mba finance projet 23456789101112131415
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Sl No Contents Page No1 Executive Summary
2. Company Profile
3. About The Project
5. Data analyses and Interpretations
6. Suggestions
8. Conclusion
9. Bibliography
10. Annexure
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EXECUTIVE SUMMARY
EXECUTIVE SUMMARY
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The project assigned to me is to collect the information about the Indian oil
out lets and Bazzar Traders on servo lubricants at IOCL Belgaum. The project is
carried out in Belgaum .
This project report is on A detail study on Indian oil out lets and Bazzar
Traders on servo lubricants at IOCL Belgaum.
It consists of two parts.
The first part begins with the detail study of the organization. About Its
establishment and progress. This part also includes the product information of iocl.
The second part of the report consists of introduction to Theoretical
background of project which gives the basic concept and theoretical study of the
subject.
And also this second part includes methodology adopted sampling size
sampling plan, and sampling process and determination level of the Indian oil out
lets and Bazzar Traders of product services they provide to its customer as the
problem definition.
This report also consists the analysis part and ends with findings and
recommendations for problem defined.
Objectives of the project:-
1. To study the product movements in the retailers shelves of servo lubricants.
2. To know the contribution of servo lubes to the total sales of the
retailer(RO,Bazzar traders)
3. To find out factor that influences a retailer to stock and sell more of particular
product brand.
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4. To know the purchase frequency and order size.
5. To find out the satisfaction level of retailers with the benefits that they are getting
from the different companies
.
Sampling size:
A sample size of 100 chosen for the purpose of the research.
Methodology
The method adapted to this project is direct interview method, where the
information will be collected by direct interaction with customer through.
Open ended questions
Close ended questions.
Analysis
From the survey conducted whether information is collect that the
information is analyzed and interpreted for giving the suggestions and
recommendations.
Conclusion
From the above analysis the conclusion is given.
Recommendation
Recommendation are given based on the interpretation of the analysis and
the findings.
Limitations
1) It is not exact science, so we cannot accept 100% results, so only justified
solution one gives.
2) It is conducted in open market place.
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COMPANY PROFILE
COMPANY PROFILE
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In the year 1959, Indian Oil Company Limited was established, later in the Year
1964; Indian Oil Corporation was formed with merger of Indian Refinery Limited which
was established in 1958.
Indian Oil account for 56% petroleum products market share, 42% national
refining capacity 67% downstream pipeline thought capacity.
Indian Oil control 10 of Indias 18 refineries with a current combined rated
capacity of 49-30 million metric tons per annum (MMTTA) or 990 Barrels per day
(BPD).
These include subsidiary Chennai Petroleum Corporation Limited and
Bangaigaon Petroleum Corporation Limited. It owns and operates the countrys largest
network of cross-country crude oil and product pipelines pf 7170 Km. with the combined
capacity of 52.75 MMTPA.
Indian Oils country wide network of about 21 thousand, sales point is backed for
supplies by its extensive, well spread out marketing company with a nation wide retail
network of over 2000 sales point.
Indian Oil reaches Indane cooking gas to the door step of 35 million households
in million over in 2000 markets through the countrys largest network of over 4100
distributions.
The country leading Servo brand lubricant from Indian Oil with over 40% market
share and 450 grades are sold through 8000 retail outlets besides a countryside network
of bazaar traders.
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Indian Oil and Academy Company with score full fledged training centers across
the country building competency, confidence and capability to face the advantages of the
market plays the challenges of the market place.
VISION:
A major, diversified, transactional, integrated energy company, with national
leadership and a strong environment conscience, playing a national role in oil security
and public distribution.
MISSIONS:
To achieve International standards of excellence in all aspects of energy
and diversified business with focus on customer delight through value of
products and services, and cost reduction.
To maximize creation of wealth, value and satisfaction for the stake
holders.
To attain leadership in developing, adopting and assimilating state of the
art technologies for competitive advantage.
To provide technology and services through sustained research and
development.
To foster a culture of participation and innovation for employee growth
and contribution.
To cultivate high standard of business ethics and total quality
management for a strong corporate identity and brand equity.
To help enrich the quality life of the community and preserve ecology
balance and heritage through a strong environment conscience.
OBJECTIVES OF IOCL
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To serve the national interests in the oil and related sector in accordance and
consistence with government policy.
To ensure and maintain continues and smooth supply of petroleum product by the
way of crude refining, transportation and marketing activities and to provide
appropriate assistance to the consumer to conserve and use petroleum
inefficiently.
To earn a reasonable of interest on investment.
To achieve higher growth through integration, mergers, acquisitions and
diversification by harnessing new business opportunities like petrochemicals,
power, lube business, consultancy, abroad and production.
To optimum utilization of its refining capacity and maximize distillate yield from
refining of crude to minimize foreign exchange out go.
OBLIGATIONS OF IOCL
Towards customers and Dealers:
To provide prompt, courteous and efficient service and quality products at fair
and reasonable price.
Towards Suppliers:
To ensure prompt dealing with integrity, impartiality and country and prompt
ancillary industries.
Towards Community:
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To develop techno-economically viable and environment friendly products for the
benefit of the people.
To encourage progressive indigenous manufacture of products and materials so as
to substitute imports.
To ensure safety in operations and highest standard environment protection in its
manufacturing plants and township by taking suitable and effective measures.
Towards Employees:
Develop their capacity and advancements through appropriate training and career
planning.
Towards Defense Service:
To maintain adequate suppliers to defense service during normal and emergencysituations as per their requirement at different locations.
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FINANCIAL OBJECTIVES
To ensure adequate returns on the capital employee and maintain a reasonable
annual dividend on its equity capital.
To ensure maximum economy in expenditure.
To manage and operate the facilities in efficient manners so as to generate
adequate internal resources to meet revenue costs and requirement for the project
investment with out budgetary support.
To develop the long term corporate plans to provide for adequate growth of the
activities of the corporation.
To endure to reduce the cost of production of petroleum by means of systematic
cost control measures.
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ORGANIZATIONSTRUCTURE
COMPETITION ANALYSIS
In todays world we are seeing everywhere competitions, while from the small
shop to big company so when I consider to IOC, IOC has many competitors like HPCL,
BPCL, RELIENCE etc.
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Head Office (Mumbai)
Corporate Office (Delhi)
Regional Office
North Region
Office
South Region
Office
East Region West Region Offi
Andhra PradeshKarnataka
Kerala Tamil Nadu
Bangalore
Hubli
Shimoga
Raichur
Karwar
Bidar
Mangalore
Mysore
Belgaum
Bijapur
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In order to get the winning edge, we need to strive for excellence, not perfection.
Striving for excellence is progress, because there is nothing that cannot be done better or
improved.
So, achieving success does not mean gaining value but gaining everything by
defeating the one, who cannot do what do what the things we have done. So its matter of
competition
IOCL has a very good market share that signs the best quality and best service. It
is shown with the aid of below charts
MARKET SIZE:
others
(1.4%)IOCL (43%)
BPCL (20%)
HPCL(18%)
PRODUCT PIPELINE:
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others (1.4%)
IOCL (43%)
BPCL (20%)
HPCL(18%)
CRUDE PIPELINE:
IOCL (100%)
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P R O D U C T P R O F I L E
SERVO
Indian Oils SERVO is India's largest selling lubricant brand. SERVOrange of lubricants
enjoys approvals from major Original Equipment Manufacturers (OEMs) including new
generation cars. 9,000 Retail Outlets and a countrywide network ofSERVO SSls and
SSAs Bazaar traders offerSERVOrange of lubricants to customers.
TheSERVOrange of lubricants is used in almost every application covering automotive,
industrial and marine sectors. SERVO range of lubricants is fast emerging as a Global
Brand with wide acceptance in UAE, Malaysia, Mauritius, Bangladesh, Bahrain, Sri
Lanka, Nepal, Yemen, Kenya, Kuwait, Burkina Faso, Reunion Islands and other markets.
SERVOhas been designated as a SUPERBRAND.SERVOhas genuine oil tie ups witha wide range of companies like Hyundai, Maruti, Bajaj, and Lancer. Anil Kumble, the
ever-dependable sporting icon isSERVOBrand Ambassador.
Developed exclusively at Indian Oils world-class R&D Centre at Faridabad, there is a
SERVOlubricant for virtually every single application. With over 42% market share and
450 grades, the country's leading SERVObrand lubricants from Indian Oil are sold
through over 8,100 Indian Oil petrol/diesel stations, over 1,300 SERVO Shops and a
countrywide network of bazaar traders.
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These lubes are manufactured at different locations administrated at the head
office marketing mumbai. Form here it reaches the various cities of the regions through
road transportation.
The storage of lubes is done in the lube godawn or open space. The entire
products are duty paid products.
In godown the products are packed in the cartoons, where as the lubes in the
barrels are stored are stored in the open space.
Even a sales officer is being appointed, who is in charge of these lubes. Lubes in
which the depot is dealing as follows.
1. ULTRA 30
2. GEAR HP-140
3. GR-SUP 90
4. 2T SUPREME
5. 2T SUPREME
6. 2T SUPRM
7. ZZ- HP 80 W
8. GR HP 90
9. GEAR HP-140
10. GR-SUP 90
11. 2T SUPREME
12. 2T SUPREME
13. 2T SUPRM
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14. MIL-C 30
15. MIL-C 40
16. PRIDE 30
17. PRIDE 40
18. GR- HP 80 W
19. GR HP 90
20. GEAR HP-140
21. GR-SUP 90
22. 2T SUPREME
23. 2T SUPREME
24. 2T SUPRM
25. 2TKH
26. SBF
27. BAJAJ 2T Z
28. 2T ULTRA
29. S.4T
30. SYS. HLP68
31. ELGIAIRL
32. TR-FLD-A
33. TR C4SAE30
34. SMG20W40
35. PCF415W40
36. MARUTI ZEN
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SWOT Analysis of Indian Oil Corporation for Petroleum Business
1. Strengths:
The Government protection in the past has resulted in IOC becoming a gaint in this
sector. The large infrastructure created, has given it a advantage that can help it to face
the opening up of the sector.
Flagship Company: It has been decided that ONGC, IOCL and GAIL would be the
flagship companies of the government and government would continue to hold minimum
of 51% equity in these companies. This keeping in view the importance of maintaining
continuous and uninterrupted supplies of petroleum products to strategic sectors like
defense forces and to the in accessible and far-flung areas.
Joint Ventures: In keeping with its core strength of petroleum, the company has made a
number of joing ventures to gain competitive strength in wake of liberalization. This has
resulted in synergy of IOCL and the Joint venture Company by increasing sharing of
knowledge and venturing into new markets to gain competence in global economy.
16th largest petroleum refining company in the world.
No 1 company in Asia Pacific region.
Its been ranked 186th company among Fortune 500 companies
58% of market share in retailing
45% of refining capacity.
Owns 82.56% of the total pipeline capacity
Approximately 70.000 outlets
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2. Weakness:
The bottlenecks involved with the government functioning have to be faced by IOC too.
The requirements of aggressive and quick decisions making required in the wake of
competition from foreign as well as national companies will be felt strongly as slow
government processes can have short term as well as long term consequences.
The area given to sales officers in retail marketing is very big as compared to other
majors.
Has only 40 Mt capacity
However the prior refining yield of around 70% due to old and smaller refineries
remains a cause of concern.
Government control in the functioning.
3. Opportunities: The Indian Oil sector is at the threshold of decontrol the government in gradually
slackening controls over the give products (MS, HSD, ATF, SKO & LPG) that
contributes 70% of the volumes.
International profits: Post deregulation, Indian refining margins would trap global
refining margins. These margins, however would be relatively insulted because of tariff
barriers and transportation costs. Marketing margins would continue to remain under
administrator pricing till F.Y.2003. In F.Y. 2004, IOC has seen another quantum jump in
earnings with decontrol of marketing / distribution network.
Large capital resource: IOCL is expected to be one of the largest beneficiaries of
deregulation process especially after the redemption of oil bonds, which will create
considerable cash glows for the company.
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Less Government control: While retention pricing for refineries has been abolished
w.e.f. Apr. 98, controls on 5 products (MS, HSD, LPG, SKO, ATF) which account for
over 70% of volumes, continues. Profits of establish PSU refineries will low cost of
production will jump and new refineries will be badly hit due to higher fixed cost outgo.
Post deregulation, Indian refining margins would track global refining margins
Generation of funds
The government regulations
Owns 82.56% of the total pipeline capacity.
Demand in 2006-07, 180 Mt.
Demand in 2024-25, 370 Mt.
4. Threats:
The opening up this sector w.e.f. April 2001 has brought the entry of the
multinational and private national companies Like Reliance, MRPL, Essar, and
Shell in this huge market. The huge resources, experience at the disposal of the
multinationals, the attack of smaller companies at the niche markets will aim at
taking the share of the leader IOC. The threat is also from the increasing .market
of LNG / CNG as substitute.
Competition from the regular competitors
Deregulation will cause competitions from loyal players.
Competition from foreign players
CNG / LNG to become the fuel of the future.
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Increase in Price hike in International Market
Shell has entered petrol marketing, has done an investment of Rs. 20 Bn
ABOUT THE PROJECT
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THEOROTICAL BACK GROUND FOR THE PROJECT
In this project I wanted know what are the tools used to improve the sales Belgaum. It is
a managerial process of developing and maintaining a viable fit between the
organizations, objectives, skills and resources and its changing market opportunities. The
aim of strategic planning in my project is to shape and reshape the companies businesses
and products so that they yield target profits and growth by increasing sales.
Today every company has its own marketing plan, without this no company will survive
in this competitive market. This marketing plan can be understood by studying various
situations that are mentioned below
Market Situation.
Companies Situation.
Competitors Situation.
Macro Environment.
MARKET SITUATION
The market situation of Belgaum is unstable and competitive as it is a large
lubricant market with many brands. Most of the area of these places are occupied
by brand leaders. As there is a continuous entry of new brands of lubricant themarket it becomes very difficult for the customers to buy the lubricant.
As it is a competitive market large number of dealers are authorized of brand leaders,
therefore large area is occupied by these brands. Since there is a large demand for these
brand leaders in these places and also customers prefer its quality product.
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Especially the market situation in Belgaum is unstable and the sales are also faster, due to
huge sales promotional activities by others brand has made its name in Belgaum.
Even though its prices are high customers prefer to buy these and also
the dealers dont get much margins, bonus facilities from these companies yet
they sell these brands faster then other brands.,
COMPANIES SITUATION
The company has brand in the market with maximum loyal customers that has the larger
market share compare to competitors only the demand and supply should match which
will help to maintain and increase the sales
COMPETITORS SITUATION
In the total dominated market ofBelgaum a large number of companies are
existing. Each competitor is using various strategies to make its brand image to
acquire market share.
Actually what is a BRAND? A brand is a name. Term, sign, symbol or design or a
combination of them intended to identify the goods or a service of one sellers or
group of sellers and to differentiate them from those of competitors.
A powerful brand name is said to have high brand equity ie, a brand is a asset in so far as
it can be sold or bought for the price. Many lubricant companies are basing their growth
on acquiring and building rich brand portfolios.
The popular brand in Belgaum is because of its service, demand, easily available.
This company has made use of marketing strategies continuously because ofwhich their brand is popular.
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MACRO ENVIRONMENT SITUATION
TheMacro Environment trends include Demographic, Economic, Technological,
Political, Social and Cultural that bears on the product line future.Since most of
the customers are un aware of total products provide by servo they face the
adverse affect of macro environmental factors.
To avoid this problem many competitive companies are demonstrating the use of
there lubes with there benefits and other techniques to increase they sales and
make a brand name in the market.
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PROBLEM DEFINITION
Product movements in the retailers shelves of servo lubricants
OBJECTIVES
1. To find out factor that influences a retailer to stock and sell more of particular
product brand.
2. To know the purchase frequency and order size.
3. To find out the satisfaction level of retailers with the benefits that they are
getting from the different companies
METHODOLOGY ADOPTED
Research Design: It is a systematic gathering of information from respondents for the
purpose of understanding or predicting some aspect of the behavior of the population of
interest. A personal interest was made to know various dealers to get the source of
Information.
The Research Design category which is related to my project is
DESCRIPTIVE RESEARCH DESIGN:
Descriptive research is focused on the accurate description of the variables in the
problem model. For this approach various questions are made to each dealer, to get
accurate information. The survey research consists of Questionnaire design.
Questionnaire administration. Sampling and Data collection.
Questionnaire Design:
A Questionnaire is simply a formalized set of questions for eliciting information. Its
function is measurement and it represents the most common form of measurement in
marleting research. In my project questionnaire I used Structured questions and involved
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directness so that me dealers are aware of tlie nature of tlie survey. In my questionnaire I
have used Open Ended as well as Closed Ended questions..
Interview:
Interviews are classified according to their degree of structured and directness,
these both are present in my project. I conducted Personal interview as Personal
interviews are widely used in marketing research. I asked the questions to the dealers in
face-to-face situation so that I could get detail information regarding lubricants.
SAMPLING PROCESS
DEFINE POPULATION :
A population must be defined in terms of elements sampling units, extent and time, all
purchasing agents in companies and government agencies that have bought any of our products
in the last one year
Element Dealers
Sampling Dealers sub-dealers Bazzar Traders
Extent Belgaum
Duration 4th December 2006 to 20th April 2007
SAMPLING FRAME:
A sampling frame is a mean of representing the elements of population. A perfect
sampling frame is one in which every element of the population is represented once.
A sampling frame here is a list of all the lubricantsdealers inthe market of
Belgaum.
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SAMPLING UNIT:
The sampling unit is the basic unit containing the elements of the population to be
sampled. They are the dealers who are stock and sell lubricants.
SAMPLING METHOD:
The sampling method is the way the sample units are to be selected. The
method chosen for my project is Non-Probability method.
Define: A probability sample is one in which the sampling unit are selected by
chance and for which there is known chance of each unit being selected.
Define: A non-probability sampleis one in which chance selection procedures, are
not used.
SAMPLING SIZE:
The sample size of my project is 100
SAMPLING PLAN:
The sample size of my project is 100. I have conducted interviewtoeach of the
respondent with both random and stratified method.
SELECT THE SAMPLE:
In my project the actual selection of sample are the Dealers multi brand outlets. Thisrequired a substantial amount of field work, particularly personal interviews areinvolved. The sample selected by me was from Belgaum.
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DATA COLLECTION METHOD:
The main data collection method adopted in my project is structured and direct
personal interview. For this I had got the addresses of the sample size from the
Company..
SECONDARY SOURCES:
Define: Data developed for some other purpose other then helping to solve the
problem at hand.
During defining the problem the secondary data was collected from the dealers
and some information was also collected from.
The company officers of Indian oil corporation
Internet.
Company brochure.
PRIMARY SOURCES:
Primary dataarc those which are collected specifically for the research
situation at hand. Depending upon the objectives constructed and the information
through questionnaire.
Dealers.
company executives
SECONDARY SOURCES:
To get the primary data like the addresses and phone numbers of the Dealers,
multi brand outlets I have used the following secondary data sources.
Yellow pages.
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Internet.
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DATA ANALYSES
1. From how many years have you been dealing in this lubricants business?
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From how many years have you been dealing in this lubricants business
2 2.0 2.0 2.0
30 30.0 30.0 32.0
33 33.0 33.0 65.0
35 35.0 35.0 100.0
100 100.0 100.0
less than one year
1-3
3-5
more than five years
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
35.00 / 35.0%
33.00 / 33.0%
30.00 / 30.0%
2.00 / 2.0%
more than five years
3-5
1-3
less than one year
From the above table and chart it infer that 35% dealers are dealing with the lubes form
more than 5 five years . 33% of dealers started dealing with lubes business from 3-5 years
and 30% of dealers started with lubes business 1-3 years, only 2% of have stared their
business newly that is less than one years.
2. Do you stock only one brand?
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Do you stock only one brand
20 20.0 20.0 20.0
80 80.0 80.0 100.0
100 100.0 100.0
yes
no
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
80.00 / 80.0%
20.00 / 20.0%
no
yes
From the above table and chart revels that 80% of dealers are dealing with more thanbrand and only 20% of dealers are dealing with one brand.
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3. Which company lubricants do you deal in?
which company lubricants do you deal in (servo)
90 90.0 90.0 90.0
10 10.0 10.0 100.0
100 100.0 100.0
yes
no
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
(HP)
61 61.0 61.0 61.0
39 39.0 39.0 100.0
100 100.0 100.0
yes
no
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
(BP)
61 61.0 61.0 61.0
39 39.0 39.0 100.0
100 100.0 100.0
yes
no
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
(TATA)
18 18.0 18.0 18.0
82 82.0 82.0 100.0
100 100.0 100.0
yes
no
Total
Valid
Frequency Percent Valid PercentCumulative
Percent
(OTHERS)
68 68.0 68.0 68.0
32 32.0 32.0 100.0
100 100.0 100.0
yes
no
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
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Brandnames yes no
Servo 90 10
HP 61 39
BP 61 39Tata 18 82
Others 68 32
0
20
40
60
80
100
120
Servo HP BP Tata Others
Brand name
Response
no
yes
From the above tables and charts it revels Indian oil servo lubricants has the maximumnumber of dealers 90%.other brands comes second with 68%.HP & BP comes third with61% of dealers.
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4. Does advertisement play a major role in deciding brand?
Does advertisment play a major role in deciding brand
70 70.0 70.0 70.0
30 30.0 30.0 100.0
100 100.0 100.0
yes
no
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
30.0%
70.0%
no
yes
From the above table and chart revels that 70% of respondents say advertisements
play important role in deciding brand and only 30% say no.
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5. Do you recommend any specific brand to your customer?
Do you recommend any specific brand to your customer
60 60.0 60.0 60.0
40 40.0 40.0 100.0
100 100.0 100.0
yes
no
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
40.0%
60.0%
no
yes
From the above table and chart revels that 60% of dealers recommend to customer tospecific brand were as only 40% dealers dont recommend about brand.
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6. What is the contribution of servo lubes total sales?
what is the contribution of servo lubes to total sales
27 27.0 27.0 27.0
41 41.0 41.0 68.0
29 29.0 29.0 97.0
3 3.0 3.0 100.0
100 100.0 100.0
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7. Rank the factors you consider to hold stock and sell?
service
4 4.0 4.0 4.0
8 8.0 8.0 12.0
5 5.0 5.0 17.0
19 19.0 19.0 36.0
23 23.0 23.0 59.0
20 20.0 20.0 79.0
21 21.0 21.0 100.0
100 100.0 100.0
1st rank
2nd rank
3rd rank4th rank
5th rank
6th rank
7th rank
Total
Valid
F requency Percent Valid Percent
Cumulative
Percent
21.0%
20.0%
23.0%
19.0%
5.0%
8.0%
4.0%
7th rank
6th rank
5th rank
4th rank
3rd rank
2nd rank
1st rank
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From the above table and chart revels that ranks given to service consideration to hold the
stock and sell servo lubes 4% of respondents rated as 1st.
discount
24 24.0 24.0 24.0
24 24.0 24.0 48.0
34 34.0 34.0 82.0
5 5.0 5.0 87.0
4 4.0 4.0 91.0
6 6.0 6.0 97.0
3 3.0 3.0 100.0
100 100.0 100.0
1st rank
2nd rank
3rd rank
4th rank
5th rank
6th rank
7th rank
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
3.0%
6.0%
4.0%
5.0%
34.0% 24.0%
24.0%
7th rank
6th rank
5th rank
4th rank
3rd rank2nd rank
1st rank
From the above table and chart revels that ranks given to discount as consideration to
hold the stock and sell servo lubes 24% of respondents rated as 1 st.
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quality
2 2.0 2.0 2.0
3 3.0 3.0 5.0
16 16.0 16.0 21.0
26 26.0 26.0 47.0
24 24.0 24.0 71.0
29 29.0 29.0 100.0
100 100.0 100.0
2nd rank
3rd rank
4th rank
5th rank
6th rank
7th rank
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
29.0%
24.0%
26.0%
16.0%
3.0%
2.0%
7th rank
6th rank
5th rank
4th rank
3rd rank
2nd rank
From the above table and chart revels that ranks given to Quality consideration to hold
the stock and sell servo lubes 2% of respondents rated as 1st.
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demand
7 7.0 7.0 7.0
7 7.0 7.0 14.0
5 5.0 5.0 19.0
32 32.0 32.0 51.0
20 20.0 20.0 71.0
14 14.0 14.0 85.0
15 15.0 15.0 100.0
100 100.0 100.0
1st rank
2nd rank
3rd rank
4th rank
5th rank
6th rank
7th rank
Total
Valid
F requency Percent Valid Percent
Cumulative
Percent
15.0%
14.0%
20.0%
32.0%
5.0%
7.0%
7.0%
7th rank
6th rank
5th rank
4th rank
3rd rank
2nd rank
1st rank
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From the above table and chart revels that ranks given to demand consideration to hold
the stock and sell servo lubes 7% of respondents rated as 1 st.
promotional schemes
1 1.0 1.0 1.0
1 1.0 1.0 2.0
2 2.0 2.0 4.0
20 20.0 20.0 24.0
23 23.0 23.0 47.0
24 24.0 24.0 71.0
29 29.0 29.0 100.0
100 100.0 100.0
1st rank
2nd rank
3rd rank
4th rank
5th rank
6th rank
7th rank
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
29.0%
24.0%
23.0%
20.0%
2.0%
1.0%
1.0%
7th rank
6th rank
5th rank
4th rank
3rd rank
2nd rank
1st rank
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From the above table and chart revels that ranks given to promotional schames
consideration to hold the stock and sell servo lubes 1% of respondents rated as 1st.
margin
37 37.0 37.0 37.0
37 37.0 37.0 74.0
22 22.0 22.0 96.0
2 2.0 2.0 98.0
2 2.0 2.0 100.0
100 100.0 100.0
1st rank
2nd rank
3rd rank
6th rank
7th rank
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
2.0%
2.0%
22.0%
37.0%
37.0%
7th rank
6th rank
3rd rank
2nd rank
1st rank
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From the above table and chart revels that ranks given to margin consideration to hold
the stock and sell servo lubes 37% of respondents rated as 1 st and 2nd .
credit facility
27 27.0 27.0 27.0
21 21.0 21.0 48.029 29.0 29.0 77.0
8 8.0 8.0 85.0
4 4.0 4.0 89.0
10 10.0 10.0 99.0
1 1.0 1.0 100.0
100 100.0 100.0
1st rank
2nd rank3rd rank
4th rank
5th rank
6th rank
7th rank
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
1.0%
10.0%
4.0%
8.0%
29.0% 21.0%
27.0%
7th rank
6th rank
5th rank
4th rank
3rd rank 2nd rank
1st rank
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From the above table and chart revels that ranks given to credit facility consideration to
hold the stock and sell servo lubes 27% of respondents rated as 1 st.
Ranks Factors
Service Discount Quality Demand Promotional Schemes Margin Credit facility
1st 4 24 0 7 1 37 27
2nd 8 24 2 7 1 37 21
3rd 5 34 3 5 2 22 294th 19 5 16 32 20 0 8
5th 23 4 26 20 23 0 4
6th 20 6 24 14 24 2 10
7th 21 3 29 15 29 2 1
0
20
40
60
80
100
120
Service
Discount
Quality
Demand
Promotional
Schemes
Margin
Credit
facility
Factors
7th
6th
5th
4th
3rd
2nd
1st
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From the above table and chart revels that ranks given to margin consideration to hold the
stock and sell servo lubes 37% of respondents rated as 1st and 27% of respondents rated
as 2nd rank for credit facility. 24% of respondents rated as 3 rd rank for Discount.
9. How do you rate the satisfaction level with reference to service provided by the
different companies?Servo
16 16.0 16.0 16.0
9 9.0 9.0 25.0
13 13.0 13.0 38.0
41 41.0 41.0 79.0
21 21.0 21.0 100.0
100 100.0 100.0
very good
good
ok
poor
worst
Total
ValidFrequency Percent Valid Percent
Cumulative
Percent
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21.0%
41.0%
13.0%
9.0%
16.0%worst
poor
ok
good
very good
From the above table and chart revels that the satisfaction level with reference to serviceprovided by the different companies compared with servo is 41% of respondents replied
as poor. only 16% of respondents replied as very good.
BP
20 20.0 20.0 20.0
20 20.0 20.0 40.0
29 29.0 29.0 69.020 20.0 20.0 89.0
6 6.0 6.0 95.0
5 5.0 5.0 100.0
100 100.0 100.0
not applicable
very good
goodok
poor
worst
Total
ValidFrequency Percent Valid Percent
CumulativePercent
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5.0%
6.0%
20.0%
29.0%
20.0%
20.0%
worst
poor
ok
good
very good
not applicable
From the above table and chart revels that the satisfaction level with reference to serviceprovided by the different companies compared with BP is 6% of respondents replied aspoor. only 20% of respondents replied as very good.
HP
20 20.0 20.0 20.0
15 15.0 15.0 35.0
24 24.0 24.0 59.0
22 22.0 22.0 81.0
13 13.0 13.0 94.0
6 6.0 6.0 100.0
100 100.0 100.0
not applicablevery good
good
ok
poor
worst
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
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6.0%
13.0%
22.0%
24.0%
15.0%
20.0%
worst
poor
ok
good
very good
not applicable
From the above table and chart revels that the satisfaction level with reference to serviceprovided by the different companies compared with HP is 13% of respondents replied as
poor. only 15% of respondents replied as very good.
others
20 20.0 20.0 20.0
26 26.0 26.0 46.0
28 28.0 28.0 74.0
20 20.0 20.0 94.0
3 3.0 3.0 97.0
3 3.0 3.0 100.0
100 100.0 100.0
not applicable
very good
good
ok
poor
worst
Total
Valid
Frequency Percent Valid Percent
Cumulative
Percent
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3.0%
3.0%
20.0%
28.0%
26.0%
20.0%
worst
poor
ok
good
very good
not applicable
From the above table and chart revels that the satisfaction level with reference to serviceprovided by the different companies compared with others is 3% of respondents repliedas poor. 26% of respondents replied as very good.
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SUGGESTIONS
SUGGESTIONS
1) Since supply seems to be the one of problems stocks registers should be the
provided to the dealers so that they can maintain records of all inventory and sales
thus it becomes easier to monitor the supply.
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2) Dealer ego massaging since dealer loyalties seem to be low is imperative that
they be given free gifts and prize be offered for reaching the targets, also gifts be
every year to the dealers to distribute to the costumers.
3) Dealers should given training on the art of pushing products to the costumers.
4) Servo lubricants has good band name in market with good number of dealers but
with reference this project it was found that servo lubricant contribute 50% of
sales to their total sales .
5) Comparing to dealers of bazzar traders Indian retail outlets (petrol bunks of iocl)
less contribution towards servo lubricants company should inspect and find out
the reason in decline of servo at Indian retail outlets.
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CONCLUSION
CONCLUSION
The journey of a thousand miles begins with a single step and this step has been taken by
Indian Oil Corporation Limited by being the only company to hold the flagship of the
country.
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Indian Oil Corporation is one of the fortunes 500 Companies of the World and ranks
170th in the list. Growing demand, a turbulent supply market lack of spare production
capacity and continual turmoil in several oil-producing countries pushed up crude oil
prices to record levels beyond the US $ 50 per barrel mark.
In order to be the brand leader the company should maintain good relationship with
channel partners. They should motivate and train the sales persons to increase the sales.
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ANNEXURE
QUESTIONNAIRE
Name of the Dealer :
Type of outlet: Indian oil retail outlet . Multi brand outlet . Others
Name of the concerned person:
Address:
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Contact No: E-mail ID:
Office No:
Ress No:
8. From how many years have you been dealing in this lubricants business?
Less than one year .
1-3 .
3-5 .
More than five years .
9. Approximate turnover of all lubricants?RS:-________
Litters:_______
10. Do you stock only one brand ?
Yes . No .
11. Which company lubricants do you deal in?
Servo HP BP Tata others_______________
12. Rank the factors you consider to hold stock and sell?
Service [ ] Discount [ ] Quality [ ] Demand [ ] Promotional Schemes [ ]
Margin [ ] Credit facility [ ]
13. Does advertisement play a major role in deciding brand?
Yes No
14. What kind of promotional activities do you expect from the company to increaseyour sales ?
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_______________________________________________________________
15. Do you recommend any specific brand to your customer?
Yes
No
If yes, which brand? ___________
9) What is the contribution of servo lubes total sales?
_______________________________________________________________
10) Are you satisfied with service provided by different companies?
CompanyName Very good Good Ok poor Worst
Servo
BP
HP
Others
THANK YOU
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BIBLIOGRAPHY
References:
www.iocl.com
www.iocxtrapower.com
www.petro.nic
www.indianpetro.com
Marketing Management: Philip Kotler
Marketing Research; Tull and Hawkins
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