Determining the Correlation between Air Conditioner Distributors and Dealers in Kannur District, India

This paper tried to determine the factors influencing the Relationship of dealers with one specific distributor, which can be conducted on other distributors also to get overall aspects on the relationship. The study is carried out by conducting a survey and the data collected from 30 dealers out of 124 in Kannur district, Kerala, India. The survey is conducted by direct interview of 500 customers. In this project, authors are considering various factors that are the functions of the services made by the distributors to the dealers. The dealer relationship is the parameter which changes based on the factors that have the direct dependency on the distributors. Consumers’ attributes on dealer’s trading actions will definitely influence their visions on the commodity which the retailer distributes through different services. To capture the market, the distributor must go toward direct selling, online dealership, and better consumer sales promotional efforts that are tailored to the market's needs. The project helps the Distributors to study the market and supply chain both from Dealer’s and Customer’s point of view and there by obtaining vital factors for redesigning the Structure and the policies of the supply chain.