Timestamp3/16/2013 4:14:11 Both a)Distributor

3/16/2013 18:32:44 Both b)Dealer3/16/2013 18:40:45 HUL b)Dealer3/16/2013 18:43:45 Both a)Distributor3/16/2013 18:48:10 P&G TIDE, ARIEL b)Dealer3/16/2013 18:52:42 Both 250 gms b)Dealer3/16/2013 18:55:11 Both a)Distributor3/16/2013 18:58:40 P&G TIDE, ARIEL a)Distributor3/16/2013 19:00:43 P&G TIDE, ARIEL a)Distributor3/16/2013 19:02:10 HUL a)Distributor3/16/2013 19:04:40 Both a)Distributor3/16/2013 19:11:20 HUL d)Wholesaler3/16/2013 19:13:06 Both b)Dealer3/16/2013 19:15:24 Both d)Wholesaler3/16/2013 19:29:47 Both b)Dealer3/16/2013 19:35:10 HUL b)Dealer3/16/2013 19:38:33 HUL b)Dealer

3/17/2013 1:16:19 Both b)Dealer3/17/2013 1:19:10 P&G TIDE, ARIEL b)Dealer3/17/2013 1:23:26 Both b)Dealer3/17/2013 1:26:38 HUL b)Dealer3/17/2013 1:28:52 HUL d)Wholesaler3/17/2013 1:33:16 HUL b)Dealer3/17/2013 1:37:01 P&G TIDE, ARIEL b)Dealer3/17/2013 1:39:10 P&G TIDE, ARIEL 1 Kgs, 5 Kgs b)Dealer

1. Which company’s product

do you keep in your shop?

2. Which brand do you use in the

following categories?

3. Chose the Product Quantity which you keep in

the Shop?

4. From whom do you purchase your

product?SURF EXCEL , TIDE, ARIEL, RIN

500 gms, 1 Kgs, 5 Kgs

SURF EXCEL , WHEEL, TIDE, NIRMA , ARIEL, RIN

150 gms, 500 gms, 1 Kgs, 5 KgsSURF EXCEL ,

WHEEL, RIN50 gms, 150 gms, 500 gms, 1 KgsSURF EXCEL ,

TIDE, ARIEL, RIN500 gms, 1 Kgs, 5 Kgs50 gms, 500 gms, 1 Kgs, 5 KgsSURF EXCEL ,

WHEEL, ARIEL, RINSURF EXCEL , TIDE, ARIEL, RIN

500 gms, 1 Kgs, 5 Kgs50 gms, 250 gms, 500 gms, 1 Kgs, 5 Kgs50 gms, 250 gms, 500 gms, 1 Kgs, 5 Kgs

SURF EXCEL , WHEEL, NIRMA , RIN

50 gms, 500 gms, 1 Kgs, 5 Kgs

SURF EXCEL , WHEEL, TIDE, ARIEL, RIN

50 gms, 150 gms, 250 gms, 500 gms, 1 Kgs, 5 Kgs

SURF EXCEL , WHEEL, NIRMA , RIN

50 gms, 250 gms, 500 gms, 1 Kgs

SURF EXCEL , WHEEL, TIDE, NIRMA , ARIEL, RIN

50 gms, 150 gms, 250 gms, 500 gms, 1 Kgs, 5 KgsSURF EXCEL ,

TIDE, ARIEL250 gms, 500 gms, 1 Kgs

SURF EXCEL , WHEEL, TIDE, ARIEL, RIN

50 gms, 250 gms, 500 gms, 1 Kgs, 5 Kgs

SURF EXCEL , WHEEL, NIRMA , RIN

50 gms, 150 gms, 500 gms, 1 KgsSURF EXCEL ,

WHEEL, RIN500 gms, 1 Kgs, 5 Kgs

SURF EXCEL , WHEEL, TIDE, NIRMA , ARIEL, RIN

50 gms, 150 gms, 250 gms, 500 gms, 1 Kgs, 5 Kgs250 gms, 500 gms, 1 Kgs, 5 Kgs

SURF EXCEL , WHEEL, TIDE, ARIEL, RIN

150 gms, 500 gms, 1 Kgs, 5 Kgs

SURF EXCEL , WHEEL, NIRMA , RIN

50 gms, 250 gms, 1 Kgs, 5 KgsWHEEL, NIRMA ,

RIN50 gms, 150 gms, 250 gms, 500 gmsSURF EXCEL ,

WHEEL, RIN500 gms, 1 Kgs, 5 Kgs150 gms, 250 gms, 500 gms, 1 Kgs, 5 Kgs

a)HUL a)Excellent c)Threeb)P&G a)Excellent c)Threea)HUL b)Above Average b)Twoa)HUL c)Average d)More than threeb)P&G b)Above Average c)Threeb)P&G b)Above Average c)Threea)HUL b)Above Average d)More than threeb)P&G b)Above Average b)Twob)P&G c)Average b)Two

a)Excellent a)Onea)HUL a)Excellent c)Threea)HUL d)Below Average b)Twoa)HUL c)Average a)Oneb)P&G d)Below Average c)Threea)HUL a)Excellent b)Twoa)HUL a)Excellent b)Twoa)HUL c)Average b)Twob)P&G a)Excellent d)More than threeb)P&G a)Excellent b)Twoa)HUL a)Excellent b)Twoa)HUL a)Excellent b)Twoa)HUL b)Above Average c)Threea)HUL a)Excellent b)Twob)P&G a)Excellent b)Twob)P&G b)Above Average b)Two

5. Which FMCG company offers you maximum

margin on products?

6. How do you rate the delivery

process by Chosen one? (Q: 4)

7. How many Suppliers are there

in your area?

8. Which vehicle do they mainly use for

delivery? [Scooters]

8. Which vehicle do they mainly use for

delivery? [Motorbike]

c)Van d)Points Scheme b)2 week a)Hul b)Difference in pricec)3 week b)P&G

d)Points Scheme d)1 month a)Hulc)Van, d)Truck c)3 week a)Hulc)Van, d)Truck b)2 week b)P&G a)Time delay

a)1 week b)P&G b)Difference in pricec)Van, d)Truck c)3 week b)P&G b)Difference in pricec)Van, d)Truck a)Scheme Discounts b)2 week b)P&G c)Quantity constraintd)Truck b)2 week b)P&G d)other

d)1 month a)Hul d)otherc)3 week a)Hul b)Difference in price

b)Cash Discounts b)2 week a)Hulb)Cash Discounts c)3 week b)P&G b)Difference in price

b)2 week a)Hul b)Difference in pricea)1 week b)P&G c)Quantity constraint

d)Truck, e) others b)2 week a)Hul d)otherb)2 week a)Hul a)Time delay

a)Scooters, d)Truck c)3 week a)Huld)Truck b)Cash Discounts b)2 week b)P&G c)Quantity constraintd)Truck, e) others c)3 week a)Huld)Truck, e) others b)Cash Discounts c)3 week a)Hul d)othera)Scooters, c)Van b)Cash Discounts a)1 week a)Hul b)Difference in priced)Truck b)2 week a)Hul

b)2 week b)P&Gb)2 week b)P&G

8. Which vehicle do they mainly use for

delivery?

9. What are the schemes and

incentives offered by them?

10. What is the credit period

available to you?

11. Which company has the better response

time for delivery of the orders?

12. What are the key issues you

face in delivery/return of goods process?

a) Scooters, c)Van, d) Truck

a) Scheme Discounts, c)Promotional Schemes, d) Points Scheme

a) Time delay, c)Quantity

constraintc) Van, d) Truck, e) others

a) Time delay, c)Quantity

constraint

a) Scheme Discounts, b)Cash Discounts, c)

Promotional Schemes, d) Points Scheme

b) Difference in price, c) Quantity constraintc) Promotional

Schemesb) Motorbike, c)Van, e) others

b) Cash Discounts, c)Promotional Schemesc) Promotional Schemes, d) Points Scheme

a) Scheme Discounts, b)Cash Discounts, c)

Promotional Schemesc) Van, d) Truck,

e) others

b) Cash Discounts, d)Points Schemec) Van, d) Truck,

e) others

b) Cash Discounts, d)Points Schemea) Scooters, b)

Motorbike, c) Van

a) Time delay, c)Quantity

constraintc) Van, d) Truck, e) othersc) Van, d) Truck, e) others

b) Cash Discounts, d)Points Schemec) Van, d) Truck,

e) others

a) Scheme Discounts, b)Cash Discounts, d)

Points Schemeb) Cash Discounts, d)Points Schemec) Van, d) Truck,

e) others

b) Cash Discounts, d)Points Scheme

a) Scheme Discounts, b)Cash Discounts, c)

Promotional Schemes, d) Points Scheme

a) Time delay, b)Difference in

pricea) Scheme Discounts, b)Cash Discounts, d)

Points Scheme

b) Cash Discounts, d)Points Scheme

a) Time delay, d)othera) Scooters, d)

Truck, e) othersc) Promotional Schemes

b) Difference in price, c) Quantity constraintc) Van, d) Truck,

e) othersc) Promotional Schemes

Select Your Area?a)Yes a)Yes Rohinia)Yes a)Yes Rohinib)No c)Can’t say no Rohinia)Yes Pitam Puraa)Yes a)Yes Pitam Puraa)Yes a)Yes No none Pitam Puraa)Yes a)Yes Pitam Puraa)Yes c)Can’t say Parshat Viharb)No b)No they are good Parshat Vihara)Yes a)Yes Parshat Vihara)Yes a)Yes Parshat Vihara)Yes a)Yes Naharpura)Yes a)Yes Naharpurb)No a)Yes Naharpurb)No b)No Kamala Nagara)Yes a)Yes Kamala Nagar

a)Yes Kamala Nagara)Yes b)No Naharpura)Yes a)Yes Rohinia)Yes c)Can’t say Rohinia)Yes c)Can’t say Kamala Nagara)Yes a)Yes Naharpura)Yes c)Can’t say Pitam Puraa)Yes a)Yes Parshat Vihara)Yes a)Yes Rohini

13. Have you faced any conflict with the any one of these channel

members?

14. If yes, then which among the

following has been the reason for it?

15. Do you want some

improvements to have in the distribution process?

16. What Recommendations

or suggestions would you like to

give for Improvement of the

products?Concealing the damaged products

Delivery Should be on time

Margin given is different from what was promised

Margin should be more

Late delivery of the order, Margin given is different from what was promised

P&G should increase the margin

Margin given is different from what was promised

Sales force should work hard.Concealing the

damaged productsMargin given is different from what was promised

Margin should increase

Products delivered are less than the order placedMargin given is different from what was promised

Late delivery of the order, Products delivered are less than the order placed, Margin given is different from what was promised

Late delivery of the order, Products delivered are less than the order placed, Margin given is different from what was promisedMargin given is different from what was promised

Concealing the damaged products

Late delivery of the order, Concealing the damaged products

Late delivery of the order, Concealing the damaged productsConcealing the damaged productsRefusal of gifts and incentivesConcealing the damaged productsMargin given is different from what was promisedLate delivery of the orderProducts delivered are less than the order placedMargin given is different from what was promised

44%

32%

24%

Which company’s product do you keep in your shop?

BothHULP&G

SURF EX-CEL

RIN ARIEL TIDE WHEEL NIRMA

Column E 18 18 17 16 15 8

Column F 72% 72% 68% 64% 60% 32%

13579

11131517

Chart Title

Axis Title

60%

28%

12%

From whom do you purchase your product?

a) Dealerb) Distributorc) Wholesalerd) Agency

52%44%

4%

Which company offers you maximum margin on products?

HULP&GOther

a) Excellent

b) Above Average

c) Average

d) Below Average

e) Extremely Poor

0% 5% 10%15%20%25%30%35%40%45%50%

How do you rate the delivery process ?

Column O

Axis Title

Axis Title

a) Truck

b) Van

c) Others

d) Scooters

e) Motorbike

5% 15% 25% 35% 45% 55% 65% 75% 85%a) Truck b) Van c) Others d) Scooters e) Motorbike

Column R 84% 68% 52% 20% 8%

Which vehicle do they mainly use for delivery?

36%

30%

19%

15%

What are the schemes and incentives offered by them?

a) Cash Discountsb) Points Schemec) Promotional Schemesd) Scheme Discountse) Others

48%

32%

12% 8%

What is the credit period available to you?

a) 2 week b) 3 week c) 1 week d) 1 month e) Others

52%44%

4%

Which company has the better response time for delivery of the orders?

HULP&GOther

83%

17%

Have you faced any conflict with the any one of these channel members?

YesNo

22%

14%

25%

36%

4%

If yes, then which among the following has been the reason for it?

Late deliveryProducts QuantityDamaged productsMargin DifferenceRefusal of incentives

67%

13%

21%

Do you want some improvements to have in the distribution process?

Yes No Can't Say

Yes

No

0 10 20 30 40 50 60 70 80 90

Are you satisfied from their product & services ?

Column AM

Axis Title

Axis Title

10%

75%

10%5%

HUL & P&G's AwarenessNewspaper Television Magazine Others

70%

30%

Which company is more flexible in returning & exchanging the damaged product ?

P&GHUL

Both 11.00 SURF EXCE 18 72% a) Dealer 60%

HUL 8 RIN 18 72% b) Distributo 28%

P&G 6.00 ARIEL 17 68% c) Wholesal 12%

TIDE 16 64% d) Agency 0%

WHEEL 15 60%

NIRMA 8 32%

HUL 13 a) Excellent 48% a) Truck 84%

P&G 11 b) Above Av 28% b) Van 68%

Other 1 c) Average 16% c) Others 52%

d) Below Av 8% d) Scooters 20%

e) Extremel 0% e) Motorbike 8%

a) Cash Dis 68% a) 2 week 12 HUL 13 Yesb) Points S 56% b) 3 week 8 P&G 11 Noc) Promotio 36% c) 1 week 3 Other 1d) Scheme D 28% d) 1 month 2

e) Others 0% e) Others 0

20 Late delivery 29%

4 Products Quantity 19%

Damaged products 33%

Margin Difference 48%

Refusal of incentives 5%

Yes 16 Yes 90 Newspaper 10No 3 No 10 Television 75Can't Say 5 Magazine 10

Others 5

P&G 70HUL 30