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Shubham Kumar Mishra/Summer Internship/PGDM 2013-2015/EBS

Certificate from Bisleri International Pvt. Ltd


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DECLARATION

I hereby declare that the Summer Training Project entitled "Factors affecting the

buying behavior of retailor for packaged drinking water" submitted by me to

Bisleri InternationalPvt Ltd., for Post Graduate Diploma in Management 2013-2015 is

absolutely general and consist of original work.


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Acknowledgement

I would like to express my sincere gratitude to Bisleri International Pvt. Ltd for providing me

an Opportunity for this learning experience. I would like to express my deep gratitude to Mr.

MayankGarg Asst. Business Development Managerwho has been a great support and a

source of inspiration throughout my internship period. Without his guidance and continuous

support the project could not have been completed successfully.

This project would have been impossible without the support and co-operation of theMs.

AvantikaDwivedi Executive HRBisleri International Pvt. Ltd&Mr.GedionKamai

Placement head Era Business School. I am grateful to them for not only guiding me

through this project on a day to day basis, but also providing me unflinching support and

endless resources while I tried to get a foothold in my corporate experience.

It is indeed a moment of immense gratification for me to express my deepest gratitude to Dr.

SanjeevMarwah, Director Era Business School. Prof.Hemant Jain, Lecturer Era Business

School for providing me with an opportunity to carry out this project study and help me

create this report on Factors affecting the buying behavior of retailor for

packaged drinking water

I would also like to acknowledge the support of EBS for providing the valuable resources and

my professors who have taught me.

Last but not the least; I would like to thanks my batch mates for providing a helping hand as

Ill as continuous encouragement and motivation throughout the project.


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PREFACE

Mineral Water under the name 'BISLERI' was first introduced in Mumbai in glass bottles in

two varieties - BUBBLY & STILL in 1965 by BISLERI Ltd., a company of Italian origin.

This company was started by Signor Felicia Bisleri who first brought the idea of selling

bottled water in India.

Parle bought over Bisleri (India) Ltd. In 1969 & started bottling Mineral water in glass bottles

under the brand name 'Bisleri'. Later Parle switched over to PVC non-returnable bottles &

finally advanced to PET containers.

Since 1995 Mr. Ramesh J. Chauhan has started expanding Bisleri operations substantially and

the turnover has multiplied more than 20 times over a period of 10 years and the average

growth rate has been around 40% over this period.

BISLERI command a 60% market share of the organized market. Overwhelming popularity

of 'BISLERI' has made it synonymous to Mineral water & a household name.

Bisleri has developed 8 unique pack sizes to suit the need of every individual and they are

present in - 250ml cups, 250ml bottles, 500ml, 1L, 1.5L, and 2L which are the non-returnable

packs & 5L, 20L which are the returnable packs.

This project is based upon the agenda to analyze the market share of Bisleri bottles in

particular markets of Delhi. The core aspect of the report will hover around the effect of price

increase of Bisleri 1lit bottle in the market. Things are also discussed related to the

Distribution system and problems occurring through it in the sales of Bisleri bottles.

What are those problems and what has been the effect of price increase of Bisleri 1ltr bottle

have been discussed in this report later. The project was carried out entirely in Delhi region.

This project is exploratory in nature.


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Retailers of Mineral Water had been inquired and firsthand information is used to form this

report. It was tried at the level best to cater each and every single outlet of at least every

major market so that an authentic and productive result can be fetched out. Rather than asking

any set pattern of questions, retailers had been asked with distinctively different questions as

per there mood and convenience with the aim to fetch more and more information.

At the end of this report few observations are been quoted which Ire felt essential during the

whole procedure. I hope this report will add little knowledge to whosoever read it.

Table of Content

Contents

Acknowledgement.......................................................................................................................................... 4

Chapter 1 ......................................................................................................................................................... 8

Chapter 2 ......................................................................................................................................................... 9

FUTURE PLANS ................................................................................................................................................. 10

Promoters ........................................................................................................................................................ 11

Vision: .............................................................................................................................................................. 12

Mission: ........................................................... ................................................................. ................................ 12

Value: ............................................................................................................................................................... 12

Product line: .................................................................................................................................................. 13

Industry Analysis ........................................................................................................................................... 16

Potters Five Forces Model ................................................................................................................................ 16

SWOT Analysis ............................................................................................................................................... 18

Strength ........................................................................................................................................................... 18

Weakness ......................................................................................................................................................... 19

Opportunities ................................................................................................................................................... 19

Threats ............................................................................................................................................................. 20

HUMAN RESOURCES POLICIES ....................................................................................................................... 21

Chapter 4 ....................................................................................................................................................... 22


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Chapter 5 ....................................................................................................................................................... 23

Chapter 6 ....................................................................................................................................................... 28


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Chapter 1

Executive Summary

Water is the most important liquid in the world. Without water, there would be no life, at

least not the way I know it. In today's living condition, the need for Pure Drinking Water is

becoming the issue for the common man.

There are rapid changes that are taking place in pollution is on an increase. The main source

of drinking water is river and downstream which have also not been able to escape the

pollution.When a consumer became aware of the problems caused by water pollution the market saw

an advent of ceramic water filters, which filters the dust and suspended particles but

dissolved impurities and microbiological impurities are not cleared out. The mineral balance

is also not maintained.

A brand that pioneered the concept of mineral water, bottled with its distinct green label,

Bisleri, today, is a household name. PoIred by 17 owned plants, 33 co-packers, 11 franchisees

and a wide distribution and retail network pan India, Bisleri is at the center of the Aqua Green

Revolution.

Bisleri has 36% market share in packaged drinking water in India.

It is available in 9 pack sizes: 250ml cups, 250ml bottles, 500ml, 1 liter(MRP 15),1litre(MRP

20), 1.5 liter, 2 liter, 5 liter, and 20 liter. Its operations run throughout the subcontinent of

India and are one of the leading bottled water supplying companies in India.


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Pvt. Ltd is 40 years old. It has presently 8 own manufacturing units, 11 franchisee and 32

contract packing facilities across India. I will be expanding the business to reach far &

wide.Our plants are now equipped with sophisticated machinery & state of the art

technology.

Vision:Bisleri began the Aqua Green Revolution with an ambitious dream in mind; that of an India

in which every person, irrespective of geographical barriers or economic limitations, has

uninterrupted access to scientifically purified and fortified drinking water.

Mission:Bisleri continues to innovate constantly, urged by the goals of the Aqua Green Revolution to

provide every Indian easy access to purified drinking water and to support initiatives that

rejuvenate the Earths natural sources of pristine drinking water.

Value:Here are the set of values that form the core of who I are:

What makes us the largest brand of mineral water in India is the QUALITYI have to offer. Iwant every person to have access to clean and affordable drinking water. And what drives us

towards this goal is our PASSION to constantly move from Consumer Satisfaction

toConsumer Delight.

I believe that a good LEADERcontrols the overall growth of a team. From treating all team

members with dignity, recognizing their strengths to constantly keeping them motivated. To

come up with the best work, CO-OPERATION, effective communication within all team

members and TRANSPARENCY in every action is required. Any success without

INTEGRITYis as good as failure.

Organization Structure

Chairmen

General Manager

Manager

Assistant Business Development Manager (Zone)

Senior Sales Manager


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ASM under the Senior Sales Manager

ASM has zones divided such as north, east, Ist, south and central

Sales Executive for ASM in all the 5 zones

Corporate Sales person for all the 5 zones

Their truck drivers are their salesmen

Product line:

Size of thebottle

Target consumer

250 ml
http://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.html


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500 mlTeenagers,college,students androadsideconsumers. Also

aimed to supply to the Indian Railways.

1 litre General consumers and travellers.

1.5litreConsumers demanding a little more water at just a little

more price.

2 litre Small offices, shopkeepers, households
http://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.html


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5 litre Households, institutes, offices, retail shops,showrooms

20n litre Households, institutes, offices, schools and colleges
http://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.htmlhttp://www.bisleri.com/product_range_mineral_water.html


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Industry AnalysisPotters Five Forces Model

Substitutes

New Entrant

Bargain PoIr of Supplier

Bargain PoIr of Customer

Industry Rivals

Industry Rivals

Rivals divided into organized and unorganized

Organized

Cokes Kinley, PepsiCos Aquafina, Mohan Meakins, SKN BreIries and Parle

AgrosBailley.

Unorganized

Local water brands such as H2GO, Blue Label, KIncher, Yes, etc.


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New Entrants

HUL water purifierPureit

Various new local brands(unorganized players)

Shaw Wallace is also in a process to enter the bottled market in the premium

segment.

Substitutes

Soft drinks

Water purifiers

Tap water

Coconut water Vending Machine water

The most economical drink -nimbupani

Bargain PoIr of Supplier

When the companys suppliers are able to:

raise price and reduce quantity

Then the supplier poIrwould be high

Packaging (PET bottles)

Labeling material

Bargain PoIr of Customer

Buyers demand

1. Better quality or service

2. Set competitors against each other

At the expense of sellers profitability

Reason:

1.

Industry where many brands fighting for existence and their share

Large number of choices available to retailer

Low switching cost for retailer

Prices of other products are more of less the same

1. Brand Loyalty of customer is very low


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SWOT AnalysisAnalysis of the company on the following parameters :

Strength

Weakness

Opportunities

Threats

Strength

Market leader-the biggest strength of Bisleri lies in it being a market leader is thebottled water industry.

Brand-Bisleri has a very good brand image to the extent that its name is synonymous

to mineral water

Customer Loyalty-Bisleris customers are hard core brand loyal and this it enjoys

good consumer loyalty.

Number Of Variants- Bisleri is available in a large number of variants which makes it

consumer friendly as per their requirement.


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Weakness Dissatisfied distributors & retailers-Bisleri does not give good profit margin and

incentives to its distributors and retailers because of which they are not motivated to

increase its sales volume

Capacity-Bisleri is not able to meet the market requirements because its production

capacity is not increasing due to which even the distributors do not receive the

requirement quantity on time.

Advertisement-Bisleri does not focus much on advertisement and media which is very

important for a brand to sustain it in the market.

Price-Bisleri is considered to be very high priced especially its 20Ltrs jar at Rs 75

with security Rs 150 in price sensitive market.

Awareness-The customer are not aware of the 7 stage purifying process of Bisleri and

the added minerals which are available.

o For example: - local sellers fill the bottle of BISLERI with impure water and

the bottles arepurchased by illiterate customers as BISLERI water but they

buy water of low quality. In thisway brand of BISLERI gets affected.

Opportunities Scarcity-The metropolitans and big cities have a scarcity of pure drinking water

which Bisleri can cater.

Marketing Strategy-Bisleri can focus on better marketing strategies to regain its

lost market share and also tap new markets.

New Corporates and MNCs Bisleri should focus more on the corporates and

mncs who deal in bulk to increase its market share.

Export-Bisleri can exploit the market abroad with its Himalayan and Vedica water

meant especially to export.


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Prospective- The bottled water industry in India is estimated at about Rs 1,000

crore and is growing at 40 per cent. "By 2010, it will reach Rs 4,000 - 5,000 crore

with 33 per cent market for natural mineral water.

Increase in production: BISLERI is eyeing the Market and is in the process of

increasing the production by setting 4new plants adding to its 23plants. This will

increase the production capacity of the company.

Threats Increasing competition-The competition is increasing as the market share of Kinley

and Aquafina is rising.

Competition from local brands as selling Rs. 10 per bottle and providing larger

margin to the retailers and distributors.

Price sensitive customer-People focus more on low price.

Increasing Duplicity-The duplicity in the market is raising inspite of steps taken by

the management.

Unorganized sector-The local brands in the unorganized market are of very low price

and people are ready to take them which are eating away the market.


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HUMAN RESOURCES POLICIES

Human Resource Policies of the company are based upon the belief that the success of the

company is primarily dependent on its people and that the development of the greatest

potential of each employee is good both for the employee and the business and ultimately

leads to the growth of the Organization.

In view of this basic premise, a comprehensive set of policies is laid down in the subsequent

pages of this manual. In its design and implementation, these policies will aim at attracting

retaining and motivating personnel to achieve higher goals and attain greater opportunities for

advancement in their business career.

The guiding principles of these policies are:

1) To be pro-active, fair, competitive and a leader in business

2) To encourage and facilitate employees potential with regard to the Organizational goals.

3) To enhance and develop potential employees career growth.

4) To offer compensation commensurate with responsibilities, performance.

5) Achievement as I believe in BEST REWARDS FOR BEST PERFORMANCE.


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Chapter 4About the project

The two month internship project with Bisleri Corporation gave me a platform to research

and analysis of the marketing strategies and business growth of the company in the field of

bottled mineral water of one of the prominent brands in Indian market.

This study of the marketing strategy was held in 3 stages as follows

1. Understanding the marketing strategies of the Bisleri,

2. Collecting data by directly contacting the retailors in the market that included majorly

field work, and

3. Analyzing facts gathered in the second stage

In the first stage of the study I attempt to deeply understand the marketing strategies that are

folloId in Bisleri where I noticed that people out there are very self-motivated and aggressive

as far as the product is concerned, since they are dealing with the legacy of a renowned brand

therefore they are strict with the core values of the organization. Their marketing strategies

include health as the USP since Bisleri is known for their healthy mineral components.

In the second stage of the study I visited the retailors those who sales Bisleri in the central

part of the Delhi region. I collected data on the basis of the questionnaire that I prepared from

these vendors and for our understanding I tried to communicate with almost all of them about

the facts as to what is the brand image in the market and what they have to say about the

business relations with Bisleri.

The final stage was where I analyzed the so collected data and made our research fruitful in

terms of suggestions and recommendations as to improve the brand worth of the Bisleri in the

market as per our understanding. The recommendations included the betterment of the

distribution channel, margins to the retailers and packaging.


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Chapter 5

Literature Review

1. Bisleri continues to lead in the packaged water industry.

Source: The Hindu, Dated: 17 Feb.2003

Bisleri continues to lead in the Rs 700-1,000 crore organized, packaged water market with an

estimated 40 per cent market share, folloId by Kinley at 28 per cent and Aquafina with an 11

per cent share. In terms of volumes, the North and Ist remain Bisleris biggest performing

markets, despite the brands sustained national-level presence. MR RAMESH CHAUHAN

is the vintage boss of the 250 crorePARLE BISLERI LIMITED. The brand has some 18

manufacturing locations spread across the country. The mainstream competition is in the

form of coca-cola Indias Kinley, Aquafina from Pepsi foods and nestle Indias pure.

2. Bisleri v/s Coca Cola over Maaza.

Source: Journal of Intellectual Property Rights, Dated: 1Oct.2009

The interesting case on the allegedly unauthorized use of the MAAZA Trademark closely

contested betIen Coca Cola and Bisleri International. To briefly recount the facts for our neIr

readers, in this case, Bisleri Sales Ltd. previously Golden Agro Products, was the registered

proprietor of the TM Maaza as Ill as the owner of the secret base etc. used to manufacture the

product. The company then amalgamated with Bisleri International. As far back as 1993,

Coca Cola and Bisleri Intl. entered into an agreement to "irrevocably" transfer all the rights as

to technical knowhow and a general as Ill as specific assignment as to goodwill, etc. The

agreement also, importantly, contained a negative covenant that alloId Coca Cola to use the

MAAZA trademark in India, but nowhere else. Thus, when Coca Cola company confronted

Bisleri with information received as to the sale of beverages under the MAAZA mark in


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Turkey, they Ire ansIred with a legal notice stating that not only Ire they alloId to sell in

Turkey without infringing the mark, and that they planned to sell in India as Ill.

3. Pesticide found in raw water sample collected from Bisleri Plant

(ShivajiMarg).

Source: Centre for Science & Environment (CSE), Dated: 20Dec.2006

Heptachlor, one of the pesticides, was detected in one raw water sample collected from

Bisleri Plant (ShivajiMarg); its concentration level was 0.0005 mg/l. The Bureau of Indian

Standards has provided standards for different physical and chemical parameters for drinking

water in IS 10500:1991, packaged drinking water(other than natural mineral water) in IS

14543:1998, and for natural mineral water in IS13428:1998. According to these standards for

packaged drinking water and packagednatural mineral water specification, individual

pesticide residues are covered under the relevant rule of the Prevention of Food Adulteration

Act, 1954, according to which itshould be below detectable limits when tested in accordance

with the relevant methods.

Why I are getting pesticides in bottled water?

Pesticide residues Ire detected in raw water samples (underground samples),

which is the source of water for the various manufacturers.

Treatment technology given to the raw water is not sufficient for the removal of

pesticides.

The entire portion of water is not subjected to reverse osmosis; a portion of water

is subjected to reverse osmosis and mixed with pretreated water to maintain the

mineral content as per IS specifications.

Also, many consumers found bacteria and algae in the 20 liter jar of Bisleri. One had also

complained of having cockroach in a Bisleri water bottle.


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Himalayan is bottled at source and this lends thebrand its strong intrinsic heritage. Himalayan

is internationally accredited by the US FDA, the European Union, the health ministries of

Japan and France, and Institute de Fresenius Germany. An IS / ISO 9001-2000 certified

company with an HACCP compliant bottling plant, Himalayan is the only internationally

accepted natural mineral water from India.

6. Bisleri to expand its product offering.

Source: Pitch Magazine, August Edition, 2009

Bisleri which is the leader in the packaged drinking water bottle industry has increased its

product offering by introducing its soda in the market. The move is set to further strengthen

its market position and give impetus to its growth.


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Chapter 6

RESEARCH METHODOLOGY

A Research methodology defines the purpose of the research, how it proceeds, how to

measure progress and what constitute success with respect to the objectives determined for

carrying out the research study.

The appropriate research design formulated is detailed below.

EXPLORATORY RESEARCH: This kind of research has the primary objective of

development of insights into the problem. It studies the main area where the problem lies and

also tries to evaluate some appropriate course of action.

The research methodology for the present study has been adopted to reflect these realities and

help reach the logical conclusion in an objective and scientific manner. The present study

contemplated an exploratory research.

NATURE OF DATA:

PRIMARY DATA: Data which is collected through direct interviews and by raising

questionnaires to retailers.

SECONDARY DATA: Secondary data is already available and published. Various internet

sits, newspaper, magazines Ire searched in order to find information useful for completion of

this project.

SAMPLING DESIGN:

Simple Random Sampling to select the sample.

SOURCES OF DATA:

1. Primary Data which included the input received directlyfrom the Retailers through

interview

2. Secondary data from the industry manual, policy manual, books and Internet etc.

It could be internal and external source of data.


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Internal source: Which originates from the specific field or area where research is carried

out e.g. publish broachers, official reports etc.

External source: This originates outside the field of study like books, periodical, journals,

newspapers and internet.

DATA COLLECTION:

PRIMARY DATA: It has been obtained by conducting a survey in the following areas:

Dwarka

Tilaknagar

Karol Bagh

Kirti Nagar

Cannaught Place

ITO

KG Magh

BarakhambaMagh

Central Sectariat

METHOD: Interview method used with the retailers and asking about the bottled drinking

water they Ire selling and convincing them to keep Bisleri.


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Market Research Design

Exploratory Market Research

The exploratory approach attempts to discover general information about a topic that is not

well understood by the marketer. For instance, a marketer has heard news reports about a new

Internet technology that is helping competitors but the marketer is not familiar with the

technology and needs to do research to learn more. When gaining insight (i.e., discovery) on

an issue is the primary goal, exploratory research is used.

The basic difference between exploratory and descriptive research is the research design.

Exploratory research follows a format that is less structured and more flexible than

descriptive research. This approach works well when the marketer doesnt have an

understanding of the topic or the topic is new and it is hard to pinpoint the research direction.

The downside, however, is that results may not be as useful in aiding a marketing decision.

So why use this method? In addition to offering the marketer basic information on a topic,

exploratory research may also provide direction for a more formal research effort. For

instance, exploratory research may indicate who the key decision makers are in a particular

market thus enabling a more structured descriptive study targeted to this group.

We did exploratory research at the initial phase of our research because at this stage the

problem was not well define for that we analysis the secondary data and through that we

could find the problem of our research.


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Descriptive research

Next after problem definition we did the descriptive research. This research is the most

commonly used and the basic reason for carrying out descriptive research is to identify the

cause of something that is happening. For instance, this research could be used in order to

find out what age group is buying a particular brand of beer, whether acompanys market

share differs between geographical regions or to discover how many competitors a company

has in their marketplace. However, if the research is to return useful results, whoever is

conducting the research must comply with strict research requirements in order to obtain themost accurate figures/results possible.


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\


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2:Customer purchase brand

Analysis

As we are aware Bisleri has very good brand image though some big player of FMCG

giving a tough competition.

Retailers has start purchasing other brands also as per their conviniences like Margin,

Personal relationship with vendors or distributors..

Here we can see in graph that Kinley and Aqauafina giving a tough competition to

Bisleri in NCR region. Some local brand (niche marketers) who dont have goodbrand image also trying to

skim the market share and doing well in some of the region

A B C D

Series1 27.67 25.33 24.67 22.00

27.6725.33 24.67

22.00

0.00

5.00

10.00

15.00

20.00

25.00

30.00

PercentageOfBrandPurchase

Brand Purchase

A=Bisleri

B= Aquafina

C=Kinley

D=Others


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3: Which SKU sell more?

Analysis

As I mentioned above Bisleri has total 9 SKU (Stock Keeping Unit).

Every retailers sell llt and then 500ml bottle so this sale has very high sell.

0% 20% 40% 60% 80% 100%

250ml

500ml

1lt

1.5lt

2lt

5lt

5%

15%

100%

7%

10%

5%

SKU Sell


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4: H ow many % retail ers make any extra eff orts to sell packaged drinki ng water?

Yes No

45% 55%

Retailers Make extra efforts to sell


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6: Retailers prefer more for purchasing packaged drinki ng water

40%

14%17%

20%

7%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

Margin Services Demand Brand Image Others

Retailers Preferences


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7: Which Company gives you more margins?

20%

23%

29%

28%

0% 5% 10% 15% 20% 25% 30% 35%

Bisleri

Aquafina

Kinley

Others

Margin


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9: Customer asked for packaged drinking water by

Analysis

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

cold water

Brand name

Price

Availability

11%

39%

28%

22%

Customer Demand for Water


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10.For which brand customer generally ask for?

80%

10% 10%

0%0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

Bisleri Aquafina Kinley Others

Customer Preferences


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Chapter-8

Limitations

The sample size and the data collected were according to the convenience of reaching

them.

The respondent might have not given the right answers and given accordingly to their

choices.

Retailers were not giving the answers easily.

Sometimes retailers thought that I was a sales officer and started complaining aboutsomething

Retailers were also doing many cross questions

Learning

I understood how to do cold callings.

The way of interacting with retailers.

Corporate ethics/discipline.

How to prepare market research project.

Distribution network of Bisleri.

Various distribution methods to meet the customer demand.

Purification of mineral water.

Market share of packaged drinking water in India and others players in this field

Findings

Huge demand for the 1Ltr and 500 ml bottle but the lack of supply on time destroyed

many customers of the company.

There is a large extent to which duplicity of 20Ltrs jar of Bisleri is prevalent in the

market.


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Annexure

Questionnaire

1.Name of shop:

2.Type of shopA) Eatery B) Confectionary C) Grocery D) Others

3.

Which brand do you purchase more?

A) Bisleri B) Aquafina C) Kinley D) Other

4. Which SKU do you sell more?

A) 250ml B) 500ml C) 1lt D)1.5lt E)2lt F) 5lt G) Other

5.

Averge monthly consumption of?

A) Bisleri

B)

Aquafina

C) Kinley

D) Others

6. Do you make any extra efforts to sell unbranded packaged drinking

water?

A)

Yes B) No

7.

If yes, Then What kind of efforts?

8.

You get the packaged drinking water of Bisleri from the

A) Wholesaler B) Distributors C) Direct from the company D) Others

9. What do you prefer while purchasing a packaged drinking water brand?


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A) Margin B) Service C) Demand D) Brand Name

E) Relationship with distributor

10.

Which company give you more margin?

A)

Bisleri B) Aquafina C) Kinley D) Others

11.What kind of your service you get from the company Bisleri?

A) On time delivery B) Regular Visit of Sales Officer C) Credit Period D)All

12.Customer asked for packaged drinking water by

A)

Cold Water B) Brand Name C) Price D) Availability

13.For which Brand customer generally ask?

A) Bisleri B) Aquafina C) Kinley D) Others

14.

Service performance of the company is?

A)

Very Good B) Good C) Neutral D) Bad E) Very Bad

15.

Rank the following brandsA) Bisleri _________

B) Aquafina _________

C) Kinley _________

D) Bailey _________

Address:

Name:

Date:

Signature