Saswat Parida

A PROJECT REPORT ON “A STUDY ON DEALER’S SATISFACTION COMPARING DIFFERENT BRANDS OF CEMENT” MY HOME INDUSTRIES PVT. LTD. GUIDED BY SUBMITED BY MR. SANJEEV GUPTA SASWAT PARIDA VP- MARKETING REG- IMIT, CUTTACK DECLARATION I, SASWAT PARIDA Studying MBA (Final year) in IMIT, Cuttack hereby declare that this project report by name “A STUDY ON DEALER’S SATISFACTION COMPARING DIFFERENT BRANDS OF CEMENT” has been prepared with due diligence maintain originality, as a part of partial fulfilment for the award of the Master in Business Administration. I have completed this project under the guidance of Mr. SANJEEV GUPTA (VP- Marketing) & Mr. AVILASH MOHANTY (Regional Head, ctc). Signature of student SASWAT PARIDA ACKNOWLEDGEMENT The success and final outcome of this project required a lot of guidance and assistance from many people and I am extremely privileged to have got this all along the completion of my project. All that I have done is only due to such supervision and assistance and I would not forget to thank them. I respect and thank Mr. Avilash, for providing me an opportunity to do the project work in My Home Industries Limited and giving us all support and guidance which made me complete the project duly. I am extremely thankful to him for providing such a nice support and guidance, although he had busy schedule managing the corporate affairs. I owe my deep gratitude to our project guide Sanjeev, who took keen interest on our project work and guided us all along, till the completion of our project work by providing all the necessary information for developing a good system. Signature of student SASWAT PARIDA CERTIFICATE This is to certify that Project Report title “A STUDY ON DEALER’S SATISFACTION COMPARING DIFFERENT BRANDS OF CEMENT” is a bonafide work carried out by SASWAT PARIDA, Regd No- of MBA of IMIT Cuttack for fulfilment of MBA degree of university of IMIT. He has worked under our guidance and direction. Name of the Guide- ABSTRACT This project report entitled: A study on dealer stratification with reference to SOLID HD+” is intended to determine the dealer satisfaction, Products awareness, fluctuation of demand and needs and wants of the dealers. Primarily the well defined objectives one framed according to the study. Then questionnaire is prepared based on the defined objectives. The prepared questionnaire is used to get way of personal interview from the dealers. The response given by the customers are analyzed and interpret using different types of statistical tools such as percentage analysis. From the analysis some general findings one araised and that one more related with the framed objectives for this study. According to the findings the suggestion are given and the conclusions one also based on the findings which will be more helpful for the organizations. INTRODUCTION Dealer is a person or firm engaged in commercial purchase and sale. Dealer may signify firms that buy or resell products at retail or wholesale basis. A producer cannot sell all his products directly to consumer, he has to depend upon intermediaries to push, off, his products. A dealer is an intermediary who helps to market a product. A dealer is one who purchase and sells products. A dealer may be a wholesaler or a retailer or a distributor or any agents. The volume of sales depends on the efficiency of a dealer who assesses the psychology of consumers and takes appropriate steps to sell a product. It is the dealer who suggests to the manufacturers the suitable media of advertisement and other promotional tools. Dealers are searching for new marketing strategies to attract and hold customers. Dealers include all activities involved in selling goods and services to those buying for resale or business use. Dealers buy mostly producers and sell mostly to retailers or industrial consumers. 1.1 DEALER SATISFACTION Dealer wants high marginal gain from manufacturers. The main objective of dealership is earning profits. Dealership business is different from other business. The peculiar feature of a dealer is dealing with one or more similar products. Dealers earn commission for goods sold from the manufacturers. The commission depends upon the value of sales both cash and credit. Now a days the demand for cement increases every year. The manufacturers are not able to cover all the consumers directly. With the help of dealers only they can reach the consumers. Dealer excepts income from business because there is some guarantee of getting more commission from this business. Dealers demand more commission from the manufactures, they cover the entire market within their locality. They also sell cement in credit to regular customer. 1.2 PROMPT DELIVERY For every business competition is inevitable, Knowledge, about the direct, reasonable price, prompt delivery etc., are the only ways in which one can attract more consumers. Delivery of every goods to the place of consumers will attract every consumer. When there is a delay a small delay of one or two days or even hours may cause a great set back in consumer satisfaction. There are various ways we can satisfy the consumers. One among them is a regular supply and prompts delivery of goods to customers. Even though quality is excellent and the price is reasonable we cannot satisfy the consumers, unless there is prompt delivery of goods. 1.3 IMMEDIATE REALIZATION OF MONEY AFTER SALES Dealers will get their commission immediately after every sale. This will motivate the dealers to increase the sales volume. The sales are increased then income will also be increased. Generally commission will be paid in every month or for every sale. “More sales more commission and less commission” is the doctrine of dealership. 1.4 CREDIT FACILITIES Business is based on bonafide good faith, confident and mutual trust. Long ago business was based on cash basis. But now business is based on mercantile basis (Credit basis). More over cash basis of business in also not possible for every business because of want of funds. Mercantile basis of business is globally accepted and very easier for the business people. Credit facilities to regular customer and genuine consumers will enhance the business. There some consumers who buy mostly in credit and make their payment at regular intervals. There is some agreement between the buyer and seller for a credit purchase. This agreement also covers terms of payment trade discount, cash discount etc., for the smooth ant regular payment of cash. Credit facility system is beneficial to both the buyers and sellers. There will be tremendous improvement on both the sides. Allowing credit to consumers is also useful for growth and expansion. 1.5 GIFTS FROM THE COMPANY Some reputed companies will provide a number of gifts to its dealers and distributors. Their gifts are allowed to improved sales in all areas. Dealers will be much motivated when gifts are offered by manufactures. Gifts are a special kind of incentives, which will pursue the dealers to increase their sales. The main objectives of offering gifts to dealer and distributors are to enhance or improve sales to the maximum level. The competition can be easily managed when gifts are offered to dealer, the number of types of gifts is as follows. Value of sales in Rupees. Value of sales in units  Seasonal gifts. Gifts to dealers will play a greater role in marketing. This will motivate the full dealers to do better and this will also encourage better sales. OBJECTIVE OF THE STUDY 3.1 Primary objectives To study the level of dealer’s satisfaction. 3.2 Secondary objective To assess the effectiveness of promotional tools to improve the sales as Opined by the dealers. To analyze the factors that affects the dealer’s preference in dealing with cement. To understand the strength and weakness of Cement distribution. To find the best cement brand, in terms of movements quality etc. To study the satisfaction of dealers towards dealer service, availability etc from the dealer. NEED FOR THE STUDY: The researcher aims at finding ways of improving the market share of cement. In this case the actual users of cement are very much aware of cement and other brands of cement available in the market. Therefore the firm which wants to improve its market share should study the dealer’s satisfaction. COMPANY PROFILE INTRODUCTION Under the leadership of Dr. RameswarRao Jupally, My Home Industries Limited (MHIL) has grown from an annual capacity of 0.2 million tonnes to a staggering 10 million tonnes within a short span of 19 years. The company is planning to further increase its annual capacity in the near future. My Home Industries Pvt. Ltd, part of a leading 4000cr business conglomerate- My Home Group headquartered at Hyderabad. My Home Industries, manufacturer of world-class Maha Cement, is a renowned name in the industry. To suit various construction needs of different geographies, Maha Cement has various brands under its name. All the products surpass the standards set by Bureau of Indian Standards (BIS). At My Home Industries Pvt. Ltd. (MHIPL), every process is closely monitored and controlled, right from the selection of raw materials each process is cautiously carried out through each and every stage until the finished product is packed and dispatched. The product ensures easier workability, lesser permeability, guards all the structures against nature’s fury, shields against corrosion and promises longer life. MHIPL has a joint venture with CRH Plc Ireland, the international leader in building materials. The growth and success of CRH is founded on its exceptional commitment and capabilities. Sharing the common vision of excellence, MHIPL and CRH as one entity, is fast emerging as a leading force in the Indian cement industry. COMPANY PROFILE My Home Group is a large and fast growing company with a turnover in excess ofRs. 4000 crorebased out of Hyderabad. The group has presence across the nation with interests in an entire value chain comprising of Construction, Cement, Power, Consultancy and Education. My Home Industries Pvt.Ltd, manufacturer of world class MAHA cements, is a renowned name in the industry. To suit various construction needs of different geographies, Maha Cement has various brands under its name. All the products surpass the standards set by Bureau of Indian Standards (BIS). At My Home Industries Pvt. Ltd. (MHIPL), every process is closely monitored and controlled, right from the selection of raw materials each process is cautiously carried out through each and every stage until the finished product is packed and dispatched. The product ensures easier workability, lesser permeability, guards all the structures against nature’s fury, shields against corrosion and promises longer life. MHIPL has a joint venture with CRH Plc Ireland, the international leader in building materials. The growth and success of CRH is founded on its exceptional commitment and capabilities. Sharing the common vision of excellence, MHIPL and CRH as one entity, is fast emerging as a leading force in the Indian cement industry. MHIPL has grown from an annual capacity of 0.2 million tonnes to a staggering 10 million tonnes within a short span of 19 Years. The Company is planning to further increase its annual capacity in the near future. VISION Our vision is to continue to develop solutions that make “living better”, be it through Construction of “World Class” Living and Working Spaces or illuminating households through generation of power or manufacturing products like quality cement to build dream homes or enriching lives through imparting quality education. MISSION Our mission is to contribute to building the future by social and capital infrastructure development by providing all kinds of cement that are environmentally efficient, enhance our competitive position and bring value to our customers, shareholders and employees through creation of an environment of empowerment with respect for company’s values. REACH Maha Cement is marketed through a wide network of 5000+ dealers. The company is spread all over the country with 25 regional offices and 170+ depots. Maha Cement has achieved phenomenal success in the states of Andhra Pradesh, Telangana, Tamil Nadu, Karnataka, Kerala Orissa, Maharashtra, Bihar, Chhattisgarh and West Bengal.. Company has a dedicated fleet of more than 1200 trucks and bulkers that ensure prompt delivery of Maha Cement to the customers. Recently, the company has also forayed into international markets by supplying cement and clinker to Sri Lanka and Bangladesh. Partnership CRH is one of the world’s leading building materials companies, with a business that spans 35 countries and more than 3500 locations. It serves demand of all segments of construction industry. CRH’s vision is to be a responsible international leader in building materials, delivering superior and sustained shareholder returns. Sustainability and corporate social responsibility concepts are integral components of the Group’s performance and growth strategy. In every area of business, CRH seeks to create long-term value for all stakeholders. CRH’s strategy is to sustain and grow a geographically diversified business with exposure to a broad range of segments of construction demand, enabling CRH to achieve its vision of delivering industry leading returns. CRH Plc was formed through a merger in 1970 of two leading Irish public companies, Cement Limited (established in 1936) and Road stone Limited (established in 1949). The newly-formed group was originally called “Cement Road stone Holdings”, later abbreviated to CRH. Today, CRH is one of the six largest international groups in its sector. CRH subsidiary companies employ approximately 76,000 people at over 3,500 locations around the world. The Group’s major businesses are in the developed markets of Europe and North America, and it has been growing its foothold in certain developing economies in Asia. CRH is headquartered at Belgard Castle in Dublin, Ireland. CRH supplies raw materials and finished products for residential, non-residential and infrastructure construction applications. It also has distribution businesses that supply products to the professional building contractor and to the home-owner. CRH is a Fortune 500 company and is a constituent member of FTSE 100, ISEQ 20, Euro STOXX 50 the Euro STOXX Select Dividend 30 equity indices and its shares are listed on the London, Dublin and New York stock exchanges. CRH is also ranked among sector leaders by a number of Socially Responsible Investment (SRI) rating agencies for its sustainability and corporate social responsibility performance. MHIPL currently has two integrated cement plants located at Mellacheruvu in Suryapet District, Telangana and at Yanakandla Village in Kurnool District, Andhra Pradesh and one cement unit at Mulakalapalli village in Visakhapatnam District, Andhra Pradesh and in 2017 commissioned unit at Tuticorin District, Tamilnadu. We use the best available equipments as per international standards to deliver quality at best prices. We have the best names in the industry as our suppliers. Crushers from L&T, raw meal silos from FLSmidth /KHD Humboldt and vertical roller mills from Loesche, Germany are few among the large list of suppliers. The combined capacity of the four plants is 10 million tonnes per annum. Apart from the four cement plants, the company also operates two Ready Mix Concrete units. Mellacheruvu Cement Works Suryapet District, Telangana State Mellacheruvu Cement Works is the Mother plant consisting of three units with combined installed capacity of 3.3 million tonnes per annum clinker. The plant was established with world class equipment and technology from national and internationally renowned suppliers like FLSmidth, LNV, KHD Humboldt,Walchandnagar Industries, etc. All three units are located in the same premises. The first unit was established in 1998 with capacity of 0.2 MTPA and gradually upgraded to 0.66 MTPA. Unit-2 was established in 2002 with present capacity 0.92 MTPA. Unit-3 was established in 2006 with present capacity of 1.2 MTPA. The cement plant is supported by three captive cement grade limestone mines located within the vicinity of cement plant units. The plant is also supported with two coal based captive power plants with 15 MW and 60 MW capacities, located within the cement plant complex. A separated railway siding is established from Mellacheruvu Station connecting Jaggayyapet Station for transporting raw materials and products. The plant and mines are certified as per international standard ISO 9000:2015 and ISO 14001:2015 and OSHAS 18001:2007 Vizag Grinding Unit Mulakalapalli(V), Yelamanchili (M), Visakhapatnam District, Andhra Pradesh Grinding Unit at Vizag was established in 2009 with capacity of 1.5 MTPA and upgraded to 2.0 MTPA in 2012. The Plant is endowed with advanced technology of Vertical Roller Mill for slag grinding supplied by Loesche, Germany and Ball Mill for grinding OPC & PPC from Humboldt Wedag, Germany. The main raw material clinker is sourced from Mellacheruvu Unit. Slag is sourced from Vizag Steel Plant and Gypsum from Coromandal Fertilizer, Vizag. A separated railway siding is established connecting Yelamanchalli Station for transporting raw materials and products. The plant implemented integrated management system and is certified as per international standards ISO 9000:2015 and ISO 14001:2015 and OSHAS 18001:2007. Yanakandla Cement Works Yanakandla (V), Banaganapalle (M), Kurnool District, Andhra Pradesh SreeJayajothi Cement Limited was acquired by MHIPL in 2013. The plant is having clinker and cement manufacturing capacity of 3.2 million tons per annum respectively. The plant was established with world class equipment and technology from national and internationally renowned suppliers like by Loesche, Germany. The cement plant is supported by captive limestone mine located within the vicinity with sufficient reserves. Tuticorin Grinding Unit TuticorinDistrict ,Tamilnadu State My Home Industries Private Limited (MHIPL) Commenced 1.50 million tons per annum capacity Cement Grinding Unit @ Tuticorin(Thoothukudi) in southern part of Tamilnadu. The plant was put in operation/production from 15th February 2017. It will increase the company production capacity to 10 million tones per year. The technology incorporated is from world leader M/s. F L Smidth, they (M/s. FLS) are known for supplying state of art technology. The unit is located strategically at Tuticorin, Tuticorin has Thermal Power Plant generating approximately 4000 MW of power and catering major power requirement to Tamilnadu also wheeling to other states. The quality of cement produced is far excellence compare to competitors like in this zone. MHIPL – TGU has implemented stringent safety systems to ensure world best safety culture. The Tuticorin Grinding Unit is mainly producing PPC grade cement , PPC is produced by using fly ash (waste generated from power plants) from various Thermal power plants around the locality, ensuring the good work environment. PRODUCTS OF MY HOME INDUSTRIES PVT.LTD. Maha Cement OPC 43 Grade Maha – OPC 43 grade cement, is manufactured by grinding the high quality clinker with superior quality gypsum in optimum quantity. This is the most common type of cement used for construction purpose. It is ideal for RCC, PCC, all types of masonry work and finishing work like plastering etc. Please refer table below for its typical values as against requirement as per IS-. Physical Requirements Requirement as per lS 269: 2015 MAHA Cement Fineness Specific Surface (m2/kg) 225 (min) 280 Setting Time a. Initial minutes) 30 (min) 180 b. Final (minutes) 600 (max) 260 Soundness Expansion of unaerated cement a. By LeChatelier Method (mm) 10 (max) 1.0 b. By Auto Clave (%) 0.8 (max) 0.088 Compressive Strength a. 72 ± 1 hr i.e. 3 days (M Pa) 23 (min) 36 b. 168 ± 2 hr i.e. 7 days (M Pa) 33 (min) 45 c. 672 ± 4 hr i.e. 28 days (M Pa) 43 (min) 57 58 (max) Maha Cement OPC 53 Grade Maha – OPC 53 grade cement, is a high strength, best quality cement designed to suit the modern construction practices. It is manufactured with excellent quality clinker, containing high percentage (56-60%) of Tri-calcium Silicate (C3S), and optimum quantity of gypsum. This cement is ideal for designing high strength, high performance concrete used in high rise buildings, bridges, flyovers, pre-stressed concrete applications, under water concreting, concrete roads etc. Due to its uniform and consistent 28 days’ compressive strength 60 MPaMaha – OPC 53 is the most preferred brand by Ready Mix Concrete manufacturers and infrastructure project engineers. Please refer the table below for its typical values as against requirement as per IS- Physical Requirements Requirement as Maha Cement per IS 269 : 2015 OPC 53 Fineness Specific Surface (m2/kg) 225(min) 295 Setting Time a. Initial minutes) 30 (min) 165 b. Final (minutes) 600 (max) 240 Soundness Expansion of unaerated cement a. By LeChatelier Method (mm) 10 (max) 1.0 b. By Auto Clave (%) 0.8 (max) 0.074 Compressive Strength a. 72 ± 1 hr i.e. 3 days (M Pa) 27 (min) 38 b. 168 ± 2 hr i.e. 7 days (M Pa) 37 (min) 48 c. 672 ± 4 hr i.e. 28 days (M Pa) 53 (min) 60 Maha Cement PPC Maha – Portland Pozzolana Cement (PPC) is premium blended cement manufactured by inter-grinding the high quality clinker with superfine processed fly ash. The clinker used here is specially made with high percentage of Tricalcium Silicate C3S (58-60%). Only high quality fly ash from select chambers of Electrostatic Precipitators (ESPs) are extracted and transported in closed bulkers is used to manufacture Maha Cement. Clinker and fly ash with desired proportion of gypsum is inter-ground in high efficiency closed circuit Ball Mills. The “O-Sepa”and SKS separators used in the mills enable us to maintain high fineness (about 350 m2/kg) and good particle size distribution (PSD). Maha Cement thus manufactured surpasses the compressive strength requirement of OPC 53 grade at 3, 7 and 28 days while enabling you to get excellent durability in concrete. Physical Requirements Requirement as per lS1489 (Part-1) : 1991 MAHA CEMENT PPC Fineness Specific Surface (m2/kg) 300 (min) 330-600 Setting Time a. Initial minutes) 30 (min) 160-200 b. Final (minutes) 600 (max) 270-300 Soundness Expansion of unaerated cement a. By LeChatelier Method (mm) 10 (max) 0.5-1.5 b. By Auto Clave (%) 0.8 (max) 0.06-0.1 Compressive Strength a. 72 ± 1 hr i.e. 3 days (M Pa) 16 (min) 23-26 b. 168 ± 2 hr i.e. 7 days (M Pa) 22 (min) 32-36 c. 672 ± 4 hr i.e. 28 days (M Pa) 33 (min) 53-56 Maha Cement PSC Maha – Portland Slag Cement (PSC), conforming to the IS-, is manufactured from high quality clinker and superior quality granulated blast furnace slag. The slag used contains more than 95% glass content – the most desired parameter to manufacture PSC. The unique feature of our Grinding Units used for manufacturing this cement is the Vertical Roller Mills (VRM) – the most modern technology imported from LoescheGmBH, Germany. The clinker and slag are separately ground to reach high fineness level and then blended in a high efficiency mechanical blender. This has not only enabled us to achieve high fineness (Blaine 3700+ cm2/g) in our Maha Cement but also steep particle size distribution (PDS) which helps Maha Cement achieve high early strength and excellent durability properties in concrete. Maha Cement is best for all types of constructions. It is especially recommended in regions where the structure is exposed to harsh environmental condition. The advantages of using Maha – Portland Slag Cement (PSC) Higher strength and high durability Improved workability and consistency Progressive increase in strength over the years Higher resistance to corrosion Maximum resistance to alkalis and sulphates attack Smooth Surface finish – no surface cracks Low Heat of Hydration – most suitable for mass concrete work Ideal for both concreting and plastering Physical Requirements Requirement as per lS 455 : 2015 MAHA CEMENT PSC Fineness Specific Surface (m2/kg) 225 (min) 330-600 Setting Time a. Initial minutes) 30 (min) 180-200 b. Final (minutes) 600 (max) 280-300 Soundness Expansion of unaerated cement a. By LeChatelier Method (mm) 10 (max) 0.0-1.5 b. By Auto Clave (%) 0.8 (max) 0.04-0.08 Compressive Strength a. 72 ± 1 hr i.e. 3 days (M Pa) 16 (min) 24-26 b. 168 ± 2 hr i.e. 7 days (M Pa) 22 (min) 36-38 c. 672 ± 4 hr i.e. 28 days (M Pa) 33 (min) 56-58 Maha SOLID Maha SOLID is manufactured from specially prepared clinker of high C3S (Tricalcium Silicates) content and carefully selected high glass content GGBS.Owing to advanced technology of “separate grinding and blending”, Maha SOLID has high fineness and optimum slag and clinker content, which ensure excellent early strength and durability properties. 5 advantages of Maha SOLID Solid Strength Owing to its high fineness, Maha SOLID cement matures at all stages: 3, 7 and 28 days and beyond. The presence of superior superfine GGBS with high glass content contributes to its growing strength and durability. Solid Technology With first-of-its kind “Separate Grinding and Blending” technology that is far ahead of the traditional combined grinding in the Ball Mill and a 2.5 MTPA state-of-the-art world-class manufacturing capacity grinding unit at Vizag,Maha SOLID is truly the expert’s choice. The best of breed 220 TPH high capacity Vertical Roller Mill from Loesche GmbH, Germany, ensures the finest particle size distribution – an essential characteristic of good slag cement. Furthermore, utmost care is taken at every step, like drying the slag by Hot Air Generator, blending by Stacker and Re-claimers, homogenization by Compressed Air Circulation in Silos, etc. This ensures that every bag of Maha SOLID cement delivered is of the highest standards. Solid Consistency Maha SOLID cement provides uniform strength owing to the superior quality control measures which are in place. Its unique, uniform strength disposition helps facilitate superior quality structural designing and execution. Solid Workability The extra fineness of Maha SOLID cement makes possible a highly homogenous and workable concrete and mortar composition. The concrete in Maha SOLID does not segregate and ensures that it is free from common defects like honey combing etc. It is as fine as powder and renders high surface smoothness. Solid Durability One of the most fundamental requisites of cement is durability. The concrete in coastal regions is subjected to various vagaries of harsh environment like heavy rain, humidity, heat and harmful chemicals like sulphates, chlorides, etc., which affect the durability of the building. Balanced chemical composition and reduced permeability ensure greater resistance from chlorides and sulphates, thus making Maha SOLID the most preferred cement in the region for coastal structures and foundations. PARAMETER ORDINARY CEMENT MAHA SOLID Fineness Low High Ultimate Strength Normal High Workability Normal Good Lime Leaching High Low Impermeability Low High Resistance to Corrosion Low High Resistance to Sulphates Low High Thermal Cracking High Low Durability Low High Specialized Product Maha Solid HD+ Maha Solid HD+ comes with dual promises of High Durability and High Design-ability. Coming from Vizag Grinding Unit, a unit set up with state-of-the-art technology from Germany, Maha Solid HD+ gives long-term strength. Due to balanced chemical composition, it also gives superior resistance to corrosion from hazardous chemicals prevalent in the environment. Additionally, due to high fineness, the concrete is highly workable and give desired finish, catering to the increasing demand for beautiful buildings. With proper water-cement ratio, Maha Solid HD+ Cement can make amazing concrete structures. The structures formed are free from common defects like honey combing, etc. Owing to its high performance, Maha Solid HD+ can be used for all the applications- residential buildings, infrastructure projects and industrial usages. Additionally, due to lesser tendency to form cracks, the cement can be used for building dams and canals. With a tamper-proof packing, Maha Solid HD+ comes with the assurance to the customers that they are receiving factory fresh cement at their doorstep and there is no adulteration. Maha Cement CC The latest offering from Maha Cement-Composite is a new variety of cement introduced in the market, mainly to benefit the customers by offering various application advantages over other cements. Since it is manufactured by mixing special mineral admixtures, it has superior technical properties compared to other regular cement. The advantages of using Maha Cement CC Concrete workability improves with good slump retention time Improved concrete cohesiveness Heat of Hydration is low which prevents excessive heat generation and surface cracks High early and later strengths High sulphate resistant properties and ideal for coastal constructions Corrosion resistant properties providing excellent protection of embedded steel against corrosion No alkali-aggregate reaction due to its low levels of alkali content High Grade Constituents Quality is the core tenet for manufacturing Solid HD+ . Main raw material, clinker is source from Mellacheruvu cements Works, a highly sophisticated modern plant with stringent quality controls by QCK Quality Control by XRF/XRD. Additionally, Mellacheruvu boasts of the highest quality limestone mines in the region. The reputed vizag steel plant provides high quality GGBS, another important raw material. The slag is carefully selected and contains high glass content, essential from high grade PSC. Gypsum is sourced from Coromandal Fertilizers, Vizag. HD Factors- High Durability & High Designability High Durability Durability of concrete is the most important features of cement and is achieved by balanced chemical makeup and right physical properties. Reaction of cement with water and the subsequent formation of CSH gel give strength to concrete. Unlike ordinary cement, Solid HD+ cement has two stage hydration reactions primary and secondary. This doesn’t allow lime to leach out, the reason for weak concrete, and renders concrete with unparalleled strength, which grown over time. The secondary reaction is a slow process and keeps controlling to the strength with age. High Fineness Cement Two-Stages strength Development in Solid HD+ Cement Ordinary cement+ Water C-S-H + Ca(OH)2 (Strength) (Lime) Solid HD+ Cement + Water C-H-S + Ca(OH)2 (Strength) (Lime) In ordinary cement, lime leaches out concrete exposing the reinforcing steel to moisture and leads to lowers durability. + Reactive silica C-S-H In Solid HD+ cement, lime is also converted into strength, making it strong and more durable. The quality of cement is measured by its resistance to the natural and manmade vagaries it may be exposed during its service life. Structures in Odishaare subjected to whipping of harsh environment like heavy rain, humidity, heat, tremors and more recently harmful chemicals like sulphates, chlorides, etc. which affects their durability. The balanced chemical compositions and the high fineness of Solid HD+ cement reduced concrete permeability. Corrosions Resistance Cement Additionally, because of increased CSH gel formation due to the presence of superior granulated slag porosity in the concrete is reduced, leading to know cracks formation and better protection of steel from corrosion. High Designabilty Ability to give smooth finish to the concrete is the new demand of the house builders. Ordinary cement faces challenges in achieving this. The extra fineness of Solid HD+ cement ensures that concrete has workability and can be given desired finish. There is less segregation in resultant concrete, one of the problems faced while using ordinary cement. The concrete can be transported without segregation over longer distance. Also, the cement needs less water. The Workable Cement The concrete from solid HD+ cement can be easily molded without the loss of homogeneity, Thus the structure formed are free from common defects like honey combing etc. Another problem faced with ordinary cements is that they are not easily compacted. With proper water cement ratio, Solid HD+ cement can make amazing concrete structures. This is due to its optimum particles size distribution, essential for achieving homogeneous concrete. Surface obtained with Solid HD+ cement will be smooth and crack free most suitable for finishing works. Solid HD+ cement is fully compatible with wide range of admixtures, a constituent widely used by builders and infrastructures companies REVIEW OF LITERATURE 2.1 .Philip kotler on marketing successful “go-to-market” strategies require integrating dealers wholesalers and logistical organization. Although the overwhelming bulk (97 percent) of goods and services is sold through dealers and wholesalers. The dealer’s product assortment must match the target market’s expectations. The dealer has to decide on product –assortment breath and depth General Electric Before the late 1990s,GE operated a traditional system of trying to load its dealers with GE applications. Then dealers access GE’s order- processing system 24 hours a day, they get GE’s best price, GE financing , and no interest charge for first 90 days. In exchange, dealers must commit to selling 9 major GE product categories, generating 65 percent of their sales in GE products. Now GE provides internet content for each of its 1,500 online dealers. Dealers-distributors have faced mounting pressures in recent years from new source of competition. So when that the company provide their service at the satisfaction level of dealers. They are processing successful in the market. 2.2 Geoff cousins managing director of Jaguar cars says “dealers satisfaction is generate the sales growth and profitability” In schwacke’s 2007 brand monitoring survey, the jaguar brand in Germany achieved first place for overall dealer satisfaction and improved from last year’s result by nine places. More than 1,000 dealers were questioned regarding their satisfaction with their brand and Jaguar came first not only in the overall ranking but also in the important category which showed an improvement of eight places. Managing Director of Jaguar cars, commented: “I am delighted that both dealerships have been recognized for the great work that they do. Its an out standing achievement to be chosen over the tough competition from our main competitors. The level of satisfaction is measured in six key areas: service initiation, service advisor, in-dealership experience, service delivery, service quality and user-friendly service. 2.3. HONDA motorcycle & scooters(HMIS) and Honda siel cars (HSCI) rank highest in dealer satisfaction with their principals in the two-four wheeler industry segments, respectively, according to the findings of the ‘2005 dealer satisfaction study’. The study represents the responses of more than 1,200 two-and four-wheeler dealers to the key areas of product, management relationship, profit margin, order and delivery, after-sales and parts support, warranty. Ranking for the study are done at the industry segments-level to provide comparisons among similar group of dealers. “The industry average score of reflects a relatively low level of dealer commitment and indicates that dealers are vulnerable to defection. Its an significant increase compared to the 2002 study” The key building partners is to focus on the most critical areas that impact dealer satisfaction and commitment to the manufacturer. Mr. Lochan the managing director said “It is not surprising that dealers expect their principals to be concerned and supportive of their profitability. However, the study clearly reveals that dealers are equally concerned about other tactical issues such as branding, advertising effectiveness and support in managing warranty claims” The statement said the dealer satisfaction study conducted from October through December 2005 covering 846 two-wheeler dealers across nine manufacturers and 392 four wheeler dealers across eleven manufactures. 2.4 HENRY FORD, 1926 ‘business must be run at a profit, else it will die. But when anyone attempts to run a business solely for profits and thinks not at all of the service to the community, then also the business must die, for it no longer has a reason for existence. Dealers are an important part of our product- led strategy. Our new product introductions will be of mutual benefit to ford and its dealers will help strengthen our relationship. Ford measure dealer satisfaction with all our brands and regions through various methods. Day-to day interactions with our dealer councils and input from third- party surveys. Dealer’s attitude survey results for 2006 reflect an improving trend for over all dealer satisfaction Ford annually recognizes outstanding dealer contributions to the community through its “salute to dealers” program. The program was established in 2001 to demonstrate our commitment to dealers who provide outstanding products and service and improve the lives of those in need. It represents more then 6,000 dealership in ford motor company. 2.5.Dealer satisfaction with IBM solution: Overview: one of the world’s largest agriculture and construction equipment Manufactures, tractors, combines and other types of farm equipment construction machinery. 26-oct-2006 conduct dealer satisfaction study in new Holland. Study conduct through 1800 new dealer. As a result ‘77% increase in dealers satisfaction for whole goods ordering – processing among new Holland agricultural dealers as well as constructions dealers. Thousands of dollars saved by reassigning call center employer to higher value work. Accelerating inventory improves bottom lines receiving order faster improves cash flow for new Holland. Tim Lyon, operating director, New Holland “we have provided a modern web based order system that makes life easier for our dealers”. We focus mainly on dealer satisfaction because they are most valuable assets of our concern. RESEARCH METHODOLOGY 4.1 RESEARCH DESIGN: A research design is purely & simple basic frame work or plan for a study the guides the collection of data and analysis of the data. Research designs are classified into three traditional categories : Emploratory, descriptive and causal, the choice of the most appropriate design depends largely upon the objectives of the research. 4.2 DESCRIPTIVE RESEARCH: Descriptive studies, as their name implies, are designed to describe something, for example, the characteristics of users of a given product; the degree to which product use varies with income, age or other characteristics: or the number who saw a specific television commercial. A majority of marketing research studies are of this type. 4.3 SAMPLE DESIGN All sample designs fall in to one of two categories; probability or nonprobability sampling. In this research, non-probability sampling methods adopted, in which the chances of select members from the population into the sample are unknown. 4.4 SAMPLING PLAN: Data:Primary data Researcher design:Survey Researcher instrument : Questionnaire Method of contact:personal 4.5 SAMPLING METHOD: Convenience sampling method of non – probability sampling is adopted in this research. Convenience sample are samples drawn at the convenience of the interviewer. Accordingly, the most convenient areas to a researcher in terms of time and effort turns out to be “high traffic” areas such as a shopping mails or busy pedestrian intersections. The selection of the place and consequently, prospective respondent is subject rather than objective. Sample size – 50 4.6 DATA COLLECTION METHOD: There are four types of questionnaires design in which, we have adopted the structured undisguised questionnaire, questions are presented in exactly the same words in the order to all respondents. In the typical structured undisguised questionnaires the questions as well as the reasons are standardized. This is accomplished by employing fixed alternative, such a questionnaire facilities easy administration, tabulated & analysis. Open & closed ended questionnaire methods were used in the project, care must be taken to ensures that us for possible, it should not contain any room of misinterpretations. 4.7 STATISTICAL TOOLS  Percentage There are briefly explained, in following 4.7.1 PERCENTAGE Percentage refers to special kind of ratio percentage are used in marketing comparison between two more series of data. Percentage are used to describe relationship. Since the percentage reduce everything to a common base & these by allow meaningful comparison to be made. DATA ANLYSIS AND INTERPETATION Profit earned by the Dealers on the basis of average ratings of different Cement Companies:- Comparison of Quality of the Cements based on the average ratings of the Dealers:- Comparison of the Cements based on the Timely Supply from the Company through the ratings given by dealers:- Comparison of cements based on the incentives, discounts & schemes provided by the company through the ratings of the dealers:- Comparison of cements based on dispute settlement by the Company towards the Dealers through their ratings:- Comparison of cements based on credit term provided to the Dealers:- Comparison of cements based on Advertisement performed by the Company:- Comparison of cements based on accounting and documentation done by the Company through the Dealer’s Ratings:- SWOT ANALYSIS STRENGTH- People ask for long term strength in cement and solid HD + gives this. Cement grade is good & people are satisfied. Has a good brand image. Customer’s choice. Higher resistance to corrosion. WEAKNESS- Great need of strategic way for promotion & advertisement for both dealers & customers. Not a easy task to overtake ULTRATECH & LAFARGE. Price & margins are not matched with Dealers & Retailers respectively. Timely supply of cement to the dealers is very much required. OPPERTUNITIES- Strong infrastructures requirement for the development of the country and the country is developing in the utter pace. Number of medium class people is growing. Institutional markets like corporate and govt. offices, schools society complexes are growing in large scales, which will increase the requirement. THREATS- Other brands like ULTRATECH & LAFARGE provide maximum profit, timely supply and best quality to the dealers. Dealers expect more margin, timely supply, credit period and gifts to sell of the solid HD + cement. SUGGESTIONS AND RECOMMENDATIONS Direct selling to builders and construction companies should be intensified. Dealers can be asked to undertake their own promotional activities like regional advertising etc., on a cost sharing basis. Promoting the brand through wall paintings can bring more awareness. Such responsibilities can be given to the dealers themselves. CONCLUSION Cement industry is getting its own importance because construction industry determines the economy of the country to a major extend also, only if the construction industry flourishes, other industries flourish and it improves the buying power of the common class. There are number of operators in the industry, and this study helps to know more about dealer satisfaction for Solid HD+ cement. From the study it can be concluded that the overall satisfaction for Solid HD+ cement in good Solid HD+ cement stands best a quality also. Dealers are satisfied about the price, quality, channel of distribution, dealer sales support etc., But focus needs to the placed on credit period, advertising and promotional activities and to some extent on brand availability. This is sure to improve the success of Solid HD+ cement. LIMITATIONS Lack of cooperation from the dealers in regard to giving interview. It was found in some cases dealers showed inclination towards certain brands which gave them more margins when compared to others. It was experienced during the survey that it was difficult to convince or make the dealers understand the importance of the project. As the retailers & dealers thought that it was unwise to give their details of business as they feared competitors would take advantages. QUESTIONNAIRE NAME : PHONE NO : KEY PRSON : ADDRESS : Please rate the following brands in the scale of 1 to 10 in the following parameters. NAME OF CEMENT BRANDS PARAMETERS ACC LAFARGE OCL ULTRATECH SOLID HD+ RAMCO 1. PROFIT 2. QUALITY OF THE PRODUCT 3.TIMELY SUPPLY 4.INCENTIVES, SCHEME, DISCOUNT 5. DISPUTE SETTLEMENT 6.CREDIT TERM 7.ADVERTISEMENT OF SALE/PROMOTION 