EXECUTIVE SUMMERY

In the world where only permanent thing is the change, the market for every product is changing at a nano second pace. Markets for every product category has become highly competitive added with the increasing awareness of the consumer. In such scenario the importance of market study by doing survey become indispensable. With this importance in consideration I was assigned the work of market study of stationery products. The project is done for ITC Ltd, Pune. The main objectives of this project are to understanding the market of stationery product of Pune for ITCs brand Classmate and also to find out the preferences, quality, taste, awareness and satisfaction level of retailer for this product. Initially, a survey to ascertain the position and availability of ITCs brand Classmate in the retail outlets and study about competitive brands of Classmate in the market was conducted in Pune city which served as a source of primary data. Other source like internet, company broaches the purpose of secondary data. Collection of maximum first hand information was the prime objective of the various activities of data collection. The data was collected, analysed, represented in the form of various facts and figures. A series of informal talks with the retailers helped to judge their perception about the availability and distribution. It was also found that the Classmate products did not exist in some areas, which gave an opportunity to competitors to capitalize on classmates absence from these areas. Research and methodology part includes the type of research which is used i.e., Survey Method. It again has method of data collection through which

data is collected for this project. i.e. Primary and Secondary data. The Primary data includes questionnaire for retailers , which is structured . Every project has some limitations and this survey is not apart from that . one of the major limitations of this survey is the time limit for the project. It is not possible to cover a large sample size to get the exact results. Analysis part includes the detailed analysis of the whole data collected during the project. Analysis is done after considering each and every question of the questionnaire and based on that graphs and tables are drawn which ultimately helped to draw the final conclusion of the project. Comparison is done between the different stationery brand with the Classmate and the results are carried out . Based on the analysis of the survey, the conclusion is drawn which matches the objective of the project and based on the conclusion, the suggestions are given which is the ultimate result of the survey.The questionnaire designed for collecting the data is attached with this report which is questionnaire for retailers is structured and it gives the essential information required for the further research. On the basis of collected information from the retailers, it was easy to identify the problems and solutions. Time to time suggestions and their queries helped a lot to jot down the final suggestions required for ITC Company. The essence of whole project demands on the analysis, suggestions and conclusion.

INTRODUCTION 1.1 INTRODUCTION

The project intends to decipher the satisfaction level as well as the preferences of retailers pertaining to the various stationery brands launched by ITC. We aim to analyse the
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success, marketability and future growth prospects stationery brands. Basically we intend to find out the most popular stationery brand in the market from our sample. Stationery brands as such are a very minor part of the FMCG industry because FMCG sector is largely organized. Here we will also look into the market trends in stationery brands. For this a survey was conducted in Pune where respondents were asked to fill a questionnaire. The data was collected and analysed to obtain conclusions. This report carries an introduction of the company profile, detail of the methodology followed detailed data analysis and the results so obtained with the variety of graphs along with given. Summer training gives us an insight into the working of the real corporate world. It gives us the practical knowledge of the working of the organizations. During the short time within the industry, we get to learn the various aspects of an organizations like the culture followed, the functional aspects etc. The main objective of the summer internship is to experience the various concepts that we learn in our first year of management course, as learning the concepts is very different from experiencing them at a concrete level. We learn to face the various situations by establishing relationships between real and significant factors in a situation. We also learn that in a given situation all the functional aspects are inter-related; one functional aspect cannot be isolated from the organization. We learn to be more confident by judging the various situations based on our reasoning and by the application of our knowledge in these situations.

1.2 CONCEPTUAL BACKGROUND:

What is Retailing? Retailing is a distribution channel function where one organization buys products from supplying firms or manufactures the product themselves, and then sells these directly to
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consumers. A retailer is a reseller (i.e., obtains product from one party in order to sell to another) from which a consumer purchases products. In the US alone there are over 1,100,000 retailers according to the 2002 US Census of Retail Trade. In the majority of retail situations, the organization from which a consumer makes purchases is a reseller of products obtained from others and not the product manufacturer. But as we discussed in the Distribution Decisions tutorial, some manufacturers also operate their own retail outlets in a corporate channel arrangement. While consumers are the retailers buyers, a consumer does not always buy from retailers. For instance, when a consumer purchases from another consumer (e.g., eBay) the consumer purchase would not be classified as a retail purchase. This distinction can get confusing but in the US and other countries the dividing line is whether the one selling to consumers is classified as a business (e.g., legal and tax purposes) or is selling as a hobby without a legal business standing. As a reseller, retailers offer many benefits to suppliers and customers as we discussed in the Distribution Decisions tutorial. For consumers the most important benefits relate to the ability to purchase small quantities of a wide assortment of products at prices that are considered reasonably affordable. For suppliers the most important benefits relate to offering opportunities to reach their target market, build product demand through retail promotions, and provide consumer feedback to the product marketer. Definition of Retail Audit Study of a selected sample of retail outlets, provided as subscription-based service by market research firms. Retail-audit service providers gather information on a brand's

sales volume, sales trends, stock levels, effectiveness of in-store display and promotion efforts, and other associated aspects

1.3 PROBLEM STATEMENT

Statement of the Problem is To study of

retail audit of stationery

product of ITC ltd

Todays word is changing rapidly either economically, technologically or

politically due to the globalization. Its become difficult for any type of

company to sustain in the market, face the challenges, fulfill the needs and wants of the customer and at the same time increase the market share.

1.4 OBJECTIVES
1) To verify the physical location of the outlets. 2) To find out availability of stationery product of ITC in the retail outlet. 3) To find out the competitors. 4) To study about the competitor brands in study segments. 5) To find out trade margin for stationery product. 6) To find the problem of retailers with the distributor or the company. 7) To suggest majors for improving the availability of stationery product of ITC in the retail outlet.

1.5 SCOPE OF THE STUDY

It covers the market survey with the help of which market potential is carried out. It compares the major players of the stationery products on various aspects such as price, quality, durability, brand image.
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 Analyzing the gap among the various competitors in the market. It is also useful for finding out actual expectations of the existing customer.

1.6 LIMITATIONS OF THE STUDY:

Exact data collection is not possible by sub-dealer Response error, interview error and based answers in some cases were the other limitation of study. Due to unavailability of time and reluctance on the part of the interviewee there may be some minor problem. The major problem of the survey was that most of the respondents being very loyal to their brands didnt give exact answers .like they didnt talk much about what problems they are facing, what are the different marketing schemes of the brand in which they deal etc.

COMPANY PROFILE

ITC is one of India's foremost private sector companies with a market capitalization of nearly US $ 19 billion and a turnover of over US $ 5.1 billion. ITC is rated among the
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World's Best Big Companies, Asia's 'Feb 50' and the World's Most Reputable Companies by Forbes magazine, among India's Most Respected Companies by Business World and among India's Most Valuable Companies by Business Today. ITC ranks among India's `10 Most Valuable (Company) Brands', in a study conducted by Brand Finance and published by the Economic Times. ITC also ranks among Asia's 50 best performing companies compiled by Business Week.

ITC India Limited

Type

Public (BSE:ITC)

Founded

August 24, 1910 Radha Bazar Lane, Kolkata, India

Headquarters

Virginia House, Kolkata, India

Key people

Y C Deveshwar, Chairman K Vaidyanath, Director, CFO: Partho Chatterjee

Industry

Tobacco, Foods, Hotels, Stationery, Greeting Cards, Product Cigarettes, Packaged Food, apparel

Revenue

$4.75 billion USD (2006)

Employees

20,000 (2007)

Website

http://www.itcportal.com/

ITC has a diversified presence in Cigarettes, Hotels, Paperboards & Specialty Papers, Packaging, Agri-Business, Packaged Foods & Confectionery, Information Technology, Branded Apparel, Personal Care, Stationery, Safety Matches and other FMCG products. While ITC is an outstanding market leader in its traditional businesses of Cigarettes, Hotels, Paperboards, Packaging and Agri-Exports, it is rapidly gaining market share even in its nascent businesses of Packaged Foods & Confectionery, Branded Apparel, Personal Care and Stationery. As one of India's most valuable and respected corporations, ITC is widely perceived to be dedicatedly nation-oriented. Chairman Y C Deveshwar calls this source of inspiration "a commitment beyond the market". In his own words: "ITC believes that its aspiration to create enduring value for the nation provides the motive force to sustain growing
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shareholder value. ITC practices this philosophy by not only driving each of its businesses towards international competitiveness but by also consciously contributing to enhancing the competitiveness of the larger value chain of which it is a part." ITC's diversified status originates from its corporate strategy aimed at creating multiple drivers of growth anchored on its time-tested core competencies unmatched distribution reach, superior brand-building capabilities, effective supply chain management and

acknowledged service skills in hoteling. Over time, the strategic forays into new businesses are expected to garner a significant share of these emerging high-growth markets in India.

ITC's Agri-Business is one of India's largest exporters of agricultural products. ITC is one of the country's biggest foreign exchange earners (US $ 3.2 billion in the last decade). The Company's 'e-Choupal' initiative is enabling Indian agriculture significantly enhance its competitiveness by empowering Indian farmers through the power of the Internet. This transformational strategy, which has already become the subject matter of a case study at Harvard Business School, is expected to progressively create for ITC a huge rural distribution infrastructure, significantly enhancing the Company's marketing reach. ITC's wholly owned Information Technology subsidiary, ITC Infotech India Limited, is aggressively pursuing emerging opportunities in providing end-to-end IT solutions, including e-enabled services and business process outsourcing. ITC's production facilities and hotels have won numerous national and international awards for quality, productivity, safety and environment management systems. ITC was the first company in India to voluntarily seek a corporate governance rating.

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ITC employs over 25,000 people at more than 60 locations across India. The Company continuously endeavors to enhance its wealth generating capabilities in a globalizing environment to consistently reward more than 3,72,000 shareholders, fulfill the aspirations of its stakeholders and meet societal expectations. This over-arching vision of the company is expressively captured in its corporate positioning statement: "Enduring Value. For the nation. For the Shareholder." ITC has transformed itself from a leading cigarette manufacturer to an umbrella group that offers a diversified product mix to enhance its brand image and reduce dependency on tobacco related products. It has forayed into the hospitality service industry and has become a major player in the hotels segment. Its position in the FMCG (fast moving consumer goods) business is also on a growth curve; especially its confectionery and biscuits which are slated to achieve the top ranks among its peers. It has made heavy investments to strengthen its IT (information technology) segment and to compete with the big players like Infosys and Wipro. Although the ITC group is marketing its image as an ideal corporate citizen and a company that takes its social responsibility seriously, it still earns 80% of revenues from selling cigarettes and other tobacco related products.

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2.1 The major areas in which ITC has diversified are:

Fig.2.1 Major brands of ITC FMCG Cigarettes

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 Food Lifestyle Retailing Greetings and stationery Safety Matches Incense sticks Hotels Paperboards and Packaging Paperboards and specialty papers packaging

Agri-Business Agri- exports E-choupal Information Technology

2.3 Our Corporate Vision:

Our corporate vision is to merge the latest in technology with the best of natural ingredients to create innovative color products. We consistently combine tradition with scientific ingenuity to provide the market with products that deliver verifiable results.

2.4 VISION:
Sustain ITC's position as one of India's most valuable corporations through world class performance, creating growing value for the Indian economy and the Companys stakeholders.
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2.5 MISSION:
To enhance the wealth generating capability of the enterprise in a globalizing environment, delivering superior and sustainable stakeholder value.

PRODUCT PROFILE

ITC made its entry into the stationery business in the year 2002 with its premium range of notebooks, followed in the year 2003 with the more popular range to augment its offering. Today, ITC continues to blend its core capabilities to market a growing range of education and stationery products. These capabilities include, a. Manufacturer of Indias first Ozone treated environment friendly Elemental ChlorinFree (ECF) pulp, paper and paperboard.

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b. Knowledge of image processing, printing & conversion garnered from its Packaging & Printing Business. c. Brand Building & Trade Marketing & Distribution strengths resident in its FMCG Business.

ITCs stationery Brands are marketed as Classmate and Paperkraft, with Classmate addressing the needs of students and Paperkraft targeted towards college students and executives. Classmate Indias truly largest

National brand, reaching 65,000 outlets across the country, has over 300 variants in its range which comprises notebooks, long books, practical books, drawing books, scrap books, reminder pads etc

Fig.2.2 Classmate note books The Classmate Fun N Learn range of children books targeting pre-school learners, comprising categories like Pre School Learner, Active Minds and Read Aloud Tales with features like Wipe n Use again, Trace & Color and Puzzles ensure that a child's first lessons are truly enjoyable.

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Classmate Invento Geometry Boxes, launched for school students comprise a world-class precision compass and high quality plastic instruments coupled with interesting trivia and useful information, to make geometry more fascinating for students. Aesthetically designed, Classmate pens offer the consumer a smoother and more comfortable writing experience through use of ergonomic design, reducing the effort required for writing. The initial launch comprises ball pens - Classmate Safari and Classmate Ilet - and gel pens - Classmate Glider and Classmate Octane. A new entry to the Classmate portfolio is its range of HB Jet Black pencils. Designed attractively for school kids, the pencils offer a unique advantage of lesser lead wear out and thus, Stay Sharper for Longer. Dark and smooth writing coupled with Strong Bonded lead offer an enjoyable writing experience. The Classmate Notebook range builds in regional preferences and caters to the requirements of All India & State Education Boards. Every Classmate notebook carries ITC's Corporate Social Responsibility message on its back. For every four Classmate Notebooks, ITC contributes Re. 1 to its rural development initiative that supports, among other projects, primary education in villages.

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Classmate has successfully run the Classmate Young Author & Artist Contest for 5 years. The contest is a national level event going across 34 cities and getting participation from 5000 schools.

The Paperkraft range consists of premium stationery with a wide variety for executives to choose from. The assortment consists of notepads & multi subject notebooks in hard, soft covers & multiple binding formats including spirals, wires etc. The Paperkraft brand recently launched premium business paperan environment friendly

multipurpose paper for office and home use. The paper has been crafted by ITCs Bhadrachalam unit using a pioneering technology, called Ozone Treated Elemental Chlorine Free technology. Paperkraft business paper is the whitest and brightest 75 & 70 GSM papers manufactured in India and provides consumers an opportunity to Go Green. In recognition of its quality products & processes, the business has been awarded with ISO 9001:2000 by Messrs Det Norske Veritas.

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Research Methodology

3.1 Research:
Market research is defined as a systematic gathering, recording and analysis of the data concern with an objective. This whole activity is divided into various parts & after compilation of that we reach at certain findings, which enable us to take marketing decisions. It involves the diagnosis of information needed and the selection of relevant and interrelated variables. Redman and More defined research as a systematized effort to gain new knowledge. The purpose of research is to discover answers to questions through the application of scientific procedures. The main aim of research is to find out the truth which is hidden and has not been discovered as yet.

3.2 Significance Of Research

Research inculcates scientific and inductive thinking and it promotes the development of logical habit of thinking and organization. Research provides the basis for nearly all Govt. policies on our economic system. Research has its special significance in solving various operational and planning problems of business and industry.

3.3 Research Design

Survey method has been used for the data collection with the help of questionnaire as the research instrument . It was a field research method where consumers visit were made to gather the information needed for the market survey. The source for the information was the consumers of the desired product.

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3.4 Type of Research

Market research is being used to measure the characteristics of market, to obtain information needed for forecasting to evaluate new product ideas and improve existing product . There are number of decisions or alternatives in the market, one course of action is to be selected from them.

3.5 Method of Research

The study falls under the category of Descriptive research and uses survey method. Descriptive research includes survey and fact finding enquiries of different kinds. It is description of state of affairs, as it exists at present. Main characteristics of this method are that, the researcher has no control over the variables. He can only report what is happening. The method of research used in this research was Survey method.Research methodology is the process which helps in selecting the tools to achieve the objectives.

3.6 General Methodology:

The methodology adopted for this project was completely base on primary information. The location of the study was in Pune dist. The first stage included gathering information about the stationery product of the Pune market. That was, to find out which are the major players, what is general distribution pattern, what is the buying behaviour of customers. The second stage comprised determining the objective of the study and drafting the questionnaire. The questionnaire was designed keeping in mind the objective of the study. It was designed with due guidance of the company guide. It was assured that the questionnaire prepared Keeping in mind the education level of the respondents who were mainly retailers the questionnaire was kept simple and precise.

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The methodology consists of : Need and objective of research Collecting the facts/data Analysis of the data. Conclusion and solution

1) Sampling design:
A definite plan developed to obtain a sample from a given population is called sampling plan. Designing the sample Based on two decisions. First, who is to be surveyed? Second, how many people in the sample are chosen?

Sample unit: Retailers of stationery product in Pune dist. Of Maharashtra. Sample size: The larger the size, the more accurate the result would be. But practically,
its not feasible to survey the entire target outlets. The sample size of the survey done by me was 130 outlets.

Sampling Procedure
I try to find out most of the retailers in the market.

Contact Method
I personally visited most of the retailers. Few shopkeepers due to their busy schedule or loyalty for their brand refused to respond at all.

2) Sources of data collection:

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Primary data:
Data obtained from the first hand by the researcher is called the primary data.Here the main source of primary data collection was interviews, discussion and interaction with customers by using the Questionnaire.

Secondary data:
Secondary data refers to the data available in some form or another and may include the result of the previously performed research or the available materials such as newspaper, reports may be from the internet. Various sources of secondary data used in this research are:

Internet Interaction with the dealers.

Questionnaire as an instrument of data collections: Questionnaires were used as an instrument for data collection for primary data collection. P. V. Young has classified the questionnaire in two groups ,

1) Structured questionnaire 2) Non- structured questionnaire

Structured questionnaire contain definite, concrete questions with additional questions limited to those necessary to classify inadequate answers or to elicit a more detailed response. Structured questionnaire can be of two types, namely disguised and nondisguised. This classification is based on whether the object or purpose of study is revealed or undisclosed to the respondent. Thus a structured non-disguised questionnaire
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is one where the listing of questions is in a pre-arranged order and object of the study is revealed to the respondent. In a structured disguised questionnaire, researcher doesnt disclose the object of the study. Non-structured questionnaire, often known as interview guide is used for focused, depth and non directive interviews. It contains definite subject matter areas, the coverage which is required during the interview, but the interviewer is largely free to arrange the form and timing of enquiry.

Types of questions: Open-end questions:

Close-end questions: An open-ended or simply open or free answer question gives the respondent complete freedom to decide the form, length and detail of answers. Open questions are preferred when the researcher is interested in knowing what is uppermost in the mind of the respondent. Close end questions has only two answers in the form yes or no, true or false or do not use etc.

3) Analytical tools:
The data, which was collected, was summarized and tabulated on MS-excel for further analysis. The analysis performed was mainly comparative analysis using statistical analytical tools. The tools that have been used are as follows: Bar Chart Pie Chart

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DATA ANALYSIS & INTERPRETATION

In order to extract the meaningful information from the data collected an analysis of data is done using pie charts, bar graphs etc.

1. Do the ITC distributer visit your outlet?

a) Yes b) No

Table no.4.1.1 Retail outlets visited by the distributer Yes 67 Graph No.4.1.1 Retail outlets visited by the distributer No 63

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Interpretation:
From above graph it is clear that out of 130 outlets only 67 (52%) outlet visited by distributers and 63(48%) not visited by distributers.

2. If No, Is Distributor visited your outlet earlier?

Table no.4.2.1 Retail outlets covered by the distributer earlier Yes 5 Graph No.4.2.1 Retail outlets covered by the distributer earlier No 58

Interpretation:
Out of 63 outlets which were not visited by the distributors, 5 outlets were covered by the distributors earlier. From the total outlets which were not visited by the distributor, 10% outlets were visited by the distributor earlier.

3. Which of the following stationery products do you keep in your outlet?

Table no.4.3.1 Stationery products available in outlets

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CATEGORIES Note Book Long Book Graph Book Drawing Book Reminder Pad Pocket Memo Scrap Book Pencil Geometry Box Copier Paper

NO. OF OUTLETS 124 123 110 113 98 97 95 119 102 91

Graph no. 4.3.1 Stationery products available in outlets

Interpretation:
Out of 130 sample size, 124 outlets keep note books,123 outlets keep long books, 110 outlets keep graph books,113 outlets keep drawing books,98 outlets keep
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reminder pad,97 outlets keep pocket memo,95 outlets keep scrap book,119 outlets keep pencils,102 outlets keep geometry box,91 outlets keep copier paper.

4. Which stationery items of ITC do you keep in your outlet?

Table no.4.4.1 Stationery products of ITC available in outlets

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CATEGORIES Note Book Long Book Graph Book Drawing Book Reminder Pad Pocket Memo Scrap Book Pencil Geometry Box Copier Paper

NO. OF OUTLETS 73 80 50 54 45 43 40 42 45 15

Graph no. 4.4.1 Stationery products of ITC available in outlets

Interpretation:
Out of 130 sample size, 73 outlets keep classmate note books, 80 outlets keep classmate long books, 50 outlets keep classmate graph books, 54 outlets keep classmate drawing books, 45 outlets keep classmate reminder pad, 43 outlets keep classmate pocket memo,

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40 outlets keep classmate scrap book, 42 outlets keep classmate pencils, 45 outlets keep classmate geometry box, 15 outlets keep paperkraft (copier paper of ITC).

5. What are the margins given by companies on the stationery product?

Graph no. 4.5.1 Trade margins on stationery products

Interpretation:
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According to above graph, it is clear that local brands are giving 50% margin which is higher .Trade margin of ITC is20%,Navneet is 25%,Cello is 32%, Camlin is 38%, Sundaram is 45%and the retailer gets the maximum margin in local brand that is 50%.

6. Are you satisfied with the margin given by ITC?

Table no.4.6.1 satisfaction level with respect to margin Yes 8% NO 92% Total 100%

Graph no. 4.6.1 satisfaction level with respect to margin

Interpretation:
According to above graph, 92% retailers are not satisfied with the margins offered to them by the company. While only 8 % retailers are satisfied with margins. So company should rethink over trade margin policy.

7. Do you have any problem with the distributor Or Company?

Table no.4.7.1Problems of retailers with the distributer Yes NO 54% 46%

Total 100%

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Graph no.4.7.1Problems of retailers with the distributer

Interpretation:
According to above chart, almost more than half i.e.54% respondents have problem with company or the service of distributer. 46% respondents are satisfied.

CONCLUSION
A survey of the people has been conducted to know the liking pattern of the ITC Stationery products . It is observed that overall retailers like to buy Stationery products of other companies because of the margins given by them. It is concluded that mostly people preferred Classmate of ITC due to its high quality and image . Some people often like to have good Quality at lower price thats why they prefer other brands. Due to quality and brand image the ITC have they are able to attract the customers. It is thus concluded from the facts collected most of the market covered by the ITC but the concentration on advertisement & promotional activities will help them to become a market leader in stationery products.

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FINDINGS

1.

Findings regarding distribution :

There is delay in delivery of ordered product by 15 to 20 days. It is the

main reason due to which distributor loses his potential retailers.

Due to unavailability of ITC stationery on time, retailer sells another brand

to customer.
Demand of ITC product is high but company is not able to fulfill it. Some retailers are purchasing classmate from the wholesale market

because it is in demand and distributor never visited there. One of the major finding is that stock is not available in season.

1.

Findings regarding Promotional activities:

Retailers are expecting some schemes during season. Competitors are doing heavy promotional activities in comparison but

ITC believes in quality not in promotion.

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 Demand for Navneet products are high in some areas they advertise their

product in schools and some schools including Delhi board schools making compulsion on student to purchase Navneet.

1.

Findings regarding Product of ITC:

Geometry box: invento and victor, geometry box of ITC are new arrivals.

But it is found to be less attractive but people like its quality. It is better than any other product.
Note books: few retailers are complaining that ink is visible by back side

of the paper of classmate note book.

Paperkraft: as compare to copy power (bilt) paperkraft is costly. Pen: the major finding for pen is that the length of classmate inlet is

slightly higher thats why it is not comfortable while keeping it in shirts pocket.

1. On the spot payment, low cash discount, no credit facilities and fewer margins as

compare to competitors, push retailers to sell other competitive brands.

2. Some retailers feel and said that, ITC have over confidence in their product and

concentrating less on promotions.

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3.

Market leader of stationery brands. Competitors of classmate notebooks are Navneet, for pencil it is natraj, for geometry box its camlin ,for paperkraft(copier paper) its bilt.

SUGGESTIONS

1. Company has to look after its distribution channel, because company also

having problem in distribution in many areas. In most of the areas, demand is there but sales agents dont reach there. Company has to supply goods in these areas. 2. To solve the problems of the retailers should be taken seriously.
3. There should POP (be point of purchase) display of new products like pen,

pencils and geometry box.

4. Company should produce telephone dairy as per market demand. 5. The new product paperkraft is liked by the customer because of its quality, but

company should increase margin or reduce PTR.

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Bibliography

Book:

C.R. Kothari (2006), Research methodology, 3rd Edition, Vishwa Prakashan, New Delhi. Kotler Philip (2007), Marketing Management- A South Asian Perspective, 13TH Edition, Prentice Hall of India Pvt. Ltd., New Delhi.

Websites:
http://www.google.co.in/ http://www.wikipedia.com/ http://www.itcportal.com/

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ITC Ltd. Retailer survey form

Name Of the Outlet :-_______________________________________________ Address:-_________________________________________________________ Contact no:-________________________ 1) Which stationery items do you keep in your outlet? 1)__________ 2)___________ 3)____________ 4)____________ 5)___________ 2) Which leading brands do you have? 1)__________ 2)___________ 3)____________ 4)____________ 5)___________ 3) Which is the leading brands or competitors? a) For Notebooks & related items. 1) ITC b) For Pencil. 1) ITC 2) Natraj 2) Navneet

c) For Geometry box.

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1) ITC

2) Camlin

d) For Copier. 1) ITC 2) Bilt

4) Is Distributor visited your outlet? Yes No

5) If No, Is Distributor visited your outlet earlier? Yes No

6) If Yes , Which stationery items of ITC do you keep in your outlet? 1)__________ 2)___________ 3)____________ 4)____________ 5)___________ 7) Are you satisfied with the margin given by ITC? Yes No

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8) Do you have any problem with the distributor Or Company? Yes No

If Yes, What are the problems__________________________________________ __________________________________________________________________ 9) Any suggestions __________________________________________________ __________________________________________________________________ __________________________________________________________________

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