TABLE OF CONTENTS

Chapter No.

II

III
IV

Particulars
LIST OF TABLES
LIST OF FIGURES
ABSTRACT
INTRODUCTION OF THE STUDY
1.1. Statement of the problem
1.2. Review of literature
1.3. Industry profile
1.4. Company profile
MAIN THEME OF THE STUDY
2.1. Objective of the study
2.2. Scope of the study
2.3. Research methodology
2.4. Limitations of the study
DATA ANALYSIS AND INTERPRETATION
FINDING, SUGGESTION, CONCLUSION
4.1. Findings
4.2. Suggestion
4.3. Conclusion
BIBLIOGRAPHY
APPENDIX

Page No.

1
2
3
4
6
17
18
19
21
22
57
60
61
62
63

LIST OF TABLES
Table No.
3.1
3.2
3.3
3.4

Title
Way of purchasing
Mode of purchasing
Reason for prefer this brand
The satisfaction level of quality, price, cost of

Page No.
23
25
28
31

3.5
3.6
3.7
3.8
3.9
3.10
3.11
3.12
3.13

transaction
The satisfaction level of printability
Perception on experience in a positive manner
Perception on experience in a negative manner
Availability of exchanging facility
Perception on exchanging facility
Perception on packing
Perception on transportation facility
Relationship with TNPL based on gender
Possibility to make complaint at the time of

35
37
39
41
43
45
47
49
51

3.14
3.15

problem
Channels for conveying message
Suggestion for increasing sales

53
55

LIST OF FIGURES
Figure No.
3.16
3.17
3.18
3.19

Title
Way of purchasing
Mode of purchasing
Reason for prefer this brand
The satisfaction level of quality, price, cost of

Page No.
24
32
33
34

3.20
3.21
3.22
3.23
3.24
3.25
3.26
3.27
3.28

transaction
The satisfaction level of printability
Perception on experience in a positive manner
Perception on experience in a negative manner
Availability of exchanging facility
Perception on exchanging facility
Perception on packing
Perception on transportation facility
Relationship with TNPL based on gender
Possibility to make complaint at the time of

36
38
40
42
44
46
48
52
54

3.29
3.30

problem
Channels for conveying message
Suggestion for increasing sales

56

ABSTRACT
The

main

objective

of

this

study

is

to

evaluate

RETAILERS

PERCEPTION ON DISPERSION FUNCTION ABOUT TNPL WRITING

PAPERS WITH SPECIAL REFERENCE TO KARUR TOWN perform
completely in marketing. Evaluating the effectiveness of dispersion function taken by
the company for their retailers. The present study is divided in to three chapters.
The first chapter covers the various aspects directly relating to the study is
holds the introduction and the profile to the company with the industry profile and its
product profile it also various function acted in company.
Chapter two of the study presents the main objectives of the study were to
find out the need and satisfaction level of retailers. The researcher collected the data :
using the convenience sampling technique. The researcher's research methodologies
are also stated in this chapter it also examines the exiting review of the literature.
Chapter three of the study presents the various analysis contacted by the
researcher to research the conclusion. The various tools used to the analysis the by
the research are chi-square test, ANOV A, simple percentage method.
Chapter four of the study presents finding and the suggestions presented by
the researcher is stated in this chapter three of this study. And it contains conclusion
of the study, bibliography of the study and also appendix.

CHAPTER-l
INTRODUCTION ABOUT THE STUDY
Retailer is sellers, who purchase a small quantity of products from various
wholesaler and indenters. The quantity of products depends upon previous sales, size
of people in particular area, and their needs. Dispersion function: The final goods or
products are distributed to the consumer. In dispersion function, the retailer has a
direct relationship. The dispersion function is a only way to promote the product.
Effective dispersion leads to effective marketing.
Retailing is the business activities involved in selling goods and services to
consumers for their personal, family or household use. It includes every sale to the
final retailer. Retailing is the last stage in the physical movement and transfer of
ownership of goods and services from producer to consumer
Retailer orientation
Coordinate effort

Retailing concept

Value driven
Goal orientation
Dispersion function has following process:
1.

Selling of product

2.

Transportation facility

3.

Grading and standardization

4.

Risk bearing

Retailing strategy

1.1 STATEMENT OF THE PROBLEM:

The present study related to the retailer satisfaction on writing paper. This
study mainly focusing on retailer satisfaction factor to select this writing paper . It
also emphasize on retailer awareness about the company service. Further it also
discusses the retailer satisfaction level towards the company. it also discussing
respondents opinion and expectation about the service.

1.2 REVIEW OF LITERATURE:

Following are the personalities who shared their views on retailer perception,

Sunjay dutta, john carroll university

Dipayan biswas, bentley college

Abhijitbiswas, wayne state university

Chris pullig, baylor university

Price matching guarantees (PMG) are tools where retailers explicitly or

implicitly claim to offer the lowest market price and promise to match or beat lower
market prices located by buyers. Prior to a purchase, matching or beating of lower
prices is achieved by suitably lower prices by the PMG offering seller and following
a purchase, matching or beating is achieved by issuing a refund to consumers.
Past research on PMG has generally indicated favorable effects of such
guarantees on consumer pre purchase perception and behavioral intentions. The level
of price will decide the purchasing intention of consumer.
The purpose of price matching guarantee is to inform consumers that an offer
price is close to or equal to lowest market price and to compensate consumers
monetarily should that information turnout to be inaccurate.
The past research indicates that consumer perception of market price
dispersion likely differs from an existing dispersion (Grewal and Marmorstein 1994;
Urbancy and Dickson 1991) and that usually consumers are not quite confident of
their estimates of market price and consequently, consumer price estimates are
susceptible to external cues. Hence, exposure to PMG may lead consumers to that
consumer lowest.
AUTHORS: MD.HUSSIAN KABIR AND THERESE CARLSSON.
They describe the gap between expectation and perception will helps to
determine the retailer point of view and also which helps to identify the lack of
satisfaction

1.3 INDUSTRIAL PROFILE

History of paper industry:
In the modem age, paper has occupied significant place in the affair of men.
The hunger of knowledge do acquired in order to pass it on the future generation has
been a problem for our ancestors. Our accent stages handed down their knowledge
by word of mouth from generation to generation. For this purpose, man has also been
using a number of articles such as carryings on animal skins, rocks, metal sheet and
leaves. After that palm leaves were used for communicating process. Then metal
sheets were made. Communication used to be done through them by inscribing with
sharp instruments. In olden days the kings are used silken cloth to write important
documented, nut all these modem preservation of knowledge were not satisfactory.
Hence, research for a better convent substitute articles was continuous.
Origin of paper:
Paper owes its origin 'to papyrus which grew in abundance in the delta of
Egypt. After processing the leaves it was used as a writing material. This method was
followed by ancient Egyptians.
The art of paper marketing:
During the first century A.D. the handmade paper was made by Chinese. Who
thus contributed one of the most important discovering to world progress. They used
rugs it was not until the end of the is" century that paper was made in machines in a
continue of sheets with the advanced of machines made paper handmade paper
industry has steadily lose importance and the art has gradually field out.
First paper mill in the world:
The establishment first paper mill was took place in china when paper was
made in those place in 793 AD. After 40 years one paper mill was established on
Hainault in France. Then the paper making entered England via Switzerland and
Netherlands. In 1800 a block was published that book described some partial
methods for many acuter paper from wood pulp and vegetable pulp.

Paper industry in India:

In the paper industry was started as early in 1832. The production of machine
made paper in India dates back to the year 1870. When the first paper mill named
bally mills was started on the bank of Hooghly. Principal seat of the industry still
exists. This mill started with an output over 5000 tones per consumes, therefore a
number of news paper and board mills were a started by an number of companies
such as.
Upper India couper paper mills ltd., (1987), Lucknow, titaghur paper mills
(1889). Titaghur, Deccan paper mills (1887), Poona, Bengal paper mills (1889),
Ranigeny and Indian paper pulp co.ltd, Naihaafi came to steam.
The Indian paper industry struggled hard for its' survival on account of
containment of imports of wood pulp during 1914-1918. Therefore, from 1925 the
government of India granted various types of protection to the industry by way of
introducing import duty on several grades of imported papers and wood pulp, which
continued till 1947.
During the world war2, the number of paper mill increased to 15 and the
annual production reached a figure of 104000 tones, despite new materials have to be
met largely from indigenous sources. By this time verities, of paper like toilet paper,
drawing paper, packing paper, craft paper, mill board, corrugated boards, grey
boards, duplex and tripled and ticket boards also were being manufactured in the
country in order to meet the increasing demand from the foot wear, textile
pharmaceutical and other such industries.
With the partition in 1947, the country lost large forests of the finest bamboo,
which used to feed the industry, also good supply of rage etc., which came from east
Bengal.

1.4 COMPANY PROFILE

In 1979, the Company was incorporated on 16th April, with a capacity of

manufacture 50,000 tones of newsprint, and 40,000 tons of printing and writing
paper. It was promoted by the Government of Tamil Nadu for the manufacture of
Newsprint and Printing and Writing Papers using bagasse as the primary raw
material.
In 1993, the wind farm at DEV ARKULAM was commissioned on December
& that at PERUNGUDI in March. The Company undertook to double its existing
capacity.
In 1996, the Company diversified into non-conventional area of energy by
setting up a 15MW captive wind farm in NELLAI, KATTABOMMAN district in
Tamil Nadu.
In 1997, 50000000 No. of equity shares allotted to promoters i.e. Government
of Tamil Nadu. During November 1995, the Company issued 200, 00,000 No. of
equity shares of Rs 10 each at a prem. of Rs 100 per share through a prospectus. The

10

expansion project of TNPL was to double its capacity from 90,000tons per annum to
180000tons The ministry of commerce has proposed to impose anti-dumping duty on
newsprint ranging from Rs.I048 to Rs.6250 per tones for imports from USA, Canada
and Russia.
In 1998, the Company has signed an MOU with Quean Newsprint, Egypt for
providing technical assistance and support for erection and commissioning of a
Newsprint and Paper Mill in Egypt.
The company has also acquired ISO 9001 certification from RW TUV, a
German company through its Indian arm TUV PVT.LTD. Photocopier paper named
"TNPL COPIER" was developed to meet the requirement of the retailer with 75%
chemical bagasse pulp.
In 1999, TNPL is the first commercially successful bagasse based newsprint
plant in the world. Tamil Nadu Newsprint and Papers Ltd (TNPL) is on the verge of
finalizing a long-term agreement with the Coimbatore-based SAKTHI Sugars for the
supply of bagasse.
The Company has signed an MOU with QUENA Newsprint, Egypt for
providing technical assistance and support for erection and commissioning of a
Newsprint and Paper Mill. The Company has introduced a branded value added
product viz. TNPL Excel Maplitho and has improved the quality of TNPL copier and
other varieties of paper.
In

2007,

TamilNadu

Newsprint

&

Papers

Ltd

has

appointed

Thiru K. Phanindra Reddy, IAS and Thiru R. L. Narasimhan as Directors of our

Company with effect from 23.01.2007.Tamil Nadu Newsprint & Papers Ltd has
appointed Thiru M F Farooqucdi, IAS as Director-cum-part-time Chairman of the
Company with effect from November 22, 2007 in place of ThiruShaktikanta Das,
IAS and Tmt. Anita Praveen, IAS has been appointed as Director of the Company
with effect from December 06, 2007, in place of Thiru K Phanindra Reddy, IAS

11

Location:
TNPL is located at KAGITHAPURAM, KARUR,TAMILNADU state,
INDIA. It is in 3kms of national highway-7, it is located in connection of SALEM &
KARUR,
Approximate distance: 20kms from KARUR, 30kms from NAMAKKAL,
60kms from Erode. 90kms from SALEM 100 kms from THIRUCHIRAPALLI and
140kms from COIMBATORE.
Nearest Railway station: PUGALUR
Nearest Railway Junctions: KARUR, THIRUCHIRAPP ALLI, ERODE, SALEM.
Nearest Domestic Airports: THIRCHIRAPP ALLI, COIMBATOR.
Nearest International Airport: CHENNAI, BANGALORE.
RAW MATERIALS:
1.

Eucalyptus hybrid wood: 25%

2.

Bagasse: 75%

3.

Imported puip:5%
This contain pine wood, high strength and it is used in the special case like

strike, over demand, scarcity of raw materials. Other raw materials, Lecotine, Coal,
Raw lignite, common salt, sulphuric acid, hydrochloric acid, etc.

12

PRODUCT PROFILE:
TNPL products a wide portfolio of high quality surface sized and non-surface
sized papers which are best suited for high-tech printing machines. The papers come
in various GSMs for end-user applications.
Pigmented paper:
Surface sized product with light weight coating. Ideal for multi-color offset
printing.
Print vista:
A premium product with highest degree of uniformity and almost ze~o twosidedness, ideal for high-end printing segments like diaries, calendars, annual
reports, brochures, catalogues etc., and also for other multicolor, high resolutions,
high speed web and sheet fed offset printing.
Elegant printing:
Most preferred among printing units and diary. Calendar and text book
manufactures. Excellent surface finish and brightness
Super print maplitho:
Its smooth surface and excellent finish ensures unmatched print evenness. It
consumes lowest ink, while favoring high degree of run ability.
Hi-tech maplitho:
An economical paper offering a combination of high brightness .strength and
stiffness, with improved optical properties.
Radiant printing:
Non-surface sized paper offering good strength and brightness. Ideally suited
for commercial grade printing such as text books, note books, etc.

13

Ace marvel:
Ideal for different 'Thermal and carbonless coating', notebooks, dictionaries
and computer stationery.
Offset:
Ideal for high speed commercial offset printing and continuous stationery and
text books.
Cream wove:
It is a traditional product that portrays the TNP!:- stamp of quality. It IS Ideal
for examination paper, general writing, text books and continuous stationery.
TNPL- copier paper:
It is a widely acclaimed photocopy paper with improved bulk and optimized
fiber orientation. And it was known for a "jam- less duplex running" and "wrinkle
free copying". It has high dimensional stability and hence most sought after product.
Copy crown:
A super bright paper with high capacity and high preferred as a multi-purpose
paper. It Perform well on laser, inkjet, plain paper fax machines and digital copiers.
TNPL perfect copier:
A product that caters to a niche segment that requires copier paper in 85
GSM.
TNPL Eezeewrite:
Ready-to-use packaged writing paper which is marketed in academy and
double foolscap sizes.
TNPL Printer's choice:
Cut-size, high quality surface sized paper for publishing and printing. Comes
In commercial offset printing sizes

14

Eco-friendly Exercise notebooks:

To cater to the needs of the student community directly, TNPL markets
premium soft- bound note books. They come in attractive and trendy wrapper
designs, durable binding and high quality paper for smooth and hassle-free writing.
PRODUCTION CAPACITY:
Production machine 1 = 350 tones/ day
Production machine2 = 400 tones/ day
Production machine3 = 450 tones/ day
Total production / day=1200 tones/day
Nearly 400000 tones / annum
Average cost is rupees 60000 per tone
GSM (g/m2):
GSM denotes gram per meter square. This means the weight of paper, which
should contain only one centimeter breadth and length.
STANDARDISATION OF TNPL:

The capacity of TNPL paper is starts from 45GSM to 120GSM.

The standard GSM are: 47, 50,52,54,56,58,60,68,70,75,78,80,90, 100, 110,

120.

The standard GSM for copier and copy crown papers: 70, 75, 80, 85.

Reel order size:

Minimum 22cm
Maximum 190cm

Sheet order size:

Minimum 40*65 cm
Maximum 76*102 cm

15

RELATED DEPARTMENT, STORES AND PURCHASE -ACTIVITIES:

Stores:
Stores has four sections and they are,
1.

Receipts

2.

Raw materials

3.

Custody

4.

Disposal & Scrub

Receipt:
Before going for receipt preparation, the department will undergo the
following pre-actions:

Entry level inspection

Entry (documentation)

Inform the ordered department

Inspection conduct by departmental representative

If that is correct goods means, place in store otherwise, reject the goods.
First, they are split the boxes and segregate the goods based on the category.

Put tags on the segregated goods based on, PO number. Prepare receipts (Invoice)
based on, tag and PO number.
Custody:
In custody there are four actions, such as Acceptance, Deliver, Rejection,
Return to supplier. Under custody the racks used for storage are,
1.

HDR (heavy duty rack)

2.

LDR (light duty rack)

3.

MDR (medium duty rack)

Also stock ledger will be maintained by stores. In that they maintain details

of acceptors. The store will audit through internal and external. In internal audit, it
will act daily by company employees. In external audit, it will act once in year by
external persons may be in government.

16

Disposal and scrub:

The wastes are extracted from filters, solar and boilers. If its worth is more
than 20lakhs means, they use wide tender and wide advertisement otherwise less than
20lakhs means, they go for limited tender and advertisement. The tender acts in two
ways,

Commercial base

Price bid base

VISION OF THE COMPANY:

To be the Market Leader in the manufacture of eco-friendly world class
papers adopting innovative technologies.
MISSION OF THE COMPANY:

Attain leadership in paper industry.

Promote the usage of Bagasse in the m manufacturer of newsprint and

printing and writing paper

Minimize environmental impact and become an environment friendly

organization.

RESEARCH AND DEVELOPMENT & QUALITY CONTROL:

Sustained R&D efforts to support process for improvements in quality and

trouble shooting

Customized support to retailers and provide workable solutions for specific

problems

Right quality and quantity of raw materials usage ensured through structured
sampling and testing

Effective pollution abatement measures to meet all statutory and mandatory

Norms which also fetch Carbon Credit benefits

Set product norms/specifications to meet retailer requirements based on

national/international standards applicable

17

Appraise conformance by inspection and testing of periodic samples in one of

the best equipped laboratories in the country.

AWARDS & ACCOLADES:

Environmental Strategy of the Year Award
TNPL won the Environmental Strategy award for the year 2011 at the PPI
Annual Awards ceremony at Brussels.
Excellence in Corporate Governance
The Institute of Company Secretaries of India (ICSI), New Delhi has
conferred on TNPL, the "ICSI National Award of Excellence in Corporate
Governance" for the year 2004 in the Public Sector category. This is the first time
such a prestigious award in Corporate Governance has been given to a State Public
Sector Undertaking.
Best Paper Mill 2001-02 & 2007-08
TNPL has been given the prestigious award Paper Mill of the year 2001-2002
& 2007-08 for TNPL's overall performance, approaches for meeting social
obligations, ensuring global competitiveness, sustainable development & technology
options by the Indian Paper Manufacturers' Association, New Delhi.
Certificate of Excellence
TNPL bagged, the Certificate of Excellence in Productivity, Quality,
Innovation and Management from the "Institute of Economic Studies", New Delhi.
Safety Award
TNPL was awarded the commendation award on "CII Leadership &
Excellence in Safety, Healthy & Environment (SH&E) year 2002" during the month
of February 2003.
Best Corporate Citizen
Loyola Institute of Business Administration (LIBA) Chennai has adjudged
TNPL as the "Best Corporate Citizen 1999.

18

ORGANIZATION STRUCTURE MARKETING DEPARTMENT

Managing Director
Deputy Managing Director
General Manager Marketing
Deputy General Manager Marketing

Factory Marketing

Corporate Marketing

Production

Regional

planning

Export sales

with the indenters

Order

Credit control

and customers

consolidation

Order processing

Dispatch

Product

programming

Branch Offices

Product storage

Complaints

Export Shipment

Legal

Domestic

competitors
activities / pricing
details

Collection and
documentation for

shipment

Customer visits
feedback on

development

Co-ordination

branch sales

Complaints

handling

Completion of
sales tax formalities
and assessments

Receipts and
storage of stock
transfer goods

CHAPTER-2
2.1 OBJECTIVES:

19

To find out the factors influencing the retailers to go for TNPL paper in
Karur.

To find out the retailers satisfaction level towards various parameters.

To find out the marketing position between various paper companies and also
its various kinds of papers.

To gather feedback on effective services and responses of the company from

retailers.

20

2.2 SCOPE OF THE STUDY:

To find the product used by the retailers.

To find the experience of retailers

To find the satisfaction levels of retailers in TNPL product

To find the complaints regarding TNPL product

To find the expectations of retailers

21

2.3 RESEARCH METHODOLOGY

Methodology:
Methodology is an plant of action for a research. Project and it explains in
detail how data collected, analyzed and presented so that they will provided
meaningful information.
This section is to give background on the technical aspects of the study to
allow the leaders to appraise the quality of the information obtained.
Research design:
I have adopted descriptive research design. Descriptive design is the one that
simply describes something demographic characteristics of consumers who use the
product.
Sample design:
Sample design is a definite plan for operating sample from a population with
refers to the procedure of selecting the sampling
Data source: Primary data
Research instruments: Questionnaire
Research approach: Method of contact with retailers
Sample size:
The sample size continued to 80. The data collected in KARUR district.
Descriptive study:
A study which wants to portray the characteristics of a group of individuals or
situations is known as descriptive study. The main objective of the descriptive study
is to acquire knowledge to be maximum value. A descriptive study must collected
data for a define purpose.

22

Sampling method:
The sampling method collected for his study is convenience sampling. In this
method the sampling units are choose primarily in accordance to my convenience.
Data collection:
Primary and secondary data is collected for this study. The primary study is
collected from interview schedule. The secondary data is collected from the internet,
journals, company records.
Simple percentage method:
Percentage refers to special kinds of ratio. Percentage is used in making
comparison with two or more series of data. Since the percentage gives everything to
common base and allow meaningful comparison between two variables.
ANOVA:
ANOVA is a method which separates the variation ascribable to one set of
causes from the variation ascribable to other set. The total variation is split up into
the following two components:

Variation within the subgroups of samples

Variation between the subgroups of samples

One way Classification:

It refers to the fact that a single variable factor of interest is controlled and its
effect on the other elementary units is observed.
Chi-Square Test:
It is a useful measure of comparing experimentally obtained results with
those expected theoretically and based on the hypothesis.

23

2.4 LIMITATIONS OF THE STUDY:

Due to scarcity of the time and considering the resource available, the study
was limited to 80 respondents only

Many of the users are not well educated. So that the result may not be
accurate.

Time was a major constraint for the study.

Few of the people approached were not aware of the concept.

Lack of interest was shown by the respondents.

24

CHAPTER-III
DATA ANALYSIS AND INTERPRETATION
The analysis of the data is most skilled task in the research process. It calls
for the research own judgment and skill. Analysis means a critical examination of the
Assembled and grouped data the studying the characteristic of the object under study
and determining the patterns of the relationships among the variables relating to it.
Analysis has many steps like, categorizations, application of categories to the
Collection of data, tabulation, statistical analysis and casual inference.

25

WAY OF PURCHASING
TEXTURAL DESCRIPTION
Through this table can analyze retailer preference regarding way of
purchasing. Whether indenters, other retailers or directly from the company.
TABLE 3.1
Place of purchase
Intenters
Retailers
Directly form the company
Total

Number of respondents
53
19
8
80

Percentage
66.25
23.75
10
100

Source : Primary Data

Tools : Simple Percentage
INFERENCE
From the above table, it is inferred that out of 80 respondents, 66.25% of
respondents purchase through indenter, 23.75% of respondents purchase through
retailers and 10% of respondents purchase through company.

26

WAY OF PURCHASING
FIGURE 3.1

27

MODE OF PURCHASING
TEXTURAL DESCRIPTION
Through this table can analyze retailer preference regarding mode of payment
and reason for that selection
TABLE 3.2
Payment Reason
Avoid risk
Convenience
Make smooth

Cash Payment
15
18
11

Credit Payment
3
22
Nil

relation ship
Source : Primary Data
Tools : ANOVA Two way
I

II

III

15

18

22

11

______________
44

25

11

28

Advance Payment
4
5
2

K = 3 N = 8 r1 = 3

r2 = 2

r3 = 3

C.F. = G2/N
G = Yij

G2/N

SST

T1 + T2 + T3

44 + 25 + 11 = 80

(80^2)/8

800

Yij G2/N
(15^2)+(3^2)+(4^2)+(18^2)+(22^2)+(5^2)
+(11^2)+(2^2) 800

SSB

SSW

408

R1 = 3i=1 Ti2/ri G2N

((44^2)/3)+(25^2)/2)+((11^2)/3) 800

198.1667

SST SSB

408 198.1667

209.833

Source of

D.O.D.

Sum of squares

Mean of squares

F ratio

variations
Between

K1=2

SSB = 198.1667

MSB = 99.08

F=

payment

99.08/41.9667
= 2.3609

Within

NK=5

SSW = 209.8333

payment

29

MSW = 41.9667

Degree of freedom

(2, 5) @ 5% of levels of significance

Ftab

5.79

F < F tab
Accept H0 and reject H1.
INFERENCE
From the above table, it is inferred that out of 80 respondents, there is no
difference between the payments.

30

REASON FOR PREFER THIS BRAND

TEXTUAL DESCRIPTION :
Through this table can analyze reason for select this brand, particularly in two
aspects like male and female.
TABLE 3.3
Gender

Availability

Quality

Price

Immediate

Retailers
preference
17
7
59
21
80

Male
Female

15
4

21
4

6
6

response
0
0

15
4
19

21
4
25

6
6
16

0
0
0

17
7
24

E(15) =

14.01

E(21) =

18.43

E(6)

11.8

E(0)

E(17) =

5.16

E(4)

4.99

E(4)

6.56

E(6)

4.2

E(0)

E(7)

1.8

31

Qi

Ei

Oi Ei

(Oi Ei)^2

(Oi Ei)^2/(Ei)

15

14.01

0.99

0.98

0.06996

21

18.43

2.57

6.6

0.3584

11.8

-5.8

33.64

2.8508

17

5.16

11.84

140.18

27.1678

4.99

-0.99

0.98

0.1964

6.56

-2.56

6.55

0.9990

4.2

1.8

3.24

0.7714

1.84

5.16

26.62

14.47
46.88416

32

D.O.F. :

(c-1)(r-1) = (4*1) 1 = 3

5% of levels of significant

16.916

Accept H1 and reject Ho.

INFERENCE
From the above calculation, it is inferred that out of 80 respondents, so there
is difference between the genders.

33

THE SATISFACTION LEVEL ON QUALITY, PRICE, COST OF

TRANSACTION
TEXTUAL DESCRIPTION
Through this table can analyze perception and satisfaction level of retailers in
various aspects like quality, price, cost of transaction.
TABLE 3.4
Factors
Quality
Price
Cost of transaction

Satisfaction level
Very high
High
Medium
Low
Medium
Low
Very low

Number of persons
46
34
56
24
36
28
16

Percentage
57.5
42.5
70
30
45
35
20

Source : Primary data

Tools : Simple percentage
INFERENCE
In quality 57.5% of respondents have very high level satisfaction. In price
70% of respondents have medium level of satisfaction. In cost of transaction 45% of
respondents have medium level of satisfaction. And 35% of respondents have low
level of satisfaction. 20% of respondents have very low level of satisfaction.

34

SATISFACTION LEVEL OF QUALITY

FIGURE 3.2

35

SATISFACTION LEVEL OF PRICE

FIGURE 3.3

36

SATISFACTION LEVEL ON COST OF TRANSACTION

FIGURE 3.4

37

SATISFACTION LEVEL ON PRINTABILITY

TEXTUAL DESCRIPTION
Through this table can analyze satisfaction level of retailers in terms of
printability.
TABLE 3.5
Factors
Printability

Satisfaction level
Highly satisfied
Satisfied
Neutral

Total

Number of persons
24
36
20
80

Percentage
30
45
25
100

Source : Primary data

Tools : Simple percentage
INFERENCE
Form the above table it is inferred that out of 80 respondents, 30% of
respondents have high level satisfaction on printability, 45% of respondents have
satisfaction on printability of TNPLS.

38

SATISFACTION LEVEL ON PRINTABILITY

FIGURE 3.5

39

PERCEPTION ON EXPERIENCE IN POSITIVE MANNER

TEXTUAL DESCRIPTION
Through this table can analyze perception of retailers in experience and
satisfactionary experience of distributor.
TABLE 3.6
Factor

Perception

In terms of

Yes

experience

Reasons

Number of

Percentage

5 to 10 yrs
10 to 15 yrs

people
4
7

5
8.75

Source : Primary data

Tools : Simple percentage
INFERENCE
Form the above table it is inferred that out of 80 respondents, 13.75% of
respondents have good impression on experience. In that 5% of respondent have 5 to
10 yrs experience and 8.75% of respondents have 10 to 15 yrs experience.

40

POSITIVE RESPONSES ON EXPERIENCE FACTOR

FIGURE 3.6

41

PERCEPTION ON EXPERIENCE
TEXTUAL DESCRIPTION
Through this table can analyze perception of retailers in experience and other
factors fro consideration
TABLE 3.7
Factor

Perception

In terms of

No

experience

Reasons

Number of

Percentage

Credit policy
Adjustment in

people
16
25

20
31.25

payment
Correct delivery
Proper responds

20
8

25
10

Source : Primary data

Tools : Simple percentage
INFERENCE
In 80 respondents, 86.25% of respondents have bad impression on
experience, 20% of respondents believe credit policy, 31.25% of respondents believe
adjustment in payments, 25% of respondents believe correct delivery, 10% of
respondents believe proper responds.

42

NEGATIVE RESPONSES ON EXPERIENCE FACTOR

FIGURE 3.7

43

PERCEPTION ON EXCHANGING FACILITY

TEXTUAL DESCRIPTION
Through this table can analyze perception of retailer in terms of exchanging
facility whether its available or not.
TABLE 3.8
Factors
Exchanging facility

Availability
Yes
No

Number of persons
52
28

Percentage
65
35

Source : Primary data

Tools : Simple percentage
INFERENCE
Form the above table it is inferred that out of 80 respondents, 65% of
respondents have the exchanging facility at the time of maximum damages and 35%
of respondents didnt have any exchanging facility.

44

EXCHANGING FACILITY
FIGURE 3.8

45

INFLUENCES OF EXCHANGING FACILITY

TEXTUAL DESCRIPTION
Through this table can analyze influencing level of exchanging facility in
selection of distributor.
TABLE 3.9
Factors
Influence of
exchanging facility
Total

Perceptions
Neutral
Disagree

Number of persons
49
31

Percentage
61.25
38.75

80

100

Source : Primary data

Tools : Simple percentage
INFERENCE
Form the above table it is inferred that out of 80 respondents, 61.25% have
neutral perception on exchanging facility and 38.75% of respondents completely
disagree this statement.

46

INFLUENCES OF EXCHANGING FACILITY

FIGURE 3.9

47

PERCEPTION ON PACKAGING
TEXTUAL DESCRIPTION
Through this table can analyze perception of retailers in terms of packaging,
whether its convenient or not.
TABLE 3.10
Factors
Packaging

Perception
Convenient
Inconvenient

Number of persons
75
5

Percentage
93.75
6.25

Source : Primary data

Tools : Simple percentage
INFERENCE
Form the above table it is inferred that out of 80 respondents, 93.75% of
respondents have convenient packaging and 6.25% respondents have inconveniency
in packaging.

48

PERCEPTION ON PACKAGING
FIGURE 3.10

49

PERCEPTION ON TRANSPORTATION FACILITY

TEXTUAL DESCRIPTION
Through this table can analyze perception of retailers in terms of
transportation facility, whether its quick, medium or slow.
TABLE 3.11
Perception on transportation

Number of respondents

Percentage

facility
Quicker
Medium
Slow
Total

13
52
15
80

16
65
18
100

Source : Primary data

Tools : Simple percentage
INFERENCE
Form the above table it is inferred that out of 80 respondents, 16% of
respondents choose quicker, 65% of respondents choose medium, 18% of
respondents choose slow transportation.

50

PERCEPTION ON TRANSPORTATION FACILITY

FIGURE 3.11

51

RELATIONSHIP WITH TNPL BASED ON GENDER

TEXTUAL DESCRIPTION
Through this table can analyze retailers relationship with TNPL based on
gender under chi-square format.
TABLE 3.12
Gender
Male
Female
Total

5 yrs
10
6
16

5 to 10

10 to 15

10
8
18

24
3
27

(basis of
years)

52

15

Total

15
4
19

(basis of gender)
59
21
80

Qi

Ei

Oi Ei

(Oi Ei)^2

(Oi Ei)^2/(Ei)

10

11.8

-1.8

3.24

0.2746

10

13.275

-3.275

10.7256

0.80795

24

19.91

4.09

16.7281

0.8402

15

14.0125

0.9875

0.9752

0.06959

4.2

1.8

3.24

0.7714

4.725

3.275

10.7256

2.26997

7.0875

-4.0875

16.7077

2.3573

4.9875

-0.9875

0.9752

0.1955
7.5865

Degrees of freedom : ((c-1)(r-1)-1) = (3*1)-1) = 2

Level of significant : 0.05(5%)
Table value : 14.067
Accept H0 and reject H1.
INFERENCE
Form the above calculation it is inferred that out of 80 respondents, so there is
no difference between male and female retailers in terms of experience.

53

POSSIBILITY OF MAKE COMPLIANT AT THE TIME OF PROBLEM

TEXTUAL DESCRIPTION
Through this table can analyze is retailer can make complaint at the time of
problem and various problems.
TABLE 3.13
Possibility to make
compliant
Yes

Problem

People

Percentage

Availability
Transportation
Modifications
Immediate response

44
20
9
7
80

55
25
11.25
8.75
100

Total
Source : Primary data
Tools : Simple percentage
INFERENCE

Form the above table it is inferred that out of 80 respondents, 55% of

respondents make compliant at the time of availability problems, 25% of respondents
make complaints at the time of transportation problem, 11.25% of respondents gave
some suggestion regarding modification, 8.75% of respondents make complaints
regarding immediate response.

54

POSSIBILITY OF MAKE COMPLAINTS AT THE TIME OF PROBLEMS

FIGURE 3.12

55

USING CHANNEL FOR CONVEYING MESSAGE

TEXTUAL DESCRIPTION
Through this table can analyze various channels for conveying message tot eh
company or other distributor regarding inconvenience or some suggestions.
TABLE 3.14
Conveying channel
Mail
Telephone
Written
Face to face

Number of respondents
0
50
4
26

Percentage
0
62
5
33

Source : Primary data

Tools : Simple percentage
INFERENCE
Form the above table it is inferred that out of 80 respondents, none of them
use mail format and 62% of respondents use telephone, 5% of respondents use
written format and 33% of respondents use face to face format.

56

USING CHANNEL FOR CONVEYING MESSAGE

FIGURE 3.13

57

SUGGESTION FOR INCREASING SALES

TEXTUAL DESCRIPTION
Through this table can analyze various suggestions for increasing sales.
Which are suggest by retailers for company (TNPL) growth.
TABLE 3.15
Recommendation
Increase availability
Reducing price
Increase transport efficiency
Increase proper response
Total

Number of respondents
48
8
16
8
80

Percentage
60
10
20
10
100

Source : Primary data

Tools : Simple percentage
INFERENCE
Form the above table it is inferred that out of 80 respondents, 60% of
respondents suggest related to the increase of availability, 10% of respondents
suggest related to the reeducation of price level, 20% of respondents suggest related
to increasing of transport efficiency, 10% of respondents suggest related to increasing
of proper response.

58

SUGGESTION FOR INCREASING SALES

FIGURE 3.14

59

CHAPTER-IV
4.1 FINDINGS
1.

66.25% of respondents purchase through Indenter, 23.75% of respondents

purchase through retailers, and 10% of respondents purchase through
company.

2.

In quality 57.5% of respondents have very high level satisfaction, and

42.5% of respondents have high level satisfaction. In price 70% of
respondents have medium level of satisfaction, and 30% of respondents
have low level of satisfaction. In cost of transaction 45% of respondents
have medium level of satisfaction. And 35% of respondents have low
level of satisfaction. 20% of respondents have very low level of
satisfaction.

3.

30% of respondents have high level satisfaction on printability, 45% of

respondents have satisfaction on printability of TNPL paper, and 25% of
respondents have neutral level of satisfaction in printability of TNPL
papers.

4.

13.75% of respondents have good impression on experience. In that 5%

of respondent have 5 to 10 yrs experience and 8.75% of respondents have
10 to 15 yrs experience.

5.

86.25% of respondents have bad impression on experience, 20% of

respondents believe credit policy, 31.25% of respondents believe
adjustment in payments, 25% of respondents believe correct delivery,
10% of respondents believe proper responds.

6.

65% of respondents have the exchanging facility at the time of maximum

damages, and 35% of respondents didn't have any exchanging facility.

7.

61.25% have neutral perception on exchanging facility, and 38.75% of

respondents completely not accept this statement.

60

8.

55% of respondents make compliant at the time of availability problems,

25% of respondents make complaints at the time of transportation
problem, 11.25% of respondents gave some suggestion regarding
modification, 8.75% of respondents make complaints regarding
immediate response.

9.

60% of respondents suggest related to the increase of availability, 10% of

respondents suggest related to the reduction of price level, 20% of
respondents suggest related to increasing of transport efficiency, 10% of
respondents suggest related to increasing of proper response.

10.

93.75% of respondents have convenient packaging, and 6.25%

respondents have inconveniency in packaging.

11.

one of them use mail format. And 62% of respondents use telephone, 5%
of respondents use written format, and 33% of respondents use face to
face format.

12.

16% of respondents choose quicker, 65% of respondents choose medium,

18% of respondents choose slow transportation.

13.

There is no difference between the payments (cash payments, credit

payments, advance payments) based on factors (reduction of risk,
convenience, build up of smooth relationship). That is each payments has
same level of respondents.

14.

There is difference between gender for reason (availability, quality, price,

immediate response, retailer preference) to prefer this brand(TNPL
PAPERS)

15.

There is no difference between perception of male and female, in terms of

experience

61

4.2 SUGGESTION:

The TNPL may concentrate more on its quality.

The TNPL product's price is high when it in compared to its other competitors,
so TNPL should reduce the price.

Complaint of the retailers should be rectified as soon-as possible.

TAMILNADU Newsprint and paper limited can improvise their credit facility.
Because maximum number of retailers expect the credit policies.

Sending products to the retailers within time. That will improve smooth
relationship with the industrialized retailers.

Give more important to the local retailer and they can give more importance to
the rectification of their inconveniency.

62

4.3 CONCLUSION:
The study was conducted in order to find out the market potential of TNPL.
The sale of the product is more difficult in the current market situation, because of
more number of competitions. For that, every organization has to update their
products to current market situation. To improve their quality this will facilitate to
achieve among the competitive market. And the study was conducted for identify the
perception of retailer and their expectation, inconveniency for rectify that problem.

63

BIBLIOGRAPHY
Book Name
Marketing

Author Name
Rajan Savena

Publisher
Tata McGraw Hill

Edition
11th

Management
International

Sak Onkvisit John

Publishing Company
Prentice Hall of India

2003

Marketing Analysis
Basic Marketing

J. Shaw
J. Shapiro D.

Pvt. Ltd.
Tata McGraw Hill

4th

International

Perreault
Stanlay Michael .J

Publishing Company
Viva Books Private

3rd

Marketing

Thomas

Limitd

WEBSITES

www.google.com

www.tnpl.in

Wikipedia.org

64

APPENDIX
QUESTIONNAIRE
1.

Name : ____________________

2.

Gender :

3.

Name of the retailing shop : ______________________________

4.

What is the experience of the retailing shop? ________________

5.

Where do you purchase your brand?

a. Male

b. Female

a. Through indents (dealers)

b. Through retailers
c. Direct from company
6.

Rank the companies based on the factors.

Companies

Factors
Availability
Pricing
Quality
Immediate response
7.

TNPL

SPB

JK

ITC

IMAGE

What is your mode of purchasing and the reason for choosing the same?
Payment

Reason
Avoid risk
Convenience
Make smooth relationship

Cash payment

65

Credit payment

Advance payment

8.

9.

10.

Why do you prefer this brand?

a. Availability

b. Quality

c. Price

d. Immediate response

e. Retailers preference

How many years you have relationship with TNPL?

a. Below 5 years

b. 5 to 10 years

c. 10 to 15 years

d. More than 15 years

What are the retailers satisfactionary levels on quality, price and cost of
transaction?
Satisfaction level

Quality

Price

Cost of transaction

Very high
High
Medium
Low
Very low
11.

What is the perception of the retailer, while comparing TNPL copier paper
with other companies in terms of printability?

12.

a. Highly satisfied

b. Satisfied

d. Dissatisfied

e. Highly dissatisfied

c. Neutral

What is the most demandable product in TNPL products?

a. Copier paper

b. Copy crown

c. Note booked.diary

(the following questions are related to TNPL and their indentors)

13.

Is the experience influence the retailers to go for TNPL?

a. Yes

14.

b. No

i) If yes, what is the experience of Indentor (or retailer or TNPL company)

a. Below 5 years

b. 5 to 10 years

66

c. 10 to 15 years

d. More than 15 years

ii) If no, what is the reason for purchasing from particular indentor (or retailer
or company)? ___________________
15.

Is exchanging facilities are available at the time of damages?

a. Yes

16.

17.

Exchanging facilities influence on purchasing decision

a. Strongly agree

b. Agree

c. Disagree

d. Strongly disagree

c. Neutral

What is the performance of transportation facilities?

a. Quicker

18.

b. No

b. Medium

c. Slow

Is there is any material defect means, will you make compliant to the
company?
a. Yes

b. No

Mention the nature of the problem? ________________________

19.

20.

On what channel you are conveying a problem / suggestion?

a. Mail

b. Telephone

c. Written

d. Face to face

If the problems of retailers have been rectified?

a. Yes

b. No

If yes means, how? ___________________________

(the following questions are related to performance of TNPL only)
21.

What is the perception on effectiveness of packaging activities?

a. Convenient

22.

b. Inconvenient

What is the perception on standardization in TNPL?

67

23.

a. Convenient at all time

b. Convenient at some times

c. Inconvenient at sometimes

d. Inconvenient at all times

What is your suggestion and recommendation to improve the sales of TNPL

papers?
_________________________________________________________

68