CHAPETR -1

INTRODUCTION

INTRODUCTION:

An entry level position under VTU in fourth semester MBA gives splendid open
door for an understudy to explore to the corporate and which provides actuality in
comprehension and put on handily segments in the field of promoting. Entrance
level position around 6 weeks on effectiveness of sales promotion topic in GRB
Dairy Food PVT Ltd. Bangalore city given a chance to be a business official in the
field and given a huge joy of considerate the idea of employment. The ultimate
target of the examination is knowing the practicality of dispersion arrange and to
know the nature of administration, for example, conveyance time, stick accessibility,
credit arrangement and different parts of merchant and retailer fulfilment. An
assignment channel is set of cover ward attachment required in the midst of the time
spent making associations open for utilize or use.

INDUSRTY PROFILE:

The quick buyer products FMCG industry or purchases bundled merchandise (CPG)
industry is mostly liable for creating, appropriating and advertising quick shopper
products. the FMCG business area in the Indian economy. Family and singular
through addresses half of the arrangements in the business, medical care represents
31-32% and food and drink represents the excess 18-19%.

Over the most recent 10 years, the income in FMCG industry in India has been
developing at the pace of 21.4%. There was an exceptional change in incomes in
FMCG area developing from US$ 31.6 billion to US$ 52.8 from 2011 to 2017-2018
separately. FMCG industry in India is required to develop at the pace of 27.9%
CAGR (Compounded Annual Growth Rate) to aggregate to US$103.7 billion by
2020. Moreover, the provincial FMCG market is projected to develop at a CAGR of
14.6% to arrive at US$100 billion by 2020 and US$220 billion by 2025. The country
setting represents 45% income share while the metropolitan setting overwhelms with
55% income portion of the complete income of the FMCG business. Over 65% of
individuals in India stay in rustic spots and those individuals spend around half of
their complete consumption on FMCG items. The quantity of individuals purchasing
buyer products online in India is projected to arrive at 850 million by 2025

COMPANY PROFILE:

For last 30 years GRB has cherished the faith and unshakeable trust of its clients. It
has now grown from a ghee industrial entity to a multi products, multi brand
business. GRB has gotten inseparable from immaculateness in the India market and
throughout the long term its anything but a standing and heritage for bona fide
conventional taste. with an overall appropriation and deals organization, upheld by a
group of committed and gifted proficient.

The seeds of the notable ghee brands “GRB” & “udhayam” that are inseparable from
virtue, novel granulation and natively constructed taste stood planted in the year
1984 by Mr.G.R. Balasubramanian a conceived intellect with special case item
information and business discernment.

Mr. G.R. Balasubramanian firm confidence in conveying just the great items to the
purchasers with clean business morals was the establishment of GRB's bazaar
achievement. Today GRB remains as the business standard for quality and clean
strategic approaches.

GRB has been treasuring the confidence and unshakeable trust of its clients for well
more than thirty years and has now bloomed from a simply a ghee fabricating
element to a multi-item multi brand organization.
 PROFILE:

Company GRB DAIRY FOOD

name PRIVATE LIMITED
Industry Manufacturing (Dairy
food products)
CIN U15201TZ2001PTC0096
98
Incorporatio 05 February 2001
n date
Authorised INR 20,000,000
capital
Paid up INR 16,964,120
capital
Type Unlisted private company

Category Company limited by

shares
Sub Non-government
category company

VISION:

Inspired and energized by a successful beginning GRB envision “To reached highest
level of customer fulfilment by presenting packaged Indian food across the world”.

MISSION:

 Understanding and abiding trends for global receiving.

 Ensuring that the tradition of immaculateness, legitimate conventional taste and
quality is kept flawless in the entirety of its items.
 Constantly exploring conceptualizing and advancing items that are sound, delicious
and advantageous to cook.
 Ensuring all GRB items are accessible across the globe.
QUALITY POLICY:

Our commitment is to never compromise on the safety, compliance or quality of any

product or service.

GRB gives the best in scope of scope of items to its clients and the organization
never trade off with quality matters. Receive propel innovation for assembling
process. GRB outsourcing crude materials from the best names in the business and
the most things specifically from the source. These crude materials are checked at
the interior lab before preparing to make. The way towards assembling is above all
else robotized and checked and researched at each phase of preparing and once
completed items are pressed most elevated quality bunding materials to achieve its
goal point and to carryout un adulterated and unique customary natively constructed
taste.

Quality safety:

 FSSAI
 AGMARK
 APEDA
 HALAL
 ISO 900:2005
 Registered exporter spices board of India
PRODUCTS / SERVICES PROFILE:
1. Ghee
 LUP
 50 grams - Bottle and pouch
 100 grams - Bottle and pouch
 200 grams - Bottle and pouch
 500 grams - Bottle and pouch
 1 letter - Bottle and pillow pack

2. Masalas
 Rasam powder
 Sambar powder
 Red chilli powder

3. Instate mixes
 Puliogare powder
 Bisibele Bath powder
 Idly/ Dosa powder

4. Sweets
 Gulab jamun
 Rasagolla
 Kaju katli
 Bombay halwa
 Mysore Pak
 Rasmalai
 Sona cake
 Sona papadi butterscotch
5. Ice creams
 Vanilla
 Kulfi
 Chocolate
 Fruit
 Ice cream cake
 Cassata
 Mango

6. Town bus
 Moong Dal
 Ribbon Pakoda
 Kara Shev
 Madars Mixture
 Avalakki Mixture
 Butter Murukku
 Corn Flake Mixture
 Masala peanut
 Kodu bale
 Kara Bondi
 Rice Kodu bale

SERVICE PROFILE:

GRB manufactures products under brand names, such as Ghee, Masalas, Instate mix,
sweets and Ice creams. such as “Ghee and Instate mix”.

Brand: ‘GRB’

INFRASTRUCTURE FACILITIES:
 GRB Dairy foods pvt. Ltd. Fine prepared with modern machine for
industrialized of dairy foods and company owned its wrapping and cataloguing GRB
manufacturing plant situated in Hosur, and it has good 6 warehousing cares with
workwise skilled staff about 900 with good transportation facility for distributing of
company products across Karnataka, Goa, Tamandu, Kerala and Andhra Pradesh.

GRB FACTROY:

Indian food incorporates a variety of sound flavors, because of which the dishes are
cooked in a huge number of ways that assist with holding their supplements, GRB's
obligation to greatness and its vision of giving best quality items is faithful.

GHEE MACHINE:
Organization invests wholeheartedly in its 30 years of age conviction to give
immaculateness, taste and quality. To satisfy this vision, GRB has been ceaselessly
putting resources into best in class foundation for assembling, delivering, putting
away, transportation, preparing proficient staff and information sourcing.

GRB PRODUCT:

GRB takes colossal consideration directly from obtaining crude ingredients to

testing, preparing to creating and bundling to marking at each progression excellence
is guaranteed with consistent flawlessness.
 COMPETITORS INFORMATION:

 Nandhini ghee
 Sri Krishna ghee
 ITC ghee
 Milky mist ghee
 Amul dairy

SWOT ANALYSIS:

SWOT: Internal factors

STRENGTH:

 Positive substantial and theoretical traits to an connotation. They are inside the
association's control
 Professionally skilled employees
 It has mix of young and experienced employee’s
 Huge Brand equity
 The company have committed workforce
 Top management supports the employees in their activities
 Updated technology in manufacturing
 Good supply chain

WEAKNESSES:

 Factors that are inside an connotation’s control that take away from its capacity to
accomplish the centre objective
 Limited market accessibility
 Untapped e-commerce business

SWOT: External factors

OPPORTUNITIES:

 External appealing variables that address the justification an association to exist and
create
 Encouragement for young professional and achievers and identification of fast-track
employees
 Global market expansion
 The company has a good market for the product they produce
 Huge demand for dairy foods in India
 Rapid growth in e-commerce business

THREATS:

 External factors, past an affiliation's control, which could put the affiliation's
principle objective or action at serious risk. The affiliation may benefit by having
crisis blueprints to address them should they happen
 Huge competition from established domestic brands
 Substitute products availability
 Bad economic situations
 Government regulations
 Classify them by their “seriousness” and “probability of occurrence”.

FUTURE GROWTH AND PROSPECTS:

The organization is wanting to extend to extend their market into Hariyana and
Maharashtra alongside nearest in real states in south India and arranging raise their
stock rooms from 9 to 15 by 2020. The present assembling plant is placed in Hosur,
Tamilnadu and the organization is getting ready for build up one all the more
gathering plant in Karnataka to take care of the present demand. The GRB
arrangements to have worldwide impresses by grasping universal market.

FINANCIAL STATEMENT:

BALANCE SHEET OF THE GRB PVT, LTD

(it’s not an accurate financial statement)

PARTICULARS 31/03/2019 31/03/2020

Equity and liabilities

Shareholders’ funds
share capital 1,69,64,120 1,69,64,120
Reserves and surplus 67,35,93,383 59,76,01,464
Total shareholders’ funds 69,05,57,503 61,45,65,584
Share application money
pending allotment
Non-current liabilities
Long term borrowing 15,56,533
Deferred tax liabilities 10,30,600 42,61,746
Other long-term liabilities 2,41, 82,446 2,25,31,458
Long-term liabilities 54,91,795 86,26,607
Total-noncurrent liabilities 3,22,61,374 3,54,19,811
Current liabilities (Abstract)
Short term borrowings 37,01,11,114 37,37,802,274
Trade payables [A] [B]
2,68,21,602 2,52,36,738
Other current liabilities 8,60,58,365 7,75,00,163
Short-term provisions 78,83,287 4,48,37,291
Total current liabilities 49,08,74,368 52,13,54,466
Total equity and liabilities 121,36,93,245 117,13,39,861
Assets (Abstract)
Non-current assets (Abstract)
Fixed assets (Abstract)
Tangible assets 34,40,44,573 34,92,18,478
Intangible assets
Tangible assets capital work-in- 9,60,13,299 3,62,70,509
progress
Total fixed assets 44,00,57,872 38,54,88,987
Non-current investment
Long-term loans and advances 2,68,76,894 2,33,96,853
Total non-current assets 46,69,34,766 40,88,85,840
Current assets (Abstract)
Current investments
Inventories 55,58,06,722 56,59,49,574
Trade receivable 8,87,57,297 9,00,76,639
Cash and bank balances 1,62,94,605 2,41,65,913
Short-term loans and advances 8,58,99,855 8,22,61,895
Total current assets 74,67,58,479 76,24,54,021
Total assets 121,36,93,245 117,13,39,861
1. CURRENT RATIO:

The current ratio is a liquidity ratio that measures a company’s ability to pay
short-term obligations or those due within one year, it tells investors and analysts
how a company can maximize the current assets on its balance sheet to satisfy its
current debt and other payables.

Current ratio formula = Current Assets/ Current Liabilities

=76,24,54,021 / 52,13,54,466

=1.46

Interpretation: The current ratio of 1.46 indicates that for every 1 rupee of current
liabilities the company has 1.46 rupee of current assets to pay off its debts. Hence,
we can conclude that the company has adequate liquidity position.

2. DEBT-EQUITY RATIO:

Debt to equity ratio is the key financial ratio and is used as a standard for judging
a company’s financial standing. It anything but measure of a company’s skill to
repay its responsibilities. When analyse the wellbeing an company, it is critical to
pay attention to the debt/equity ratio. In the event that the proportion is increasing
the association is being financed by Crediton instead of from its own financial
souring which power be a hazardous design. loan specialists and financial backers
for the most part favor little responsibility to value proportions in light of the their
benefit are better tenable in case of a business decrease. consequently, organizations
with high obligation to value proportion’s will most likely be impotent to draw in
extra loaning capital.

Debt – equity ratio = Total long-term debts

Shareholder’s fund

= 1556533
690557503
 = 0.002

Interpretation:

The debt equity ratio of 0.002 indicates that the firm has enough assets to pay off its
long-term debts. Hence, we can conclude that the firm is in stable financial position.
 CHAPTER-2

CONCEPTUAL BACKGROUND AND LITERATURE

VIEW

THEORETICAL BACKGROUND:

Introduction:

Sales promotion includes several communications activities that attempt to

added value or incentives to consumers, wholesalers, retailers or other organization
customer to stimulate immediate sales. These efforts can attempt to stimulate
product interest, trail or purchase.

Deals advancement is carried out to draw in new customers, to hold preent

customers to adjust contention & to benefit as much as possible from chance that are
revealed by measurable studying. it’s involved activities both outside and inside
activities to redesign association bargains. outside bargains headway practices
consolidate advancing, openness, promoting practices and exceptional arrangements
events. inside bargains progression practices fuse window grandstand, thing and
exceptional material show and restricted time project like premium distinction and
difficulties

Definition:

According to Philip Kotler “Sales promotion consists of a diverse collection of

incentive tools, mostly short term, designed to stimulate quicker or greater purchase
of particular product, services by consumers or the trade”.
 Meaning:

“It means, any steps that are taken for the purpose of obtaining or growing
sales. often this term refers especially to trade efforts that are intended to supplement
personal selling and promotion and by co-ordination, help them to become more
effective.”

Literature review:

 George (1991) has advancement is one of the ways to deal with interest client to
purchase more or attempt to the item and administration these result to a increase the
sales, in every new product are brand introduced in a market, main purpose of high
sales and profit and name, the amount of use material raises deals the measure of
material utilized and interest new customer, promotion is the new inducement of the
product, incentives of the product

 Shimp (1992) has promotional incentive are provide by manufacture to increase the
brand and production loyalty and sales also in the market, in the promotional
distribution is mainly wholesale marketing. Producer to growth the sales enticements
can be utilized by discount retail and individual from chain and shopper to
heightening deals compel, a few makers are their own image and items they likewise
motivating forces for future utilization.

 Karder (1994) has is a permitted model so advancement of the brand, strategies to

expand our deals when as organization make another innovation and act in the
arcade individuals and aware of new item and act in the market individuals and
mindful of new item the showcasing troughs of new organization to attempts rise the
item are brand advancement.

 Wind & Robert son (1994) have the promotional strategy one more important
technique is uses new techniques and innovation and implementation the machines
 are products, and monitoring the employees about products and knowledge about
product, implementation is the common treatment of promotional strategy.

 Ducker peter (1995) has there are the several main objectives of implementing the
new product are company promotion which were revealed in their searches one of
the most evident reason in the research.

 Bonoma (1996) has the new company first attempts the promotion are promoter the
goods, the manufacturing company or organization focus on the customer, what
customer expectation and what really customer wants and the field of study this
drawn of work attention to set variable of promotion.

 New man & hatsale (1996) have the evidence that promotional as associated that,
with purchase acceleration that terms of an increase that in the quality purchase and
the lessor extend decreased inter purchasing timing research studying in the bran’s
choice decision,

 Keller (1999) has entitlements that while advantaging is second-hand as long-term

technic for attractive the brand value, sales upgrade is mostly cast-off in order to
fashion small term mandate for the goods, hence sales promotion are vigorously and
gradually used by make accomplishes because of their effectiveness in some of the
cases. Taking this into account it is sensible, for every marketer to review such an
important tool as sales promotion.

 Diamond and eambell (1997) together with lowengart (2002) have propose the
meaning of a sales promotion illustrating it as shirt-term stimulation of acquisitions
are or sales of a product are provision to add lowengart after the study of many
sources suggest more all-inclusive definition. Describing it as a number of practical
tools developed as a part of strategy marketing
 Srinivasan and Anderson (1999) have there are numerous Maine objectives
implementing sales promotion, which were revealed in their researches, one of the
most obvious reason for sales promotion and operation is to increase the short-term
sales but it also used for increasing the awareness of already present product and
motivating the sales during the of peak time, they propose.

 Jovanovich (2002) has promotion is mainly defined as the promote the new product
and how to them introduce in the market, promotion is the simply to organization
optimal stages of response often learning about workers productivity there
conceptual and productivity promotion process

 (Shamsi and Khan, 2017Santini et al. (2015) analysed cut off points sway on
purchases buying objective close by coordinating effect of appeal. The examination
was done using preliminary exploration on 662 understudies. It was found that
markdown emphatically sway purchases’ point. likewise, careless and profligate
knowledge have immense positive association with purchase plan of restricted thing
yet financial peril has a undesirable assertion.
 Chaharsoughi and Yasory (2012) considered "impact of Sales Advancement on
Consumer Behaviour subject to culture". The examination used particular different
models to take apart the effect. It was found that culture similarly as deals
advancement strongly affects purchaser conduct nonetheless Sales Promotion can
freely impact shopper conduct.

 Gilbert and Jack aria (2002) contemplated the effectiveness of Sales Promotion
regarding general stores. The examination saw coupon, value markdown, test and
get one get-one free. The reasonability of these gadgets is analysed towards brand
trading, brand. resolve, gathering, thing fundamental and purchases speed increment.
An illustration of 160 has been concentrated through survey audit. the effect of
different arrangements headway instruments was found basically not exactly
equivalent to each or other. Get one get-one free was found to be the most preferred
uncommon gadget followed by markdown test & coupon.
 Shamsi and Khan (2017) attempted the productivity of Sales Promotion
concerning affecting diverse client lead factors. The examination inspected data
accumulated from 415 customer in Delhi-NCR using repeated measures ANOVA. It
was tracked down that every one of the select Sales Promotion strategies impact
purchaser lead in a startling manner. refund was found to be sales promotion system
followed by Product show and Buy-one Get-one.

 Salvi (2013) attempted different sales Promotion methods (refund, cost off, get one
get one) with respect to different purchases lead factors (store visit, buy and prior
buy). Using freedman test, reduction and cost off stood initiate suitable for store
visit. purchases & earlier purchases while BOGO was found affecting store visit &
purchases.

 Weerathunga and Pathmini (2015) association with purchases inspiration buying

conduct. Regardless, Naga deep et al. (2015) adds that discount & cut off points are
the business headway methods that energize inspiration buying among purchases
more than other unique contraptions. offer, premium & challenge basically quicken
client purchases decision (Neha and Manoj,2013).
 Chapter-3

Research design

Statement of the problem:

When I visit the market, I find out these problems and some retailers are not
fully satisfied with this company. Some outlet retailers are said credit problems and
GRB ghee rate is costly comparing to other ghee price, and some general store
retailers are asking margin rate.

Need for the study:

 I studied in the market sales promotional activities is running between to company to

retailers on the market.
 Weather retailers are satisfied or not.
 How is company and retailer’s relationship.

Objectives of effectiveness of sales promotion:

 To study the various promotional activities by GRB ghee with respective of GRB
ghee for retailers.
 To study the effectiveness of the various sales promotion with respective of GRB
Ghee for retailers.
 To study the effect, point of purchase display for GRB ghee.
 To find if there is corelation between sales promotion & new retail counters.

Scope of the research methodology:

 I conducted study on direct interview, collecting the data on the base of
questionnaire and direct interview, the study area is Bangalore, and I use this
technique for doing random sampling.

I conducted these types of survey:

Type of study: Direct interview.

Primary data: Collecting the data questionnaire and direct interview.

Survey unit: Bangalore.

Sample size: 93 members.

Sampling technique: Random sampling.

Contact method: Survey with questions.

Hypothesis:

H1: Hypothesis testing is the process of making a choice between two conflicting
hypotheses.

H0: hypothesis is a statistical proposition stating that there is no significant

difference between a hypothesized value of a populace parameter and its value
estimated from a sample drawn from that population.

Limitations:

 The report information and investigation it is just founded on the respondent

perspective.
 The report is set on the information delivered by company’s point of view.

Chapter’s scheme:

 Chapter 1: Introduction
 Chapter 2: Conceptual Background and literature review.
 Chapter 3: Research design
 Chapter 4: Analysis and interpretation.
 Chapter 5: Findings, Conclusions, and Suggestions.

Chapter -4

Analysis and interpretation

1. Gender

Particular No. of respondent

Male 44.1%
Female 55.9%

Gender

Male
44%
Female
56%

Out of 93 response

 55.9% of male candidates are participate in the survey.

 44.1% of male candidates are participate in the survey.

“In this study we find 55.9% of male retailers are more”.

2. Age

Particular No. of respondent

20-30 23.7%
30-40 45.2%
40-50 29%
Above 50 2.2%

Age

2%
24%
29% 20-30
30-40
40-50
Above 50

45%

Out of 93 response

 20 -30 age group of candidates are 23.7%.

 30 -40 age group of candidates are 45.2%.
 40 -50 age group of candidates are 29%.
 Above 50 age group of candidates are 2.2%.

“In this age group question 30-40 age group members are more participate”
3. Income

Particular No. of respondent

2-3 lakh 26.7%

3-4 lakhs 32.2%

4-5 lakhs 31.1%

Above 5 lakhs 10%

Income

10%
27% 2-3 lakhs
3-4 lakhs
31% 4-5 lakhs
Above 5 lakhs

32%

Out of 90 responses

 2 - 3 lakhs earning retailers are 26.7% of candidates are there.

 3 - 4 lakhs earning retailers are 32.2% of candidates are there.
 4 - 5 lakhs earning retailers are 31.1% of candidates are there.
 Above 5 lakhs earning retailers are 10% of candidates are there.
 “In this Income group 3 – 4 lakhs earning retailers are more in this survey”.

Particular No. of respondent

Margin rate 24.7%

Combo offers 22.6%

4. Which type
Credit 38.7%
of sales
Lucky dep 14%
promotional
activity do you prefer most.

14%
25%
Margin rate
Combo offers
Credit
Lucky dep
39%
23%

Out of 93 responses

 In these sales promotional activity 24.7% of retailers are prefer margin rate.
 In these sales promotional activity 22.6% of retailers are prefer combo offers.
 In these sales promotional activity 38.7% of retailers are prefer credit.
 In these sales promotional activity 14% of retailers are prefer lucky dep.

“In these sales promotional activity 38.7% of retailers are prefer more credit
facilities” .

5. Is promotional activity by GRB ghee is useful.

Particular No. of respondent

Yes 77.4%
No 22.6%

23%

Yes
No
77%

Out of 93 responses

 77.4% of candidates are say promotional activity of GRB ghee is useful.

 22.6% of candidates are say promotional activity of GRB ghee is not useful.
 “In the study 77.4% of retailers are agreed to promotional activity by GRB ghee is
useful”

6. Which offer influence you to buy more GRB ghee.

Particular No. of respondent

Credit facilitates 28%

Margin rate 48.4%

Combo offer 19.4%

Foreign trip 4.3%

4%
19% 28%

Credit facilitates
Margin rate
Combo offer
Foreign trip
48%

Out of 93 responses

 28% of retailers are influence to buy GRB ghee for credit facilitates.
 48.4% of retailers are influence to buy GRB ghee for margin rate.
 19.4% of retailers are influence to buy GRB ghee for combo offer.
 4.3% of retailers are influence to buy GRB ghee for forging trip.

“In this study 48.4% of retailers are influence to buy GRB ghee for margin rate”

7. Which of these promotional activities more effective in GRB ghee?

Particular No. of respondent

Discount 18.3%

Coupons 26.9%

Margin 33.3%

Combo offers 11.8%

Advertising 9.7%

Sales

10% 18% Discount

12% Coupons
Margin
Combo offers
27% Advertising
33%
 Out of 93 responses
Particular No. of respondent
 In this study
Yes 81.7% 18.3% of
No 18.3% retailers are
choice
Discount.
 In this study 26.9% of retailers are choice Coupons.
 In this study 33.3% of retailers are choice Margin.
 In this study 11.8% of retailers are choice Combo offer.
 In this study 9.7% of retailers are choice Advertising.

“In this study 33.3% of retailers are agree for GRB ghee’s promotional activities
more effective”

8. Are you satisfied with the sales promotion of GRB ghee?

18%

Yes
No
82%

Out of 93 responses

 81.7% of retailers are satisfied with GRB ghee sales promotion.

 18.3% of retailers are not satisfied with GRB ghee sales promotion.

“In this study 81.7% of retailers are satisfied with GRB ghee sales promotion”

9. Give rating for sales promotion activities of GRB ghee

Particular No. of respondent

Strongly satisfied 18.3%

Satisfied 67.7%
Out of 93
Strongly Dis satisfied 9.7%
responses
Dis satisfied 4.3%
 18.3% of

4.3
10% 18%

Strongly satisfied
Satisfied
Strongly Dis satisfied
Dis satisfied
68%

retailers are strongly satisfied with GRB ghee sales promotion activities.
 67.7% of retailers are satisfied with GRB ghee sales promotion activities.
 9.7% of retailers are strongly dis satisfied with GRB ghee sales promotion activities.
 4.3% of retailers are dis satisfied with GRB ghee sales promotion activities.
Particular No. of respondent

Wall painting 16.1%

Banners 25.8%

Digital display 41.9%

boards
Catalogues 16.1%

“In this 97.7% of retailers are satisfied with GRB ghee sales promotion activities”

10. What type of purchase display infuse you.

 1%
19%

Wall painting
49%
Banners
Digital display boards
30%
Catalogues

Out of 93 responses

 16.1% of retailers are influence to wall painting for point of purchase display.
 25.8% of retailers are influence to Banners for point of purchase display.
 41.9% of retailers are influence to Digital display boards for point of purchase
display.
 16.1% of retailers are influence to Catalogues for point of purchase display.

“In this study 81.7% of retailers are satisfied with GRB ghee sales promotion”

11. Is this point of purchase display is effective.

Particular No. of respondent

Yes 51.1%

No 28.3%

Maybe 20.7%
 Particular No. of respondent
2%
Most effective 30.1%
35%
Effective 38.7%
Yes
No
Neutral 25.8%
63%
Maybe

Not effective 5.4%

Out
of 92
responses

 51.1% of retailers are ‘agree’ for point of purchase display is effective.

 28.3% of retailers are ‘not agree’ for point of purchase display is effective.
 20.7% of retailers are ‘choice maybe’ point of purchase display is effective.

“In this study 51.1% of retailers are agree for point of purchase display is effective”

12. How much effective of point of purchase promotional activity.

 Sales

5%
30% Most effective
26% Effective
Neutral
Not effective

39%

Out of 93 responses

 30.1% of retailers are choice GRB ghee’s point of purchase promotional activity is
‘most effective’.
 38.7% of retailers are choice GRB ghee’s point of purchase promotional activity is
‘effective’.
 25.8% of retailers are choice GRB ghee’s point of purchase promotional activity is
‘Neutral’.
 5.4% of retailers are choice GRB ghee’s point of purchase promotional activity is
‘most effective’.

“In this study 38.7% of retailers are choice GRB ghee’s point of purchase
promotional activity is ‘effective’”.

13. Would ypu buy the GRB ghee by watching point of purchase display.

Particular No. of respondent

Yes 55.9%
No 25.8%
Maybe 18.3%
 18%

Yes
56%
26% No
Maybe

Out
of 93 responses

 55.9% of retailers are said ‘yes’

 25.8% of retailers are said ‘no’
 18.3% of retailers are said ‘Maybe’

“In this study 55.9% of retailers are said ‘yes’ for buy the GRB ghee by watching
point of purchase display”.

14.Why new retail counter choosing GRB ghee product.

Particular No. of respondent

Best moving 34.8%

Margin 31.5%

Service 19.6%
 Brand image 14.1%

Particular No. of respondent

Yes 57.6%
14.1
No 19.6%
35%
Maybe 22.8%
20% Best moving
Margin
Service
Brand image

32%

Out of 92 responses

 34.8% of new retailer are choice GRB ghee because of ‘best moving’.
 31.5% of new retailer are choice GRB ghee because of ‘Margin’.
 19.6% of new retailer are choice GRB ghee because of ‘service’.
 14.1% of new retailer are choice GRB ghee because of ‘Brand image’.

“In this study 34.8% of new retailers are choice GRB ghee because of ‘best
moving’”.

14. Is GRB ghee promotional activity is influenced to buy new retail counter.
 Sales

23%
Yes
No
58% Maybe
20%

Out of 92 responses

 57.6% of new retailers are said ‘yes’ because of GRB ghee sales promotional
activity is influenced to buy us.
 19.6% of new retailers are said ‘no’ because of GRB ghee sales promotional activity
is influenced to buy us.
 22.8% of new retailers are said ‘may be’ because of GRB ghee sales promotional
activity is influenced to buy us.

“In this study 57.6% of new retailers are influenced to buy GRB ghee because of
their sales promotional activities”

Chapter -5

Findings, conclusions and suggestions

Summary of findings:

 “In this study we find 55.9% of male retailers are more”.

 “In this age group question 30-40 age group members are more participate”
 “In this Income group 3 – 4 lakhs earning retailers are more in this survey”.

 “In these sales promotional activity 38.7% of retailers are prefer more credit
facilities”.
 “In the study 77.4% of retailers are agreed to promotional activity by GRB ghee is
useful”
 “In this study 48.4% of retailers are influence to buy GRB ghee for margin rate”
 “In this study 33.3% of retailers are agree for GRB ghee’s promotional activities
more effective”
 “In this study 81.7% of retailers are satisfied with GRB ghee sales promotion”

 “In this study 51.1% of retailers are agree for point of purchase display is effective”.
 “In this study 38.7% of retailers are choice GRB ghee’s point of purchase
promotional activity is ‘effective’”.
 “In this study 55.9% of retailers are said ‘yes’ for buy the GRB ghee by watching
point of purchase display”.
 “In this study 34.8% of new retailers are choice GRB ghee because of ‘best
moving’”.
 “In this study 57.6% of new retailers are influenced to buy GRB ghee because of
their sales promotional activities”.

Conclusion:

The study on Effective of sales promotion in GRB dairy food pvt ltd
Company. It is the main field is market. This company products are showcasing in
general stores, super markets, hyper markets, etc, this company major income is
GRB Ghee, there is no negative remark in the produce of sales.

Suggestion/recommends:

 They should extra item superiority to the merchants and retailers. They should
preserve and make timely payment on festival scheme.
 Company will give credit facility for general stores at little price.
 BIBLIOGRAPHY

 https://www.grbdairyfood.com/about-grb.php
 https://en.wikipedia.org/wiki/Ghee
 https://scholar.google.co.in/scholar?
q=effectivnessofsalespromotion+literature+review&hl=en&as_sdt=0&as_vis=
1&oi=sclart
 https://docs.google.com/forms/d/
IAMLOGfOK96axyu48cDC9NIMuiZRN_JHlyKrL20JcJ3s/edit?usp=drivesdk