BRUSHMAN

PRESENTED BY:

INTRODUCTION

The purpose of this paper is to examine the impact of an unanticipated event (insider trading) on the dealer behaviour and market quality. Our main tests centre on the reaction of dealers to unanticipated information events through their inventory control, and how they incorporate that information into their quote setting behaviour.

The notion that dealers actively adjust their inventory control strategies to avoid higher inventory risks can be developed further by examining their activities in the inter-dealer market.
Inter-dealer trading is an important aspect of the LSE (representing about one-quarter of total turnover) however, relatively little is known about why dealers participate in this market.

DESIGN OF THE STUDY

The study is undertaken to know the dealer expectations while selling a product and to understand how the company is different in marketing its product. It is vital for any organization in todays competitive environment to understand the perception of their dealers by which the company can make the necessary changes according to the dealers expectation and customers requirements

Objective of the Study:

To find out the dealers attitude while pushing a product. To know the dealers expectation while taking a dealership of a particular brand To know the dealers opinion about the price of Brushman India in general. To know the dealer perception towards Brushman (India) Ltd. in Punjab. To know the position of Brushman (India) Ltd. against other leading Brushman India competitors. To list out the factors that influences the dealers while taking dealership. To give proper idea for improving the marketing of Brushman India. To evaluate behavior of dealers while pushing a particular product.

RESEARCH METHODOLOGY

Type of research:

Descriptive research by survey method

Sampling Method:

Non probability (Convenient).

Sample Unit:

Brushman India Dealers

Sample size:

100 dealers.

Limitations of the study

The study was limited compared to the total population of Punjab cities. The study was conducted with the basic assumption that the information given by the respondent is factual and represents their true feeling. The major limitation was data availability. The company did not disclose some of the data The study was limited to small number of sample size i.e. 100 units. The time to complete the study was also one of the major limitations.

INDIAN COSMETIC INDUSTRY

Indian cosmetic market is not only expanding, but also becoming more sophisticated and complex due to the influence of western culture on population. Media has played a very crucial role in the industrys growth by presenting cosmetic products as an unavoidable need through all existing means of communication.

Indian Cosmetic Sector Analysis (2009-2012) focuses on the growing marketplace for cosmetics industry at the domestic level and analyzes the current market trends along with the future growth prospects of the industry. It contains detail consumer behavior analysis and future market potential of various segments, thereby, helping clients in identifying factors critical to their successful market penetration.

PROFILE OF THE ORGANISATION

Brushman (India) Limited, one of the leading manufacturers of paintbrushes, is the only listed company in the country in its category. The company prides itself for being the manufacturer of the largest variety of branded paintbrushes in India. The company has the most sound distribution network, unmatched by any other product in the category

"INTERNATIONAL DIAMOND STAR OF QUALITY" in 1996, followed by the "EXCELLENCE AWARD" conferred by the Institute of Economic Studies (India) for maintaining the highest quality standards.
The company diversified its operations in 1996 and entered into a distribution agreement with Denman International Ltd., U.K., for distributing the Denman range of hair care products in India, Sri Lanka and Nepal.

CORPORATE VISION

To Become The Largest, Most Respected And Widely Recognized Distribution House In India catering to the professional and retail market for hiarcare, beauty, cosmetic & Lifestyle Products

To retain the Leadership status in the Paint Brush industry in India and set a quality benchmark for the industry.

CORPORATE PRIORITIES

To develop a High-Performing, Diverse Organization. To have all structures in place to ensure that the Organization is System driven. To continuously improve our product quality and product offerings as defined by the consumer. To expand and further strengthen our distribution network.

PRODUCTS

ANALYSIS OF DATA

The respondents experience in this field

Sl. No. Years No of Respondents Percentage

1
2 3 4

0-10
11-20 21-30 Above 30 years

45
50 03 02

45
50 03 02

Reason for Starting Cosmetic Shop

Sl. No. 1 2 3 4 Reason High profit Family business High demand Others No of Respondents 45 30 80 20 Percentage 26 17 46 11

4 11%

1 26%

3 46%

2 17%

Dealers Opinion about Price of Brushman India

Sl. No. Opinion 1 2 3 4 Low Average High Very High
90 80 70 84

No of Respondents 01 84 14 01

Percentage 01 84 14 01

Respondents

60 50 40 30 20 10 0 1 1 2 Opinion 3 14 1 4

Dealers Expectation
Sl. No. 1 2 3 4 5 Expectation Good Margin High Demand Good Supply Long credit period Quality No of Respondents 100 60 90 05 25 Percentage 36 21 32 02 09

Reason for Pushing a Particular Brand

Sl. No. Reason No of Respondents Percentage

1
2 3 4

High Commission
High Demand Engineers Preference Availability

95
11 09 85

33
04 03 29

Quality

90

31

5 31%

1 33%

4 29%

2 3 4% 3%

Dealership
Sl. No. Response No of respondents 1 2 Yes No 100 0 100 0 Percentage

2 0%

1 100%

Period of Dealership
Sl. No. Years No of respondents Percentage

1
2 3

0-10
11-20 Above20

65
30 05

65
30 05

3 5% 2 30%

1 65%

Difficulties they Face From the Company

Sl. No. Difficulties No Of Respondents Percentage

1
2 3 4 5

Representation
Delay In Supply High Cost Difference In Quality Other

50
20 05 10 05

55
22 06 11 06

60 50 50

Respondents

40 30 20 20 10 10 0 1 2 3 Difficulties 4 5 5 5

Rating of Brushman (India) Ltd.

Parameter Particulars Creativity Customization Timely Delivery Payment Terms After sales service 55 85 90 95 65 25 15 10 05 25 20 0 0 0 10 Good Average Poor

100 90 80 85

90

95

Parameters

70 60 50 40 30 20 10 0 1 2 3 4 25 20 55

65

25 15 0 10 0 5 10 0 5

Particulars
Good Average poor

Quality of Brushman (India) Ltd.

Sl. No. 1 2 3 4 Quality Poor Average Good Excellent No of respondents 15 50 25 05 Percentage 15 50 25 05

4 5% 3 26%

1 16%

2 53%

Quality of Different Brushman India

Parameter Brushman India Femine Plus Silvies Harri Hyper Empire Store Grace 65 55 35 30 70 35 40 60 60 30 0 05 05 10 00
Good

Average

Poor

80 70 60 65 55 40 60 60

70

Parameter

50 40 30 20 10 0 Asian Paints 0 35

35

30

30

10 0 Surf a Coats ICI Paints

Good lass Nerolac

Berger Paints Paint

Good

Average

Poor

Brushman (India) Ltd. Sales Percentage from the Total Turnover of the Shop
Sl. No. 1 2 3 4 5 Percentage 0-05 06-10 11-15 16-20 Above21 No of respondents 05 05 10 20 60

Total Turn Over of the Shop

Sl. No. 1 2 3 4 5 6
60 50 50

Rupees (lakhes) 01-20 21-40 41-60 61-80 81-100 Above 100

No of respondents 03 07 10 50 10 20

Percentage 03 07 10 50 10 20

Respondents

40 30 20 20 10 0 1 2 3 4 5 6 7 3 10 10

Rs

Comparison of Total Turnover and Brushman (India) Ltd. Share of Sales

Brushman (India) Ltd. share Rupees (lakhes) 1-20 21-40 41-60 61-80 81-100 Above 100
30
26

0-5

6 - 10

11 - 15

16 - 20

Above21

0 0 0 01 0 04

0 0 0 05 0 0

0 0 0 02 0 08

0 0 06 10 0 04

0 0 20 26 10 04

25

Surfacoats share

20

20 15
10 10 8 6 5 1 2 0 0 0 0 0 4 4 4

10 5
0 0 0 0 0 0 0 0 0 0 0 0 0

0 1 2 3 4 5 6

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

Reason for Selling Particular Brand

Sl. No. 1 2 3 4 5 Reason Availability High Profit High Demand Good Margin Quality No of respondents 10 15 40 25 10 Percentage 10 15 40 25 10

5 10% 4 25%

1 10% 2 15%

3 40%

Reason for Recommending a Particular Brand

Sl. No. 1 2 3 4 5 Reason Quality Profitability Supply Good Margin Service No of respondents 15 20 15 35 15 Percentage 15 20 15 35 15

5 15%

1 15%

4 35%

2 20% 3 15%

SUGGESTIONS

Brushman (India) Ltd. (Chandigarh) Limited should organize the dealers and motivate them to increase the number of retailers. The company should make tie up with some organization to see that Brushman (India) Ltd. is used in Brushman Indiaing their advertisements like billboards. The company has to practice more transparency in its administration for example through website. Brushman India should take measures to decrease the price with same quality. Brushman (India) Ltd. should take steps to increase the quality of the product with out increasing the price.