Dealer Behaviour

7/28/2019 Dealer Behaviour

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BRUSHMAN

PRESENTED BY:


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INTRODUCTION

The purpose of this paper is to examine the impact of an

unanticipated event (insider trading) on the dealer

behaviour and market quality.

Our main tests centre on the reaction of dealers to

unanticipated information events through their inventory

control, and how they incorporate that information into

their quote setting behaviour.


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The notion that dealers actively adjust their inventory

control strategies to avoid higher inventory risks can be

developed further by examining their activities in the

inter-dealer market.

Inter-dealer trading is an important aspect of the LSE

(representing about one-quarter of total turnover)

however, relatively little is known about why dealersparticipate in this market.


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DESIGN OF THE STUDY

The study is undertaken to know the dealer expectations

while selling a product and to understand how the

company is different in marketing its product.

It is vital for any organization in todays competitive

environment to understand the perception of their

dealers by which the company can make the necessary

changes according to the dealers expectation and

customers requirements


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Objective of the Study:

To find out the dealers attitude while pushing a product.

To know the dealers expectation while taking a dealership ofa particular brand

To know the dealers opinion about the price of BrushmanIndia in general.

To know the dealer perception towards Brushman (India)Ltd. in Punjab.

To know the position of Brushman (India) Ltd. against other

leading Brushman India competitors. To list out the factors that influences the dealers while taking

dealership.

To give proper idea for improving the marketing of BrushmanIndia.

To evaluate behavior of dealers while pushing a particularproduct.


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RESEARCH METHODOLOGY

Type of research: Descriptive researchby survey method

Sampling Method: Non probability (Convenient).

Sample Unit:

Brushman India Dealers

Sample size: 100 dealers.


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Limitations of the study

The study was limited compared to the totalpopulation of Punjab cities.

The study was conducted with the basic assumptionthat the information given

by the respondent is factual and represents theirtrue feeling.

The major limitation was data availability. Thecompany did not disclose some of the data

The study was limited to small number of samplesize i.e. 100 units.

The time to complete the study was also one of themajor limitations.


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INDIAN COSMETIC

INDUSTRY

Indian cosmetic market is not only expanding, but also

becoming more sophisticated and complex due to the

influence of western culture on population.

Media has played a very crucial role in the industrys

growth by presenting cosmetic products as an

unavoidable need through all existing means of

communication.


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Indian Cosmetic Sector Analysis (2009-2012) focuses

on the growing marketplace for cosmetics industry at the

domestic level and analyzes the current market trends

along with the future growth prospects of the industry.

It contains detail consumer behavior analysis and future

market potential of various segments, thereby, helping

clients in identifying factors critical to their successful

market penetration.


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PROFILE OF THE

ORGANISATION

Brushman (India) Limited, one of the leading

manufacturers of paintbrushes, is the only listed

company in the country in its category.

The company prides itself for being the manufacturer of

the largest variety of branded paintbrushes in India.

The company has the most sound distribution network,unmatched by any other product in the category


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"INTERNATIONAL DIAMOND STAR OF QUALITY" in

1996, followed by the "EXCELLENCE AWARD"

conferred by the Institute of Economic Studies (India) for

maintaining the highest quality standards.

The company diversified its operations in 1996 and

entered into a distribution agreement with Denman

International Ltd., U.K., for distributing the Denmanrange of hair care products in India, Sri Lanka and

Nepal.


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CORPORATE VISION

To Become The Largest, Most Respected And Widely

Recognized Distribution House In India catering to the

professional and retail market for hiarcare, beauty,

cosmetic & Lifestyle Products

To retain the Leadership status in the Paint Brush

industry in India and set a quality benchmark for the

industry.


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CORPORATE PRIORITIES

To develop a High-Performing, Diverse Organization.

To have all structures in place to ensure that the

Organization is System driven.

To continuously improve our product quality and product

offerings as defined by the consumer.

To expand and further strengthen our distribution network.


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PRODUCTS


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ANALYSIS OF

DATA


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The respondents experience in

this field

Sl. No. Years No of Respondents Percentage

1 0-10 45 45

2 11-20 50 50

3 21-30 03 03

4 Above 30 years 02 02

eason or ar ng osme c


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eason or ar ng osme cShop

Sl. No. Reason No of Respondents Percentage

1 High profit 45 26

2 Family business 30 17

3 High demand 80 46

4 Others 20 11

1

26%

2

17%

3

46%

4

11%


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Dealers Opinion about Price of

Brushman India

Sl. No. Opinion No of Respondents Percentage

1 Low 01 01

2 Average 84 84

3 High 14 14

4 Very High 01 01

1

84

14

10

10

20

3040

50

60

70

80

90

1 2 3 4

Opinion

Resp

ondents


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Dealers Expectation

Sl. No. Expectation No of Respondents Percentage

1 Good Margin 100 36

2 High Demand 60 21

3 Good Supply 90 32

4 Long credit period 05 02

5 Quality 25 09


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Reason for Pushing a Particular

Brand

Sl. No. Reason No of Respondents Percentage

1 High Commission 95 33

2 High Demand 11 04

3 Engineers Preference 09 03

4 Availability 85 29

5 Quality 90 31

1

33%

2

4%3

3%4

29%

5

31%


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Period of Dealership

Sl. No. Years No of respondents Percentage

1 0-10 65 65

2 11-20 30 30

3 Above20 05 05

1

65%

2

30%

3

5%


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Difficulties they Face From the

Company

Sl. No. Difficulties No Of Respondents Percentage

1 Representation 50 55

2 Delay In Supply 20 22

3 High Cost 05 06

4 Difference In Quality 10 11

5 Other 05 06

50

20

5

10

5

0

10

20

30

40

50

60

1 2 3 4 5

Difficulties

Respond

ents


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Rating of Brushman (India) Ltd.

Parameter

Particulars

Good Average Poor

Creativity 55 25 20

Customization 85 15 0

Timely Delivery 90 10 0

Payment Terms 95 05 0After sales service 65 25 10

55

8590

95

65

25

1510

5

2520

0 0 0

10

0

10

20

30

40

5060

70

80

90

10 0

1 2 3 4 5

Particulars

Paramet

ers

Good Average poor


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Quality of Brushman (India) Ltd.

Sl. No. Quality No of respondents Percentage

1 Poor 15 15

2 Average 50 50

3 Good 25 25

4 Excellent 05 05

1

16%

2

53%

3

26%

4

5%

ua y o eren rus man


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ua y o eren rus manIndia

Parameter

Brushman India

Good Average Poor

Femine Plus 65 35 0

Silvies 55 40 05

Harri Hyper 35 60 05

Empire Store 30 60 10

Grace 70 30 00

65

55

3530

70

3540

60 60

30

05 5

10

00

10

20

30

40

50

60

70

80

Asian Paints Good lass

Nerolac

Berger Paints Surfa Coats ICI Paints

Paint

Parameter

Good Average Poor


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Brushman (India) Ltd. Sales Percentage

from the Total Turnover of the Shop

Sl. No. Percentage No of respondents

1 0-05 05

2 06-10 05

3 11-15 10

4 16-20 20

5 Above21 60

T t l T O f th Sh


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Total Turn Over of the Shop

Sl. No. Rupees (lakhes) No of respondents Percentage

1 01-20 03 03

2 21-40 07 07

3 41-60 10 10

4 61-80 50 50

5 81-100 10 10

6 Above 100 20 20

37

10

50

10

20

0

10

20

30

40

50

60

1 2 3 4 5 6

Rs

Respondents

Comparison of Total Turnover and


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Comparison of Total Turnover and

Brushman (India) Ltd. Share of Sales

Brushman

(India) Ltd. share

Rupees (lakhes)

0 - 5 6 - 10 11 - 15 16 - 20 Above21

1-20 0 0 0 0 0

21-40 0 0 0 0 0

41-60 0 0 0 06 20

61-80 01 05 02 10 26

81-100 0 0 0 0 10Above 100 04 0 08 04 04

0 0 01

0

4

0 0

5

0 00 0 0

2

0

8

0 0

6

10

0

4

0 0

20

26

10

4

00

5

10

15

20

25

30

1 2 3 4 5 6

Rs

Surfacoa

ts

share

0-5% 6-10% 11-15% 16-20% >20%

eason or e ng ar cu ar


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eason or e ng ar cu ar Brand

Sl. No. Reason No of respondents Percentage

1 Availability 10 10

2 High Profit 15 15

3 High Demand 40 40

4 Good Margin 25 25

5 Quality 10 10

1

10%2

15%

3

40%

4

25%

5

10%


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Reason for Recommending a

Particular Brand

Sl. No. Reason No of respondents Percentage

1 Quality 15 15

2 Profitability 20 20

3 Supply 15 15

4 Good Margin 35 35

5 Service 15 15

115%

220%

315%

435%

515%


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SUGGESTIONS

Brushman (India) Ltd. (Chandigarh) Limited should organizethe dealers and motivate them to increase the number ofretailers.

The company should make tie up with some organization to

see that Brushman (India) Ltd. is used in Brushman Indiaingtheir advertisements like billboards.

The company has to practice more transparency in itsadministration for example through website.

Brushman India should take measures to decrease the pricewith same quality.

Brushman (India) Ltd. should take steps to increase the

quality of the product with out increasing the price

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Dealer Behaviour

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