1. CHAPTER-V DATA ANALYSIS & INTERPRETATION

2. 5.1 FOR COSMETIC & FANCY STORES: 5.1.1 What is the main purpose of customer's shopping? Table5.1.1: Purpose of Shopping Products Frequency Percentage Hair care 49 33% Face care 63 42% Lip care 20 13% Body care 18 12% Total 150 100 Figure 5.1.1: Purpose of Shopping INTERPRETATION: From the above table and graph it can be observed that , 42% of the customers purpose of shopping is primarily on face care products followed by hair care products. 0 10 20 30 40 50 60 70 Hair care Face care Lip care Body care 3. 5.1.2 What is the age of your customers? Table 5.1.2:Age of Customers Figure 5.1.2: Age of Customers INTERPRETATION: The graph shows that the customer who does shopping majorly aged from 25 to 35 years which is 37% of the sample. This age group is the people who prefer/swap to new entrants in the market. 0 10 20 30 40 50 60 16 to 25yrs 25 to 35yrs 35 to 45yrs 45&above Age Frequency Percentage 16 to 25yrs 39 26% 25 to 35yrs 56 37% 35 to 45yrs 43 29% 45&above 12 8% Total 150 100 4. 5.1.3 What is the profile of your customers? Table 5.1.3: Profile of the Customers Profile Frequency Percentage Students 55 37% working 27 18% professionals 9 6% Housewives 54 36% Others 5 3% Total 150 100 Figure 5.1.3: Profile of the Customers INTERPRETATION: The above graph shows that both students & housewives shop a lot when compared to others. They cover around 37% and 36% of the sample. These are the people who look for the new and upcoming brands and encourage the new comers in the market. They make an attempt to use the product whether irrespective of the brand/price. 0 10 20 30 40 50 60 students working professionals Housewives Others 5. 5.1.4.What is the display pattern used by you? Table 5.1.4: Display Patterns Display Frequency Percentage At the entrance 107 71% Pamphlets 26 17% Referral magazines/broachers 3 2% Others 14 10% Total 150 100 Figure 5.1.4: Display Patterns INTERPRETATION: The graph shows that the cosmetic stores follow a policy of display at the entrant which is eye catching and attracts the customers to buy the product. In the survey conducted, it is known that customers usually ask about the product which is displayed at the entrance. The Survey conducted in the major places of cosmetic stores of Hyderabad & Secunderabad use the display at the entrance which is 71% of the sample considered. 0 20 40 60 80 100 120 At the entrance Pamphlets Referral magazines/broachers Others 6. 5.1. 5. What branding opportunities are used by the companies for their existing products? Table 5.1.5: Branding Opportunities Frequency Percentage Promoters/representatives 19 13% Displays 102 68% Incentives/Offers 8 5% Others 21 14% Total 150 100 Figure 5.1.5: Branding Opportunities INTERPRETATION: The graph depicts that the branding opportunities used by the companies are the displays which is 68% as they can be placed at any part of the store either at the entrance/hoarding which reminds customers of the brand. 0 20 40 60 80 100 120 Promoters/representatives Displays Incentives/Offers Others 7. 5.1.6. Is the promoter available at your store? Table 5.1.6: Availability of Promoter Frequency Percentage Yes 68 45% No 82 55% Total 150 100 Figure 5.1.6: Availability of Promoter INTERPRETATION: The graph depicts us that there is no promoter in many of the stores i.e., 55% of the sample. Many of the stores dont prefer promoter due to non available of the space at the store(especially wholesalers). Only the premium stores prefer promoter i.e., 45% of the sample 0 20 40 60 80 100 Yes No 8. 5.1.7.Is the promoter shared/exclusive? Table 5.1.7: Promoters role Frequency Percentage Exclusive 73 49% Shared 77 51% Total 150 100 Figure 5.1.7: Promoters role INTERPRETATION: The graph depicts us that the stores who have promoters are majorly shared which is 51%. This is the case because the owners of the store prefer to appoint the promoter so that he/she can take care of the brand of which she is concerned and also will take of the other brand which is available in the store. 71 72 73 74 75 76 77 78 exclusive Shared 9. 5.1.8. How much does the promoter earn? Table 5.1.8: Earning of promoter Frequency Percentage Fixed 107 71% Variable 43 29% Total 150 100 Figure 5.1.8: Earning of promoter INTERPRETATION: The above graph shows us that the promoter gets fixed amount of the pay as salary which is 71%. The fixed pay is irrespective of the targets achieved and also includes a portion of variable pay. Where variable pay is the one which is completely depended on the targets achieved in the respective month on particular products. 0 20 40 60 80 100 120 Fixed Variable 10. 5.1.9. Do you get bonus on meeting monthly targets for exclusive products? Table 5.1.9: Bonus of the promoter Frequency Percentage Variable 48 32% Incentives 18 12% No 84 56% Total 150 100 Figure 5.1.9: Bonus of the promoter INTERPRETATION: From the above graph it can be know that the promoter do not get any bonus. If they get it would be variable only. Generally the bonus is given on huge amount of which it should be achieved in a stipulated time 0 20 40 60 80 100 Variable Incentives No 11. 5.1.10. How do you track the sales? Table 5.1.10: Track of Sales Frequency Percentage Daily 106 71% Weekly 24 16% Monthly 20 13% Total 150 100 Figure 5.1.10: Track of Sales INTERPRETATION: The above graph shows that the promoters/owners of the cosmetic/fancy stores track their sales on daily basis which is 71%. It is because the flow of the products can be traced out easily and the order can be captured accordingly. 0 20 40 60 80 100 120 Daily Weekly Monthly 12. 5.1.11. On what basis do you get incentives? Table 5.1.11: Awarding Incentives Frequency Percentage Bottom line 55 37% Category line 87 58% Sub category line 8 5% Total 150 100 Figure 5.1.11: Awarding Incentives INTERPRETATION: The above graph represent that the incentives for promoter/owner are allotted on category basis upon achieve the sales target. Of the sample considered this parameter covers 37% of the sample. 0 20 40 60 80 100 Bottom line Category line Sub category line 13. 5.1.12. Are you being trained by the company? Table 5.1.12: Training provided Frequency Percentage Yes 74 49% No 76 51% Total 150 100 Figure 5.1.12: Training provided INTERPRETATION: The graph depicts that generally owners of the stores do not get any training from the company regarding the products. Only the promoters who are appointed by the company usually get trained in twice a month and whenever there is a new launch of the product by the company. 73 74 75 76 77 Yes No 14. 5.1.13. How frequently company representative visit the outlet? Table 5.1.13: Representative visit Frequency Percentage Daily 6 4% twice a week 6 4% Weekly Once 43.5 29% 15 days 43.5 29% Monthly Once 35 23% Once in 3 to 6 months 3 2% Doesn't visit 13 9% Total 150 100 Figure 5.1.13: Representative visit INTERPRETATION: The above graph shows that the company representative visits the outlet on weekly and 15 days a month basis i.e., 29% of the sample. The representatives from the brand like HUL and P&G are the one who visit frequently 0 10 20 30 40 50 Daily twice a week Weekly Once 15 days Monthly Once Once in 3 to 6 months Doesn't visit 15. 5.1.14. Do you recommend order the products quantity? Table 5.1.14: Order recommendation Frequency Percentage Yes 94 63% No 56 37% Total 150 100 Figure 5.1.14: Order recommendation INTERPRETATION: The promoters are the one who order the products to the distributor of the company who comes visit the stor. Only 37% of the promoters dont order the quantity of the product. 0 20 40 60 80 100 Yes No 16. 5.1.15. What makes the outlet recommend a particular brand? Table 5.1.15: Recommending a particular brand Frequency Percentage Margin 39 26% Tie-ups 9 6% Offers 25 17% Others 77 51% Total 150 100 Figure 5.1.15: Recommending a particular brand INTERPRETATION: The graph shows that the factors like margin/tie-ups/offers doesnt let them offer a particular brand in their outlet. The others in the above table includes(Quality, demand, advertisements) are the one which make the owners of the stores to make the product available in their stores. The others covered a percentage of 51 of the sample size. 0 20 40 60 80 100 Margin Tie-ups Offers Others 17. 5.1.16.What is the minimum order quantity that you maintain at your store? Table 5.1.16: Minimum Order Quantity Frequency Percentage 2 to 3 Pieces 56 37% 6 pieces 48 32% 6 to 12 pieces 11 7% 12 pieces 22 15% 12 & above 6 4% Demand Basis 7 5% Total 150 100 Figure 5.1.16: Minimum Order INTERPRETATION: Most of the owners prefers 2 to 3pieces based on the consignment basis i.e., they pay the amount of the product only when the product get sold in the market. Depending on that, they look for further purchase. Wholesalers prefer 6 pieces in order to deliver it to their customers i.e., the owners of the cosmetic/Fancy shops. Make them aware that the product is available in the market. There are some owners of the cosmetic shops who prefer to keep the product avail in their store on the basis of the customer / Success of the product in the market. 0 10 20 30 40 50 60 2 to 3 Pieces 6 pieces 6 to 12 pieces 12 pieces 12 & above Demand Basis 18. 5.1.17. Where do you purchase your product from? Table 5.1.17: Purchase of product Frequency Percentage Distributor 88 59% Wholesaler 29 19% Cosmetic Store/company 33 22% Total 150 100 Figure 5.1.17: Purchase of product INTERPRETATION: The graph show that the products are generally purchased from the distributors by the owners of the store which is 59%. 0 20 40 60 80 100 Distributor Wholesaler Cosmetic Store/company 19. 5.1.18. What selling aids does the promoter generally use? Table 5.1.18: Selling Aids Frequency Percentage Recommendation 95 63% Offers 20 14% Tester/samples 26 17% Coupons 9 6% Total 150 100 Figure 5.1.18: Selling Aids INTERPRETATION: The graph show that the recommendation is the one which promoters use as a tool for selling aids which is 63%. Not only the promoters, even the owners of the stores recommend the products to the customer if they get higher margins/retail offers on the products 0 20 40 60 80 100 Recommendation Offers Tester/samples Coupons 20. 5.1.19. How often do sales men visit for ordering/capturing collection? Table 5.1.19: Frequency of Salesman Visit Frequency Percentage Weekly 62 41% 15days 40 27% Monthly 38 25% Others 10 7% Total 150 100 Figure 5.1.19: Frequency of Salesman Visit INTERPRETATION: The graph depicts that the sales man visit the outlet for order capturing on weekly basis which is 41%. Others in the table include daily basis, twice a week or the sales man does not visit the store. 0 10 20 30 40 50 60 70 Weekly 15days Monthly Others 21. 5.1.20. What is the credit policy you work on? Table 5.1.20: Credit Policy Frequency Percentage Weekly 49 33% 15 days 34 23% Monthly 25 16% Others 42 28% Total 150 100 Figure 5.1.20: Credit Policy INTERPRETATION: The graph depicts that the owners work on the weekly basis which is 33% followed by others include which includes(immediate cash/twice a month basis/ collects the amount on his next visit) 0 10 20 30 40 50 60 Weekly 15 days Monthly Others 22. 5.1.21. What makes you to keep the new products in your store? Table 5.1.21: Reason for keeping new products Frequency Percentage Margins 39 26% Promotions 28 19% Offers 13 9% Others 70 46% Total 150 100 Figure 5.1.21: Reason for keeping new products INTERPRETATION: The graph depicts that the owner generally keep the new products in their outlet depending on the quality, demand, price and majorly on consignment basis which is included as others in the above table mentioned. It covers around 26% of the sample. Consignment basis means the amount for the products purchased will be paid once they are being sold out. 0 10 20 30 40 50 60 70 80 Margins promotions offers others 23. 5.1.22. Will the price difference motivate the consumer to buy a new product/brand? Table 5.1.22: Price difference Frequency Percentage Yes 85 57% No 65 43% Total 150 100 Figure 5.1.22: Price difference INTERPRETATION: The graph above speaks about the price difference factors which motivate customers to purchase a product. The response was yes i.e., 57% of the sample say that the price difference make the customer to buy a new product if the quality is similar to the brand which is existing. 0 20 40 60 80 100 Yes No 24. 5.1.23. What makes the sales of one particular product/brand higher than others? Table.5.1.23: Sales of a brand Factors Frequency Percentage Quality 53 36% Uniqueness 2 1% Margin 6 4% Awareness 1 1 % Brand Ambassador 2 1% Discount 1 1 % No side effects 1 1 % Demand 14 10 % Price 25 16 % Package 2 1% Loyalty 2 1 % Advertisements 14 10 % Brand 26 17% Total 150 100 25. Figure.5.1.23: Sales of a brand INTERPRETATION: The above graph shows that quality(36%) is the only factor which makes the sales of one product higher than the other, followed by brand which is 17%. Even the price difference is the factor which make the sales of one brand more than the other 0 10 20 30 40 50 60 Quality Uniqueness Margin Awarness Brand Ambassdor Discount No side effects Demand Price Package Loyalty Advertisments Brand 26. 5.1.24. What extra shall companies do which will make you offer their product? Table.5.1.24: Companies effort Factors Frequency Percentage uniqueness 1 1% demand 6 4% sample 14 10% brand 4 3% display 5 3% consignment 4 3% tester 8 5% packaging 2 1% supply chain 1 1% safeness 1 1% result oriented 1 1% price 16 11% quality 23 15% margin 9 6% offers 8 5% ads 48 32% Total 150 100 27. Figure.5.1.24: Companies effort INTERPRETATION: The above graph shows that the advertisements 32% are the one the companies should do in order to offer their products in the store. Because these are the one which makes the customers aware of the brand which is available in the market and at the same time the quality is must to be maintained in order to sustain in the market with competitors 0 10 20 30 40 50 60 uniqueness demand sample brand display consignment tester packaging supply chain safeness result oriented price quality margin offers ads 28. 5.1.25 .Margin on the products purchased Table.5.1.25: Margins Frequency Percentage 2-5 % 22 15% 5-10 % 36 24% 10-15% 51 34% 15-20% 19 13% 20-25% 10 6% 25-50% 6 4% 50% and above 7 5% Total 150 100% Figure.5.1.25: Margins INTERPRETATION: The above graph shows the margins cosmetic/fancy stores generally get is 10-15% which covers 34% of the sample followed by 5-10% margin line i.e., 24% 0 10 20 30 40 50 60 2-5 % 5-10 % 10-15% 15-20% 20-25% 25-50% 50% and above 29. 5.1.26. Number of stores serviced Table 5.1.26: No of stores Frequency Percentage No service 99 66% 2 stores 7 5% 5-10 stores 3 2% 30-50 stores 28 19% 50-100 stores 7 5% 100 and above 6 4% Total 150 100 Figure5.1.26: No of stores INTERPRETATION: The above graph shows that there are stores which do not service other stores i.e., 66% .They can be said are the normal fancy stores who are retailers - 20 40 60 80 100 120 No service 2 stores 5-10 stores 30-50 stores 50-100 stores 100 and above 30. 5.1.27.Current size of business per month: Table 5.1.27: Size of business Frequency Percentage < 5K 9 6% 5-10 K 10 7% 10-50K 94 63% 50K-1L 16 10% 1L-5L 10 7% >5L 10 7% Total 150 100 Figure 5.1.27: Size of business INTERPRETATION: The above graph shows the current business size in cosmetic and fancy stores is 10,000- 50,000 per month which is 63% of the sample. 0 20 40 60 80 100 < 5K 5-10 K 10-50K 50K-1L 1L-5L >5L 31. 5.1.28. Mode of Payment Table 5.1.28: Payment terms Mode Frequency Percentage Cheque 4 3% Cash 68 45% Credit 78 52% Total 150 100 Figure 5.1.28: Payment terms INTERPRETATION: The above graph shows that the mode of payment on which many of the owners of the cosmetic/fancy store work is on credit basis i.e., 52%. The credit may be either weekly/15days/monthly basis which depends on the amount of purchase 0 20 40 60 80 100 Cheque Cash Credit 32. FOR SPAs & SALOONS: 5.2.1 Who are your customers? Table 5.2.1: Customers Figure 5.2.1: Customers INTERPRETATION: The graph above shows that the customers in saloon& spa are majorly female gender which is 76% as they are more concerned about the appearance. The majority of the spa & saloons in Hyderabad and Secunderabad are female focused. 0 5 10 15 20 25 male Female Both Frequency Percentage Male 2 7% Female 23 76% Both 5 17% Total 30 100 33. 5.2.2 What is the age of your customers? Table 5.2.2: Age of customers Frequency Percentage 18 to 25 yrs 7 24% 25 to 30yrs 10 33% 30 to 45yrs 9 30% 45& above 4 13% Total 30 100 Figure 5.2.2: Age of customers INTERPRETATION: The graph show that the age from 25 to 30 years are the major customers in spa&saloons which is 33%. They avail services very frequently when compared to others. 0 5 10 15 18 to 25 yrs 25 to 30yrs 30 to 45yrs 45&above 34. 5.2.3 What is the profile of your customers? Table 5.2.3: Profile of the customers Figure5.2.3: Profile of the customers INTERPRETATION: The above graph shows that the customer who regularly visit beauty saloons are housewives which is 33% followed by students i.e., 30% Frequency Percentage Students 9 30% Working professionals 8 27% Business Executives 3 10% Housewives 10 33% Total 30 100 0 2 4 6 8 10 12 Students Working professionals Business Executives Housewives 35. 5.2.4 What are the most common services provided to the customer? a) Hair Care Service Table 5.2.4(a): Hair care Service Frequency Percentage Dandruff Reduction 3 10% Hair SPA 7 23% Hair Cut 8 27% Hair Conditioning 4 13% Hair Straightening 1 4% Hair Color 4 13% Others 3 10% Total 30 100 Figure 5.2.4(a): Hair care INTERPRETATION: The graph show that the service which is commonly given to customers is hair cut i.e., 27% followed by hair SPA which is 23%. Here others include henna services which is 10% of the sample size. 0 1 2 3 4 5 6 7 8 9 Dandruff Reduction Hair SPA Hair Cut Hair Conditioning Hair Straightening Hair Color Others 36. b) Face-Care Services Table 5.2.4(b): Face care Service Frequency Percentage Facials 12 40% Chemical pealing 2 7% Whitening 4 13% Clean ups 6 20% Pigmentation 1 3% Shaving/trimming 3 10% Others 2 7% Total 30 100 Figure 5.2.4(b): Face care INTERPRETATION: The graph depicts that the common service in face care is facials and is majorly availed by the customers i.e., 40% followed by clean ups which is 20%. 0 2 4 6 8 10 12 14 Facials Chemical pealing Whitening Clean ups Pigmentation Shaving/trimming Others 37. c) Body-Care Services Table 5.2.4(c):Body care Service Frequency Percentage Body Bleach 6 20% Body wax 12 40% Body Massage 7 24% Sun Bath 1 3% Bubble bath 1 3% Others 3% 10% Total 30 100 Figure 5.2.4(c):Body care INTERPRETATION: The graph depicts that the common service availed in body care services id body wax i.e., 40% of the sample which is followed by body massage service 24%. Others include manicure and pedicure services which is 10% of the sample. 0 2 4 6 8 10 12 14 Body Bleach Body wax Body Massage Sun Bath Bubble bath Others 38. 5.2.5 What are the value added/exclusive services provided by you? Table 5.2.5: Value added service Service Frequency Percentage Hair color 3 10% Facial 12 40% Hair wash 3 10% Body massage 3 10% Whitening 3 10% Hair fall 1 3% Hair cut 5 17% Total 30 100 Figure 5.2.5: Value added service INTERPRETATION: The above graph shows that the value added service (a unique/know services) which is provided by saloons are majorly facials i.e., 40% followed by hair cut which is 17% 0 2 4 6 8 10 12 14 Hair color Facial Hair wash Body massage Whitening Hair fall Hair cut 39. 5.2.6 What kind of products do the customers prefer? Table 5.2.6: Preference of products Frequency Percentage Herbal 16 53% Scientific 3 10% Imported 9 30% Others 2 7% Total 30 100 Figure 5.2.6: Preference of products INTERPRETATION: The above graph shows that the customers prefer herbal products for their services i.e., 53% as they are natural ingredients and are safe to use. Imported products are also prefered by customers for make-ups i.e., 30% 0 5 10 15 20 Herbal Scientific Imported Others 40. 5.2.7.What is the brand you are currently using for? a) Hair-care Table 5.2.7(a): Hair care brands Brand Frequency Percentage Habeeb 0.7 2.3% Schwarzkopf 5 17% Wella 7 23% Matrix 5 17% Body Shop 0.7 2.3% Loreal 6 20% Garnier 2 7% Dabur 0.7 2.3% Nature's 0.7 2.3% Nasreen 0.7 2.3% Magic 0.7 2.3% Herbal Essence 0.7 2.3% Total 30 100 41. Figure 5.2.7(a): Hair care brands INTERPRETATION: From the above analysis it is known that Wella has more demand in the market and is used by many saloons due to the product line available in it. It has come up with new lines like styling and hair care. 0 1 2 3 4 5 6 7 8 Habeeb Schwarzkopf Wella Matrix Body Shop Loreal Garnier Dabur Nature's Nasreen Magic Herbal Essence 42. b) Face-care Table 5.2.7(b):Face care brands Brand Frequency Percentage Lakme 0.6 2% Eminence 0.6 2% Alcos 0.6 2% Herbal 0.6 2% Lactobleach 0.6 2% Pivonia 0.6 2% Declare 0.6 2% Bioline 0.6 2% Themay 0.6 2% Lotus 4 13.5% Garnier 0.6 2% Emami 0.6 25% VLCC 2 6.5% Natures 4 13% Amway 0.6 2% Aroma Magic 2 6% Oriflame 2 6% O3 0.6 2% Shahnaz 6.8 23% Vedicline 0.6 2% Olivia 0.6 2% Bodyshop 0.6 2% Total 30 100 43. Figure 5.2.7(b): Face care brands INTERPRETATION: From the above analysis, most saloons use Shahnaz Hussain for face services like facials, clean-ups, Whitening treatment etc., as it is result oriented and suits all types of skins. 0 1 2 3 4 5 6 7 8 Lakme Eminence Alcos Herbal Lactobleach Pivonia Declare Bioline Themay Lotus Garnier Emami VLCC Natures Amway Aroma Magic Oriflame O3 Shahnaz Vedicline Olivia Bodyshop 44. c) Body care Table 5.2.7(c):Body care brands Brand Frequency Percentage Lakme 1.2 4% Sleek 4.8 16% Honey Bee 6 20% Herbal 1.2 4% Kama 1.2 4% Orlema 1.2 4% Lotus 3.6 12% VLCC 1.2 4% Nature 3.6 12% Shahnaz 2.4 8% Vedicline 1.2 4% Avia 1.2 4% Saloni 1.2 4% Total 30 100 45. Figure 5.2.7(c): Body care brands INTERPRETATION: From the above analysis it is known that most of the saloons prefer honeybee for their customers and sleek mainly for waxing purpose. Followed by VLCC for body care services like manicure, pedicure, body massage etc. 0 1 2 3 4 5 6 7 Lakme Sleek Honey Bee Herbal Kama Orlema Lotus VLCC Nature Shahnaz Vedicline Avia Saloni 46. 5.2.8. What is the reason behind using a particular brand? Table 5.2.8: Reason behind purchase Frequency Percentage Quality 21 70% Price 2 7% Customer demand 7 23% Total 30 100 Figure 5.2.8: Reason behind purchase INTERPRETATION: From the above graph it can be known that the saloons/spas prefer products which are high in quality (70%) i.e., products that are being tested followed by the one which is preferred by the customers and is in demand. 0 5 10 15 20 25 Quality Price Customer demand 47. 5.2.9. Do you sell these products to the customers? Table 5.2.9: Selling products Frequency Percentage Yes 14 47% No 16 53% Total 30 100 Figure 5.2.9: Selling products INTERPRETATION: The above graph shows that the saloons/spa dont sell products to customers i.e., 53% and there are some products like Wella, Matrix, Schwarzkopf which are being sold 13 13.5 14 14.5 15 15.5 16 16.5 Yes No 48. 5.2.10.What is the minimum quantity that you maintain? Table 5.2.10: Minimum order Quantity Frequency Percentage 1 to 2 Bottles 1 4% 6 Bottles 6 20% 12 Bottles 3 10% 5 Liters 10 33% 10 to 12 liters 10 33% Total 30 100 Figure 5.2.10: Minimum order INTERPRETATION: The above grpah shows that the minimum quanitiy that is maintained by saloons/spa is 5 liters and 10-15 litres which is 55% of the sample. 0 2 4 6 8 10 12 1 to 2 Bottles 6 Bottles 12 Bottles 5 Liters 10 to 12 liters 49. 5.2.11. Where do you purchase your product from? Table 5.2.11.: Product purchase Frequency Percentage Distributor 15 50% Wholesaler 3 10% Cosmetic store 12 40% Total 30 100 Figure 5.2.11.: Product purchase INTERPRETATION: The saloons/spa purchases the products from directly from the distributors. The survey show that is 50% and some purchase from cosmetic stores i.e., 40% as they provide a home delivery service to the saloons/spa 0 5 10 15 20 Distributor Wholesaler Cosmetic store 50. 5.2.12. Is there any particular sales person from the company who visits your outlet? Table 5.2.12: Sales person visit Frequency Percentage Yes 18 60% No 12 40% Total 30 100 Figure 5.2.12: Sales person visit INTERPRETATION: The above graph shows that the sales person visits the store i.e., 60%. He visit the store monthly once or 15 days in a month. The sales person from Matrix, Wella, Schwarzkopf, Astaberry visit frequently 0 5 10 15 20 Yes No 51. 5.2.13. What is the branding pattern used? Table 5.2.13: Branding pattern Frequency Percentage At the entrance 19 63% Pamphlets 3 10% Allotting shelf 5 17% Dont use any 3 10% Total 150 100 Figure5.2.13: Branding pattern INTERPRETATION: The saloons which sell products in their store use the display at the entrance i.e, 63% and there are some saloons which allot a separate shelf for the product i.e., 17% 0 5 10 15 20 At the entrance Pamphlets Alloting shelf Dont use any 52. 5.2.14. What makes you to recommend a new brand to customers? Table 5.2.14: Recommending a brand Frequency Percentage Popularity 4 13% Quality 23 77% Price 3 10% Total 30 100 Figure 5.2.14: Recommending a brand INTERPRETATION: Quality 77% is the factor which makes the owners of the saloon prefer the brand to the customers. Followed by the popularity i.e., 13% 0 5 10 15 20 25 Popularity Quality Price 53. 5.2. 15. According to you ,how shall a new entrant/brand enter into the industry? Table 5.2.15: Entry into the cosmetic industry Frequency Percentage Maintaining quality&price 16 53% Advertising/promotional activites 2 7% Do not dare to enter the industry 2 7% Others 10 33% Total 30 100 Figure 5.2.15: Entry into the cosmetic industry INTERPRETATION: Quality& Price are the major factors which are suggested by 53% of the sample to be maintained by the new entrant in the market.Others include that it should be tested and should be safe and give instant results i.e., 33% 0 5 10 15 20 54. 5.2.16.What suggestions you have for the new entrant/brand? Table 5.2.16: Suggestion for new entrant Parameters Frequency Percentage Result oriented 1 3.3% Quality 11 37% Uniqueness 1 3.3% Demo 1 3.3% Advertisement 6 20% No side effects 1 3.3% Samples 2 7% Price 4 13% Brand 1 3.3% Testers 2 7% Total 30 100 55. Figure 5.2.16: Suggestion for new entrant INTERPRETATION: The above graph depict that the quality which is 37% is the one which needs to be maintained for a new brand/product which is coming up in the market. Even the awarness of the product i.e., through advertisments also helps in the success of a product in the market 0 2 4 6 8 10 12 Result oriented Quality Uniqueness Demo Advertisement No side effects Samples Price Brand Testers 56. 5.2.17.What extra shall companies do which will make you offer their product? Table 5.2.17: Companies effort Parameters Frequency Percentage Supply Chain 1 3% Awareness 1 3% Quality 7 23% Seminars 3 10% Uniqueness 1 3% Price 2 6.5% Margin 1.5 5% Packaging 1 3% Discounts 2 6.5% Herbal 1 3% WOM 1.5 5% Demand 1.5 5% Replacement 1 3% Samples 4 13% Advertisements 1.5 5% No side effects 1 3% Total 30 100 57. Figure 5.2.17: Companies effort INTERPRETATION: The above graph shows that the owners of the cosmetic stores believe in quality of the product which makes them retain in their store. Even the samples provided are also recommended by them in order to offer their product in store. 0 1 2 3 4 5 6 7 8 Supply Chain Awareness Quality Seminars Uniqueness Price Margin Packaging Discounts Herbal WOM Demand Replacement Samples Advertisements No side effects 58. 5.2.18. Capacity of the Store: Table 5.2.18: Capacity Seating Frequency Percentage 2 to 3 members 6 20% 4 to 6 members 10 33% 8 to 10 members 9 30% 13 to 15 members 4 13% 15 & above 1 3% Total 30 100 Figure 5.2.18: Capacity INTERPRETATION: From the above graph it can be depict that 33% of the saloons/Spas have the seating capacity of 4 to 6 members i.e., at a time they can service four to six members. 0 2 4 6 8 10 12 2 to 3 members 4 to 6 members 8 to 10 members 13 to 15 members 15 & above 59. 5.2.19. Margin on the products purchased: Table 5.2.19: Margin Percentage Margin Frequency Percentage 2 to 10 15 50% 10 to 15 11 37% 15 & above 4 13% Total 30 100 Figure 5.2.19: Margin INTERPRETATION: Most of the owners of the parlors purchase products from the near by store due to urgency/ flexibility to purchase in theneighborhood store available on which they get a margin of around 2-10% i.e., around 50% of the sample. We can name them as C category saloons/spas 0 5 10 15 20 2 to 10 10 to 15 15 & above 60. 5.2.20. Current Business size per month: Table 5.2.20: Size of business Amount Frequency Percentage 2000 to 10000 4 13% 20000 to 50000 11 37% 50000 to 100000 2 7% 100000 to 500000 9 30% 500000 & above 4 13% Total 30 100 Figure 5.2.20: Size of business INTERPRETATION: There are 37% of the stores which has a current business of 20,000 to 50,000 per month of the sample considered which can be considered as a B category stores. Acategory which are premium store with superior services has a business size of around 1,00,000 to 5,00,000 per month which is of 30%. 0 2 4 6 8 10 12 2000 to 10000 20000 to 50000 50000 to 100000 100000 to 500000 500000 & above 61. 5.2.21. Number of Stores/Branches: Table 5.2.21: No of Store No of Stores Frequency Percentage 1 Store 22 73% 2 to 5 stores 6 20% 10 & above 2 7% Total 30 100 Figure 5.2.21: No of Store INTERPRETATION: The Number of the stores in Hyderabad & Secunderabad are mostly a single store serviced which is around 73% of the sample considered. Followed by the stores which have branches around 2 to 5 i.e., 20%. 0 5 10 15 20 25 1 Store 2 to 5 stores 10 & above