Project Of Shoes.docx

CHAPTER-1 INTRODUCTION 1.1 INTRODUCTION

The shoes sector is a very significant segment of the leather industry in India. Leather is the engine of growth for the entire India leather industry. India is the second largest global producer of shoes after china. Accounting for 13%of global shoes production of 16 billion pairs. India produces 2068 million pairs of different categories of shoes. Leather shoes 909million pairs, and Non leather shoes uppers-100 million pairs and Non leather shoes 1056 million pairs. India export about 115 million pairs. Thus nearly 95% of its. Production goes to meet its own domestics demand. The major production centers in India are Chennai, Ranipet, Ambur in Tamilnadu, Mumbai in Maharashtra, Jalandhor inPunjab,Agra,delhi,Karnal,Sonepet,Faridabad,Pune,Kolkkatha,Calicut and Eranakulam. 1.2 OBJECTIVES OF THE STUDY 1. To study the different branded shoes used by the people. 2. To Present history and growth of branded shoes and their using. 3. To study the buying behavior of branded shoes user. 4. To study about the satisfaction level of quality, rate, rank, life of branded shoes. 5. To give suitable suggestion if any.

1

1.3 METHODOLOGY PRIMARY DATA Primary data is a data was collected by survey conduct using a structural questions in “Adimali”. SECONDARY DATA The secondary data was collected from journals companies and from consumers related to branded sports shoes. 1.4SCOPE OF THE STUDY The study cover only the Consumers brand preference towards sports shoes among the people of “Adimali” town. Customer satisfaction is an important factor that leads to sales effectiveness of any branded shoes. It is important, will help the branded shoes in increasing its future sales, profit and market demand “customer satisfaction, a business term is a measure of how product and services supplied by a company to meet or surpass customer expectations”. This study expected to give the branded shoes a clear understanding about the customer feedback as well as the satisfaction level and also the customer’s expectation about the branded shoes. With the help of this study report the branded shoes will come to known the customer feedback and make improvement in the required area. 1.5STATEMENT OF THE STUDY The various kinds of merchandising activities. Market share of different sports shoes and various sales promotion schemes are followed in the sports shoes industry. The three major global players Reebok, Nike, and adidas dominate the sports shoes industry in India The purpose of the study is to find out the consumer preference for branded sports shoes.

2

1.6 LIMITATION OF THE STUDY    

The time limit allowed for conducting the study is very short limited. Some of the users not interested to give the truthful information. Lack of availability of primary data. The respondents have responded to be question air with a limited time

1.7 SAMPLE SIZE AND SAMPLE METHOD A sample of 30 respondents from are taken of the survey based on random sampling method to get the true representation of the users of the branded sports shoes.

3

CHAPTER- 2 2.1BRANDED SHOES-AN OVER VIEW

ADIDAS Adolf Dassler was inspired by a single idea when he made his first shoes in 1920, at the age of just 20. His vision was to provide every athlete with the best footwear for his respective discipline. It was this principle that guided him right up until his death in 1978. His first shoe, made from the few materials available in the difficult post-war period, was produced from canvas. A passionate athlete himself, from the very beginning Adi Dassler was in close contact with sports participants and was always present in person at important sports events. Adi Dassler focused his work on the classic disciplines of track and field. Athletes wore special shoes from his workshop for the first time at the 1928 Olympic Games in Amsterdam.In the mid 1930 Adi Dassler was already making 30 different shoes for eleven sports, and he had a workforce of almost 100 employees. In less than two decades adidas advanced to become the world’s leading sports shoe manufacturer.After the turmoil of the Second World War,Adi Dassler made a fresh start.In 1947, with 47 workers, he began putting into practice the knowledge gained from the pre-war period and also new ideas. Adi Dassler made the first post-war sports shoes using canvas and rubber from American fuel tanks. In 1948 he introduced adidas as the company name, a combination of his own first and last name. The breakthrough came for Adi Dassler when Germany won the Soccer World Cup in 1954. In the legendary Final against Hungary, the German team wore boots with screw-in studs – by adidas. Adi Dassler died in 1978, at the age of 78. Carrying on his heritage and his ideas, his name and his developments continued to help athletes in their efforts to push the limits of performance, on into the new millennium.

4

Following the death of the company founder, Adi Dassler’s widow Kathe and his son Horst took charge of running the company. Horst Dassler perfected the opportunities offered by sports promotion. Under his guidance, adidas became a global leader in the sector of innovations in sports marketing. He was also responsible for establishing the brand in France. Horst Dassler died unexpectedly in 1987, at the early age of 51. In 1989, adidas was transformed into a corporation. At the beginning of the 1990s, after a difficult transition period, adidas returned to its roots and its original objective. With street ball in 1992, adidas started specifically addressing a younger target group. In 1993, Robert Louis-Dreyfus took over the management of the company. The Frenchman initiated the comeback of the Three Stripes. In 1995, the adidas share was one of the most interesting new introductions on the stock market. In 1997, adidas AG and the Salomon group combined to form adidas-Salomon AG. Since 2001, Herbert Hainer has been leading the Group. ADIDAS IN INDIA Adidas entered the Indian market in 1996 by setting up a 100% subsidiary of Adidas AG called Adidas India Ltd. and announced its joint venture with Magnum International Trading Company Ltd. on October 1,1996. The new joint venture – Adidas India Ltd. – was incorporated with an initial investment of US $ 205 million with Adidas India Ltd. holding 80% of the equity and Magnum holding the balance 20%. This investment was raised to US $ 6.4 million with the equity structure remaining the same. Currently the total investment stands at US $ 11.4 Million with the equity structure changing to 91.4% by Adidas and 8.6% by magnum.

ADIDAS’ RANGE OF PRODUCTS IN INDIA:

5

A month after announcing the joint venture, Adidas India Ltd. launched its range of sports footwear apparel and accessories in New Delhi on November 1, 1996.Subsequently, Adidas products were also launched in Mumbai, Bangalore Chennai, Hyderabad and Calcutta. Currently, Adidas products are available in 30 cities in India.Range of Adidas products available in India include sports footwear featuring some of the most popular innovations and technologies developed by Adidas such as Feet You Wear, Torsion system and adi wear. The sports footwear available in India includes a wide range of core categories such as adventure, basketball cricket, golf, indoor, running, tennis, training, soccer and workout. Adidas has introduced in India, a wide range of sportswear for both men and women. These include apparel for athletics, basketball, cricket, golf, running, soccer, swimming, tennis and training for Men and women BRAND VALUE AND STRATEGY OF ADIDAS:

Brand value and strategy of Adidas Ag, a leading producer of sports apparel. In 2006, Adidas owned another big brand Reebok for more than3.5 million dollars. The brand value of Adidas Ag, the leading leisure wear, sports footwear and equipment producer across the globe is currently almost 2748 million dollars. The company's brand name is Adidas and it is displayed with a trefoil logo. This logo, a very popular one, is a signature of Adidas' brand. It had been launched in 1972.The new Adidas logo, three stripes running across its several products, was introduced in 1991. In2006, Adidas acquired the Reebok brand for 3.8 million dollars.

6

REEBOK Reebok's origins go back to 1895 when Joseph William Foster made running shoes with spikes in them. He formed a company called J.W. Foster and Sons which made shoes for top runners. The family-owned business made the shoes for athletes in the 1924 Summer Olympics. In 1958, two of the founder's grandsons started a companion company that came to be known as Reebok, named for an African gazelle. In 1979, Paul Fireman, a partner in an outdoor sporting goods distributorship, spotted Reebok shoes at an international trade show. He negotiated for the North American distribution license and introduced three running shoes in the U.S. that year. At $60, they were the most expensive running shoes in the market. By 1981, Reebok's sales exceeded $1.5 million, but a dramatic move was planned for the next year. In 1982, Reebok introduced the first athletic shoe designed especially for women; a shoe for a hot new fitness exercise called aerobic dance. The shoe was called the Freestyle, and with it Reebok anticipated and encouraged three major trends that transformed the athletic footwear industry: the aerobic exercise movement, the influx of women into sports and exercise and the acceptance of well-designed athletic footwear by adults for street and casual wear. Reebok went public in 1985.Reebok acquired the Hockey Company, a maker of hockey equipment and clothing, in 2004.

7

PUMA • 1936 competing at the Berlin Olympic Games, American hero Jesse Owens wins four Gold medals wearing Dassler shoes. During the Games, almost every member of the German Football team wears Dassler shoes. In total, seven Gold and five Bronze medals as well as two world and three Olympic records are won and set byathletes wearing Dassler shoes. • 1948PUMA Schuhfabrik Rudolf Dassler is founded. • Introduction of the PUMA ATOM, Puma’s first football shoe. • 1949 Rudolf Dassler starts developing and producing football boots with screw-in students. •1950 On-going development of the football boot with screw-in studs in cooperation with football experts such as Sepp Herberger (German national coach). •In the first post-war football match, several members of the West German national football team wear PUMA boots, including the scorer of West Germany’s first postwar goal, Herbert Burden ski • 2000Model Christy Turlington and PUMA jointly launch the Nuala yoga-inspired collection • PUMA launches its first online store on.2006 PUMA launches Phase IV of its longterm oriented business plan. In Phase IV, Company Expansion, PUMA has the longterm mission of becoming the most desirable Sport lifestyle company.

8

• 2008 As leading supplier of the 2008 Africa Cup, PUMA outfits nine of the 16 teams. • PUMA and the Ghana Football Association (GFA) announce a multi-year extension of their successful partnership through the 2014 FIFA World Cup. • The Egyptian Football National Team wins the Africa Cup. For the 6th time, a PUMA Team wins the title. • PUMA and the Federation Ivoirienne de Football (FIF) continue the successful partnership through the 2014 FIFA World Cup. • PUMA extends the contract with the Swedish Athletic Association until the end of 2012. • PUMA appoints Hussein Chalayan, global designer, artist and film maker, as the Creative Director for PUMA, responsible for designing, creating and developing the sport fashion collections of the brand. PUMA also acquired a majority stake in Chalayan´s business and brand Hussein Chalayan. PUMA BRAND HISTORY

The history of Puma is a journey through some of the world’s greatest sports achievements of the last fifty years or so. Not only that, but trainers with the sign of the leaping cat with the Puma Form Stripe log have been on the feet of most of the cutting-edge youth movements of each generation during that same time.The story of Puma and its founder, Rudolph (Rudi) Dassler, began in Germany in 1948 but, as has been discussed previously, the roots of the company go right back to the 1920s and are inextricably linked with those of adidas, founded by Rudolph’s 9

brother Adolph (Adi). However there more to Puma than a tale of sibling rivalry. Interestingly, Puma is more ready than adidas to shed light on the split of the Dassler brothers, but this will be looked at later.

Above one of the Dasseler Brothers Puma founder Rudolph Dasseler. Back in 1924, in more harmonious times, Rudi and Adi Dassler, the sons of a cobbler, formed the company Gebruder Dassler OHG (Dassler Brothers Ltd) after a period of collaboration on sports shoes development in their hometown of Herzogenaurach, near Nuremberg. You cannot play sports wearing shoes that you would walk around with were the words of Pumas founder, and it was this sentiment that became the driving force behind the sports shoe improvements that the Dassler brothers introduced.After initial success and further substantial growth, trouble broke out between the brothers and they decided to split in 1948, with Rudolph establishing Rudolph Dassler. It is said that at first Rudolph wanted to call his brand Ruda, but decided to go with the idea of leaping cat instead, and so Puma was born. In 1051, he registered the first version of the Puma logo, which has undergone considerable alterations and updating over the years before settling on the incarnation that we are all so familiar with today. ABOVE THE ORIGINAL PUMA LOGO, COMPLETE WITH THE LEAPING CAT A few years later, in 1958, Puma introduced the now familiar Form Strip, the logo we see on the side of all Puma shoes to this day. This addition, however, was not simply an aesthetic design feature; its intention was to provide the shoes with extra strength and durability.

10

ABOVE BOTTOM TOP FIT, WITH TO DAYS FORM STRIPE AND LOGO The company went from strength to strength, with Puma-clad runners winning gold medals at various Olympic Games and other international sporting events. Puma can also lay claim to being the first brand to utilize Velcro straps in 1968, and it was at this time that Puma and adidas were both making inroads into the American market. These German brands went on to dominate the 1970s and their shoes from this era, such as the Clyde and State/suede, still sell in huge volumes. It is during these years that Puma achieved the type of cultural following that any manufacturer would die for. Puma was particularly favored by the brash, new Hip-Hop tribe in the late 1970s/early 1980s. In 1986 Puma change fundamentally, going from a family business to being list on the German stock exchange, and this corresponded with a general slump in sales for the old-skool brands such as Puma and adidas during the late 1980s and 1990s as new players Nike and Reebok began to enjoy their moments in the sun. Recently, by combining old designs with new developments, Puma has started to recover market share and is once more becoming one of the major players. BATA SHOES Bata is a family-owned global footwear and fashion accessory manufacturer and retailer with acting headquarters located in Lausanne, Switzerland. Organised into three business units: Bata Europe, based in Italy; Bata Emerging Market based in Singapore, and Bata Protective based in the Netherlands, the organisation has a retail presence in over 70 countries and production facilities in 26 countries. In its history the Bata has sold more than 14 billion pairs of shoes and was awarded the Guinness World Record as the "Largest Shoe Retailer and manufacture. 11

Foundation The T. & A. Bata Shoe Company was founded in 1894 in Zlín then , today the Czech Republic by Tomas Bata (Czech pronunciation:, his brother Anton in and his sister Anna, whose family had been or generations. The company employed 10 full-time employees with a fixed work schedule and a regular weekly wage, a rare find in its time.Today the Bata Shoe Organization is a sprawling geo-centric company encompassing operations in more than 70 countries around the world and is managed by 4 regional commercial business units across five continents. It serves 1 million customers per day, employs more than 50,000 people, operates 5,000 retail outlets, manages a retail presence in over 70 countries and runs 27 production facilities across 20 countries. In Bangladesh, Bata started its operation in 1962. The company is one of the largest tax–paying corporate bodies contributing Tk. 1.2 billion (year 2009) which represents approximately 70% of tax paid by the entire footwear sector of Bangladesh. Currently Bata Shoe Company (Bangladesh) Limited operates two manufacturing facilities – one in Tongi and the other in Dhamrai. With a production capacity of 110,000 pairs of shoes daily, the company also has a modern tannery facility with an output of 5 million square feet of leather annually. Annual shoe sales currently stands at slightly more than 30 million pairs with a turnover for the year 2009 of Tk 5 billion. Bata is playing a pivotal role in developing the leather industry of the country. Bata has a firm commitment to eco-friendly business and a state of the art Effluent Treatment Plant (ETP) has been set up to provide a pollution free environment for both workers and the locality.

12

Another major change in the Bata business policy is the segmentation of retail outlets according to profiles of different market segments and the introduction of novel concepts such as Bata City Stores. These selective outlets, in conjunction with other types of outlets such as Bata Bazar and Bata Family Stores, are adding a new level of consumer satisfaction. The City Stores incorporate spacious floor space allowing a comfortable shopping experience, modern interior décor enriched with novel shelving systems, fittings, fixtures and lighting that can be found in the large retail shops in the Far East and Europe. Bata has a network of 242 retail outlets located strategically in different parts of the country. These retail outlets are an integral part of our brand marketing. This extensive retail network is supplemented by an equally extensive network of depots and dealers. Bata has 13 Wholesale depots covering Bangladesh. Under these depots 390 RWD and 553 DSP stores are operating. Bata Bangladesh has already developed its vision up to 2013 showing significant business growth as well as increased market share. One of the critical areas associated with external shareholders and the community at large is the Corporate Social Responsibility Program of the company. From supporting nationwide sports sponsorships and disabled persons to addressing environmental concerns, scholarship programs, charity contributions etc Bata has always supported individuals and communities in need. Partnerships with other voluntary and charitable organizations is another prominent feature of Bata’s corporate social responsibility. Bata, in partnership with CARE, extends assistance to over two thousand rural women in order to become independent entrepreneurs in the Rajshahi, Comilla and Chittagong division selling shoes from door to door under its Rural Sales Programme. Since its inception, Bata Shoe Company Ltd. has strived towards one goal customer satisfaction. 13

NIKE

Nike is the world's 1 manufacturer and marketer of athletic footwear and apparel. Almost out of the blue, the company established itself as one of the world's most familiar brands during the 1980s and 1990s. As familiar as a Coke bottle or Big Mac, the Nike "swoosh" logo came to symbolize not just sports culture, but street culture, as the appeal of the star players who endorsed the brand was carried onto city streets. The approach of the new century set Nike new problems. Trainers went out of fashion, economic slowdown and labour problems hit Asian performance. But the group has bounced back, retaining its iron grip on the sporting apparel sector and still undisputed leader in sports oriented street wear. HISTORY OF NIKE: NIKE, pronounced NI-KEY, is the winged goddess of victory according to Greek mythology. She sat at the side of Zeus, the ruler of the Olympic pantheon, in Olympus. A mystical presence, symbolizing victorious encounters, NIKE presided over history's earliest battlefields. A Greek would say, "When we go to battle and win, we say it is NIKE." Synonymous with honored conquest, NIKE is the twentieth century footwear that lifts the world's greatest athletes to new levels of mastery and achievement. The NIKE 'swoosh' embodies the spirit of the winged Goddess who inspired the most courageous and chivalrous warriors at the dawn of civilization. (From Nike Consumer Affairs packet, 1996) THE SWOOSH The SWOOSH logo is a graphic design created by Caroline Davidson in 1971. It represents the wing of the Greek Goddess NIKE. Caroline Davidson was a student at Portland State University in advertising. She met Phil Knight while he was 14

teaching Accounting classes and she started doing some freelance work for his company. Phil Knight asked Caroline to design a logo that could be placed on the side of a shoe. She handed him the SWOOSH, he handed her $35.00. In spring of 1972, the first shoe with the NIKE SWOOSH was introduced.....the rest is history! The Nike athletic machine began as a small distributing outfit located in the trunk of Phil Knight's car. From these rather inauspicious beginnings, Knight's brainchild grew to become the shoe and athletic company that would come to define many aspects of popular culture and myriad varieties of 'cool.' Nike emanated from two sources: Bill Bower man’s quest for lighter, more durable racing shoes for his Oregon runners, and Knight's search for a way to make a living without having to give up his love of athletics. Bower man coached track at the University of Oregon where Phil Knight ran in 1959. Bower man’s desire for better quality running shoes clearly influenced Knight in his search for a marketing strategy. Between them, the seed of the most influential sporting company grew. Nothing more became of Knight's project. Cut to 1963. Phil Knight traveled to Japan on a world-tour, filled with the wanderlust of young men seeking a way to delay the inevitable call of professional life. Seemingly on a whim, Knight scheduled an interview with a Japanese running shoe manufacturer, Tiger--a subsidiary of the Netsuke Company. Presenting himself as the representative of an American distributor interested in selling Tiger shoes to American runners, Knight told the businessmen of his interest in their product. Blue Ribbon Sports--the name Knight Thought of moments after being asked who he represented--was born. The Tiger executives liked what they heard and Knight placed his first order for Tigers soon thereafter. By 1964, Knight had sold $8,000 worth of Tigers and placed an order for more. Coach Bower man and Knight worked together, but ended up hiring a full-time salesman, Jeff Johnson. After cresting $1 million in sales and riding the wave of the success, Knight ET. Al. devised the Nike name and trademark Swoosh in 1971. By the late '70s, Blue Ribbon 15

Sports officially became Nike and went from $10 million to $270 million in sales. Katz (1994) describes the success via Nike's placement within the matrix of the fitness revolution: 'the idea of exercise and game-playing ceased to be something the average American did for fun,' instead Americans turned to working out as a cultural signifier of status. Clearly, the circumstances surrounding the shift are not this simple; it is one of the aims of this project to discover other generators of popular attention to health. If Nike didn't start the fitness revolution, Knight says, "We were at least right there. And we sure rode it for one hell of a ride" (Katz, 66). The 80s and 90s would yield greater and greater profits as Nike began to assume the appearance of athletic juggernaut, rather than the underdog of old. "Advertising Age" named Nike the 1996 Marketer of the Year, citing the "ubiquitous swoosh...was more recognized and coveted by consumers than any other sports brand--arguably any brand" (Jensen, 12/96). That same year Nike's revenues were a staggering $6.74 billion. Expecting $8 billion sales in fiscal 1997, Nike has targeted $12 billion in sales by the year 2000. And all from the back of a car. Few can question Nike's financial hegemony. But nearly $7 billion in revenues clearly begs the question, what sells these shoes? It is my assertion that Nike's power to sell comes from deep-rooted yearnings for cultural inclusiveness and individual athletic accomplishment. These seemingly paradoxical desires collide in consumer’s hearts and minds and produce the unyielding zeal for Nike shoes and apparel. Unfortunate effects of this zeal can be found in the rash of Nike apparel killings in 1991 and the profusion of Nike appeals to these disparate Elements of Americans' personalities through an advertising philosophy that is, at once, simple and sublime. In addition, Nike's practices of top level athletes promoting their products appeal to countless ages and creeds as a way to identify with and emulate their athletic heroes. 16

2.2 BENEFITS OF BRANDED SHOES

1. PROTECT FROM FALLING &FLYING OBJECTS. When workers carry heavy materials or work in dynamic environments where many people, machines and vehicles are operating at once, falling and flying objects are common hazards. Protective shoes like steel toe boots can effectively crushing injuries to the feet. 2. PROTECT FROM PUNCTURES. Shoes with heavy duty soles and thick materials surrounding the foot offer the best protection. At construction worksites, for example sharp objects could be in someone’s path. A soft soled shoes might not provide enough protection. 3. PROTECT FROM CUTTING HAZARDS. Machinery that is sharp or contains moving parts can pose cutting hazards. Workers in the logging industry; logging boots which are required by under standard made with cut resistant material will protect those workers use chainsaws. These boots are boots are also waterproof or water repellant and support the ankles. 4. PROTECT FROM ELECTRICAL HAZARDS. Electricity poses a variety of risks in the workplace. Workers could face potential electric socks or accumulate static electricity, which can lead to electric sparkers in certain environments. To reduce the chances of an electrical accidents, Nonconductive footwear can be used. These options reduce the amount of static that accumulates on the body, preventing static electric sparkers. 5. PREVENT SLIPS, TRIPS & FALLS. Proper footwear can also provide additional protection against slips, trips and falls. Shoes with appropriate traction can help prevent falls on the same level in slippery environment. They can also prevent falls from ladders, which are all too common when people don’t wear shoes with proper treads.

17

6. PREVENT FATIGUE Fatigue can be a real problem. Mucsces in the feet as well as the legs, and the situation can be worsened when employees don’t wear appropriate footwear preventing muscele strain will also help protect against musculoskeletal disorders. Such as chronic lower back pain, too. 7. PREVENT BURNS. Burns from fire can happen in the workplace, but so can burns from chemicals and even from common workplace material like cement. Footwear made from durable materials can prevent burns from chemicals splashes, molten metal splashes and other dangerous that could injure the skin on the feet. 8. PROTECT FROM EXTREME WEATHER. People who work outside in the winter are at risk as well as employees who work in wet. Furthermore, the cold can exacerbate some known workplace injurious raynaud’s syndrome is a disease where the fingers can turn white from poor blood flow. 2.3 ADVANTAGES OF USING SHOES     

Strengthen muscles in feet and lower legs. Improves range of mention. Increases sensory reception that is important to balance and agility. Ability to maintain sensitivity to objects beneath you. Helps with dorsiflexion during running, which leads to a faster athlete. 2.4 DISADVANTAGES OF USING SHOES

 Toe shoes may cause discomfort or injuries for long distance runners.  Toe shoes do not provide enough support, stability or motion control and should be used cautiously.  Athletes should wear socks, and toe socks are difficult to find.  Running without socks creates foot odor and potential blistering.  People with long toe that do not match those of the bare foot shoes will have difficulty. 18

CHAPTER-3 MEANING OF INTERPRETATION 3.1 Meaning of interpretation Interpretation refers to the task of drawing inference from the collected facts after an analytical or experimental study. In fact, it is a search for broader meaning of research finding. The task of interpretation has to major aspects namely.  The efforts to establish in research though linking the results of give study with those of another.  The establishment of some explanatory concepts. Interpretation is concerned with relationship within the collected data, partially over lapping analysis. Interpretation also extends beyond the data of the study to include the result of other research, theory and hypothesis. Thus interpretation is the device through which the factors that seem to explain what has been observed by the researcher in the course of the study can be better understood and it also provides a theoretical conception which can serve as a guide for further researcher.

19

GENDER WISE OF THE RESPONDENTS TABLE 3.1 S. No

Gender

Male Female

Number of Respondents 25 5

%of Respondents 70% 30%

1 2

Total

30

100%

(Sources: primary data)

The following figure shows gender wise classification of Respondents 80

GENDER WISE CLASSIFICATION

% OF RESPONDENTS

70 60 50 40 70

30 20 30

10 0

Male

Female GENDER

20

3.2 AGE WISE OF THE RSPONDNTS S. No

Age (in years)

Number of Respondents % of Respondents

1

Below 20 years

10

33

2

21-30 years

8

27

3

31-40 years

7

23

4

Above 40 years

5

17

Total

30

100

AGE WISE OF RESPONDENTS

40

33

% OF RESPONDENTS

27

30

23 17

20 10 0 Below 20 years

21-30 yearsAGE WISE31-40 years

Above 40 years

(Source: Primary Data) IZFERENCES

Table 3.2 gives the age wise of the Respondents. Among 30 respondents selected for the study. Majority 10(33%) respondents are between the age of 21 -30-8(27%) respondents are 31-40- 7(23%) above the age group of 40 is 5(17%). 21

TABLE 3.3

MARITAL STATUS OF THE SAMPLE RESPONDENTS S. No

Marital

1 2

Married Single TOTAL

Number of Respondents 5 25 30

% of Respondents

17 83 100

MARITAL STSTUS OF THE RESPONDNTS

17%

Married Single

83%

(Source: Primary Data) INFERENCES

From the table 3.3 gives the marital status of the respondents. Out of 30 respondents.25 (83%) respondents are single and 5(17%) are married. 22

TABLE 3.4 Family Size of the Sample Respondents S. No

Size of the family

1

Small up to 3 members Medium 3-4 members Large above 4-6 members Above 6 Total

2 3

% Of Respondents

4

70 60 50 40 30 20 10 0

Number of Respondents 6

% of Respondents

18

60

4

13

2 30

7 100

20

60

20 Small up to 3 members

Medium 3-4 members

13

7

Large above 4-6 members

Above 6

Family Size

(Source: Primary Data) INFERENCES

From the table 3.4 reveal that out of 30 respondents. 18(60%) respondents having medium 3-4 members. 6(20%) respondents are small up to 3 members.4(13%) respondents are large above 4-6 members. 2 (7%) respondents have family size of 6 members. 23

TABLE 3.5 RESPONDENTS USING BRANDED SHOES S. No 1 2

Particular

Yes no Total

Number of Respondents 25 5 30

% of Respondents

83 17 100

Respondents using Branded shoes.

17%

83%

Yes

No

(Source: Primary Data) INFERENCES

From the table 3.5 it is found that 30 of the respondents 25(83%) 0f respondents are using branded shoes. Unused respondents are 5(17%). 24

TABLE 3.6 Branded Preferred by the Respondents S. No

Brands

1 2 3 4

Adidas Reebok Puma Nike Total

Number of respondents 9 4 8 9 30

% of Respondents

30 13 27 30 100

% OF RESPONDENTS

Branded Preferred by the Respondents. 35 30 25 20

15 10 5 0

Adidas

Reebok

Puma

Nike

BRANDS

(Sources: Primary Data)

INFERENCES

From this table 3.6, It is inferred that out of 30 respondents, 9(30%) are preferring Adidas, and respondents of 9(30%) are preferred Nike. Both brands are equal. Respondents are preferring Puma is 8(27%) of respondents are preferring Reebok is 4(13%) 25

TABLE.3.7 Sources of Influence for the Respondents S. No

Sources

% of respondents

Friends

Number of respondents 12

1 2 3 4

Relatives Neighbors Advertisement Total

4 3 11 30

13 10 37 100

40

% OF RESPONDENTS

Sources of influence for the Respondents

40

37

13 FRIENDS

10

RELATIVE

NEIGHBORS

ADVERTISEMENT

SOURCES

(Sources: Primary Data) INFERENCES

From this table 3.7, IT is found that out of 30 respondents. 12(40%) 0f respondents know the respond through friends, 11(37%) respondents got the information about the branded shoes through advertisement, and 4(13%) respondents obtained the information through relatives and neighbors are 3(10%).

26

TABLE-3.8 INFLUENCED PURCHASE THE BRAND S. No

Particular

1 2

Yes No Total

Number of Respondents 26 4 30

% of Respondents 87 13 100

INFLUENCED PUCHASE OF BRAND

13%

Yes No

87%

(Sources: Primary Data) INFERENCES

Table 3.8 shows that out of 30 respondents, influenced respondents are 26(87%) and others is 4(13%).

27

TABLE 3.9 Reason for preferring Particular Brand S. No

Reason

1 2 3 4

Price Quality Novelty Demand Total

Number of Respondents 4 16 8 2 30

% of Respondents

13 53 27 7 100

Reason for preferring particular Brand

% OF RESPONDENTS

60 50

53

40 30 27

20 10

13

7

0 Price

Quality

Novelty

Demand

REASON

(Sources: Primary Data) INFERENCES

From this table 3.9, It that most of the respondents 16(53%) of respondents for novelty 8(27%), respondents are price 4(13%) and the low level of the respondents are demand that are 2 28

TABLE-3.10 Length of using S. No

Reason

1 2 3 4

2-4 month 6-1 year 1-2 year Above three year Total

Number of Respondents 2 15 10 3 30

% of Respondents 7 50 33 10 100

% OF RESPONDENTS

Length of using 60 50 40 30 20 10 0 2-4 Months

6-1 Year

1-2 Year

Above

REASON

(Sources: Primary Data) INFERENCES

Table shows the number of months and years of using the branded shoes by the respondents. Out of 30 respondents 15(50%) respondents using the branded shoes 6-1 year respectively. 10(33%) Respondents use the branded shoes 1-2 year. 3(10%) respondents using branded shoes above three year. 2(7%) respondents using branded shoes 2-4 months.

29

TABLE 3.11 Place of purchase by the respondents S. No

Place of purchase

1 2 3 4

Retailer Wholesalers Personal selling Others Total

Number of Respondents 15 3 7 5 30

% of Respondents 50 10 23 17 100

Place of purchase by the respondents 60

% OF RESPONDENTS

50

50

40

30 23

20 10

17 10

0 PLACE OF PURCHASE

(Source: Primary Data) INFERENCES The table 3.11 reveals that out of 30 respondents, 15(50%) respondents buy branded shoes from the Retailers, 7(23%) respondents get it through Personal sellers, 3(10%) respondents buy from the Wholesalers, and 5(17%) respondents receive the branded shoes by others. 30

TABLE 3.12 REASON FOR CHOOSING PURTICULAR SUPPLIER Reason

1 2 3 4

Nearby house Services Credit Quality Total

% OF RESPONDENTS

S. No

Number of Respondents 22 3 2 3 30

% of Respondents 73 10 7 10 100

80 70 60 50 40 30 20 10 0 Nearby house

Service

Credit

Quality

REASON

(Source: Primary Data)

INFERENCES

From the above table 3.12, it is found that 22(73%) respondents depends nearby house, 3(10%) respondents are receive service and 3(10%) respondents are choosing quality. 2(7%) respondents are choose the credit.

31

TABLE 3.13 AMOUNT YEARLY SPEND BY THE SAMPLE RESPONDENTS S. No 1 2 3 4

Amount Rs.600 to 800 Rs.800 to 1000 Rs.100 to 1500 Above 1500 Total

Number 12 8 6 4 30

% of respondents 40 27 20 13 100

AMOUNT YEARLY SPEND BY THE SAMPLE RESPONDECE 45 40 %OF RESPONDENTS

35 30 25 20 15 10 5

0 Rs 600 to 800

RS 800 to 100

RS 100 to 1500

Above 1500

AMOUNT

(Sources: Primary Data)

INFERENCES Table shows 3.13 the amount spent by the respondents. Out of 30 respondents, 12(40%) respondents for Rs. 600 to 800 per year and 8(27%) respondents for Rs. 800 to 1000 per year. 6(20%) respondents for Rs. 1000 to 1500.4(13%) respondents for Rs. Above 1500 per year.

32

TABLE 3.14 FREQUENCY OF PURCHASE S. No

Frequency

1 2 3 4

3 months Once in a 6th month Yearly Others Total

Number of respondents 2 6 19 3 30

% of Respondents 7 20 63 10 100

% OF RESPONDENTS

FREQUENCY OF PURCHASE

70 60 50 40 30 20 10 0 3 Month

Once in a 6th month

Yearly

Otherse

FREQUENCY

(Source: Primary Data)

INFERENCES

From this table 3.14, it is found that out of 30 respondents, majority of 19(63%) respondents purchase the branded shoes yearly. 6(20%) respondents buy once in a 6th month.2 (7%) respondents buy shoes once in a 3 months.

33

TABLE 3.15 SIDE EFFECTS EXPERIENCED BY USING BRANDED SHOES S. No

Opinion

1 2

Yes No Total

Number of Respondents 6 24 30

% of Respondents 20 80 100

SIDE EFFECTS EXPERIENCED BY USING BRANDED SHOES

20%

80%

Yes

No

SIDE EFFECTS OF USING BRANDED SHOES

34

S. No

Side effects

1 2 3 4

Heel Pain Heel Stricking Heel Cushaning Cutting Hazards Total

Number of respondents 12 9 6 3 30

% of respondents 40 30 20 10 100

45 40

% OF REPONDENTS

35 30 25 20 15 10 5 0 HEEL PAIN

HEEL STRICKING

HEEL CUSHINIG

CUTTING HAZARDS

SIDE EFFECTS

(Sources: Primary Data)

INFERENCES Above the table 3.15 it is found that out of 30 respondents,24(80%) of respondents are not experiencing any side effects by using the branded shoes.12(40%) of respondents are experienced Heel pain,9(30%) of respondents are experienced side effects by using branded shoes,6(20%) respondents are experienced side effects Heel cushining, 3(10%) respondents are experienced side effects by using shoes Cutting Hazards.

35

TABLE 3.16 OPINION REGARDING THE SATISFACTION OF THE BRAND S. No

Opinion

1 2

Yes No Total

Number of Respondents 28 2 30

% of Respondents 93 7 100

OPINION REGARDING THE SATISFACTION OF THE BRAND

7

Yes No

93

(Source: Primary Data)

INFERENCE From the above table 3.16, It is found that 28(93%) of users are satisfied with

the brand preferred by them. 2(7%) respondents are unsatisfied.

36

TABLE-3.17 STATE LEVEL OF SATISFACTION S. No

Satisfaction level

1 2 3 4

High Medium Average Poor Total

Number of Respondents 7 13 8 2 30

% of Respondents 23 43 27 7 100

STATE LEVEL OF STISFACTION

% OF RESPONDENTS

50 40 30 20 10 0 High

Medium

Average

Poor

SATISFACTION

(Source: Primary Data) INFERENCE

The above table 3.17 reveals that out of 30 respondents, majority of 13(43%) respondents are medium level.8(27%) respondents are average level.7(23%) respondents are high level and 2(7%) respondents are poor level of state level of satisfaction.

37

TABLE-3.18 OPENION ABOUT THE PRICE S. No

Satisfaction level Cheap

Number of Respondents 6

% of Respondents 20

1 2 3 4

Moderate Costly Less costly Total

17 4 3 30

57 13 10 100

OPENION ABOUT THE PRICE

% OF RESPONDENTS

60 50 40 30 20 10 0

Cheap

Moderate

Costly

Less costly

LEVEL

(Source: Primary Data) INFERENCE

The table 3.18 shows that out of 30 respondents, it is found 17(57%) respondents are having the opinion of the moderate level, 6(20%) respondents are cheap level. 4(13%) respondents are costly level, 3(10%) respondents are less costly level. 38

TABLE-3.19 OPINION ABOUT THE QUALITY BRAND S. No

Opinion

1 2 3 4

Excellent Very good Good Moderate Total

Number of Respondents 3 8 12 7 30

% of Respondents 10 27 40 23 100

OPINION ABOUT THE QUALITY BRAND

(Source: Primary Data) INFERENCE

Above the table 3.19 shows that reveals that out of 30 respondents, 12(40%) respondents are agree with good, 8(27%) respondents are agree with very good,7(23%) respondents are moderate and 3(10%) respondents are agree with excellent. 39

TABLE-3.20 OFFER RECEIVED BY THE RESPONDENTS S. No

Satisfaction level

1 2

Yes No Total

Number of Respondents 10 20 30

% of Respondents 33 67 100

OFFER RECEIVED BY THE RESPONDENTS

(Source: Primary Data) INFERENCE

From this table 3.20 it is found that of 30 respondents. 10(33%) of respondents received offer by the brand them prefer. 20(67%) of respondents no interest prefer by the brand.

40

TABLE-3.21 TYPES OF OFFER RECEIVED BY THE RESPONDENTS S. No

Types of offer

1 2 3 4

Discount Free gifts Scratch Lot Total

Number of Respondents 12 6 8 4 30

% of Respondents 40 20 27 13 100

TYPES OF OFFER RECEIVED BY THE RESPONDENTS

% OF RESPONDENTS

14 12 10 8 6 4

2 0

Discount

Free

Scatch

Lot

TYPES OF OFFER

(Source: Primary Data) INFERENCE

The above table 3.21, it is found that 12(40%) of respondents received the offer in the form of scratch 8(27%) of respondents. 6(20%) respondents are free gifts received. 4(13%) respondents are received the offer in the form of lot. 41

TABLE 3.22 AVAILABILITY OF BRAND S. No

Particular

1 2

Yes No Total

Number of Respondents 26 4 30

% of respondents 87 13 100

 If yes name it …. (Brands Specify) Adidas

Puma

Nike

Reebok

Others…………….

AVAILABILITY OF BRAND

13%

Yes No 87%

(Source: Primary Data) INFERENCE

From the above 3.22 it is found that 26(87%) respondents are available for this brand, 4(13%) respondents are unavailable for the brand. 42

TABLE-3.23 FAVOURATE BRAND S. No

Satisfaction

1 2 3 4 5

Design Cost Quality Comfort Others Total

Number of respondents 10 2 10 6 2 30

% of respondents 33 7 33 20 7 100

% OF RESPONDENTS

FAVOURAE BRAND

40

33

33

30

20

20

7

10

7

0 DESIGN

COST

QUALITY SATISFACTION

COMFORT

OTHERS

(Source: Primary Data) INFERENCE

From above this table 3.23 it that most of respondents 10(33%) are satisfied to design, and 10(33%) respondents are satisfied to quality. 6(20%) respondents are satisfied to comfort. Cost and others for respondents are same, both of 2(7%) respondents. 43

CHAPTER-4 FINDING, SUGGESTION & CONLUTION 4.1 FINDINGS

After analysis primary data by applying average method, the researcher made the following findings in respect of consumer brand preference towards the branded shoes.  Of the total 30 respondents, 70% of Respondents were males and 30% of respondents are female.  33% of Respondents were at the age group of below 20 years age.  Of the 30 Respondents 83% of Respondents were single and remaining 17% of respondents were married.  Of the 30 respondents, 60% of Respondents belong to the size of medium family.  Out of 30 Respondents 83% of Respondents are using branded shoes.  Out of 30 Respondents 30% of Respondents prefer Adidas branded shoes, and 30% of Respondents prefer Nike branded shoes.  Both of branded shoes are equal.  Of the total 30 Respondents 12% of Respondents know their braded shoes through Friends, and 11% of Respondents know the advertisement.  Out of 30 Respondents 87% of respondents are influenced purchase the brand.  Out of 30 Respondents 53% of Respondents are prefer quality of particular brand.  Out of 30 Respondents 50% of Respondents are purchasing branded shoes 6 month to 1 year.  Of the 30 Respondents 50% of Respondents by the branded shoes through buy the Retailers and other 23% of get it through personal sellers. From the wholesalers to purchase 10% of respondents.  Out of 30 Respondents 73% of respondents are prefer the supplier because of nearby house.  Most of the Respondents yearly spend Rs.600-800 to buy the branded shoes, 27% of Respondents Rs.800 -1000 to buy the shoes. 44

 Out of 30 Respondents 63% of Respondents are purchasing the branded shoes yearly.  Out 0f 30 Respondents 80% of Respondents experiencing side effects.  Of the 30 Respondents 93 % of Respondents are satisfied the branded shoes.  Out of 30 Respondents 43% of Respondents are satisfied in medium level.  57% of Respondents have the opinion in that price of branded shoes were moderate.  Out of 30 Respondents 40% of respondents opinion about the quality of the branded they prefer is good.  Out of 30 Respondents 67% of Respondents are unsatisfied.  Out of 30 respondents 40% of Respondents are received discount.  87% of Respondents are availability of branded shoes.  Out of 30 Respondents 33% of Respondents are satisfied to design, and 33% of Respondents are satisfied to quality. Both of items are equal.

SUGGESTIONS

 Branded sports shoes price to be bought to normal.  The stock of shoes to be increased more than shops shoes to be increased.  They should increase the quality, since majority are about quality more than price.  Department stores are the prime sales and marketing channel for branded shoes in the addition, store decoration and product displays should be designed to create a strong first impression.  Seasonal promotion compaigns, like special discounts &offer and advertisements, could be employed, new lines of collections should be introduced for festival.  The price of braded shoes must be reduced to increase shoes.

45

CONCLUTON

The consumer branded preference towards branded shoes among Adimali town.It is a satisfactory one. All the selected respondents use the Adidas and Nike branded to maintain their good satisfactory and quality. Good for satisfactory, low cost, long period use and good quality etc….Were the important features in branded shoes. Majority of the respondents prefer the Adidas and Nike.

QUESTIONAIRE

A study can consumer preference towards branded shoes. 1. Name

:

2. Gender

3. Age

Male

Female3. Age

below 20 years

21-30 years

31-40 years

above 40 years

Married

Single

Small up 3members

Medium 3 to 4 members

4. Marital status:

5. Size of the family

Large above 6 members Above6

6. Do you wanted branded shoes? Yes 46

No

7. If which brand you prefer? Adidas

Reebok

Puma

Nike

8. How did you about your brands? Friends Advertisement

Relatives Neighbor

9. Whether they are influenced you to purchased your brand? Yes

No

10. What is the reason for using the particular brand? Price

Novelty

Quality

Demand

11. For how long you using this brand? 2-4 month

6- 1 years

1-2year

above three years

12. Where are you purchasing branded shoes? Retails

Wholesaler

Personal selling

others

13. Which one makes you to choose particulars suppliers?

47

Nearby house

Service

Credit

Quality

14. How much amount you are spending for branded shoes per year? Rs.600 to 800

Rs.800 to 1000

Rs.1000 to 1500

Rs.above1500

15. How frequently you are purchasing branded shoes? 3 months

once in a 6 months

Yearly

Others

16. Did you experience any side effect by using your branded? Yes

No

17. Are you satisfied with the usage of particular brand? Yes

No

High

Medium

Average

Poor

18. If yes state level of satisfaction?

19. What is your opinion about the price of your brand? Cheap

Moderate

Costly

less costly

20. Your opinion about quality of your branded? Excellent

Very good

Good

Moderate

21. Have you got any offer from your brand? Yes

48

No

22. If yes which type of offer Discount

Free gift

Scratch

lot

23. In case of Non availability of this brand do you choose any Substitutes? Yes

No

If any name it…..

Adidas

Nike

Puma

Reebok

Others………… 24. Which your favorite branded shoes how can attracted you? Design

Cost

Quality

Comfort

Other please mention….….

Color Brand Discount Others

49

A STUDY ON CONSUMER PREFFERENCE FOR BRANDED SHOES

50

A STUDY ON CONSUMER PREFFERENCE FOR BRANDED SHOES IN ADIMALI TOWN

(WITH SPECIAL REFERENCE TO ADIMALI TOWN) A PROJECT SUBMITTED TO

MAHATHMA GANDHI UNIVERSITY,

KOTTAYAM IN PARTIAL FULFILMENT OF THE REQUIREMENT FOR THE DEGREE OF

BACHELOR OF COMMERCE BY MANI.T (REG: No 130021059015) SUPERVISOR AND GUIDE MS. NISHA. SIVAN. M. COM, B.Ed. DEPARTMENT OF COMMERCE IHRD Under Govt. of Kerala

COLLEGE OF APPLIED SCIENDCE, ANCHUNADU, MARAYOOR MARCH 2016

51

DEDICATION TO MY………… GOD……………. PARENTS……………. & TEACHERS....……………..

52

Mrs .NISHA. SIVAN, C. COM, B. Ed. Department of Commerce, College of Applied Science, Anchunadu, MARAYOOR: 625620

CERTIFICATE

This is to certify that the project entitled (A STUDY ON CONSUMER

PREFFERENCE FOR BRANDED SHOES) is a bonafide research work carried out by Mr. MANI. T, a student of B.Com with Computer Application Regular course at COLLEGE OF APPLIED SCIENCE, ANCHUNADU, MARAYOOR, During 2013-2016 in partial fulfilment of the requirement for the award of the Degree of B. com With computer Application and that the project has not formed the basis for the previously of any degree, diploma or any other similar titles.

Mrs .NISHA.SIVAN. (SUPERVISOR & GUIDE) PLACE: DATE :

53

Mr. BALAMURUGAN, M. Com, B. Ed., PGDCA Department of commerce, College of Applied Science, Anchunadu, MAEAYOOR-685620

CERTIFICATE

This is to certify that the project entitled A STUDY ON CONSUMER PREFFERENCE FOR BRANDED SHOES IN ADIMLY TOWN is a bonafied research work carried by out Mr. MANI.T, a Student of B.Com With Computer Application Regular course at COLLEGE OF APPLIED SCIENCE, ANCHUNADU, MARAYOOR, During 2013- 2016 in partial fulfillment of the requirement for the award of the Degree of B.Com With Computer Application and that the project has not formed the basis for the previously of any Degree, Diploma or any other similar titles.

Mr. BALAMURUGAN. K (HEAD OF THE DEPARTMENT)

Place: Date: 54

Mr. P. MRUGASAN. M. E, PRINCIPAL COLLEGE OF APPLIED SCINCE, ANCHUNADU, MARAYOOR. 685620

CERTIFICATE

This is to certify that the project entitled ASTUDY ON CONSUMER PREFFERENCE FOR BRANDE SHOES IN ADIMALI TOWN is a bonofied research work carried out by Mr. MANI.T a student of B.Com With Computer Application Regular course at COLLEGE OF APPLIED SCIENCE, ANCHUNADU, MARAYOOR, During 2013-2016 in partial fulfillment of the requirement for the award of the Degree of B. com With Computer Application and that the project has not formed the basis of the previous of any Degree, Diploma or any other similar titles.

Mr. P. MURUGASAN (PRINCIPAL) Viva voice Examination Held on……………………

INTERNAL EXAMINAR

55

EXTERNAL EXAMINAR

DELARATION

56

MANI.T VELLAKKALKUDY, MARAYOOR (PO) MARAYOOR

STATEMENT BY THE CANDIDATE

I hereby state that this project entitled A STUDY ON CONSUMER PREFFERENCE FOR BRANDED SHOES TOWARDS BRANDED SHOES IN ADIMALI TOWN (WITH SPECIAL REFFERENCE TO ADIMALI TOWN)

submitted for the award of the Degree of Bachelor of Commerce with Computer Application is my original work under the Supervisor of Mrs. NISHA. SIVAN and no part of this project have been submitted for the award of any Degree, Diploma or any other similar titles.

(MANI.T) (Signature of the candidate)

Place: Date:

57

ACKNOWLEDGMENT

58

ACKNOWLEDGEMENT I would like to thank god who granted his gracious on the successful complication of this project work. I bow my head to god, who has led me in each and every step of my life.

I would like to thank Mrs. NISHA. SIVAN, in commerce Department, to which I am very proved of being student.

I would express my gratitude and humbled thanks to Mrs. Murugasan, principal for given me their consent to undertake this project work.

I like to thank Mr. Balamurugan, m.Com, B. Ed, PGDCA and head of the department of commerce with Computer Application for helping me for the successful Completion of this project.

It take us to high spirits to express my deep sense of gratitude to the faculty members of department for indirect help during various stages of this project.

I extend my special thanks to my parents and friends how helped me in completing this study. Also I extend my thanks to responds for their cooperation and above all alright her giving me the power and knowledge to successfully complete this project.

MANI.T

59

CONTENTS

CHAPTER Chapter.1 Chapter.2 Chapter.3 Chapter.4

60

CONTENTS

PAGE No

61

62

63

64

65

66

67

68

69

70

71

72

73

74

75

76

77

78

79

80

81

82

83

84

85

86

87

88

89

90

91

92

93

94

95

96

97

98

99

100

101

102

103

104

105

106

107

108

109

110

111

112

113

114

115

116

117

118

119

120

121

122

123

124

125

126

127

128

129

130

131

132

133

134

135

136

137

138

139

140

141

142

143

144

145

146

147

148

149

150

151

152

153

154

155

156

157

158

159

160

161

162

163

164

165

166

167

168

169

170

171

172

173

174

175

176

177

178

179

180

181

182

183

184

185

186

187

188

189

190

191

192

193

194

195

196

197

198

199

200

201

202

203

204

205

206

207

208

209

210

211

212

213

214

215

216

217

218

219

220

221

222

223

224

225

226

227

228

229

230

231

232

233

234

235

236

237

238

239

240

241

242

243

244

245

246

247

248

249

250

251

252

253

254

255

256

257