apchem Herbals products i.e 226 and 24

respondents out 250 are not selling Apchem Herbals products.

210 respondents out of 226 order the product through sales men.

Retailer order Apchem Herbals products i.e.62.83 % when its stock is limited in

retail shop and least of retailers order Apchem Herbals products i.e. 2.65%when

its demand is more.

majority of respondent i.e 116 order Apchem Herbals products 4 times in a

months and no one order Apchem Herbals products daily.

Product delivered by Apchem Herbals by its own transportation facilities are

not costlier for 208 respondent out of 226.

208 respondents out of 226 think that Apchem Herbals Company delivered the

goods timely& cheapest for them.

Apchem Herbals Company provides products timely. 198 respondents out of

226 think that Apchem Herbals Company delivered the goods timely.

136 respondents out of 226 get Apchem Herbals products after 1 day, 59

respondents get on ordered day and 31 respondents get Apchem Herbals

products after 2 days.

The 189 respondents out of 226 can provide Apchem Herbals products timely

to their consumers.

218 respondents out of 226 are satisfied with this distribution channel of

Apchem Herbals Company.

222 respondents out of 226 are satisfied with credit facilities and 4 respondents

are not satisfied.


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Suggestion


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Reference

Material


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Bibliography

Books -

1. Marketing Management by Philip Kotler

2. Advance Marketing By L.M.Prasad

Web Sites -

1.www.google.com


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Appendices

QUESTIONNAIRE

NAME: _____________________________________________

AREA: ________________

Education: __________________

AGE: _________________

Gender: ___________________

PHONE NO.:___________________________

NAME OF MEDICAL:______________________________________

1) Do you sale Apchem Herbals product?[ ] Yes [ ] No

2) Through which source do you order Apchem Herbals product ?[ ] Through salesmen

[ ] Direct from wholesaler.

3) When do you order for Apchem Herbals products ?[ ] If demand of product is more .

[ ] If stock of product is Limited in the store.

[ ] When company provide promotion facility.

[ ] When shortage of product occur in Market.

4) How many times do you order for Apchem Herbals product in a month?[ ] 2 Times [ ] 3 Times

[ ] 4 Times [ ] Daily

5) Do you think that product delivered by Apchem Herbals by its own transportationfacilities are costlier for you ?

[ ] Yes [ ] No

6) Which way of getting order delivery is cheapest for you ?[ ] Delivered by Apchem Herbals

[ ] Self service7) If product delivered by Apchem Herbals,do you get delivery of product timely ?


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[ ] Yes [ ] No

8) When do you get product ?[ ] On Ordered Day.

[ ] After 1 day Of Order.

[ ] After 2day Of Order.

9) Can you provide the product of Apchem Herbals timely to customer ?[ ] Yes [ ] No

10)Are you satisfied with this distribution channel of Apchem Herbals ?[ ] Yes [ ] No

If yes, then through which facility you are satisfied ?

____________________________________________________

If no, then through which facility you are not satisfied ?

____________________________________________________

11)Are you getting credit facility from Apchem Herbals ?[ ] Yes [ ] No

12)If yes,are you satisfied with the credit facility given by Apchem Herbals ?[ ] Yes [ ] No

13)According to you what should be improved by Apchem Herbals in their distribution

channel ?____________________________________________________

14)Any suggestion for Apchem Herbals __________________________________________________

___________________________________________________

Thank You

Date post:	06-Apr-2018
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Apchem Herbals by Tushar

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