A B2B Perspective: Retailers’ Perception of Market Potential and Competitive Landscape of IPARTS in Chennai

Abstract

The present study aims at evaluating the market potential of Iparts Enterprises in the Chennai spare parts market and comparing its performance with its competitors. This study aims at identifying the major determinants of retailer preference, including product quality, pricing strategies, availability, efficiency in delivering products, credit facilities, and promotional strategies. For collecting the relevant data, a questionnaire was used among 112 retailers, and the obtained data was analyzed by applying the percentage analysis method. From the study, it has been found that the quality of products and pricing strategies are major determinants for retailer preference, while efficiency in delivering products also plays a significant role in retailer satisfaction. It has also been found that the company has high market potential, and there is room for improving efficiency in service and promotional strategies for better competitiveness.