SUMMER TRAINING ON MARKETING RESEARCH OF RETAIL OUTLETS UNDERTAKEN AT

HISAR,HARYANA

In partial fulfillment of the requirement For the award of degree Of MASTERS OF BUSINESS ADMINISTRATION SESSION 2009-11

SUBMITTED TO: MRS.GARIMA GUPTA

SUBMITTED BY: NARESH KUMAR ROLL NO: FMS/MBA/119

DECLARATION I, Naresh kumar Student of MBA (3rd Sem) Manavrachna International University(Faridabad), hereby certify that I have successfully completed the training on "marketing research on Retail outlets" at Chinar Syntex Ltd., Hisar, During my summer training for two month. All the information given in the project are true and whole my own presentation and not copied from any where else. Naresh kumar

CONTENTS 1. 2. 3. 4. Acknowledgement Abstract Table and Contents Company Profile * * * 5. Introduction of the Company Objective of the CHIANR Organization Chart

Marketing Department * * Function of Marketing Department Organization chart of Marketing Department

6. 7.

Production Process Introduction to the Topic * * * Introduction to Retailing Functions to Retailing Objective of Study

8.

Research Methodology * Research Design

9. 10.

Analytical observation Suggestions * * * * Product Price Place Promotion

11. 12.

Conclusion Annexure * * Bibliography Questionnaire for retailers

ACKNOWLEDGEMENT
A training report is never the sole product of one person whose name appears on the cover. There is always the help, guidance and suggestion of many in the preparation of such a project. So it gives me great .pleasure to express my gratitude to wards all the individuals who directly or indirectly helped me in completing this report. First of all, I express my gratefulness to Mr. Purshottam Aggarwal (M.D.CHINAR syntex) and Mr. Naresh Aggarwal (Marketing President) who permitted me to take training from CHINAR Suitings. My thanks are also to Mr. Mahabir Singh for his cooperation and guidance for my summer training. I am also greatful for all the Staff of CHINAR for their friendly behavior and their cooperation during the training period. (Mr. Mahabir Singh) who helped me selection of my topic and guided about my training work.

NARESH KUMAR

ABSTRACT Summer training is an integral part of vocational Course. This training is meant to provide the students to arrange an exposure of actual functioning of the real atmosphere surrounding the organization. A part from the theoretical knowledge we get practical training to understand the natural atmosphere of the Industry. We learn to implement the things practically which we read in the books. So to keep myself aware of the things regarding marketing management, I did my summer training in Chinar Syntex Ltd., Hisar. My interest lies in marketing management so I selected the topic "Market Research of Retail Outlets for Chinar syntex" Retailers and the dealers are the important part of the distribution network of the industry so every company must pay much attention towards them and motivate them in every possible manner.

TEXTILE INDUSTRY IN INDIA India has very large textile industry, one of the largest in the world. It is largest organized industry in India. It employs over 12 lakh workers. The total sales income of 61 major companies in the industry aggregates to Rs. 10,000 crore. The industry presents an interesting picture of coexistence of four sectors. Which are khadi handlooms, power looms and organized mills, and cotton textiles, is the source of raw material for all these industrial firms? Presently the value of cotton textile made in the country me more than Rs. 3,500 crore per annum. The consumption has been shifting consistently towards modern blended dyed and printed goods. In general there has an upward shift in clothing taste and consumers now prefer good quality and durable products. This has promoted several entrepreneurs in textile industry to change their product mix. Textile constitutes an important sector in India's exports. Textile and garments are the single largest category of products exported from garment export industry in particular is showing penman growth year after year. Realizing its export significance and employment potential, the government delicenced the cotton textile industry including power looms. Encouragement to export of cotton textile and garments became an important part of the new policy. Under new policy sophistated garment manufacturing machines, which not manufactured in India, are now allowed to be important under the open general license (OGL) Moreover, the new policy has allowed large firms to setup garment-manufacturing units, provided they export 50% of their production. Using this facility many large business houses are now entering this area, a number of them are securing collaborations with well known foreign garment firms and are sitting up large scale manufacturing units.

COMPANY PROFILE The company CHINAR Syntex Limited was incorporated on 23rd September 1992 with the company number 5-3-1791. The Company is registered under the Indian Companies Act 1913 (Act. VII of 1913) and companies Act 1956 (Act 1 of 1956). The authorised share capital of the company is 250 lakhs which is divided into 25 equity shares of Rs. 10/- each. CHINAR Syntex Ltd. was commenced with 16 looms and a workforce of 15 people. It is situated in the Industrial Area in Hisar and its Head Office is also in Hisar Earlier they work for Graviera Suiting on Job basis at they manufactured fabric for them but after some time in 1994, they manufactured own suiting named CHINAR suiting with the same processing and yarn. The mill is known for its suiting, its produces polyester viscose blended fabric under the brand name of CHINAR suiting, the fabric is amongst the most popular name in the country. This company makes various types of suitings i.e. Denim, Twill, Matty, Plane which are made through different denier. It does not make yarn but take supply

from Rajasthan Spinning Mill, Bhilwara, Elegant Spinners, Hisar, East India Syntex, Dahruwal and like others. CHINAR Syntex Ltd. is a growing industry. It has started just before 8 years and making extra ordinary reputation. In such a short-time it has achieved fantastic success in their field. It is very difficult to maintain their goodwill in such type of market with tough competition. It has spread mostly part of India. Its agent is all over North India, Punjab, U.P. Bihar, Rajasthan, Delhi, M.P. Gujrat, West Bengal & Part of Maharashtra. Modernization, Technical, upgradation and computerization is an ongoing process at CHINAR. Only through it has made a extraordinary success. In 1997 the production was 35,000 per mtrs. In month but only due to this process, hard-work, efficient management their production presently reached 3, 50,000 per month. There can be few company which can get such type of success in such a short period of time. The mill has well qualified team of technical experts with their constant research and development activities made it possible to produce high class suiting. The success of CHINAR Suiting in such a short period is because of selecting high standards of fiber and yarn and of using perfect blends. In order to have an aggressive presence in customer's mind CHINAR frequently organize fabric shows, dealer conferences and not one contact with retailers. A big reason for success of CHINAR suiting is that all departments follow the objectives of "World Class Manufacturing" (WCM) which aims to promote excellence in manufacturing as a means of delighting to customers and employee and other share holders on a sustainable basis. Responding to the market needs, CHINAR always

keeps the customer's psychology in mind and develop the product not only to satisfy them but to delight the customer. So CHINAR Suiting always put the emphasis on quality that is prime objective of whole unit.

OBJECTIVE OF COMPANY Objective establishes the goals and the aims of business and determine its shape of future event. Objective are they way of achieving motives for profit or self service. Objective represent a clear picture of activities which are sought to be achieved. Main objectives of CHINAR Syntex Ltd. as given memorandum of association are: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. To introduce new products and create new markets. Increasing productivity of work force. Customer service and Customer satisfaction. Increasing work culture among the employees. Capitalising on company strengths and use of corporate as sets. Increase quality products and services. Continuous innovation. To provide a growth rate of about 10% per annum. Improve the advertising effectiveness. To ensure that large proportion of sales in directed towards the rural sectors and urban sectors.

MARKETING DEPARTMENT IN CHINAR SUITINGS Companies often need to recognize their business and marketing in response to significant change in business environment. To cope up with changes, companies are increasingly focusing on developing their businesses and core competences. For all this, companies put emphasis on developing marketing department in the form of team work centered around core business processes, trying to break down department walls. Companies are also trying to break down walls between themselves and their supplies and distributors by treating them as business partners and including them in information flow. The Marketing manager's tasks to identify opportunities and prepare marketing strategies and programs. A company can have an excellent marketing department and yet failure at marketing. Much depends on how the company's other departments view customers and their marketing responsibilities. If they point to the marketing department and say "They do the marketing", the pany has not implemented effective marketing. Only when all of company's employees realize that their jobs are created by customers who choose the company's products does the company become an effective marketing company. In CHINAR Syntex Ltd. effective marketing is implementing through functional organization. There is a separate and well-established yarn marketing department in the guidance of D.S. Aggarwal executive President of CHINAR Syntex Ltd. The whole production of yarn in CHINAR is marketed by this department.

FUNCTIONS OF MARKETING DEPARTMENT OF CHINAR

1.

To discover and translate consumer needs and desires into products and services.

2.

To create the demand for the products of the mill through promotional measures and pricing strategies.

3.

To serve the consumer demand through planned physical distribution with help of marketing channels.

4.

To expand the market even in presence of competitors with help of competitive strategies.

5.

To explore the market position of the product.

ORGANISATION CHART OF MARKETING DEPARTMENT

Marketting President

Production Planning Control Executive

Marketing Executive

Assistant Manager

Dispatch Officer

CHINAR Syntex Ltd. manufacture only the fabric and purchase the yarn. The main operation involved in the production of fabric is called weaving. We will discuss here in brief. Various sub-processes carried out in the executing of these operations. WEAVING Synthetic yarn is used as the input in weaving process (in CHINAR), and the end product obtained in fabric So weaving is the process of converting yarn into fabric. The various operations involved in the process are sequentially followed is the following manner -

Process of Weaving WARPING

Sizing Drawing-in

Loom shed(Weaving)

Mending

Finishing

FOLDING

PACKING

WARPING : This is the first sub process in weaving. Here the yarn is used to form beams. Main objectives of warping are to form a beam, To form a beam, To remove weal places which were not removed up to winding of yarn. to remove slab and fluff etc. Warping consists in arranging side by side, a large number of yarn ends to form a sheet of yarn rapped round an iron rod. This sheet on iron rod is called 'Beam' Warping is of two types Beam Warping, and section (or Mill) warping. In Beam Warping, Yarn of only one colour is used, But if we want to make a design of warp wise strips in the fabric, the mill warping will be required. Mill warping consists in warping of yarn of different colours simultaneously on the same beam. SIZING : Sizing is a chemical treating of yarn on beams. The objective of sizing are -to provide further strength to the yarn to withstand the tension while running on the loom and hence, reduce breakages,to protect the yarn from various types of insects. Various materials are used in sizing, to achieve the above mentioned objective, These materials include-starch (Mandi) adhesives, finding materials and insectidicdes. etc. The beam after sizing is called 'weaver's Beam. DRAWING IN :

This is the Stage, where basic design formation takes place irrespective of the colours. These designs are called weaves & can be various types-mat, twill, plains, doulble weave etc. In Drawing in stage, yarn from weaver's beam is grawn through healed eye and reed (Two parts used on loom to produce design) in accordance with the predetermined design for a particular fabric. Without accurate drawing-in-process, it is impossible to have desired design on loom. After Drawingi-in, the beam is ready for weaving.

LOOM-SHED (WEAVING):

Looms are the actual weaving machines. Here yarn runs in two directions-lengthwise and breadthwise. The yarn running lengthwise on the loom is called Warp and the running breadthwise is called weft. The cloth produced at this stage is called Grey cloth. This produced by inserting Weft Yarn is warp sheet according to the

predetermined design of reeds & picks. 'Reed and Pick and respectively the number of ends warpwise and weftwise in one square inch of fabric. Insertion of yarn taken place with the help of shuttle of repiers. Which are essential parts of looms. The types of looms, in the loom shed of CHINAR are-Dornier (rapier Looms: 66 & Sulzer (Projectile looms): 30 Sulzer is the advanced version of Dornier.

TYPES OF FAULTS GENERALLY FOUND AFTER WEAVING: (i) iv) vii) x) Chira Jhirky Fourply Shuutle Fly (ii) (v) viii) xi) Jala Patti) Wrong Drawn (ix) Wrong Pattern (iii) vi) Design Cut Double Ends

Wrong Denting

MENDINGS :

The grey cloth from the loom-shed is brought for mending. The full length of the cloth is manually checked here, and the defects are removed by hand scissors and other equipments. Most of the removable defects in fabric get removed here. FINISHING : Mended Cloth is further processed in the finishing Section. Finishing is one of the most important processes, because the fall, lustre and drape of the final product (i.e. cloth) depends largely upon it. Some other functions that this section can perform are making the cloth Fir-proof, Shrink-proof, wrinkle proof, water proof etc. Mainly three processes are carried out in this section processing, Dyeing and Printing. Processing : In this sub-section, the long threads which remain loosely attached to the surface of the fabric are removed first of all. After that, small hairy fibres projecting from the surface of the fabric and certain impurities like dust and waxy material etc. are also removed. The fabric is then throughly washed to remove Mandi from it. It is dired then and passed on a Stenter machine, where by the process of 'Heat Set' the shrinkage of cloth is removed, and by chemical processing, lustre & shine are produced.

DYEING AND PRINTING: Fabric can be two types, according to the dyeing process : Top dyed : manufactured from already dyed yarn & Piece dyed: Manufactured from undyed grey yarn & hence required dyeing. In the dyeing process, the polyester and viscose parts of the cloth are dyed separately because there chemical & condition requirements vary. Polyester part

is dyed by using the desperse dyes and at very high temperature. But viscose part required wet-dyes *i.e. the days which are easily soluble in water). The fabric is washed after dyeing both these parts. Fabric printing is of two types-screen printing & Roller Printing. But in the Products of CHINAR Printing is not usually required. After the processing for Printing & or Dyeing, the fabric of every types is property washed and dried.

FOLDING : The finished fabric is brought to this section for checking and folding. It is also a part of the quality control at CHINAR. The fabric is manually checked inch by inch. This inspection is done for finding any faults and removing them if removable. If faults cross a limit in certain quality, the fabric is rejected and sold under seconds. The checked cloth is folded in the form of Thanks and Pen Lenghts (P.L.S.) Standard length of a than varies from 6 to 12 meters, Pent length is a length 1.20 meters of cloth, length of cloth lesser than P.L. are graded asSuperior Fents Rags Chindi 91 cm to 1.19 mts. 45 cm. to 90 cm. 25 cm to 44 cm. Below 25 cm.

PACKAGING : Each 'than' is wrapped over a separate sheet of thick card board. Then each than is packed in a polythene bag and sent warehouse. Pent length are sent as such to warehouse (i.e. without any packing). In warehouse, the thans and P.L.S. are packed in different packages, according to the orders of the parties. The cloth is now ready to be transported to the dealers.

INTRODUCTION TO RETAILING In today's economy, most products do not sell their goods directly to the final users. They sell through distribution channel. Between producer and final users stands a host of marketing intermidiares can be of wholesales, agents, stockist and retailers. Retailers are one of the important part of marketing channel. Retailers are in direct contact with consumers. They can also influence the buyer's behaviour. DEFINITION OF RETAILING: Retailing includes all the activities involved in selling goods or services directly to final customers for their personal non-business etc. Retailer : A retailer is business enterprise which sells primarily to ultimate consumers. Through retailers producers gain several advantage :1. Many Products lack financial resources to carryout direct marketing. Retailers help them to marketing. 2. A retailers are in direct touch with the consumers they make local publicity of the product. 3. Consumers who buy many times often prefer to buy from a retailer than directly from each manufacturer. 4. The retailers are likely to be more efficient at retailing be cause of their contact, experience, specialization and scale of operation.

FUNCTIONS OF RETAILERS 1. Buying and Assortment:-

Retailers are able to select item and build as sortment needed by their customers, thus saving the customers, thus saving the customers considerable work. 2. Ware Housing:

Retailers hold inventories there by reducing the inventory costs and risk to suppliers and customers. 3. Rick Bearing:

Retailers supply information to their suppliers and customers regarding competitors activities, new products, price development and soon. 4. Market Information:

Retailers supply information to their suppliers and customers regarding competitors activities, new products, price development and soon. 5. Selling and Promotion:

Retailers enables manufacturing to reach many small business customers at a relatively low cost. There tailers has more contracts and is often more. Trusted by the buyers than is the distant manufacturers. 6. Financing:

Retailers finance their customers by granting credit and finance their suppliers by ordering early and passing their bill on time.

OBJECTIVE OF THE STUDY The main objective of my study is to measure "The Market Research of Retail outlet for CHINAR Suiting". For the purpose of measuring it I also have to decide some other objectives of my study which are as follows: 1. 2. 3. To find out the stocking pattern of the retailers in the market. To find out which brand is demanded most by consumers. To knew which factor is given more importance by the consumers while purchasing fabric. 4. 5. 6. 7. 8. 9. To know which kind of promotion means affect the retailers sale. To assess the acceptance of CHINAR fabric's prices by retailers. To assess the present standing of CHINAR vis-a-vis its main competitors. To invite suggestions from retailers for improvement in CHINAR fabric. To know about the colour and shades that customers demand most. To know about the customers whow are asking for CHINAR Suiting belongs to rural area, urban area or both. 10. To know about the usage of CHINAR Product mainly for traiser, Safari or Suit. 11. To know about the awareness of new fabrics launched by CHINAR among the retailers. 12. To invite suggestion from retailers for improvement in CHINAR fabric.

RESEARCH METHODOLOGY A research methodology is a way to systematically solve the research problem. In research methodology we study the various steps that are generally adopted by researcher in studying in his research problem along with the logic behind them. Research in common parlance refers to a search for knowledge. Information is the life blood of managerial decision making. The purpose of methodology section is to describe the research procedure by which the relevant information is gathered. This section comprises the research design, the data collection method, the sampling procedures and analysis procedures. RESEARCH DESIGN A research design is the arrangement of conditions for collection and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure Research Design is the conceptual structure within which research is conducted. It is the overall operational pattern or framework of the project that stipulates what information is to be collected from which sources by which procedure. Depending upon the objective of the study, there are three research designs available: 1. 2. 3. Exploratory Research. Descriptive Research. Experimental Research

1.

Explaratory Research :-

To gain familiarity with a phenomena or to achieve new in sight into it. Studies with this object in view are termed as exploratory or formulative research studies. 2. Descriptive Research :

To Portray accurately the characteristics of particular individual, situation of a group. Studies with this object is view are known as descriptive research studies. 3. Experimental Research :

To determine the frequently with which something occur or with it is associate with sometime else. Studies with this object in view are known as diagnostic research studies. Considering the importance of decision areas, it was decided to undertake an exploratory survey. Exploratory research is concerned with discovering the general nature of the problem and the variables that relates to it. I made exploratory research for my report. During training after studying the process of manufacturing of cloth by CHINAR Suiting, I was interested in knowing that how the product is transfered to final buyers. So I did market survey of Retail outlets. Retailers finally conveys the product to end users so they helped me to know the customer's like and dislikes for this purpose I did market research of Retail outlets in Rohtak and Bhiwani of about 30 Retails

Q.5

What Changes you have seen in last 3 years?

When I ask this question from the retailers I got mixture answer, 45% retailers says that there are no change in there sales, 30% retailers says that there sales increase, 25% retailers are against him because they thing due to fashion mostly people purchase radimet garments.

Equal Sales

45%

Increase Sales

30%

Decrease Sales

25%

sales change
0.6 0.4 0.2 0 1 2 3 4 Series2 Series1

Q.6

Leading Brands

(market share) a) c) e) CHINAR Vimal Siyaram CHINAR Mayur Vimal Raymond Siyaram Other Brand b) Mayur

d) Raymond f) 15% 5% 10% 20% 15% 35% Other Brand

6 35%

7 1 0% 7 6 5 4 3 2 1 15% 0% 1%

1 2 5% 3 10% 2 3 4 5 6 7

5 15%

4 20%

Customer buys CHINAR Products mainly for

Sr. No. 1 2 3

Products Trouser Safari Suit

%age 60% 24% 16%

%age 70% 60% 50% 40% 30% 20% 10% 0% Trouser 1 Safari 2 Suit 3

%age

Q.8

Place of purchase

a)same shop of every time c) Different shops

b) d)

All one or two special shop Any special shop

Same shop of every time one or two special shop Different shops Any special shop

50% 20% 20% 10%

S2 S1 1 2 3 4 5

9.

Factors Influencing in selection of CHINAR products

Sr. No.

Factor

%age

1 2 3 4 5

Durability Quality Colour and Shade Design Price

35% 45% 5% 5% 10%

%age 50%

0%

Durability Colour and Shade Quality Design Price 1 2 3 4 5

%age 35% 45% 5% 5% 10%

10.

Customers Exceptions from CHINAR as perceived by You

Sr. No. 1 2 3 4 5

Reasons Greater Variety Better Quality Durability Lower Price Discount

Point 9 39 g26 11 15

40 30 20 10 Greater Better Lower Durability Discount 0 Series1

11.

The Customers demands for

Sr. No. 1 2 3 4

Particulars Colors Varity Quality Brand

%age 20% 10% 50% 20%

customers demand

20%

20% 10%

50%

13.

Actual Buyers of CHINAR Products on the basis of Class

Sr. No. 1 2 3

Class High Middle Others

%age 30 45 25

%age 50 40 30 20 10 0 High 1 Middle 2 %age Others 3

14.

Opinion about Quality, Price, Supply of CHINAR Products

Sr. No. 1 2 3

Particulars Quality Price Supply

Yes 50 55 20

Avg. 36 35 50

No 14 10 30

60 50 40 30 20 10 0 Yes Avg. No 1 Quality 2 Price 3 Supply

Q.15

What is the latest trend about the designing or plane Garments?

Costumer demand 1

Design 65%

plane 35%

80% 60% 40% 20% 0% Design plane Series1 Series2

16.

Customers buy CHINAR Products once, Do they come to buy the Same

fabric again?

Sr. No. 1 2 3

Decision Yes No Can't Say

%age 30% 50% 20%

%age Ca n't Say No

20% 50% 30% %age

Yes

17.

Suggestions to increase the sales of CHINAR products by several Sales

Promotional techniques?

Sr. No. 1 2 3 4

Suggestions T.V. Advertisement Schemes Bonus Discount

%age 35 25 15 25

%age Discount 4 25% Bonus 3 15% T.V. Advertise ment 1 35% Schemes 2 25%

SUGGESTION FOR PRODUCT 1. In order to attract low class customers medium quality product of low cost should be manufactured. 2. Designing of the product should be improved and should be according to the taste of customers there should be more de- signing. 3. Colour should be latest and accordance to the taste of customers. More colour varieties should be introduced in the market time to time. 4. Finishing of the product should be good. Bobbling, Colour fed, creaseless and loose cloth etc. Fabrics should be reduced. 5. 6. Defects should be less in product. Heavy stuff product should be manufactured because many customerssee stuff in quality. 7. 8. 9. Light weight products should be manufactured. Mill should set quality according to area and class of its customers. There should be advanced planning for the product and innovation in the product from time to time to become quality consciousness and poineer in the quality product. 10. In shirting no particular brand is famous if the organizations come out with new shirting with good quality, designing and colours there are chances that it can capture the green carpet in the market.

11.

For higher class market, quality of the product is weak. Many times defects in the product are there. Hence quality should be according to customer demand and in order to capture market.

SUGGESTION FOR PRICE 1. In order to attract low class customers should be low as compared to local fabrics. 2. 3. 4. 5. Range of the product should be wide like other branded fabrics. Rates should be fix they should not fluctuate from time to time. Discount policy should be same for all markets. Mill should set price according to quality. In come designs they are not satisfactor. 6. Due period/payment period should need to be expanded more as comparison. 7. Terms and conditions which are imported on the retailers and dealers should be liberalized to increase the sales.

SUGGESTION FOR PLACE 1. Mill should provide its fabric to more retailers through effective distribution channel. 2. Sales manager should overseeing the distribution channel people behaviour with retailers and customers on the spot. 3. There should be more direct mill-retailers relationship through conference from time to time to know about the problem of retailers. 4. Complaints of retailers should be taken care of quickly. They say nothing will come out of this survey, this demotivate them. 5. Agents and dealers not attend all retailers and provide facility to few retailers to make their monopoly. Mill should be vigilant about it. 6. There should be at least monthly visit to the retailers by selling agents to know about the problems of retailers. In most of cases it is found that selling agents rarely visit to retailers. 7. Provide more and regular dealers facility for regular availability of the product in the market. 8. Sample should reach in the market at proper time and agents show all or more samples to retailers. In most cases it is delayed and not show all samples to retailers. 9. VIP dealership should be given directly from the mill for those who can sell the product more than 50 Lakh annually.

SUGGESTION FOR PROMOTION 1. Awareness of CHIANR fabric is very less as compared to other brand like Vimal. Hence more advertisement should be there through different advertising media mainly T.V. in between the timing i.e. 8:00 Pm to 10:00 PM on Sony or Zee Channel. 2. Mill should enhance publicity that is more customer awareness towards brand name through affective advertisement. 3. Retailer advertisement is quite effective. Hence special incentives should be given to the retailer to advertise CHINAR's fabric. 4. Provide posters, Calander, Pocket diaries, Key rings like other useable gift items to customer last long remember of brand name in consumer minds. 5. Sign Boards, Hoardings and Banners should be given more to the retailers to put in front of their shops to increase publicity. 6. For effective advertisement in rural areas, mill should participate in social services like participation in local festival, fairs, sponsored the games etc. 7. Posters should be attractive and impressive; moreover ideas in the posters should be lates. 8. Packing material should be attractive since it increases the publicity of the product.

CONCLUSION That present marketing area is cut throat competition. In the pure competition consumer is the King and each and every company is trying to lure the customers. So all Companies as well as the dealers employ various promotional techniques to attract more and more buyers. So an attempt was made to find out how effective are the various promotional tools and how much importance is given by various retailers. So from the results given, we can conclude that the Company needs to put in more efforts towards its promotional tools like T.V. Advertisement, Outdoor Advertisement etc. Besides this the Company should also provide the motivate techniques to its retailers so that they can push up the sales of CHIANR Suitings.

BIBLIOGRAPHY 1. Marketing Management By Philip Kotler 2. Marketing Management By J.C. Gandhi 3. Research Methodology By C.R. Kothari 4. 5. Records of CHINAR http//www.CHINARSYNTEX.com

QUESTIONNAIRE

Q.1 Q.2 Q.3 Q.4 Q.5 Q.6

Name Name of the Firm Since how long you are in business? How much you sale the CHINAR Suitings? What Changes you have seen in last 3 years? Leading Brands (Market share) a) b) c) d) e) f) CHINAR Mayur Vimal Raymond Siyaram Other Brand

Q.7 for

Perception of the people whether people like CHINAR Suiting if Yes, then used

a) Q.8

Trouser

b)

Coat, Pant

c)

Safari

Place of purchase a) b) c) d) Same shop of every time All one or two special shop Different shops Any special shop

Q.9

Factors Important in choosing suiting trousers and material a) b) c) d) e) f) Durability Quality Colour and Shade Design Price Brand Name

Q.10 customer expectation from CHIANR: a) b) c) d) e) Greater variety Better quality Durability Lower price Discount

Q.11 When the Customer enter the retailers shop what does he ask for a) b) c) d) e) Colour Type of Fabric Variety Brand Name Any other

Q.12 What does the retailer play the role of selling cloth of CHINAR Suiting? Q.13 Who are actual buyers of CHIANR Suiting? a) High Class

b) c) Q.14 Q.15 Q.16

Middle Class Lower Class

Opinion about CHIANR suiting about their quality, price & supply? What is the latest trend about the designing or plane Garments? if any customer buys the CHIANR product once time then he comes to

purchase our product again? Q.17 Which mode of publicity you think can boost the sale of CHIANR.