A

"PROJECT REPORT"

on
CONSUMER
BEHAVIOUR OF
CHINAR
Undertaken at
Chinar Syntex Ltd.s, Bhiwani

Submitted in the partial fulfillment for the

award of the degree of
Bachelor of Business
Administration

Under the Supervision of : Submitted by :

Mr. Naresh
Chinar Syntex Ltd. MAMTA
BBA (Vth Sem.)
Roll No. …………………….
 SESSION-2008-11
RAJIV GANDHI GOVT. COLLEGE FOR WOMEN,
BHIWANI
Affiliated to : maharishi Dayanand University, Rohtak
 CONTENTS

Topic Page No.

Textile Industry in India 1-2
Preface 3
Objective of Study 4
Chinar Syntex Ltd. (Company Profile ) 5-7
Manufacturing Process 8-13
Marketing Department at Chinar Syntex Ltd. 14-16
Research methodology 17
Research Design 18-19
Introduction to Topic 20-24
 Why do we study Consumers
 Why consumer behaviour was developed
 model of Consumer Behaviour
Objective of the Company. 25-27
Costing & Pricing Policy 28-31
Data Analysis (Annexure) 32-40
Conclusions & Suggestions 41-42
Questionnaire (Annexure) 43-45
Bibliography
 DEC LARATION

I, MAMTA, Roll No. ………………, Class B.B.A. Vth

Sem., Rajiv Gandhi Govt. College for Women, Bhiwani hereby
declare that the project entitled “Consumer Behaviour of Chinar”
work and same has not been submitted to any other institution for
the award of any other degree.

(MAMTA)
B.B.A. Vth Sem.
Roll No. ………….
 ACKNOWLEDGEMENT

The completion of this project study has been made possible to the
enduring help and everlasting guidance of many people. I avail opportunity
and express my deep gratitude to them.
I express my special thanks to our all Lecturers of Rajiv Gandhi
Govt. College for Women, Bhiwani whose extended their valuable
guidance and support in completing the project and guided me at each step
with their valuable advice.
I finally thank the staff of personal Department and Organization who
spent their valuable time in answering the questionnaires prepared for the
study.

MAMTA
 PROSPECTUS OF TEXTILE
INDUSTRY IN INDIA
In our country the cotton textile industry is very old and reputed
industry as it provides job opportunity for skilled and unskilled men &
women and further it is source of earning foreign currency which helps in
our economic development.
Due to various textile mills in our country which are running
through out day and night, the formers of our country are very much
benefited on account of producing more and more cotton in their farms.
Textile Industry is the second largest Industry in the Country both
in terms of aggregate investment and employment. Today the annual
production of cloth is about 12,000 million meters.
India is the second largest spinning in the world. Textile Industry
is the largest single employer in Indian Industrial scheme. The mill sector
alone employees 1.1 million workers. If the employees of the decentralized
sector is added, the figure exceeds 11 million. Hence the fortune of Textile
Industry is not only the interest of 700 million consumer but also millions
who earn their living from the wheel of splindes.
Further in various textile mills machines are outdated which
effects in production. There are many scopes to improve textile industry by
adopting new technology, good relation between trade union & management
by which the production can be increasing by tremendously and India can
copete with other countries.
Indian has great capacity to import textile and garments to other
countries. Now the govt. has allowed to import the new machinery for
manufacturing of garments under open general licence (OGL). Using this
facility many large business houses are now entering this arena.
 PREFACE

Summer training is an integral part of B.B.A. Vth Sem. It bridges

the gap between the theoretical & practical aspect of the subject under study.
It was a matter of immense pleasure for me that I got an opportunity to
undergo training in Chinar Suiting.
my project is directed towards the study of Consumer Behaviour
in Chinar Suiting. For this I have conducted the survey and find out the
relevant information. So that, I was able to complete my project work.
It was quite challenging job and improved my skill of research
and analysis. The experience gained during training would be beneficial for
me in the future, because, not I have a board idea about the marketing
research, methods of research, instruments used during research and
interpreting the findings. And I find myself confident enough to give some
suggestion regarding the problems.
 OBJECTIVES OF SURVEY

1. The main objective of survey is to find the consumer behaviour.

2. To find out whether consumers are satisfied with the Chinar products.
3. To find out consumer buying behaviour.
4. To find out who are the real users of Chinar Suitings.
5. To find out the buying needs of the consumers.
6. To find out the purchase pattern.
7. To get the useful information about the market trend, consumer need.
8. To find out the cause of unsatisfaction among users of the product.
9. To find out what changes does the customer need in the product.
 COMPANY PROFILE

CHINAR SUITING "entered into the field of textile during the

early 1990s. It expertise in the field of manufacturing quality suiting.
Initially it did the job-work of some renowned mills to gain the in-depth
diversified knowledge in the filed of textile. Later on the company had
started its own manufacturing and marketing. In a very short span of time
the company captured a remarkable market. Soon, Its name becomes popular
for quality and reasonable prices. The CHINAR SUITING is well known
name in the field of quality suiting. Chinar Suiting is also famous for
innovations like Ice Cool, a fabric which keeps you up to 7° cooler than the
environment specially innovated for hot summer season; Wonder Warm
which keeps you feel warmth in winter cold and many more miracles by
CHINAR SUITING. If you prefer quality and innovation with credibility
you need not choose anything other than Chinar Suiting. We take care of
your dignity, skin, feelings, confidence and posture
The company Chinar Syntex Limited was incorporated on 1992. The
company is registered under the Indian Companies Act 1913 (Act. VII of
1913) and companies Act 1956 (Act 1 of 1956).
Chinar Syntex Ltd. was commenced with 32 looms and a
workforce of 55 people. It is situated in the Industrial Area in Bhiwani and
its Head Office is also in Bhiwani.
Earlier they work for Graviera Suiting on Job basis at they
manufactured fabric for them but after some time in 1994, they
manufactured own suiting named Chinar Suiting with the same processing
and yarn.
This mill is known for its suiting, its produces polyester-viscose
blended fabric under the brand name of chinar suiting, the fabric is amongst
the most popular name in the country. This company makes various types of
suitings i.e. Denim, Twill, matty, Plane which are made through different
danier. It does not make yarn but take supply from Rajasthan Spinning mill,
Bhilwara, Elegant Spinners, Bhiwani, East India Syntex, Dharuwal and like
others.
Chinar Syntex Ltd. is a growing industry. It has started just before
8 years and making extra ordinary reputation. In such a short-time it has
achieved fantastic success in their field. It is very difficult to maintain their
goodwill in such type of marketing having tough competition. It has spread
mostly part of India. It's agent are allover North India, Punjab, U.P., Bihar,
Rajasthan, Delhi, M.P., Gujrat, West Bengal & Part of Maharashtra.
Modernisation, technical, upgradation and computerisation is an
ongoing process at Chinar. Only through it has made a extraordinary
success. In 2003 the production was 55,000 per mtrs. in month but only due
to this process, hard work, efficient management their production presently
reached 6,50,000 per month. There can be few company which can get such
type of success in such a short period of time.
The mill has well qualified team of technical experts with their
constant research and development activities make it possible to produce
high class suiting. The success of Chinar Suiting in such a short period is
because of selecting high standards of fibre and yarn and of using perfect
blends.
In order to have an aggressive presence in customer's mind
'Chinar' frequently organise fabric shows, dealer conferences and one to one
contact with retailers.
A big reason for success of Chinar Suiting is that all
departments follow the objectives of "World Class manufacturing" (WCM)
which aims to promote excellence in manufacturing as a means of delighting
to customers and employee and other share holders on a sustainable basis.
Responding to the market needs, Chinar always kept the customer's psyche
in mind and develop the product not only to satisfy him but to delight the
customer. So Chinar Suiting always put the emphasis on quality that is
prime objective of whole unit.
PRODUCTION PROCESS
Chinar Syntex Ltd. doesn't make yarn but they purchase it
from other companies. For making fabric, the mill get feed back
from marketing people what they sale in quarterly period. The
company meet out programmes and requirements of matty, selection
of shades like length, dark shades and quality of various yarn and
purchase yarn. Than the company give issues to this program to the
production unit. Yarn is used as input in weaving process in Chinar
and the end product obtained is fabric. So weaving is the process of
converting yarn into fabric.
WEAVING
Yarn is used as the input in weaving process (in Chinar), and the
end product obtained is 'fabric'. So weaving is the process of converting yarn
into fabric. The various operations involved in the process are sequentially
followed is the following manner.
WARPING :
This is the first sub process in weaving. Here the yarn is used to
form beams. main objectives of warping are -
# to form a beam,
# to remove weal places which were not removed upto 'winding'
of yarn.
# to remove slub and fluff etc.
Warping consists in arranging side by side, a large number of
yarn ends to form a sheet of yarn erapped round an iron rod. This sheet on
iron rod is called 'Beam'. Warping is of two types - Beam Warping, nad
section (or mill) Warping. In Beam Warping, Yarn of only one colour is
used, But if we want to make a design of warpwise strips in the fabric, the
mill warping will be required. mill warping consists in warping of yarn of
different colours simultaneously on the same beam.
SIZING :
Sizing, is a chemical treating of yarn on beams. The objective
of sizing are -
# to provide further strength to the yarn to withstand the tension
while running on the loom and hence, reduce breakages ;
# to protect the yarn from various types of insects.
Various materials are used in sizing, to achieve the above
mentioned objectives, These materials include - starch (mandi) adhesives,
finding materials and insecticides etc. The beam after sizing is called
'weaver's Beam.'
DRAWING - IN :
This is the stage, where basic design formation takes place
irrespective of the colours. These designs are called weaves & can be
various types-mat, twill, plains, double weave etc. In Drawing in stage, yarn
from weaver's beam is grawn through healed eye and reed (two parts used
on loom to produce design) in accordance with the predetermined design for
a particular fabric.
Without accurate drawing - in - process, It is impossible to have
desired design on loom. After Drawing-in, the beam is ready for weaving.
LOOM-SHED (WEAVING) :
Looms are the actual weaving machines. Here yarn runs in two
directions - lengthwise and breadthwise. The yarn running lengthwise on the
loom is called 'Warp' and the running breadthwise is called 'weft'. The cloth
produced at this stage is called 'Grey Cloth'. This is produced by inserting
Weft Yarn is warp sheet according to the predetermined design of reeds &
picks. 'Reed' and 'Pick' are respectively the number of ends warpwise and
weftwise in one square inch of fabric. Insertion of yarn taken place with the
help of 'shuttle' of 'repiers'. Which are essential parts of looms. The types of
looms, in the loom shed of Chinar are -
Dornier (rapier Looms : 66 & Sulzer (Projectile looms) : 30
'Sulzer' is the advanced version of 'Dornier'.
Types of faults generally found after weaving :
(i) Chira (ii) Jala (iii) Design Cut
(iv) Jhirky (v) Patti (vi) Double Ends
(vii) Fourply (viii) Wrong Drawn (ix) Wrong Denting
(x) Shuttle Fly (xi) Wrong Pattern.
MENDINGS :
The grey cloth from the loom-shed is brought for mending. The
full length of the cloth is manually checked here, and the defects are
removed by hand scissors and other equipments. most of the removable
defects in fabric get removed here.
FINISHING :
Mended cloth is further processed in the finishing section.
Finishing is one of the most important processes, because the fall, lustre and
drape of the final product (i.e. cloth) depends largely upon it. Some other
functions that this section can perform are - making the cloth Fire-Proof,
shrink-proof, wrinkle proof, water-proof etc. mainly three processes are
carried out in this section-processing, Dyeing and Printing.
PROCESSING :
In this sub-section, the long threads which remain loosely
attached to the surface of the fabric are removed first of all. After that, small
hairy fibres projecting from the surface of the fabric and certain impurities
like dust and waxy material etc. are also removed. The fabric is then
throughly washed to remove mandi from it. It is dried then and passed on a
Stenter machine, where by the process of 'Heat set' the shrinkage of cloth is
removed, and by chemical processing, lustre & shine are produced.
DYEING AND PRINTING :
Fabric can be two types, according to the dyeing process: Top
dyed : manufactured from already dyed yarn & Piece dyed : manufactured
from undyed grey yarn & hence required dyeing. In the dyeing process, the
polyester and viscose parts of the cloth are dyed separately because there
chemical & condition requirements vary. Polyester part is dyed by using the
disperse dyes and at very high temperature. But viscose part requires wet-
dyes (i.e. the days which are easily soluble in water). The fabric is washed
after dyeing both these parts.
 Fabric printing is of two types-screen printing & Roller
Printing. But in the products of Chinar printing is not usually required. After
the processing for Printing & or Dyeing, the fabric of every types is property
washed and dried.
FOLDING :
The finished fabric is brought to this section for checking and
folding. It is also a part of the quality control at Chinar. The fabric is
manually checked inch by inch. This inspection is done for finding any
faults and removing them if removable. If faults cross a limit in certain
quality, the fabric is rejected and sold under seconds.
The checked cloth is folded in the form of 'Thans' and 'Pent
Lengths' (P.L.S.) Standard length of a than varies from 6 to 12 meters, Pent
length is a length of 1.20 meters of cloth, length of cloth lesser than P.L. are
graded as -
Superior 91 cm. to 1.19 mts.
Fents 45 cm. to 90 cm.
Rags 25 cm. to 44 cm.
Cindi Below 25 cm.
PACKAGING :
Each 'than' is wrapped over a separate sheet of thick card board.
Then each 'than' is packed in a polythene bag and sent to warehouse. Pent
length are sent as such to warehouse (i.e. without any packing). In
warehouse, the thans and P.L.S. are packed in different packages, according
to the orders of the parties. The cloth is now ready to be transported to the
dealers.
 MARKETING DEPARTMENT

Every big firm has its marketing department, to cops us with

changes, companies increasing competition, for focusing on development of
business Companies are also trying to break down walls between themselves
and their supplies and distributers by treating them as business partners and
including them in information flow.
Chinars marketing network is through agents and dealers. First
of all they appoint it agents on regional basis. These agents have the
authority to appoint dealers. They appoint area wise dealers. Agents take a
specific amount of suiting to sell in given period and they decides this with
concern of these dealers.
Agents are paid on commission basis as how much they take
from the firm a specific amount of commission they get, the rate of
commission increase with the increase of the order. Dealers get profit on the
tern over basis.
Dealers get 1% incentive for 10 lacs.
2% incentive for 10-15 lacs.
3% incentive for 15-20 lacs.
4% incentive for 20 & above.
 FUNCTIONS OF MARKETING

1. To discover and translate consumer needs and desires into products and
services.
2. To create the demand for the products of the mills through promotional
measures and pricing strategies.
3. To serve the consumer demand through planned physical distribution
with the help of marketing channels.
4. To expand the market even in presence of competitors with the help of
competition strategies.
5. To explore the market position of product.
6. To conduct market study to gain information about current market
trend as regard to designs, shade ranges etc.
 RESEARCH METHODOLOGY

A research methodology is a way of solving research problem

systematically. Research methodology includes a number of steps taken by
researcher during undergoing research and a long with logic behind them.
Research methodology section is included to describe the
research procedure by which relevant information is gathered.
This section includes first research design, than data collection
and sample design and at last analysis of data.
Research methodology includes :
(i) Research Design
(ii) Data Collection
(iii) Sample Design
(iv) Analysis of data.
 RESEARCH DESIGN

Research design is the conceptual structure within which

research is conducted. It is the overall operational pattern or frame work of
the project that information is to be collected from which source by which
procedure.
There are 3 research design available depending upon objective
of study :
1. Exploratory Research.
2. Descriptive Research.
3. Experimental Research.
1. Exploratory Research:
To gain familiarity with a phenomena or to achieve new in sight
into it. Studies with this object in view are termed as exploratory or
formulative research studies.
2. Descriptive Research:
To Portray accurately the characteristics of particular individual,
situation of a group. Studies with this object is view are known as
descriptive research studies.
3. Experimental Research:
To determine the frequently with which something occur or with it
is associate with sometime else. Studies with this object in view are
know as diagnostic research studies. Keeping the nature of study in
mind, exploratory research study have been undertaken.
Sample :-
A sample of 50 customers was chosen from Bhiwani & nearby areas.
The sample chosen was fully on the basis of convince of the researcher.
It was a non-probability sample.
Analysis and interpretation :-
The total data was presented in simple tables, graphs and percentage
method was used for interpretation.
Limitation :-
Due to time and money constrains the present study was confined
only to a sample of 50 customers and that too of Bhiwani & nearby areas.
 INTRODUCTION TO THE PROJECT

To know the consumer behaviour, many questions comes in front of

use are as under :
* Who Buys?
* How do they Buy?
* When do they Buy?
* Where do they Buy?
* Why do they Buy?
* The main question is this; how do consumers respond to
various marketing stimuli, the consumer might use?
Why do we study Consumer Behaviour :
The study of consumer behaviour gives us benefit as a consumer,
marketer and as a scholar of human behaviour. The consumer become wiser
by this study. As a marketer it is important for us to recognize why and how
individuals make their consumption decision. So that we can make better
strategic marketing decision.
As a marketer we can understand consumer behaviour better by
understanding consumer and, are able to predict how a consumer will react
while making a purchasing decision. This will help us make a better
marketing strategies. Which in turn will help to remain in competition for a
longer time and consequently earn profits, along with a satisfied customers.
Why Consumer Behaviour was Developed :-
Once there was a question raised "Should the study of
consumer behaviour be separated from marketing ?" The answer was 'Yes',
because marketers noticed that consumer did not always act or react as
marketing theory suggest. The size of the consumer market is vast and it is
constantly expending, consumer preferences are changing and becoming
highly diversified. Then in industrial marketing, where would be bought by
a defined consumer group in a defined geographic area in a defined time
period in a defined marketing environment under a defined level and mix of
industry marketing effort.
As later part of the study was to estimate the demand in Gurgaon and
to estimate demand is very helpful for the company to become the
market leader. By estimating the demand company can come to know
the present market share of the company and make a review of the
policies concerned, if the market share is not satisfactory. Company can
reduce the wastage and consequently the cost of the product. Thus, by
estimating the total market demand company can plan, organise,
implement and control the relevant activities by making the suitable
policies supporting the plans and objectives.
 The model shows marketer's stimuli entering the consumer's
'Black Box' and producing certain responses. The marketers must figure out
what is in the Buyer's Black Box. Here comes the significance of market
research in order to identify consumer needs. A company, which recognises
consumer needs in advance and delivers the product according to his tastes
and preferences at an appropriate time and in appropriate quantity becomes a
market leader.
So it is essential for the pipe companies to recognise these
customers needs in advance and attributes they are looking for, and deliver
the product accordingly. Now beside according to customer's tastes and
preferences, it is also necessary for the company to deliver product at right
time and in appropriate quantity. Here, from the appropriate quantity comes
the concept of 'market Demand'. Total market Demand' is the total volume
of a product or service that are changing and becoming highly diversified.
Then in industrial marketing, where preferences are always more
homogenous than in consumer market, industrial players preferences are
becoming more diversified and unpredictable. While studying the consumer
behaviour, marketers found out that many consumer sebelled against using
the same product as everyone else. They preferred different products, which
would fulfill their own needs, wants, lifestyle and personality. So the first
reason for studying consumer behaviour was to develop market
segmentation. market segmentation could be described as each segment
having a group of people with homogenous demand and the enterprise can
offer tailor made market mix for each division.
Other reason was that the rate of new product development was
increasing rapidly. There are an advance development in technology, which
led to many products. Other reasons were growth of consumer movement,
public policy concern, environmental concern and the growth of both non-
profit marketing and international marketing.
 OBJECTIVES OF THE CHINAR
SYNTEX LIMITED

The main objects to be pursued by the company on its

incorporation are :
1. To manufacture produce, process refine, buy, sell, import export and
deal in all kind of non-wovens and synthetic fabrics woolen fibre,
cotton yarn, all types of yarn acrylics, fibre, textile fibre and modified
cellulose, laminated products, printed or woven fabrics.
2. To carry on the business of carding, spinning, weaving, manufacturing
and dealing in cotton, woolen Acrylic or other fibrous materials and the
preparation, dyeing or coloring of any of the said substances and
artificial silk, rayon, nylon, or any similar substances and sale of yarn
or other manufactured product from the said substances or other similar
materials.
3. To carry on the business of cotton spinners and doublers, dyers and
wool manufacturers, wool combers, worsted spinner, woolen spinners,
bleachers, dyers, and dealers of bleaching and dyeing materials,
chemicals, plasticisers, lubricants and silicone products.
4. To manufacture and deal in all types of fabrics and manufacture bleach,
dye, print and sell knitwear made from cotton, rayon, nylon, silk,
synthetic fabrics and manufacture all kinds of towel textile goods.
The objects incidential or ancillary to the attainment of
The main objects stated in the clause (A) are
1. To manufacture, otherwise acquire own and import, all materials,
substances, applicances, mahcines, containers and such other articles
and apparatus and things capable of being used in the main business
and to own, lease and to otherwise acquire and use facilities of
whatever kind as may be conductive to the effective working of the
main business or any other part there or.
2. To pay for the company and pre-incorporation expenses of the
company.
3. To undertake financial and commercial obligations, transactions and
operations of all kinds in connection with the main business of the
company.
4. To invest in other than investment in company's own shares any money
of the company not immediately required, in any investment, movable
or immovable is may be deemed proper to hold, sell, invest in the share
or stock in the company as may be necessary for the business of the
company.
5. To draw, make, accept, endorse, negotiate, execute, and issue bills of
exchange, promissory notes, bills of lading, debentures, and such other
negotiable or transferable instruments or securities of all types.
6. To send money in experimenting upon and testing and in improving or
seeking to improve any patents, rights, inventions, discoveries,
processes or information of the company may acquire or propose to
acqurie.
7. To do all or any of the main business activities either as principals,
agents, trustees, contractor or otherwise and either alone or in
 conjunction with others and either by or through agents, subcontractors,
trustees or otherwise.

OTHER OBJECTS ARE :

1. To carry on, in any mode, the business of stock keepers in all it's
branches and in particular to buy, sell and deal in goods, stores
consumable articles, and effect of all kind both wholesale and retail.
2. To carry on business as importers and exporters of goods or
merchandise of any description or to act as shippers, commission
agents, advertising agents, broker estate agent hardware merchants.
3. To carry on the business as mechanical engineers, mechanists, fitters,
mill-wrights, founders, wire drawers tube metallurgists, saddlers,
galvenisers, japallers, annealers, enamellers, electroplaters and painters.
 COSTING

There are five major factors which affects the costing.

These are as follows :
1. Reed
2. Picks
3. Reed Space
4. Warp
5. Weft
There are two methods for calculating the cost :
1. Per loom method
2. Per meter method

Per Loom method :

For calculating the cost in per loom method, production/day/loom is
counted, for counting this following formula is used
RPM * EFFICIENCY * TIME
YARN =
100 *36 *PICK

Where one yard = .9144

Per meter method :
In order to calculate the cost of per meter production, we first
compute the total weight of the yarn, which will be used in manufacturing
the fiber.
For calculating the total weight/meter of the yarn we calculate
1. Warp Weight
2. Weft Weight
Formulas for calculating these are as follows :
 NUMBER OF ENDS * 0.64
WARP WEIGHT =
COUNT

PICK * REED SPACE * 0.59

WEFT WEIGHT =
COUNT

Where number of Ends = Reed*Reed Space

Pick = Number of Threads / Inch
Total Weight = Warp + Weft Weight
In total weight we add some percentage of wastage to get the
normal weight. Unit of yarn eight is in grams/meter.
Then this yarn weight is multiplied by rate of yarn/kg. to get the
yarn cost in yarn cost we add weaving charges, packaging charges and
shrinkage to get the cost of production. For calculating the selling price, in
the cost of production we add selling expenses (publicity, selling incentives,
interests and other), profit, value loss and some reserves.
INFORMATION PROVIDED BY SALES DEPARTMENT TO TOP
EXECUTIVE
a) Deviation / difference in total sales against the target set quarterly.
b) Appointment of new dealers
c) Receivables - weekly.
d) Opening and closing stock-daily.
e) Dispatch and other information - daily.
NATURE OF MARKET
a) Seasonal
b) Competitive
c) Speculative
MAIN MARKET
Main market are Haryana, Punjab, Himachal Pradesh, Delhi, UP, Bihar,
Rajasthan, mP, Gujrat, West Bengal and Part of maharashtra.
NATURE OF COMPETITION
As there are large number of buyers and sellers in the market so the
competition is perfect. The main competitors are Graviera, Bhilwara,
Vimal, Siyaram.
 PRICE POLICY

The company sets the price according to following two factors

1. If fabric in competition
2. If the new fabric is produced
1. If fabric in competition :
In this case, the company adopts a going rate pricing policy. It
collects information regarding the price and quality for the market day by
day and also considers daily market report from other companies. Company
then compares rates and quality to settle it's own price.
When information regarding competitors has been collected
then meeting of sales committee and with the representatives of dealers
conducted and prices are settled with them along with term and conditions.
The committee consists of following persons.
a) Senior Vice President.
b) Sales manager
c) Representatives of dealers from dealers sid
2. If the new fabric is produced :
If new fabric is produced then company sets the price as follows :
Sales price = Production cost + Profit margin
Cost include both direct as well as indirect costs.
Leading companies in price – Graviera, Raymonds, mayur & Siyaram.
Lagging Companies in Price– Lower products of Bhilwara.
 Have you heard about the Brand Chinar Suiting?
Response No. of %age of
Respondents Respondents
Yes 25 37
No 25 63
Total 50 100

70%

63%

60%

50%
%age of Respondents

40%
37%
Yes
No

30%

20%

10%

0%
Yes No

Responses

Inference
37% respondents said Yes company include the workers in management decision and
other 63% respondents said No company include the workers in management decision. It
is very useful for a company to gain high profits because their strategy related to workers,
Who work on them.
 BRAND AWARENESS AMONG
CONSUMERS OF CHINAR SUITING

Source No. of Respondents % age

Regularly 25 40%
Onces 20 32%
Never 5 28%
Total 50 100%

100%

80%
%age of Respondents

Regularly
60%
32% Onc es
40% 28%
40%
Nev er
20%

0%
Regularly Onc es Nev er

% age 40% 32% 28%

S o u r ce

Inference : This table shows that out of 40 persons 40% people said through
carry company include regularly in management decision whereas
32% respondents said through onces, 28% respondents said through
never decision in company manageement.
 SOURCE OF AWARENESS

Source No. of Respondents %age

Through Carry bags 18 34%
Through Retailer Shop 23 47%
Through Friends 7 12%
Any Other 2 7%
Total 50 100

100%
%age of Respondents

80%
Through Carry bags
60% 47% Through Retailer Shop
40% 34% Through Friends

12% Any Other

20% 7%

0%
Through Through Through Any
Carry Retailer Friends Other
%age 34% 47% 12% 7%
Source

Inference : 34% respondents said through carry company include the workers in
management decision whereas 47% respondents said through
retailer, 12% respondents said through friends and 7% respondents
said any other through carry company manageement.
 USED FOR

Source No. of Respondents % age

Trouser 30 60%
Coat Pant 13 26%
Safari 7 14%
Total 50 100%

100%
%age of Respondents

80%
60%
60% Trouser
26% Coat Pant
40% 14% Safari
20%

0%
Trouser Coat Pant Safari
%age 60% 26% 14%
Source

Inference : This table shows that out of 40 persons during survey 60% people
said trouser used whereas 26% respondents said coat pant used and
14% respondents said safari used.
 PRICE SATISFCATION

Source No. of Respondents %age

Highly Satisfied 15 30%
Satisfied 20 40%
Moderate 10 20%
Not Satisfied 5 10%
Total 50 100%

100%
%age of Respondents

80%
Highly Satisfied
60% 40% Satisfied
40% 30% Moderate
20% Not Satisfied
20% 10%

0%
Highly Not
Satisfied Moderate
Satisfied Satisfied
%age 30% 40% 20% 10%
Source

Inference : This table shows that out of 40 persons during survey 30% people
said highly satisfied with company product, 40% respondents said
satisfied with company product, 20% respondents said moderate and
10% respondents are not satisfied with company product.
 DURABILITY SATISFCATION

Source No. of Respondents %age

Highly Satisfied 11 22%
Satisfied 16 32%
Moderate 15 30%
Highly Dissatisfied 8 16%
Total 50

100%
90%
%age of Respondents

80%
70% Highly Satisfied
60% Satisfied
50%
40% 32% 30% Moderate
30% 22% Highly Dissatisfied
16%
20%
10%
0%
Highly Highly
Satisfied Moderate
Satisfied Dissatisfi
%age 22% 32% 30% 16%
Source

Inference : This table shows that out of 50 persons during survey 22% people
said highly satisfied with company product, 32% respondents said
satisfied with company product, 30% respondents said moderate and
16% respondents are not satisfied with company product.
 FACTOR EFFECTING PURCHASE DECISION

Source No. of Respondents %age

Availability 19 39%
Price 9 19%
Quality 17 35%
Image 5 7%
Total 50 100%

100%
%age of Respondents

80%
Availability
60%
Price
39% 19% 35%
40% Quality
Image
20% 7%

0%
Availability Price Quality Image
%age 39% 19% 35% 7%
Source

Inference : This table shows that out of 40 persons during survey 39% people
said availability factor effecting purchase decision, 19% respondents
said price with company product, 35% respondents said only want
quality of company product and 7% respondents are want image of
company product.
 PURCHASE PATTERN

Source No. of Respondents %age

Readymade 9 20%
Buy Cloth & Stitch 19 40%
Both 17 34%
No. Response 5 6%
Total 50 100%

100%
%age of Respondents

80%
Readymade
60% 40% Buy Cloth & Stitch
34%
40% Both
20%
No. Response
20% 6%

0%
Readyma Buy Cloth No.
Both
de & Stitch Response
%age 20% 40% 34% 6%
Source

Inference : This table shows that out of 40 persons during survey 20% people
said readymade company product best, 40% respondents said buy
cloth & stitch product setting, 34% respondents said both company
product face and 6% respondents are not responded with company
product.
Source No. of Respondents %age
Casual Wear 10 20%
Formal Wear 16 32%
Office Wear 20 40%
Marriage Wear 4 8%
Total 50 100%

100%
%age of Respondents

80%
Casual Wear
60% Formal Wear
32% 40%
40% Office Wear
20%
Marriage Wear
20% 8%

0%
Casual Formal Office Marriage
Wear Wear Wear Wear
%age 20% 32% 40% 8%
Source

Inference : This table shows that out of 40 persons during survey 20% people
said satisfied with casual wear, 32% respondents said satisfied with
formal wear, 40% respondents said satisfied with office wear and
8% respondents said satisfied with marriage wear.
 CONCLUSIONS

1. Identification of main competitors.

2. To access the present standing of Chinar in comparison
to its main competitors.
3. To find out which media should be the best for the
advertising –
–T.V. – Radio
–Print media – Hoardings etc.
–Any Other
4. To find out various shortcomings/loopholes as seen by
the wholesellers, dealers and suggest ways in order to
improve its performance.
5. To find out strength/good points about Chinar.
6. To find out advertising awareness among retailers.
 SUGGESTIONS

1. Behaviour of dealers, Agent, marketing manager is

satisfactory in the organisation. Some ideas and
incentive should be given to different people, so that it is
maintained as it is.
2. Salary should be increased according to the performance
in work.
3. This time amount of commission should be increased, it
will keep their moral high.
4. Travelling facilities are adequate, but even then these
can be improved.
5. Behaviour of management with sales persons should be
polite so that problems of sales persons can reach to
management.
6. There is no training policy at organisation level. As most
of sales persons have not undergone any professional
training, such programmes can improve their attitude
and work efficiency.
 QUESTIONNAIRE

Name : ___________________________________
Place : ___________________________________
Occupation : (a) Servicemen (b) Farmer
(c) Businessmen
Income Group : (a) High (b) middle
(c) Lower
1. Have you heard about the Brand Chinar Suiting?
(a) Yes (b) No
2. Have you ever used the Chinar Suiting ?
(a) Regularly (b) Onces
(c) Never
3. How you come to know about Chinar Suitings ?
(a) Through Carry Bags (b) Through Retailer Shops
(c) Through Friends (d) Any Other
4. Factor affecting purchase decision ?
(a) Availability (b) Quality
(c) Image
5. In which form you use the product of Chinar ?
(a) Trouser (b) Coat Pant
(c) Safari
6. Are you satisfied with the price of Chinar Suiting ?
(a) Yes (b) No
7. Product of Chinar Suiting is preferred for ?
(a) Casual Wear (b) Formal Wear
8. Chinar suitings is preferred by people of age group :
(a) 18-25 (b) 25-35
(c) 35- 45 (d) 45 and above
9. Customer perception about various brand ?
(a) Chinar (b) Siyaram
(c) Vimal (d) Mayur
(e) Raymond (g) Graviera
10. To which class purchase of Chinar Suiting belongs ?
(a) High Class (b) Middle Class
(c) Lower Class
11. Factors important choosing suiting ?
(a) Durability  (b) Quality 
(c) Colour & Shade  (d) Design 
(e) Price  (f) Brand Name 
12. Brand loyalty
(a) Yes  (b) No 
13. What do you think about this statement “all brands are same”
(i) Similar  (ii) Not similar 
(iii) Do not know 
14. Leading brand
(i) Oswal  (ii) Vimal 
(iii) Chinar  (iv) Raymonds 
(v) Graviera  (vi) Bhilwara 
(vii) Siyaram  (viii) Donear 
15. Reason for changing brand among consumer
(i) Non-availability 
(ii) Only for change 
(iii) Cheap Price of Substitute 
(iv) Advertisement Effectiveness 
(v) Friends Prefer it. 
(vi) Other Reason. 
16. Source of Awareness :
(i) Through Retailer  (ii) Carry Bags 
(iii) Any Advertisement  (iv) Others 
17. You are satisfied with the following factors.
Highly Dissatisfied Neutral Satisfied
Dissatisfied
(i) Quality ( ) ( ) ( ) ( )
(ii) Design ( ) ( ) ( ) ( )
(iii) Offer/Scheme ( ) ( ) ( ) ( )
(iv) Prize ( ) ( ) ( ) ( )
(v) Availability ( ) ( ) ( ) (
)
(vi) Brand ( ) ( ) ( ) ( )
 BIBLIOGRAPHY

Marketing Management (9th Addition)

By Philip Kotler
Prentice Hall of India Pvt. Ltd.

Marketing Management (2nd Addition)

By V.S. Ramaswamy and S. Namakumari
MacMillan India Limited.

Essentials of Management
By Harold Koontz and Heinz Wcihrich
Tata McGrawHill Publishing Co. Ltd.

Organisation Behaviour
By Fred Luthans

Records of Chinar
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