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LIST OF TABLES

TABLE

NO

CONTENTS PAGE

NO

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

Length of the field

Different cement brand you generally deal with

Last moving cement brand from your outlet

The reasons for particular cement brand moving fast in the

market

Recommendation of particular brand by you

Factor motivating you to recommend a particular brand

Factors influencing the customer in purchasing cement

Creation of awareness about Lanco cement

Openion on Lanco cement

Quantity of selling cement per month

Media advetisement you suggest for Lanco cement

Area of Lanco cement to join to handle

Type of packages preferred to handle

Negative points of Lanco cement

Type of support you need from the company

24

25

26

27

28

29

30

31

32

33

34

35

36

37

38

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LIST OF GRAPHS

GRAPH NO CONTENTS PAGE NO

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

Length of the field

Different cement brand you generally deal

with

Last moving cement brand from your outlet

The reasons for particular cement brand

moving fast in the market

Recommendation of particular brand by you

Factor motivating you to recommend a

particular brand

Factors influencing the customer in

purchasing cement

Creation of awareness about Lanco cement

Opinion on Lanco cement

Quantity of selling cement per month

Media advertisement you suggest for Lanco

cement

Area of Lanco cement to join to handle

Type of packages preferred to handle

Negative points of Lanco cement

Type of support you need from the company

24

25

26

27

28

29

30

31

32

33

34

35

36

37

38

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DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI 1

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Introduction

Thus, perception in humans describes the process whereby sensory stimulation is

translated into organized experience. That experience, or percept, is the joint product of the

stimulation and of the process itself. Relations found between various types of stimulation

(e.g., light waves and sound waves) and their associated percepts suggest inferences that can

be made about the properties of the perceptual process; theories of perceiving then can be

developed on the basis of these inferences. Because the perceptual process is not itself public

or directly observable (except to the perceiver himself, whose percepts are given directly in

experience), the validity of perceptual theories can be checked only indirectly.

Definition of Perception

Perception is the process by which organisms interpret and organize sensation to produce a

meaningful experience of the world. Sensation usually refers to the immediate, relatively

unprocessed result of stimulation of sensory receptors in the eyes, ears, nose, tongue, or skin.

Perception, on the other hand, better describes one's ultimate experience of the world and

typically involves further processing of sensory input. In practice, sensation and perception

are virtually impossible to separate, because they are part of one continuous process.

Historically, systematic thought about perceiving was the province of philosophy.

Philosophical interest in perception stems largely from questions about the sources and

validity of what is called human knowledge (epistemology). Epistemologists ask whether a

real, physical world exists independently of human experience and, if so, how its properties

can be learned and how the truth or accuracy of that experience can be determined. They also

ask whether there are innate ideas or whether all experience originates through contact with

the physical world, mediated by the sense organs.

As a scientific enterprise, however, the investigation of perception has especially

developed as part of the larger discipline of psychology. For the most part, psychology

bypasses the questions about perceiving raised by philosophy in favour of problems that can


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be handled by its special methods. The remnants of such philosophical questions, however,

do remain; researchers are still concerned, for example, with the relative contributions of

innate and learned factors to the perceptual process.

Such fundamental philosophical assertions as the existence of a physical world, however, are

taken for granted among most scientific students of perceiving. Typically, researchers in

perception simply accept the apparent physical world particularly as it is described in those

branches of physics concerned with electromagnetic energy, optics, and mechanics. The

problems they consider relate to the process whereby percepts are formed from the

interaction of physical energy (for example, light) with the perceiving organism. Of further

interest is the degree of correspondence between percepts and the physical objects to whichthey ordinarily relate. How accurately, for example, does the visually perceived size of an

object match its physical size as measured (e.g., with a yardstick).

Meaning of Perception

Perception is the process of attainingawareness orunderstanding ofsensory

information. It is a task far more complex than was imagined in the 1950s and 1960s, when it

was predicted that building perceiving machines would take about a decade, a goal which is

still very far from fruition. The word comes from the Latin words perceptio, percipio, and

means "receiving, collecting, action of taking possession, apprehension with themindor

senses."

Perception is one of the oldest fields in psychology. The oldest quantitative law in

psychology is the Weber-Fechner law,which quantifies the relationship between the intensityof physical stimuli and their perceptual effects.

Perceptions vary from person to person. Different people perceive different things about

the same situation. But more than that, we assign different meanings to what we perceive.

And the meanings might change for a certain person. One might change one's perspective or

simply make things mean something else.

This is a famous picture. What does it look like to you?

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Some people see a young lady looking away. Others see an old lady looking down.

Depending on how you look at it, part of the picture might be the young woman's nose and

eyelash, or it might be a wart on the old woman's nose. What is the young woman's ear might

be the old woman's eye. What is the young woman's necklace might be the old woman's

mouth. The picture hasn't really changed. You just emphasize different parts of it and assign

them different meaning.

Look at these two arrows. Which horizontal line is the longest?

They are exactly the same size. However the top one looks longer than the bottom one. It is

on optical illusion tricking us into assigning a different meaning to what we see.

We fill in a lot of blanks with our minds. If we have incomplete perceptions, which we

practically always do to a certain extent, our minds fill in the rest.

Are those letters? Or are they just lines and blotches on the paper? How do you know?


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Do you see a vase or do you see two faces looking at each other?

The meaning of something will change when you look at it differently. You can look at

anything differently and it will have a different meaning.

Quotes:

"Perception is a mirror not a fact. And what I look on is my state of mind, reflected outward."- A Course In Miracles

"To perceive means to immobilize... we seize, in the act of perception, something which

outruns perception itself." -Henri L. Bergson

"If the doors of perception were cleansed everything would appear to man as it is, infinite.

For man has closed himself up, till he sees all things thru chinks of his cavern." -William

Blake

"Nothing exists until or unless it is observed. An artist is making something exist by

observing it. And his hope for other people is that they will also make it exist by observing it.

I call it creative observation. Creative viewing." - William S. Burroughs

"You are only as wise as others perceive you to be." - M. Shawn Cole

"To see what is right, and not do it, is want of courage, or of principle." - Confucius

TYPES OF PERCEPTION

1. Motion perception

Perceived movement cannot simply be explained by the motion of an object's retinal

image since image motion caused by observer or eye movement does not lead to perceived

object movement. Moreover, an object tracked by smooth-pursuit eye movements will appear

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to move, although in that case there is essentially no motion of the object's image over the

retina. Similarly, an afterimage will appear to move during eye movement even in a

completely darkened room. Where ordinarily the movement of the retinal image caused by

the moving eye is computed to signifyno object motion, thus yielding position constancy

(since the image motion and eye motion are equal in magnitude), the same computational rule

must signify object motion in the case of the afterimage.

2. Form perception

Form perception means the experience of a shaped region in the field. Recognition

means the experience that the shape is familiar. Identification means that the function ormeaning or category of the shape is known. For those who have never seen the shape before,

it will be perceived but not recognized or identified. For those who have, it will be perceived

as a certain familiar shape and also identified. Recognition and identification obviously must

be based on past experience, which means that through certain unknown processes, memory

contributes to the immediate experience that one has, giving the qualities of familiarity and

meaning.

The figure of a 4 in Fig. 1a is seen as one unit, separate from other units in the field,

even if these units overlap. This means that the parts of the figure are grouped together by the

perceptual system into a whole, and these parts are not grouped with the parts of other

objects. This effect is called perceptional organization. There are other problems about form

perception that remain to be unraveled. For example, the size of a figure can vary, as can its

locus on the retina or even its color or type ofcontour, without affecting its perceived shape

(Fig. 2).

Perceptual organization, (a) The figure of a four is immediately and spontaneously perceived

despite the presence of other overlapping and adjacent lines, (b) The four, although

physically present, is not spontaneously perceived and is even difficult to see when one

knows it is there.

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Transposition of form; the two shapes clearly look the same despite the difference in size.

Basic information

Summary of Dealer Types

About the types of licenses issued and regulated by the Business Licensing and Consumer Services Unit

(BL&CS) can be found below. Different transactions are possible and different fees apply for each type of

license. More information about each license type can be found in the appropriate info MVA process

description.

Types of Business Licenses

License Type Description Licensing Process

New Vehicle

Dealer

Sells new vehicles under a franchise

agreement with a licensed manufacturer or

distributor. A location suitable for retail sales

is required.

Dealer -License to Sell New

Vehicles

Used Vehicle

Dealer

Sells used vehicles to the public and other

dealers. A physical location suitable for retail

sales from which the sales are conducted is

required. Vehicle sales must be the principal

or only business conducted at that location.

Dealer - License to Sell Used

Vehicles

Wholesale Dealer Buys, sells, and exchanges used vehicles with

other dealers. May purchase vehicles from the

public. MAY NOT SELL TO THE RETAIL.

Dealer - License for

Wholesale Vehicle Dealer

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Motorcycle Dealer Sells new motorcycles under a franchise

agreement with a license manufacturer or

distributor. May be licensed to sell only used

motorcycles. A location suitable for retail

sales is required.

Dealer - License to Sell

Motorcycles

Emergency

Vehicle Dealer

Sells new emergency vehicles under a

franchise agreement with a licensed

manufacturer or distributor. Location may be

an office only.


Emergency Vehicles

Trailer Dealer

Boat

Under 15'

Over 15'

Sells new trailers under a franchise agreement

with a licensed manufacturer or distributor.

May be licensed to sell only used trailers. A

location suitable for retail sales is required.


Trailers

Title Service

Agent

Transports MVA paperwork and fees to and

from MVA offices for customers. Some Title

Service Agents process the documents from

their office electronically.

Dealer - Licenses for Title

Service Agent

Manufacturer A manufacturer of a new vehicle constructed

in the United States. Licensee does not have to

be located in Maryland.


Manufacturers and

Distributors

2nd Stage

Manufacturer

A manufacturer of a new two-stage vehicle

completed in the United States. Licensee does

not have to be located in Maryland.


Manufacturers and

Distributors

Distributor

An authorized importer of new vehicles

manufactured or assembled outside the United

States who may enter into franchise contracts

with dealers. Licensee does not have to be

located in Maryland.


Manufacturers and

Distributors

Automotive

Dismantler &

Recycler

Acquires vehicles to dismantle, destroy, or

scrap for the sale of their parts and materials.

A location suitable for sales and storage is

required.


Automotive Dismantler &

Recycler or Scrap Processor

Scrap Processor Has facilities to process vehicle scrap forDealer - License for

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resmelting purposes. Automotive Dismantler &

Recycler or Scrap Processor

Salesman Sells or attempts to induce the sale ofvehicles. Is employed by licensed vehicle

dealer.

Dealer - Salesman's License

DEALER TYPOLOGY

Dealers are segmented into four groups based on their satisfaction with and

commitment to the manufacturer. These groups are defined as follows:

Partners: Dealers those are both satisfied and committed. This group is the most

dedicated.

Mercenaries: Dealers those are satisfied but not committed. This group needs a

compelling reason to stay with the brand.

Hostages: Dealers that are not satisfied but remain committed. Dealers can become

hostages due to lack of viable options or other exit barriers.

Uninvolved: Dealers those are neither satisfied nor committed.

Motivators: Attributes with a high stated importance and an equally high impact on

commitment. These are the main drivers of dealer satisfaction and commitment.

Hidden Opportunities: Issues where dealer claimed importance is relatively low but impact

on commitment is high. These issues are differentiators.

Hygienics: Attributes where stated importance is high but impact on commitment is low.

These reflect the "must be" needs of dealers.

Potential Savers: Attributes with low stated importance and impact on commitment. Dealers

are currently less sensitive to these issues.

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NEEDS OF THE STUDY

Marketing occupies an important place in all stages of economic life even from barter

system. But today marketing is in complicated stage modern marketing covers all business

activities in order, to as, certain demand, product planning, distribution that facilities the

entire marketing process. the modern marketing programme, aims to attract the dealers the

features of modern marketing are discussed next.


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OBJECTIVES OF THE STUDY

To study dealer perception regarding recommended various cement brands.

To study dealer perception regarding factors influencing customers in purchasing

cement.

To study the dealers perception pertaining to make creating awareness for LANCO

cement.

To study dealers perception regarding the areas in which improvement in needed for

LANCO cement.


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INFORMATION SOURCES

Sources of data:

The data has been collected from both primary and secondary sources for the project

work.

Primary data:

The primary data is collected with the help of questionnaires, which consists of closed

ended questions .The questionnaire is chosen for of its simplicity and reliability. In addition

to this the data is collected through personal interview.

Secondary data:

Secondary data is collected through the document provided by personnel department

such as personnel manuals, reports regarding suggestions, scheme etc.,

Relevant books from various magazines, company website journals and other reports.

Statistical tools:

The statistical tool adopted in this is percentage analysis is used to find the percentage

value for all the questionnaires used in making comparison between two or more series of

data .


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RESEARCH METHODOLOGY

Research Design:

The research design adopted for this study was descriptive type research design.

Survey Type:

The survey adopted in the present project work was sample survey.

Sampling Technique:

Sample technique adopted here in the present project was simple random sampling

method. Though lottery method samples were selected in random sampling.

Sample Size:

The sample size taken in the project was 75.

Sample unit:The sample unit is the dealers through these sample units information was collected.

Research Instruments:

Research instrument used in this is structured questionnaire.


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LIMITATIONS

The scope of study is confined to Kurnool District only; because of so many factors

differ at different places, the perception, exceptions and satisfaction level of whole

market.

The analysis may vary as survey is based on short period of study.

As dealers were busy they spend little time in the survey process. Few dealers are

hesitated to give response to certain questions.


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COMPANY HISTORY

Lanco industries were incorporated in the year 1991. It has two main products -

pig iron and slag cement.

Commercial production at the pig iron plant in Tirupathi started in Sept. 1994.

Capacity utilisation is 95.4% of rated capacity for 1996-97.

The company's captive power plant was commissioned in Feb 1995. For the year

1996-97, the company produced 24.8 MW internally which was 88% of its total

consumption.

The company has a downstream 70,000 TPA Slag cement plant, 50% of input

coming from the pig iron plant. Commercial production started in April 1996.

Capacity utilisation is 47.39% of rated capacity for 1996-97.

The company raised Rs. 454.73 lacs through a Rights issue of 1:5 during the year

1995-96 for its expansion/diversification into cement production.

2001 - The Company has signed an agreement with CDSL, NSDL and Aarthi

Consultants Pvt. Ltd., Hyderabad, for dematerialisation.

2002-Lanco Industries Ltd has informed that Shri L Madhusudhan Rao the present

Managing Director has resigned from the position of MD of the company and the

Board has accepted the resignatio and also appointed Sri Gowri Shankar Tekriwal

as Managing Director subject to the approval of sharehold ers and financial

institutions.

2004-Lanco signs MoU for Chhattisgarh project with UK firm


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COMPANY DEVELOPMENTS

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI

Lanco is one of the fastest growing Integrated Infrastructure Enterprises of

India, operating across a synergistic chain of Strategic Business Units (SBUs)

comprising Power, EPC, Construction, Renewables, Resources, Non-Power

Infrastructure, Property Development and CSR.

Lanco Infratech Ltds current market capitalisation is approximately Rs. 15,000

Crores (USD 3.3 billion). Out of the total Share Capital, the promoters holding

is about 68 %. The gross revenue of Lanco as on March 2010 was over Rs.

8200 Crores (USD 1.8 billion).

Lanco is fast emerging as one of the top three private sector power developersin India with 2092 MW under operation, 7153 MW under construction, and

11070 MW of projects under development.

In a strategic move that provides increased fuel security for its current power

generating assets and its future power portfolio expansions, Lanco through its

step down Australian subsidiary, Lanco Resources Australia, has acquired

Griffin Coal Mining Company and Carpenter Mine Management. Griffin coal,

based out of Collie in Western Australia, owns the largest operational thermal

coal mines in Western Australia, producing over 4 mtpa of coal which can be

ramped up to over 15 mpta in the near term, post development of evacuation

infrastructure. Lanco has strategic global partnerships with top-notch companies which

include: Genting, Harbin, GE, Dongfang, Doosan etc. Today, Lanco is one of

Indias largest Power Trader in the private sector.

A people driven organization, Lanco operates from 20 States in India and has

international operations in Australia, China, Indonesia, Nepal, Singapore,

United Kingdom and USA with a human resource base of about 6500 people.

Lanco has an Order book of Rs 25,425 Crores as of September 2010. Lanco is

also a privileged member to the World Economic Forum and it has been

acknowledged as an elite member of the top two hundred Global Growth

Companies.

As part of its business strategy, the company has chalked out an ambitiousgrowth plan Lancos Vision 2015: to build a High Performance Organisation

with an operating capacity of 15000 MW in Power. Lanco also envisages

aggressive growth plans for EPC with a strong Order book growth.

The year 2010 was celebrated as Lancos Silver Jubilee Year. It has been

twenty five years since the founder chairman L Rajagopal, taking inspiration

from his uncle Lagadapati Amrappa Naidu, began his career as an entrepreneur.

Lanco continues to take its stride forward on the strength of their vision and

inspiration and under the leadership of the current Chairman, L Madhusudhan

Rao.

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DEALER PERCEPTION

Father and son team. Ki and Curt langille, are the driving force behind Lanco

Development Company. Ki began building homes and apartment buildings in the

mid-1950's after several years of involvement in the Chicago area real estate

market. While always maintaining a suburban Chicago base, Ki has built and

developed land from Ft. Wayne, Indiana, to Lake Geneva, Wisconsin.

However, since Curt (now President of the company, and twice past President of

the McHenry County Home Builders Association) joined Lanco in 1976, their

geographic area of concentration has predominately been McHenry County but

are also expanding into the Lake Geneva area; offering homesites and an exciting

Villa development in Geneva National as well as homesites at Bear Trap Ridge,

Fontana, WI. Both Curt and Ki enjoy the challenge of designing a home to meet

the home buyer's ideas, matching those ideas to the buyer's budget and finally

putting them on paper.

The result--a true custom home. The final key ingredient is the team of

subcontractors and suppliers, most of whom have worked with Lanco for more

than 20 years. Their in-depth knowledge allows them the employment of state-of-

the-art innovations within the homes they construct.

Focusing on locations where they would personally want to live, and embracing

the features they would implement in their own homes has made Lanco a success.

Ki and Curt Langille are satisfied only when their customer is.


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DEALER PERCEPTION

COMPANY ACHIEVEMENTS

In a recent Parade of Homes, Lanco Development's model won 12 of 14 awards.

Lanco has also garnered awards from the McHenry Medley of Homes, the Treasure Hunt of

Homes and won 3 prestigious Gold Key Awards.

Golden Key Award


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DEALER PERCEPTION

COMPANY STRUCTURE

Directors:

Shri G. Maruthi Rao

Shri Gouri Shankar Rathi

Shri L. Madhusudhan Rao

Shri G. Bhaskara Rao

Shri L. Sridhar

Shri P.M. Suresh (Nominee of IDBI)

Shri Vinod Kumar Agrawal, IAS (Nominee of APIDC)

Managing Director :

Shri Mayank Kejriwal

Sr. General Manager Finance & Company Secretary:

Shri G.D. Saini

Auditors :

M/s. K.R. Bapuji & Co.Hyderabad

Solicitors:

Khaitan & Co.

Bankers:

ICICI Bank Ltd.

HDFC Bank Ltd.

IDBI Bank Ltd.

Standard Chartered Bank


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DEALER PERCEPTION


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DEALER PERCEPTION

1) Length of this field?

TABLE 1:

Particulars Respondents % of Respondents

1-2 years 16 21

3-4 years 19 25

5-6 years 16 22

Above 5 years 24 32

Total 75 100

GRAPH 1:

DATA INTERPRETATION:

It is found that, 21% of people said that length of the field is 1-2 years, 25% of the

people said that length of the field is 3-4 years and 22% and 32% of people said that it is

about 5-6 years and above 6 years respectively.


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DEALER PERCEPTION

2) What are the different cement brands you generally deal with?

TABLE 2:


Lanco cement 12 16%

Nagarjuna cement 32 43%

Ultra tech cement 18 24%

Penna cement 13 17%

Total 75 100

GRAPH- 2:

16%

43%

24%

17%

0%

10%

20%

30%

40%

50%


Only 16% of people deal with brand A cement, 43%, 24% and 17% of people deal with

brand B cement, brand C and brand D cement.


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DEALER PERCEPTION

3) Which is the last moving cement brand from your outlet?

TABLE 3


Lanco cement 7 9

Nagarjuna cement 22 29

Ultra tech cement 19 27

Penna cement 27 36

Total 75 100

GRAPH 3

9%

29%27%

36%

0%

5%

10%

15%

20%

25%

30%

35%

40%

Lanco cement Nagarjuna Ultra tech cement Penna ce

DATA INTERPRETATION

According to survey, 9% of respondents say that last moving cement brand from the

outlet is brand A, 29% of respondents say brand B, 27% of respondents say brand C and 36%

of respondents say all.


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DEALER PERCEPTION

4) What are the reasons for particular cement brand moving fast in the market ?

TABLE 4


Quality 14 19%

Price 15 20%

Advertisement 30 37%

Brand image 16 18%

Total 75 100

GRAPH 4


Quality has been the reason for particular cement brand moving fast in the market

according to 19% of respondents, according to 20% of respondents, reason is price, according

to 37% of respondents, the reason is advertisement and finally brand image has been the

reason for it according to 18% of respondents.

5) Which company brand do you recommend?

DR.JYOTHIRMAYI DEGREE COLLEGE, ADONI

19% 20%

37%

18%

0%

5%

10%

15%

20%

25%

30%

35%

40%

Quality Price Advertisement Brand image

28

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DEALER PERCEPTION

TABLE 5


Nagarjuna 16 21%Penna 17 23%

Lanco 28 37%

All 14 19%

Total 75 100

GRAPH 5

21%23%

37%

19%

0%

5%10%

15%

20%

25%

30%

35%

40%

DATA INTERPRETATION

21% of respondents recommend brand A, 23% of respondents recommend brand B,

37% of respondents recommend brand C and 19% of respondents recommend all brands.

6) What motivates you to recommend a particular brand?


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DEALER PERCEPTION

TABLE 6


Brand image 14 19

Reasonable price 26 34

Package 19 25

Incentive 16 22

Total 75 100

GRAPH- 6

DATA INTERPRETATION

To 19% of respondents, brand image motivates to recommend a particular brand, to

34% of respondents, reasonable price motivates, package motivates to recommend a

particular brand to 25% of respondents and incentive motivates 22% of respondents to

recommend a particular brand.

7) What are the major factors that influence the customer in purchasing cement?


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DEALER PERCEPTION

TABLE 7

Particulars Respondents % of RespondentsQuality 32 42

Brand name 15 20

Package 17 23

Durability 11 14

Total 75 100

GRAPH 7

DATA INTERPRETATION

For 42% of respondents, quality has been the factor to influence the customer in

purchasing the cement, for 20% of respondents, brand name is the major factor, for 23% of

respondents, package is the major factor and for 14% of respondents, durability has been the

major factor to influence the customer in purchasing the cement.

8) How do you create awareness about lanco cement?


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DEALER PERCEPTION

TABLE 8

Particulars Respondents % of RespondentsThrough advertisement 30 40

Through architects 17 22

Through company 15 20

Others 13 17

Total 75 100

GRAPH 8

DATA INTERPRETATION

Through advertisement, awareness about Lanco cement can be created according to 40% of

respondents, according to 22% of respondents awareness of the Lanco cement can be created

through architects, according to 20% and17% of respondents, awareness can be created

through company and others respectively.


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DEALER PERCEPTION

9) What is your opinion on lanco cement?

TABLE 9


Very good 27 36

Good 14 19

Satisfaction 18 24

Poor 16 21

Total 75 100

GRAPH 9

DATA INTERPRETATION

Opinion of 36% of respondents on Lanco cement is very good, opinion of 19% of

respondents on Lanco cement is good, and opinion of 24% and 21% of respondents on Lanco

cement is satisfaction and poor respectively.


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DEALER PERCEPTION

10) Kindly how much (metric tonnes) you sell per month?

TABLE 10


50-100 13 17

100-150 18 24

150-200 30 40

200 and above 14 18

Total 75 100

GRAPH 10

DATA INTERPRETATION

50-100 tonnes of cement are sold per month according to 17% of respondents,

according 24%, 40% and 18% of respondents 100-150 tonnes, 150-200 tonnes and 200 and

above tonnes of cement is sold per month respectively.


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DEALER PERCEPTION

11) Which media advertisement you suggest move for lanco cement?

TABLE 11


Electronic 11 15

Print media 35 46

Hording 15 20

Wall paints 14 19

Total 75 100

GRAPH 11

DATA INTERPRETATION

According to the survey, it is found that electronic media has been suggested by 15%

of respondents to move the Lanco cement, 46% of respondents suggest print media, 20% of

respondents suggest hording and 19% of respondents suggest wall paints.

12) In which area lanco cement has to join to handle?


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DEALER PERCEPTION

TABLE 12


Advertisement 24 32

Price 19 25

Packages 18 25

Quality 15 18

Total 75 100

GRAPH 12

DATA INTERPRETATION

32% of respondents agree that Lanco cement has to join advertisement area to handle,

25% of respondents say price, 25% of respondents say packages and 18% of respondents say

area of quality.


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DEALER PERCEPTION

14) In your view what are the negative point of lanco cement?

TABLE 14


No advertisement 13 17

Low price 18 24

Colour less 16 21

Others 28 38

Total 75 100

GRAPH 14

DATA INTERPRETATION

In view of 17% of respondents, no advertisement has been negative point of Lanco cement,

In view of 24%, 21% and 38% of respondents low price, colourless and other factors have

been the negative point of Lanco cement.

15) What type of support you need from the company?


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DEALER PERCEPTION


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DEALER PERCEPTION

SUMMARY

Most respondents said that providing wall paints, advertisements.

Most respondents said that improve quality towards lanco cement.

46% of respondents preferred to handle the plastic bag.

44% of dealers said that there is no colourless is the negative point of lanco cement.

42% of respondents said that discounts are needed from the company.

39% of the respondents are having experience between 3 to 4 years.

38% of the respondents dealing with brand A.

44% of the respondents said that brand- A is moving fastly in cement sector.

42% of respondents said that quality is main reason for fast moving of cement.


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DEALER PERCEPTION

FINDINGS

39% of the respondents are having experience between 3 to 4 years.

38% of the respondents dealing with brand A.

44% of the respondents said that brand- A is moving fastly in cement sector.

42% of respondents said that quality is main reason for fast moving of cement.

48% of respondents are recommended to brand A cement.

42% of respondents motivates to recommended brand image.

42% of respondents quality is main factor to purchase particular brand of cement.

44% of advertisements of creating awareness of lanco cement.

50% of the respondents said that lanco is satisfactory.

38% of the dealers are selling 50-100 metric tons of cement.

63% of the dealers are satisfied about their credit facility in Lanco Company.

65% of the dealers said that they need advertisement support from the company.

44% of respondents said that providing wall paints, advertisements.

48% of respondents said that improve quality towards lanco cement.

46% of respondents preferred to handle the plastic bag.

44% of dealers said that there is no colourless is the negative point of lanco cement.

42% of respondents said that discounts are needed from the company.


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DEALER PERCEPTION

SUGGESTIONS

To lead the market Lanco Cement Company Should increase the colour reduce setting

time if possible when compared to other brands of cement.

Company should provide credit facility and should increase the time period to dealers.

Most of the dealers were suggested to improve the sales by giving advisement in

media like news papers, magazines, televisions and radios.

The sales of Lanco will be increased by increasing the number of dealers in chittoor

District.

Some of the dealers have informed that there is variation in company sales price. The

management should maintain price list to all dealers.

Conduct mansions meet to explain about technical characteristics, usage methods and

advantage slag cement.

To increase the sales the management should give advertisement like Press, Media,

Hoarding and Wall paints and should provide Banians, Auto Rickshaw Puller,

Constructing Bus Shelters.


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DEALER PERCEPTION

CONCLUSION

The study clearlyshows that almost all the dealers are satisfied at their management

had to try to make some improvements suggested by the dealers. Dealers perception

regarding factors such as quality, brand image, price, durability etc., factors are influencing to

purchasing a particular brand. Creating aware of lanco cement through media of advertising

to improve the area of sales, present lanco cement is satisfactory till go for more promotion

outlets.


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DEALER PERCEPTION

BIBLIOGRAPHY

AUTHORS:

1. DONALD R.COER, PAMELA S.SCCHINDLER, Business research methods, Tata

McGraw-Hill Edition 1999.

2. Gc Berry, Marketing Research third edition, Tata McGraw-Hill publishing company

limited.

3. William.J. Stanton, Michel J. Etzel, Bruce J. Walker Fundamentals of Marketing 10th

Edition.

4. Philip Kotler Marketing Management, 9th Edition, Practice Hall of India (P) Ltd.,

New Delhi

WEBSITES:

www.google.com

http://www.google.com/http://www.google.com/http://www.google.com/

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DEALER PERCEPTION

QUESTIONNAIRE

Name of the Dealer:

Address:

1) Length of this field?

[ ]

a) 1-2 years b) 3-4 years

c) 5-6 years d) Above 6 years

2) What are the different cement brand you generally deal with?

a) Brand A b) Brand B

c) Brand - C d) All

3) Which is the last moving cement brand from your outlet?


c) Brand C d) All

4) What are the reasons for particular cement brand moving fast in the market?

[ ]

a) Quality b) Price

c) Advertisement d) Brand Image

5) Which company brand do you recommend a particular brand? [ ]


c) Brand C d) All

6) What motivates you to recommend a particular brand?

a) Band Image b) Reasonable Price

c) Package d) Incentive from company

7) What are the major factors that influence the customer in purchasing cement?[ ]

a) Quality b) Brand Name

c) Package d) Durability

8) How do you create Awareness about Lanco cement?

a) Through Advertisements b) Through Architects

c) Through Company d) Others

9) What is your opinion on Lanco cement?

a) Very Good b) Good


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DEALER PERCEPTION

c) Satisfaction d) Poor

10) Kindly how much (Metric Tones) you sell per month?

a) 50-100 b) 100-150

c) 150-200 c) 200 And above

11) Which Media Advertisement you suggest move for Lanco cement? [ ]

a) Electronic b) Print Media

c) Hording d) Wall Paints

12) In what area Lanco cement has to join to handle?

a) Advertisement b) Price

c) Packages d) Quality

13) What type of packages you prefer to handle?

a) Gunny Bags b) Plastic Bags

c) Colour less d) others

14) In your view what are the Negative points of Lanco cement?

a) No Advertisement b) Low price

c) Colour less d) Others

15) What type of support you need from the company?

a) Credit b) Discount

c) Transportation d) Advertisement

9775014

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