PROJECT REPORT

ON

“A STUDY ON DISTRIBUTION NETWORK OF

SHIV-NARESH PRODUCTS IN THE AREA OF UTTAR-PRADESH, HARYANA, AND DELHI”

AT

SUBMITTED IN PARTIAL FULFILMENT OF

PGDM (AICTE APPROVED)

BY

MR. PAVAN VASE

OF

IIEBM, INDUS BUSINESS SCHOOL

WAKAD, PUNE – 57

PGDM – 2018-20

1
 A REPORT

ON

“A STUDY ON DISTRIBUTION NETWORK OF SHIV-NARESH PRODUCTS IN

THE AREA OF UTTAR-PRADESH, HARYANA, AND DELHI”

AT

BY

MR. PAVAN VASE

IIEBM, INDUS BUSINESS SCHOOL
WAKAD, PUNE – 57

PGDM – 2018-20

A REPORT SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTS

OF THE PGDM COURSE

2
CERTIFICATE FROM COMPANY

3
CERTIFICATE FROM INSTITUTE

4
 DECLARATION

I, Pavan Vase, Reg. No. 57 (IBS/2018-20) pursuing my PGDM AICTE Approved Course I
hereby declare that this project work titled “A study on Dealers expectations and satisfaction
towards Shiv-Naresh product in the areas of Uttar Pradesh, Haryana and Delhi” submitted by
me to the IIEBM, Indus Business School, Pune is an original work of the undersigned and has
not been reproduced from any other source, the Summer Internship duration from 23, April,
2019 to 10, June ,2019.

Signature:

Name: Pavan Vase Date:

Registration no: 57 Place: Pune

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 ACKNOWLEDGEMENT

I would like to express my deepest appreciation to all those who provided me the possibility
to complete the Summer Internship Project and the report as well. A special gratitude I give to
our Managing Director and Trustee of IIEBM, Indus Business School Dr. Jai Singh
Marwah, Director IIEBM Indus Business School Dr. C.N Naranaya, Placement Director
IIEBM Indus Business School Mrs. Anandi Gawas and Faculty Member Prof. Arathi
Purohit for stimulating suggestions and encouragement, helped me to coordinate my project
especially in writing this project.

My sincere thanks to Dr. Nidhi Shrivastava, faculty of IIEBM, Indus Business School Pune
for giving her valuable time to me for all the guidance given in executing my project.

I definitely express my deepest appreciation and thanks to my Summer Internship External

Guides Mr. Shiv Singh, MD of Shiv-Naresh Pvt. Ltd, Mr. Arun dhawal (Store Manager),
Mr. Mukesh Kumar (Operational Manager) and Mr. Rajneesh Sales Manager at
Shiv-Naresh Pvt Ltd Delhi for given me the opportunity to do my project work in the
organization and lighted my way of progress with their guidance.

6
 EXECUTIVE SUMMARY

This project takes a look in various kinds of merchandising and dealership activities, market
captured by sport wear brands and various distribution policies, which are followed in the
sport s industries. Apart from Shiv-Naresh four major Indian players i.e. Sportsun, Dida,
NNN and Tyka dominate the sportswear industry in India.
In this project company assigned us data of the dealers and retailers which are present in Uttar
Pradesh, Haryana and Delhi, after getting that data we were supposed to get fill questionnaire
from them and also have to note their feedbacks and suggestion which can be a helpful
company to improve. This project has given us a brief understanding of the main problems
faced by companies’ internal customers which are dealers and retailers. The primary aim of
the company is to do market research.
Now the question arises
What is market research and why it is important?
Market research is a method of collecting data, which will make you (as a business) more
aware of how the people, you hope to sell to, will react to your product.
This market research will answer questions like.

 Who might want to buy your products?

 What age, sex, income occupation, etc. are the people I want to sell to?
 If there are changes taking place and how this might affect what you sell?
 In which area improvement is needed?
 How much demand there is for what you hope to sell?
 What price would people be prepared to pay?

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 TABLE OF CONTENTS

Contents
DECLARATION........................................................................................................................... 5
ACKNOWLEDGEMENT ............................................................................................................ 6
EXECUTIVE SUMMARY .......................................................................................................... 7
RATIONALE FOR THE STUDY ............................................................................................... 9
SURVEY LOCATION ............................................................................................................... 11
COMPANY PROFILE ............................................................................................................... 12
ABOUT COMPANY .................................................................................................................. 13
PRIVACY POLICY.................................................................................................................... 15
DISCLAIMER............................................................................................................................. 22
REVIEW OF LITERATURE .................................................................................................... 23
SWOT ANALYSIS OF SHIV-NARESH .................................................................................. 24
COMPETITORS......................................................................................................................... 28
OBJECTIVE OF THE STUDY ................................................................................................. 29
SCOPE OF THE SURVEY ........................................................................................................ 30
RESEARCH METHODOLOGY .............................................................................................. 31
RESEARCH METHODOLOGY .............................................................................................. 32
DATA ANALYSIS AND INTERPRETATION ....................................................................... 33
OBSERVATIONS AND FINDINGS......................................................................................... 45
LIMITATIONS OF THE STUDY ............................................................................................ 46
LEARNINGS ............................................................................................................................... 47
CONCLUSION, RECOMMENDATIONS AND SUGGESTIONS ....................................... 48
CONCLUSION ........................................................................................................................... 49
SUGGESTIONS .......................................................................................................................... 50
QUESTIONNAIRE..................................................................................................................... 51
BIBLIOGRAPHY ....................................................................................................................... 55

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 RATIONALE FOR THE STUDY

Introduction:
The study on which I have worked upon is Dealer's perception and satisfaction towards
Shiv-Naresh in three states which are Uttar Pradesh, Haryana, and Delhi. In this study, the work
was to visit the dealers in this 3 states and know that what are problems faced by them and what
they can do from their side to improve it and what I can do to help them out.
The work profile was of Sales and Distribution in which I have personally visited all three states
and covered about 65 dealers and the questionnaire filled and come to some conclusion which is
mentioned in this report

Importance:

1. This study was done for the first time in this company so it was very important for them and
for the dealers also.

2. To know the problems that dealers were facing to sell products of Shiv-Naresh.

3. To generate more business for the company so that they can expand their business in the
areas where they are lacking.

4. To gain knowledge about competitors of the so that we can compete within the nearby
passing years.

5. Their main Sales head has died recently so the company was going through serious
breakdown in business, by this study they come to know that why they are facing such
problems and how they can solve them.

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Reason:

1. To know the importance of the distribution channel in the company.

2. The company was going through a serious loss in sales as compared to last year so they want
to know why such problem is causing for this reason this study was needed so that main reason
to find out.

3. This kind of study was never done before since the company has started so they wanted me
to do a survey to gain a market scenario of their company.

4. To know the perception of dealers what they feel about our product and services.

5. What kind of products are more in demand in allocated states and how to generate some sale
from there?

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 SURVEY LOCATION

Uttar Pradesh Haryana New Delhi

 Lucknow  Hissar  Ghandi market

 Sultanpur  Bhiwani  Saraswati Vihar
 Johnpur  Narnaul  Najafgarh
 Aazamgarh  Rewari  Dwarka
 Mau  Jhajjar  Cannaught Place
 Ghazipur  Dilshad garden
 Varanasi  Nangloi
 Robertganjh  karampura
 Sonbhadra  Rajouri garden
 Mirzapur  Panshim vihar
 Kanpur  Rani bagh
 Jhansi  Pratap Nagar
 Agra  Motibagh
 Mathura  Patel nagar
 Aligarh  Madipur
 Noida  Malviya Nagar
 Narela
 Sadar Bazar

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 COMPANY PROFILE

Company Name : Shiv-Naresh Pvt Ltd.

A study on the distribution network of

Project Title : Shiv-Naresh products in the area of Uttar-Pradesh,
Haryana, and Delhi.

1) To do a market analysis of sport wear

industries.
2) To gather data and information related to
other competitor brands.
The objective of the
: 3) To note to suggestion and problems of
Project
internal customers.
4) To find the weak links in the distribution
network and in Shiv-Naresh company which need
to be taken care of.

Company Guide Details : Akanksha Pawar

Email : ap@shivnaresh.in

Office Address and Post Office, E-23, Milan Cinema Rd, Opposite,
:
Details Karam Pura, New Delhi, Delhi 110015

Company Website : www.shivnaresh.in

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 ABOUT COMPANY

Since 1987, Shiv-Naresh is shaping the future of Indian Athletes with its modern technologies
for manufacturing one of the Country’s best Sports Apparels and Equipment’s. At Shiv-
Naresh, we have our proverb “From Indian, By Indian, To Indian” which is the principal
driving factor to give our absolute best.

Classic, cultured, and expertly curated, 'Shiv-Naresh' is the ultimate destination for today's
sportsperson. From headgears to hand gloves, from T-Shirts to footwear, we dispense Whole
Caboodle.

The company has an exceptional eye for what's next and a passionate drive to surpass
expectations.

For more than 3-Decades, we have worked to implement the best possible shopping
encounter, encouraging our consumers to express their style- not just buy apparel. We are
India's leading retailer offering compelling services to men and women since ages.

The love and support of commanding Indian Athletes and celebrities are our back for the
continuous efforts we put to deliver the best in Class to our Champions and Emerging Talents
throughout generations.

Through our journey, we have understood the complex Indian market demands and style; so
everything we do is only rooted in Sports & its leading trends. For keeping up with the pace
of Indian Market & its popular demands, Shiv-Naresh employs 800+ people and has over
7000 distributors across India.

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 RETURN & EXCHANGE POLICY

1. No returns will be accepted for Innerwear.

2. Shiv-Naresh will not be responsible for any incorrect fund transfer/voucher issuance
against returns arising due to erroneous input by the customers. The customer takes complete
responsibility for the accuracy of the information provided.

3. Refund/Shiv-Naresh Credits will be issued only after the product is received at our
warehouse.

4. Shiv-Naresh Credits will be issued within 4-5 business days of receiving the product at our
office. Prepaid refund will be initiated within 4 working days of receiving the product. It may
take further 2-5 business days for the amount, to reflect in your bank account.

5. You can return either complete order or some items from the same order. The items for a
refund should accompany original invoice for reference.
6. In case the items do not match with invoice copy, the refund will not be entertained.

7. Please pack the products properly and paste/write the address: Shiv-Naresh Sports, 1/3,
Kirti Nagar Industrial Area, Satguru Ram Singh Marg, New Delhi - 110015, Delhi, India.
Please mention returns Id on the packet.

8. Please make sure you seal the packet completely before handing over to courier partners.

9. Please use separate packets for items from separate orders.

10. Shiv-Naresh.in follows 7 days No question asked return policy. You can return the
product within 7 days of delivery

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 PRIVACY POLICY

We respect everyone's "Right to Privacy," and this section will tell you correctly what we will
use information about you and how we ensure your safety.

SHIV-NARESH SPORTS PVT LTD is perpetrated to shielding all the information you share
with us. We obey stringent systems to help protect the confidentiality, safety, and integrity of
the data saved on our systems.

USER ACCOUNT

shivnareshsports.in (Website) administers the course of your data to offer you an exceptional
shopping experience. Before ending your purchase, we request you for your name, phone
number, email, billing, and shipping address, credit or debit information. This information is
necessary to fulfill your order purchase or in case of a refund. We will only release your data
if the law requires such.

There is some voluntary information such as email address and the subscription to our
updates, which will be provided by you concerning the updates of our activities. Emails are
sent only to shivnareshsports.in members who opt for the subscription or who make purchases
(only if they permit the notifications) on our website. Also, we keep track of prior purchases,
returns, and credits.

You can cancel your subscription any time. Additionally, you can prefer to have all your data
removed from our database. For opting out or adjusting/ eliminating data visit our registration
page. We urge you to update your personal information quickly if it changes.

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DATA TRACKING COOKIES

To facilitate and customize your involvement with the Website, we store cookies on your
computer. A cookie is a small text file that is stored on a User's computer for record-keeping
purposes which contains information about that User. We use cookies to save your time while
using the Website, remind us who you are, and track and target User interests to provide a
customized experience. Cookies also allow us to collect Non-Personally Identifiable
Information from you, like which pages you visited and what links you clicked on. Use of this
information helps us to create a more user-friendly experience for all visitors. Most browsers
automatically accept cookies, but you may be able to modify your browser settings to decline
cookies. Please note that if you reject or remove these cookies, some sections of the Website
may not work correctly.

CHANGES IN POLICY

The Company holds the right to update Privacy Policy at any time by posting the revised
Privacy Policy in the "Privacy Policy" segment of the Website. The revised Privacy Policy is
effective instantly when publicized on the Website. Each User must review the Website and
the Privacy Policy regularly to learn of any updates to Privacy Policy. Your extended use of
the Website after the effectiveness of such revisions will constitute your approval of the terms
of the updated Privacy Policy. We hold the promises we make, however, and will not
substantially change our policies and practices to make them less protective of consumer data
accumulated in the yore without the approval of concerned consumers.

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 TERMS & CONDITIONS

The terms and conditions promulgated herein is a record concerning IT Act, 2000 and rules
thereunder as applicable and the altered provisions of electronic documents in various statutes
as updated by the IT Act, 2000. The record is generated by a computer system and does not
require any physical or digital signature. The T&C updated herein following the provisions of
Rule 3 (1) of the Information Technology Rules, 2011 which requires issuing the rules and
regulations, privacy policy and T&C for access or usage of www.shivnaresh.in website.

ACCEPTANCE OF TERMS AND CONDITIONS

Care has been taken to provide the correct information on site; however, Shiv-Naresh Sports
takes no pledge as to the precision, comprehensiveness, or rightness of the product on the site,
and provides all the products on an 'as is' basis.

You agree to the terms and conditions, by using the site that we have provided. If you do not
wish to correspond to the sketched Terms and Conditions, please avoid using the Site. The
products/services and data illustrated on the website is an "invitation to offer" to the End User.
Your order for buying requests your "offer" which shall be subject to the T&C listed below.
We own the right to either accept or decline your offer. If you have provided us with your
valid email address, we will inform you by email as soon as possible to validate receipt of
your purchase and email you again to verify details and therefore process the offer. Our
approval of your request will take place upon dispatch of the Product(s) requested. No act or
omission before the original shipment of the Product(s) ordered will develop approval of your
offer.

People who cannot enter into a legally binding agreement following the procurements of the
Indian Contract Act, 1872 are not entitled to use our website. Persons under the age of 18
years cannot make transactions through the Site. The Site is freely available to the End User,

17
however; the End User will have to enroll with Shiv-Naresh Sports and build their enrolment
account before any buying of Products. All enrolment information must be accurate, complete
and immediately updated by the End User each time it changes.

Your secrecy is valuable to us, and we will protect it. We will not share your private data with
anyone other than those listed in our Privacy Policy.

As a circumstance of purchase, Shiv-Naresh Sports requires your approval to send you

official and promotional publications including emails and SMS. We will forward information
concerning your account activity and buying, as well as updates about our Goods and
promotional offers. The user can opt-out of our emails anytime by agreeing with the
unsubscribe link at the foot of any of our email letters. Please see our Privacy Policy for
details.

The following T&C rule Buyer's use of the Website and assistance and means as relevant to
the Website including the applicable procedures which are included herein by way of
reference. If the Buyers transact on the Website, The Buyers shall be subjected to the policies
that concern with the Website for such transactions. By mere usage, The Buyers shall be
implied to agreeing with Shiv-Naresh, and T&C including the policies constituting Buyer’s
binding obligations, with Shiv-Naresh Sports.

For these Terms and Conditions, wheresoever the context so demands “Buyer” shall mean
any actual or judicial person who has accepted to become a buyer on the Website by giving
Registration Data while enrolling on the Website as Registered Buyer. Shiv-Naresh permits
the Buyer to go through the Website without registration, however, to make purchases, the
Buyer must be enrolled on the Website.

Shiv-Naresh holds the right, at Shiv-Naresh’s sole discretion, to change, alter, add or remove
divisions of these T&C, at any time without any earlier written declaration to The Buyers.
Buyer has to study these Terms and Conditions rhythmically for updates and changes.
Buyer’s extended use of the Website following the posting of changes will mean that The

18
Buyers accept and agree to the amendments. Until the Buyers comply with these T&C, Shiv-
Naresh grants The Buyers an individual, non-exclusive, non-transferable, confined privilege
to enter and use the Website.

ENTERING, BROWSING OR OTHERWISE USING THE WEBSITE SHOWS BUYER’S

ACCEPTANCE TO ALL THE TERMS AND CONDITIONS; therefore, WE REQUEST
YOU TO GO THROUGHOUT T&C AND PRIVACY POLICY BEFORE FURTHER
PROCEEDING. By accepting these Terms and Conditions, The Buyers also agree and
acknowledge to be bound by Shiv-Naresh Policies (including but not restricted to Privacy
Policy, etc.) as revised periodically.

MEMBERSHIP ELIGIBILITY

Use of the Website is open only to persons who can form legally binding agreements under
Indian Contract Act, 1872. Persons who are "unqualified to contract" within the meaning of
the Indian Contract Act, 1872 including minors, persons of an unstable mind, un-discharged
insolvents, etc. are not suitable to use the Website. If the Buyers are a minor, i.e., under the
age of 18 years, the Buyers shall not enroll as a buyer of the Shiv-Naresh website and shall
not buy on or use the site. Shiv-Naresh Sports owns the right to terminate Buyer’s association
or decline to provide the Buyers with entrance to the Website if it is drawn to Shiv-Naresh's
notice or if it is found that the Buyers are below 18 years of age

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BUYER’S ACCOUNT AND ENROLLMENT OBLIGATIONS

If the Buyers uses the Website and enrolls, The Buyers shall be accountable for keeping the
confidentiality of Buyer’s Display Name, and Password and The Buyers shall be responsible
for all activities which occur under Buyer’s Display Name and Password. If the Buyers
provides any information that is untrue, incorrect, not current or incomplete, Shiv-Naresh has
logical grounds to presume that such information is unreliable, or not in accordance with this
Terms and Conditions, Shiv-Naresh shall have the power to momentarily cease or terminate
or block path of Buyer’s membership on the Website and decline to provide The Buyers with
access to the Website.

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COMMUNICATIONS

When The Buyers make use of the Website or send emails or additional data, information or
fax to us, the Buyers accept and understand that the Buyers are interacting with Shiv-Naresh
through electronic recordings and The Buyers approval to receive information via electronic
records periodically and as and when demanded. Shiv-Naresh may communicate with the
Buyers by email or by such other mode of conversation, electronic or otherwise.

PLATFORM FOR TRANSACTION AND INTERACTION:-the website is a stage that buyers use to
discover Shiv-Naresh products and to show concern in buying these products.
Henceforth;
Under no conditions may Shiv-Naresh can be held responsible for images or description of the goods
being sold. Shiv-Naresh also does not make any portrayal or guarantee as to specifics (such as quality,
value, saleability, etc.) of the goods to be traded or proposed to be sold or acquired on the Website.

The Buyer shall be accountable for any non-performance or violation of any agreement entered
between Buyer and Shiv-Naresh.

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 DISCLAIMER

The price illustrated on goods are represented in Indian Rupees and shall include all taxes
applicable by law. Commodity prices shall not cover delivery charges, the expense of specific
forms of packing or fees for specific voluntary services chosen by the Customer. SHIV-
NARESH shall have the right to reject or eliminate any requests placed by the Customer.
Pricing on any product(s) as is indicated on the Website may subject to some technical issue,
typographical flaw or commodity information printed may be mistakenly, and in such an
incident Shiv-Naresh may cancel Customer’s order(s).

The Buyers assure Shiv-Naresh and any of its deputies and agents from any cost, harm,
accountability or other consequence of any of the activities of the Buyers of the Website and
expressly disclaim any allegations that the Buyers may have in this account under any
applicable law. Notwithstanding its analytical efforts in that account, Shiv-Naresh cannot take
charge or control the data provided by other Buyers which is made accessible on the Website.
Customers may find other Buyer's data to be impertinent, harmful, contradictory, inaccurate,
or unreliable. Please use caution and exercise safe buying when using the Website.

Please note that there could be perils in trading with minor persons or people operating under
fraud.
CHARGES
Association on the Website is free of charge for customers. Shiv-Naresh does not credit any
fee for browsing and purchasing on the Website. Shiv-Naresh reserves the right to alter its Fee
Policy from time to time. In particular, Shiv-Naresh may at its sole discretion launch new
services and transform some or all of the current services offered on the Website. In such
event Shiv-Naresh reserves, the right to attach fees for the new services proposed or
improve/add fees for ongoing services, as the case may be. Modifications to the Pay Policy
shall be posted on the Website, and such alterations shall automatically become operative
instantly after they are published on the Website. Unless otherwise said, all charges shall be
cited in Indian Rupees. The Buyers shall be entirely accountable for agreement with all
suitable laws in India for making payments to Shiv-Naresh.

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 REVIEW OF LITERATURE

This survey is done on the Sportswear products of Shiv-Naresh Company and to know about
the position of that product in Delhi, Haryana- Uttar-Pradesh. In this survey, we are dealing
with the existing and Non-existing Retailers and Dealers

Based on the feedback from the dealers and the Retailers the organization comes to know the
actual position of the Sportswear products in the market. They come to know how many are
aware of that product and how many Dealers and Retailers are dealing with Sportswear
products. By this feedback, they can take further steps to expand the production as well as to
increase the sales in this segment.

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 SWOT ANALYSIS OF SHIV-NARESH

STRENGTH:-

 Company has a good presence in the Indian market and nationally recognized.
 High brand Value and Consumer awareness.
 Sponsored major events like Khelo India and commonwealth games
 Huge Loyal customer base.

 Huge Variety in fabrics in mid and high range cloths.

 Value for money products in a high range of Shiv-Naresh.
 Only Indian brand who is totally dedicated active sportswear.
 The brand is associated with several Olympics stars.

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 WEAKNESS:-

 Unable to eliminate duplicate products of Shiv-Naresh to some extent from the market.
 The stores are many and sometimes compete among themselves for market share.
 Less in Branding and Promotion.
 The communication gap between the company and the internal customer.
 Multiple dealer policy.
 Outdated design being repeated in the lower section.
 Delay in Supply chain.
 Fails to fulfill demand in peak seasons.
 During Big events mostly focus of company switched towards temporary partners over
permanent partners

 Stiff competition in Uttar Pradesh and similar brands means a customer has high brand
switching

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 THREATS:-

 Other brands offering more styles and varieties lower section in like Sportsun, Tyka,
NNN, and Dida doing well in market of UP and Haryana Shiv-Naresh losing market
dominance in UP.

 Pirated and duplicate products affect the brand image.

26
 OPPORTUNITIES:-

 Can enter into gym wear dedicated clothes.

 Can Increase Market Awareness through Marathon.
 More promotion and branding visibility can help improve the company’s performances.
 Brand building by setting up sponsored sports academies.
 Can dominate the market if distribution problems are taken care of.

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 COMPETITORS

Below are the 4 main Shiv-Naresh competitors

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 OBJECTIVE OF THE STUDY

The purpose of the research is to the analysis the market situation, trends and changes occurred
in market which can affect business this will give a brief study of the situation ultimately it will
eliminate unnecessary practices and help to adopt new once
The purpose of this project is:-

1) To do a market analysis of sport wear industries.

2) To gather data and information related to other competitor brands.
3) To take the feedback of the company products from existing dealers and sub-dealers of Shiv-
Naresh.
4) To find the weak links in the distribution network and in Shiv-Naresh company which need to
be taken care of.
5) To study the scope of Shiv-Naresh product in the market
6) To create awareness and help in the expansion of dealer’s network towards company
products.

29
 SCOPE OF THE SURVEY

Various scope of the survey will be:

 Increase in dealer expansion towards company products
 Increase in market share of the company products
 Tapping untouched market
 Improving brand image of company products
 Studying consumer behaviour towards company products

30
 RESEARCH METHODOLOGY

Research can be defined as a systematized effort to gain knowledge. There are different type of
research methods which has its own advantages and disadvantages. The research methodology
is a method of finding solution for any problem with certain logic. The research includes
preparation of questionnaire and taking individual responses based on questionnaire.

Research Design

This is Descriptive type research which includes survey, fact-findings, and inquiries from
different type of sources. With the help of questionnaire, people have given responses for Shiv-
Naresh products and few of them given feedback too. I have taken the interview personally and
get a response from them.

Method of Data Collection and Analysis

In this study only, primary data was used as all information and responses were first hand.

 Primary Data: Primary Data was collected through designed questionnaire and filling that
by meeting personally. The data is analysed by using Graphs, tables, and charts.

Research Duration

This Survey is conducted for a period of two months starting from 23rd April 2019 to 10th June
2019.

31
 RESEARCH METHODOLOGY

Type of research Descriptive research

Sample size 60 Responded

Number of Stores visited 115

Tool used Question paper

Type of questionnaire Structure questionnaire

Method of research Interview

Data collecting Type Primary data

Location Uttar Pradesh, Haryana and Delhi

32
 DATA ANALYSIS AND INTERPRETATION

While doing survey we asked dealers some questions which can give us an understanding of
products sales in state-wise data, competitors and Rating on the basis of Quality, Designing,
Pricing, Availability, and Customer Awareness.

Q1) Do you sell Tracksuit, Lower, Shorts, Vest, T-shirts, Socks and Swimming costume?
If Yes which all brands?
This data we came across we gathered from dealers in Uttar Pradesh

SHIV- NNN SPORTSUN OTHERS

NARESH TYKA

U.P 21 10 12 6 20

Uttar - Pradesh

UTTARPRADESH

0 5 10 15 20 25

Other SPORTSUN NNN TYKA SHIVNARESH

33
This data we came across we gathered from dealers in Haryana.

SHIV- DIDA SELECT SPORTSUN OTHERS

NARESH

HARYANA 12 4 4 5 11

Haryana

HARYANA

0 2 4 6 8 10 12 14

OTHERS SPORTSUN SELECT DIDA SHIV-NARESH

34
This data we came across we gathered from dealers in Delhi.

SHIV- SPORTSUN GIO DIDA OTHERS

NARESH

DELHI 19 8 3 3 9

DELHI

DELHI

0 2 4 6 8 10 12 14 16 18 20

OTHERS DIDA GIO SPORTSUN SHIV-NARESH

Q2) In terms of units, what is your monthly average from your own counter?

35
 Swimmin
Track g
suiit Lower Shorts Vest T-shits Socks costume
UTTARPR
ADESH 28350 67950 58150 13150 43100 41050 4150
HARYAN
A 25000 46900 84300 67300 50930 33100 32500
DELHI 516350 396050 145550 176450 49000 20650 8450

TOTAL 569700 510900 288000 256900 143030 94800 45100

36
Q3) In terms of units, what is your monthly average from Shiv-Naresh Brand?

Swimmin
Track g
suiit Lower Shorts Vest T-shits Socks costume
UTTARPR
ADESH 14980 10640 6450 5400 11200 4350 500
HARYAN
A 18520 17850 23160 16730 11220 2160 8750
DELHI 143700 231100 89400 175050 37000 2800 6000

TOTAL 177200 259590 119010 197180 59420 9310 15250

Products Total sales of all

brands products

Track suiit 569700

Lower 510900

Shorts 288000

Vest 256900

T-shits 143030

Socks 94800

Swimming costume 45100

37
 Chart Title

15125
Swimming costume
45100

9310
Socks
94800

59420
T-shits
143030

197180
Vest
256900

119010
Shorts
288000

259590
Lower
510900

17720
Track suiit
569700

0 100000 200000 300000 400000 500000 600000

Shiv naresh product sale Total sales of all brands products

38
Q4) On a scale of 1 to 5 where 1 is the lowest & 5 is the highest where will you rate
Shiv-Naresh products on:-

In this question dealers and retailers has given us a rating on Quality, Designation, Pricing,
Availability and Customer Awareness

Q)4 QUALITY DESIGN PRICE AVAILABILITY CUSTOMER

AWARENESS

5 27 12 12 12 14

4 22 19 16 15 22

3 8 25 27 24 19

2 2 3 5 6 3

1 1 1 0 3 2

39
 QUALITY 1, 2%
2, 3%

8, 13%

27, 45%

22, 37%

5 Highly satisfied 4 Satisfied 3 Neutral 2 Dis-satisfied 1 Highly dis-satisfied

INTERPRETATION

45% of the dealers agree that the company is providing the finest quality of product, so they
are highly satisfied with it. But 37% of dealers are satisfied and where as 13% thinks that
Quality is Average of the products and 3% dealers says they are dis-satisfied with the quality
and remaining 2% of dealers are highly dis-satisfied.

40
 DESIGN
2, 3% 1, 2%

8, 13%

27, 45% 5 Highly satisfied

4 Satisfied
3 Neutral

22, 37% 2 Dis-satisfied

1 Highly dis-satisfied

INTERPRETATION

45% dealers think the designing of the product is excellent and totally highly satisfied with it
and 22% dealers have given 4 ratings out of 5 which means dealers are satisfied with
designing and 13% dealers feel product is Average in terms of design and need improvement
and where as 3% of dealers dis-satisfied they are not happy with designing and 2% of dealers
are highly dis-satisfied.

41
 PRICE
3% 2%

13%

45% 5 Highly satisfied

4 Satisfied
3 Neutral
2 Dis-satisfied
37% 1 Highly dis-satisfied

INTERPRETATION

In this Pie chart, 45% dealers are highly satisfied with the pricing of Shiv-Naresh products,
and 37% dealer says that pricing is satisfied and 13% dealer’s reaction is Average and 3% are
dis-satisfied and 2% are highly satisfied.

42
 AVAILIBILTY
3% 2%

13%

45% 5 Highly satisfied

4 Satisfied
3 Neutral
2 Dis-satisfied
37% 1 Highly dis-satisfied

INTERPRETATION

In this pie, chart dealers have given a rating on the scale of 1-5.
In which 45% of dealers have given 5 as rating which means they are highly satisfied with the
availability, where as 37% dealers have given 4 we can say they are satisfied with the
availability and 13% are neutral with availability and 3% of dealers have given 2 rating which
means they are dis-satisfied with availability and 2% dealer has given 1 highly dis-satisfied

43
 CUSTOMER AWARENESS
3%

5%
23%

5 Highly satisfied
32%
4 Satisfied
3 Neutral
2 Dis-satisfied
1 Highly dis-satisfied
37%

INTERPRETATION

In the above graph dealers, 23% deals have given 5 rating which means they highly satisfied
where as 37% has given 4 ratings they are satisfied and 32% people has given 3 rating which
means they have normal experience ,and 5% are dis-satisfied and 3% dealers says they are
highly dis-satisfied.

44
 OBSERVATIONS AND FINDINGS

 Many of the dealers are aware of Shiv-Naresh Company’s Products but not dealing in it.

 Distribution problem with Products and majorly in the south-west region

 Many of the dealers are having problems with delivery pace time.

 There are no company signboards and banners at the dealer’s store.

 No proper visits of sales executives to the dealers, which is leading to a decrease in sales and
unawareness.

 Complaints are not getting handled properly.

 Price of the product is more so many dealers are interested to deal with local products.

 Many dealers don’t have a new catalogue, booklets, products brochure and samples to show the
customer. This is becoming major issue because other companies are providing it to dealers.

 Dealers suggest other brands only based on customer demands.

 Unavailability of products is also an issue for not suggesting the brand.

 Dealers in Uttar Pradesh facing the main problem in delivery

 They don’t get product available in size and color they want

 In lowers ranges customer switching preference towards competitors due to low price

 Some dealers and retailers selling other brands over Shiv-Naresh because of high margin

 Clothes in district level and university tournaments provide by Sportsun and NNN because of
customization option in less quantity and fast delivery.

 From the time you decreased margin although the increasing price of the product sale fallen
down as compare to previous years.

 Some dealers claim that there are few dealers in market who are selling on the same price which
they are getting from Shiv-Naresh.

45
 LIMITATIONS OF THE STUDY

There are certain limitations during the research that should be considered. These limitations
are:

 A few respondents were not willing to give answers to several questions which may affect the
study to a little extent.

 The survey was limited to only allocated area.

 The survey was done only with existing Dealers and Sub-Dealers.

 The sample size may not represent the whole market.

 The time period for the research is 1.5 months.

 The observations might change in future

Limited to allocated
areas

Time period Only existing Dealers,

for survey is Limitations Retailers and Sub
50 days Dealers

Observations are
fluctuating

46
 LEARNINGS

 I came to know about the ground reality of market and competition.

 I came to know about how the distribution channel works.
 I learned how to generate leads because there are many retailers and dealers who are not
selling, so I convinced them to keep the stock of Shiv-Naresh in different variables and it
helped me to improve my convincing skills also.
 This study helped me in making business as well as promotional strategies to increase sales.
 After this study, I learned how to deal with ignorance of the retailers and dealers who were
upset with the company products.
 I learned the different types of consumer buying behavior.
 I got to know about the business insights

47
CONCLUSION, RECOMMENDATIONS AND SUGGESTIONS

After interaction with the company’s internal customers in various areas, we got to know
Shiv-Naresh Company needs to improve upon to achieve the desired level of
competitiveness. This improvement will give Shiv-Naresh to be in dominance over the
competitors and can lead Indian market also in future. The company has to react quickly
because any delay in reacting to the threat posed by competitor would only give improvement
opportunity for betterment and time to establish them in the market.

After interacting with all the Retailers, we came to know that the marketing and awareness are
major issues which are leading towards other problems like decrease in sales and customers
are shifting to other brands, etc.
It is the sales executive’s job to keep updating about the discounts and offers of the updated
products to the dealers.

48
 CONCLUSION

 After interacting with all the retailers and dealers, we came to know that the marketing
and availability are major issues which are leading towards other problems like decrease
in sales and customers are shifting to other brands etc.
 Recognizing all these things and putting valid efforts will compensate for all the lacking
areas and will be a beneficial step for the company.
 Sales team are also an important link between dealers and retailers. Since the distribution
of company happens through the channel of dealers and retailers, focusing on retailers
will be a step towards converting customers. Once their problems will be sorted things
will start falling into place. No special team is required but sales executives of every area
should spread awareness about Shiv-Naresh products. Most importantly being in touch
and taking their issues into consideration along with needful action.

49
 SUGGESTIONS

 Increasing multiple dealers in the same market in leading conflicts between internal
customers.

 To cope with competition availability of the product will help.

 Improve the complaint handling and try to solve the dealer’s issues as soon as possible.
 Also focused on variation and design in the lower section which has maximum sell
 Sampling should be provided to each dealer and retailers
 In the southern part of Uttar Pradesh need easy and fast distribution network because our
c customers are switching their preference due to availability issue although they need
Shiv-Naresh
 Duplicate products elimination is must be needed because it is effecting our brand image

 Do not search for newer market better to increase the customer base for stability
 Quarterly or half-yearly meetings with dealers
 Salesman visit on stores once in 2 months
 To increase sales, work on marketing and promotional activities.
 Production should meet the demand.

50
 APPENDIX

QUESTIONNAIRE

Shiv Naresh Sports Pvt. Ltd.

QUESTIONNAIRE
Dealer / Dist. / Retailer Name:-
Address :-
Q 1. Do you sell Track Suit, Lowers, and Shorts, Vest, T-shirts, Socks, and
Swimming costume? If Yes which all brands?

Q 2. How many Sportswear retail outlets are there in your City?

Q 3. Do you supply to retailers? If yes how many counters do you service?

Q 4. What is your territory of operation?

51
Q 5. If in the distribution how many days of credit you extend to the retailers &
how many avg. days of credit you get from the companies you deal with?

Q 6. In terms of units, what is your monthly average from your own counter?
April To September Oct To Dec Jan To March
T-Suit
Lower
Shorts
Vest-
T-shirts-
Socks-
Swimming costume-

Q 7. In terms of units, what is your monthly average from distribution?

April To September Oct To Dec Jan To March
T-Suit
Lower
Shorts
Vest-
T-shirts-
Socks-
Swimming costume-

52
Q 8. In terms of units, what is your monthly average From Shiv Naresh Brand?
April To September Oct To Dec Jan To March

T-Suit
Lower
Shorts
Vest-
T-shirts-
Socks-
Swimming costume-

Q9. On a scale of 1 to 5 where 1 is the lowest & 5 is the highest where will you
rate Shiv Naresh products on:-
Quality –
Designing-
Pricing-
Availability-
Customer Awareness-

53
 Q 10. If you do not sell Shiv Naresh products give a reason for the same?

Q 11. Which brand you promote/sell over Shiv Naresh & why?

Q 12. Who are the key 3 distributors of Sports Apparels in your city?
1. 2. 3.

Suggestion / Remarks:-

a) List of Photographs

54
 BIBLIOGRAPHY

 www.shivnaresh.in
 https://www.google.com/search?rlz=1C1NDCM_enIN815IN815&ei=2lJpXZG2A
4SwrQHv7Y5w&q=philip+kotler+books+pdf&oq=philip+kotler+book&gs_l=psy
-ab.1.1.0i67j0i22i30l6.1963.3231..5346...0.0..0.239.838.0j3j2......0....1..gws-
wiz.......0i324.hpNMiDsF18o

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