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EXECUTIVE SUMMARY

Success is never a destination but a journey. Crossing milestone after one another with speed and acceleration. A rent less pursuit of excellence, propelled by the sprit if dynamism and it gave a momentum scaling greater heights. It has been a great experience to work with the PARLE Company. The study is conducted for Varun Beverages Ltd. Greater Noida, a major player in the carbonated soft drink (CSD) market. The companys products are: The products of PARLE co. are;

Frooti Appy Yo Frooti Yo Appy Bailley

The company is in perfect competition with coca-cola company.

COMPANY PROFILE
P.S.S.LP.B.S. P.B.S. SS J.C. T.S. B.S. C.D. G.S. I.C.P R.S. CAT Y N B.B.A. D.L. D.A. C.O.S. PARLE SALES SERVICE PAN BIDI SHOAP SWEET SHOP JUICE CORNER TEA STALL BAKEERY SHOPE COLD DRINK GENEREAL STORE ICE-CREAM PARLOR RESTAURANT CATEGORY YES NO BAY BACK ALLOWANCE DEALERLOADER DISPLAYALLOWANCE CUSTOMER ORIENTED SCHEME

Marketing is recognized as one of the major problems of Indian business today at least in certain key sectors of the economy where competition if. Fast growing the establishment of marketing research departments by some firms in recent years, their new sales promotion methods multimedia advertising campaigns and strategies personnel suggest that competition has final arrived. Business firms are slowly realizing that cannot sell them unless they appeal to potential customers.

Efficient marketing is essential for the well being of the country, efficiency and productivit y of marketing are directly linked with the growth and development of the economy whole. Marketing: when effectively performed, contributes lo the higher living standards. Greater- national prosperity und brooder industrial expansion-

It is increasingly recognized in all the advanced countries that) marketing is the key E C O N O M I C been
ACTIVITY

growth and expansion the study of marketing has almost

In the underdeveloped countries as a group, marketing has traditionally been the forgotten area of economic countries.

As i n o t h e r d e v e l o p i n g c o u n t r i e s , marketing in Indi a is a neglected aspen of the run more then three decades have gone since we first embarked on the path of planned economic development. Daring this period, despite several limitations, the country has made i m p r e s s i v e progress in many directions. The national income has more than trebled since I960: per-capita income more than doubled food production and growth in industrial sector have been quite substantial produces today a wide range of products embodying high level technology import of many items including machine tools, textile 'machinery, cement machinery, commercial vehicles etc, have been significantly

reduced. In the export the sector the country has achieved both diversification and sophistication m selling not only bin also a wide verity of value added items lo several distant markets.

India today- is undergoing a profound process of economic change and development The object of economic planning in India primarily rest on the desire to improve the standard of living of her people and her relative economic status in the world In other words, the aim is to raise the national real income by efficient exploitation of the resources increased L and accelerate tempo of economic activity in the country.

It is easy to say that it would be very short-sight for Indian management to be cm about the current situation, that they should in the interest of their survival and continued growth employ strategies and tactics which will ensure their success in the years when they might have to face up to free market conditions.

There is challenge inherent in our situation, which pose marketing challenges in very big way. If we neglect the professionalization of marketing in an international sense, then we leave our industries highly vulnerable to short term changes in the supply-demand ratio. A specific marketing challenge in India is to create and intelligently, markets which can take up seasonal over production on the one hand on the other enable production capacities to be gainfully used in through months. This calls for inducing seasonal peaks in demand, innovative product design or creation of need for service facilities and purposeful advertising.

Now we can conclude the above details because we know marketing cannot per create purchasing power. But by converting the latent demand into effective demand and by and by chanelizing all the purchasing power in the desired direction it sets a high

level of economic economic activity. In short, marketing has a key role to play in bringing economic and social changes in the developing nation. It can contribute to higher living standards [remote the development of m rep ten curs and make the distribution system more productive and purposeful.

In the organized sector, where the soft drinks market is segmented into several -sector such as sweetened carbonated drinks, fruit juice based drinks, concentrates and squashes; the pride of place undoubtedly belongs to sweetened.

Carbonated drinks with in the segment, intensively advertised and nation distributed such as thumps up, Limca , Gold Spot, Campa Cola and till have became household names despite the low per capita consumption (three hollies per annum) of sweetened carbonated drinks in the country.

Last y e a r Parle Beverages launched a mango based drinks, Frooti in P une and later in Bombay in a revolutionary tetra pack, which Iia5 become an a l m o s t

i n s t a n t success. Enthused by the consumer response to Frooti, Parle Beverage launched appy an apple-based soft drink (also in a tetra pack) in Bombay in mid may 1986.

Bottled soft drink market share (%) Parle Pure drinks Me Dowell Others 2001 53.9 25.2 3.8 17,1 2002 5S.O 23,7 6J 12.0 2003 60. 8 21.9 8,1 9.2

Parle Agro is an Indian company in the beverages industry and has brands like Frooti, consistent winner of India's fruit beverage brand, Appy, Appy Fizz and packaged drinking water, Bailley.

A pioneer in the Indian industry, Parle Agro is associated with many firsts. They were the first to introduce fruit drinks in tetra packaging, first to introduce apple nectar and the first to introduce fruit drinks in PET bottles.

In 2008, Parle Agro forayed into foods with the launch of two confectionery brands, Mintrox mints and Buttercup candies. This was soon followed by two more brands Buttercup Softease and Softease Mithai.

Recent beverage products from Parle Agro include Saint Juice, LMN and Grappo Fizz. In 2009, Parle Agro forayed into snacks with the launch of Hippo, in line with the companys vision of becoming a major player in the foods and beverages industry.

In the 1950s the undivided Chauhan family manufactured beverages, water, confectionery, biscuits, etc. under its registered brand name Parle.

Over the years, the group split into three different companies Parle Agro, Parle Bisleri and Parle Products. Currently, all three are separate companies with separate ownership and management. They also have different products manufactured under them. All three companies continue to use the family trademark name Parle under which the current companies are named.

Parle Agro commenced operations in 1984. Starting with only beverages and diversifying to include bottled water in 1993 and confectionery in 2007. Frooti was the first product that was rolled out of Parle Agro in 1985. It went on to become Indias favourite mango drink. It still has a leading market share.

Mr. Prakash Chauhan is the Executive Chairman of Parle Agro.... Parle Agro Pvt. Ltd operates under three business verticals: Beverages fruit drinks, nectars, 100% Juice, sparkling drinks Water Packaged Drinking Water Foods confectionery, snacks

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1. BEVERAGES Frooti: Launched in 1985 as a mango drink, Frooti is the first beverage to be launched in tetra packaging in India. Frooti is Indias favorite Mango drink and is ranked amongst the most trusted brands in numerous national surveys.

Appy Classic: Launched in 1986 as an apple nectar and originally available in a white tetra pack with an apple and leaf graphic, today it comes in black tetra packaging. Appy remains the first apple nectar to be launched in India. Appy Fizz: Launched in 2005, Appy Fizz is Indias first sparkling apple drink available in a champagne shaped PET bottle. Considered the Champagne of Fruit drinks, Appy Fizz is a one of a kind product in the beverage market. Recently, Appy Fizz has been given a makeover in terms of a new packaging. Saint Juice: Launched in 2008, Saint Juice is available in three variants Orange, Mixed fruit, Grape and Apple. Saint Juice is 100% juice with no added color, sugar or preservatives.

LMN: Launched in 2009, LMN is a fresh take on nimbu pani. It contains real lemon juice and has no artificial flavors or preservatives. LMN works as an Emergency Lemon Refresher, and tastes closest to authentic nimbu pani.

Grappo Fizz: Launched in 2008, Grappo Fizz is a sparkling grape juice drink. Credited with creating the sparkling fruit drinks category in India, Grappo Fizz is along the lines of existing product Appy Fizz. It is purple-red in color and has no close competition in the market. 2. 3. Snacks & Confectionery

Hippo: HIPPO is a baked snack with the goodness of wheat. It is available in seven flavors from around the world - Italian Pizza, Chinese Manchurian, Hot-n-Sweet

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Tomato, Thai Chilli, Yoghurt Mint Chutney, Indian Chatpatta and Arabian Salted. These baked wheat munchies have no added MSG, no GMO, no cholesterol and zero trans-fat.

Confectionery -

Mintrox: Mintrox is a hard mint candy. It is available in two flavors - Hard Cinnamon Mint and Hard Menthol Mint.

Buttercup: Buttercup is a hard boiled candy; it is targeted at kids and adults alike.

Buttercup Softease: Buttercup Softease is a toffee which gives a uniquely chewy & smooth eating experience with a rich after taste. It is available in 4 variants Strawberry, Coconut, Vanilla and Caramel.

Softease Mithai: Softease Mithai is a toffee. It is available in three flavors: Kaju and Kesar.

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HISTORY OF COMPANY

Parle Agro Limited is the No. 1 company of its kind in India's vast beverage industry. Credited with a host oath breaking brands that changed forever, the soft drinks scenario in the country. The brands being: Frooti APPY Fizz, N-joi besides of cause, the immensely popular bottled water brand, Parle BaiMineral water.

In a country brought up on the bottled drink concept. Parle Agro seized the initiative by launching for the first time, a soft drink in a tetra pack, Frooti, so to say. Opened the floodgates of opportunity for a company that it has always laid great store by market research led innovation and original enterprise. A trait, Parle Agro has relentlessly displayed right through its formative years. In fact, it is this two-pronged approach, which has worked admirable for the Company ever since its inception.

As the years rolled on, so did the products. With the consumer centric focus of the company never getting blurred for even a solitary moment. Little wonder then, that within years of Frooti launch, Parle Agro cornered an enviable market share for itself in the face of some extremely stiff competition.

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FRESH AMBITIONS
The Parle Group, to which Park Agro belongs, goes back a long way Founded in 1949, the inspirational leadership of the late Mr. JAYANTl LAL CHAUllAN transformed the Company from a tingle-cola Company to the country's largest manufacturer of aerated soft drinks.

Displaying the very same virtues of vision and enterprise, his son Mr. PKAKASH CHAUHAN has diversified into fruit based products, with Parle agro. Almost a decade later, the Company's undisputed leadership remains unchanged. But, rather than rest on these laurels, Parle Agro looks ahead to an even more enterprising future.

For now the Parle Agro juggernaut rolls on, towards new horizons and undreamt frontiers. Determination and vision has seen Parle Agro grow into a dynamic and formidable enterprise. Only because it believes, in tin; words of Mr. Praknsh), Chairman, Parle Agro Limited; " There are no saturated markets, just whove out of ideas

And innovative idea is one thing Parle Agro h never in short supply. Built on an unwavering adherence to quality, a well oiled marketing machinery, powerfully bestowed brand strengths and excellent retailer/customer relationships, the Company se 10 maintain its unquestionable position in the market for a long, long time.

Parle Agro is a leading food and beverage company in India. Parle Agro's soft drink brands are:

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Frooti - in the flavors of Mango, Chatpatta Aam, and Frooti Guava. Appy-Fizz - apple drink made from orchard-fresh apples. N-joi - the flavor of premium alphonso mangoes and handpicked strawberries. Bailley - the fastest growing packaged water brand Parle Bailley Aqua to provide the peoplefresh and pure packaged water. Parle Agro's fruit drinks are popular among teens and children not only in India, but also in many other countries across the world. Parle Agro's factories are located in: Silvassa Navi Mumbai Bhopal Chennai Uttar Pradesh (Ghaziabad)

Parle Agro's Packaging Parle Bailley is packaged in PET bottles. PET stands for Polyethylene Terepthalate, which is hygienic, lightweight, non-toxic food grade plastic. Parle Agro's Exports Parle Agro established its exports department in December 2003. Parle Agro is serving in the markets of: Malaysia Australia U.K. Nigeria

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UAE & Saudi Arabia Parle Agro exports the following brands: Frooti Green Mango Appy N-Joi (Strawberry & Mango) Bailley water

Contact Address
Parle Agro Pvt. Ltd. Western Express Highway Andheri (East) Mumbai - 400 099 India Tel: 91-22-66935025 - 32 Fax: 91-22-66935050 Contact Person - Ms. Asha Chowdhry

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Parle International Limited


Parle International Limited was setup with the broad vision of diversifying into the dynamic world of plastic. The Company started manufacturing preforms so as to give shape to world-class lightweight PET preforms and bottles. By incorporating the world renowned SIDEL HUSKY technology, for manufacturing such preforms and bottles

The Company introduced a state-of-the-art Sidel SBO 4 machine from FRANCE to support superior quality bottles for Parle Bailly, SBO 4 is the latest in stretch bow moulding technology which helps transform to finished product in under 30 seconds. Now Company has set up a preform manufacturing facility equipped with a Husky machine, in Silivassa, and established over six location across India which blow the preforms in Sidel machines, into bottles. Through these technologies, Parle International Limited now guarantees its users a world class manufacturing norms.

A network which helps the Company cater to the industry's varied sector such as pharmaceuticals, oils, cosmetics, water and more.

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Parle Agro Exports.Tasting International Success.


Once its position in the domestic market was firmly established, the Company turned its attention to the international arena and the stage was set to acquire a global footing.

Not surpri si ngl y, Parle Agro has made a significant impact on the international stage too. To start. wi t h the Company's export of Parle Bailley Mineral Water ranks as a rare achievement considering very few mineral water brands are exported out in India. Besides this, Parle Agro also exports preforms and other agro based products to a lot of countries in the world. Add to that, the Companys extensively established franchise operations in USA, Nepal and Bangladesh. Its fresh fruit flavors have earned widespread appeal in these and over 29 other countries to which they are exported.

The countries include Australia, Bahrain, Bangladesh, Benin, Canada, CIS countries, Congo, France, Guinea, Jordan, Kuwait, Liberia, Maldives, Mauritius, Mozambique, Nepal, New Zealand, Papua, New Guinea, Qatar, Sierra Leone, Sri Lanka, Spain, Tanzania, UAE, UK and Zaire.

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Parle Agro Retail Barometer


Parle Agro has always had its finger on the pulse of the market. The Company's market research wing - Parle Agro Retail Barometer (PARB)- is its closest you can get to hardcore corporate intelligence.

PARB is a unique information-gathering network monitoring sales at approximately 21,000 outlets in around 300 towns around the country. First, it gives a monthly indication of outlets covered by the distribution network, simultaneously identifying strong and weak zones. Stock and display levels of the company's as well as competitive brands are determined for each monitored outlet. Corresponding sales figures are tracked on a daily basis, as is off take speed. This helps in calculating the average time spent by the products on the shelves.

The Parle Agro Research Barometer also keeps tabs on pricing and promotional activities thus allowing the Company to pre-empt and nullify competitive moves and generall y facilitati ng a quick reflex mechanism. The qualitative and quantitative texture of PARB's intelligence thus makes it the backbone of Parle Agro's marketing structure.

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Parle Agro:

A committed growth perspective.

Throughout its tenture, Parle Agro has laid great store by fresh, dynamic thinking. In fact, the Company's penchant for coming up with consistently innovative marketing ideas is proof enough of such thinking, It is this clear focus which has nurtured and sustained Parle Agro brands in the face of stiff competition.

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HIERARCHY OF PARLE AGRO (FROOTI)

Director Parle Agro

State Head

G.M. (North/South)

R.G.M. (Regional Growth Manager)

Area Growth Manager

Growth Promoter

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PRODUCT PROFILE
Product means al l the good and services, tangible or intangible, of an y size or qualit y or colour or packing or price which may be accepted by the consumer to satisfy their needs and wants. Product is the vehicle by which a company provides consumers satisfaction. It is the engine that pulls the rest of the marketing program. A product may be a good, services, a good plus service, or just an idea. Product is the center of all marketing activities, policies and programs of an enterprise begin with the product and ends with the products.

Today there are many companies, which provides tetra packs that are equivalent to the cold drinks, which are more preferable, then these tetra packed fruit juices. The reason behind is quantity and changing trend of life style. But even many companies are manufacturing tetra packs and making a considerable profits.

The demand of tetra packs in the urban area is more than the rural area due to many factors. The companies like Parle, Godrej, Hindustan Coco cola and Amul have existences in the field of fruit juice. Parle is carrying a good name due to its good will and reasonable price.

So this was the introduction and position of tetra packs in the market of Saharanpur. Products are:

Frooti

Appy

Yo Frooti

Yo Appy

Bailley

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FROOTI THE JUICIEST MARKET LEADER.


Frooti's launch is a watershed in the Indian beverage industry. As India's first frui t based drink in a tetra pack, Frooti has become a generic name in its category, cornering for itself a commendable 85% market share. A status it comfortable maintains to this day. Before Frootis launch, the market was dominated by the cola and lemon- lime category, with orange coming a distant third. Mango, t i l l then, had an extremely marginal.

Market presence. The emphasis on a mango drink in such a day and age, thus went against established convention. But Parle Agro was undeterred. Parle Agro went ahead with its plans and launched Frooti in 1995. Qualit y control was effectively introduced at every stage of the products manufacture, so as to crystallize its hygienic appeal. The success of Frooti, as the countrys most popular fruit drink, is thus overwhelming evidence of Parle Agros line of thinking. Its with-it image, mirroring the sentiments of a major chunk of its consumer: a young generation comprising children, pre-teens and teenagers, always respective to a new idea.

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Yo Frooti. King size appeal


A decade after Frooti's widespread success, Parle Agro's restlessness in maintaining an edge over competition found a new release: Yo Frooti a product entirely dictated and developed by the changing times. The 80s teenager had given way to a new, mature, more confident 90s breed. Yo Frooti was convinced, keeping this important facet in mind.

A modern, vibrant packaging; long and slender, in a 250ml swigger pack and equipped with a pull-tab, did the trick. The consumer now had the option of drinking straight from the pack, like he would do from the bottle. And the entire drinking action facilitated a more modern, swinging drinking style that found immediate favor with the new generation.

To sum it up, Yo Frooti was a logical successor of a worthy counterpart-Frooti capturing in essence, the mood of its time.

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Yo Appy. Sensation on the Shelves


Yo Appy WAS conceived keeping in mind the demands of the young and trendy crowd which comprises the modern generation. This refreshing apple drink, made available in a 250ml. Slim, aseptic, uniquely vibrant looking pack, struck an immediate chord with the young audience, making way for a more modern drinking style.

Positioned as the drink that is "Surprisingly Cooling!", Yo Appy has a distinct identity and enjoys very high acceptance among teens and young adult who prefer it as a light and tasty refresher little wonder then, that Yo Appy is as much of a success story as most other brands from Parle Agro.

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Parle Bailley The water you can trust.


Parle Agro by its nature, was always on the look out for fresh opportunities. The best of these presented utself in the mineral water segment. So after extensive consumer research- both qualitative and quantitative- Parle Bailley Mineral Water was launched in 1 liter and 500ml sizes. Positioned as a premium, 'Pure Convenience' product, it reached out to both sections: the cautious, hygiene-seeking, foreign tourist as well as the discerning India.

In its very first year, Parle Bailley Mineral Water notched up an aggressive 3l% market share. Parle Bailley now finds itself in prestigious establishments such as five star hotels, heath clubs, bars, restaurants, public spots tourist centers, Airlines, Railways and reputed corporate houses.

In fact, powered by its effective retail distribution network Parle Bailley Mineral Water, one of the foremost mineral water brands in India.

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CHANNELS OF DISTRIBUTION
The main object of the marketing process is to distribute the product to the actual users. This function involves a number of sub functions to be preformed by a producer or a manufacturer. Of these functions two are most important. First, the creation of demand and second is to supply the goods when the demand has been created. The certain of demand are made through the process of advertising & sales promotion activities. On the other hand, the distribution is concerned with the arrangement of the system of distribution of goods that is "the channels of distribution". The decision related to the channels of distribution is a very important decision from the firm's point of view because the selected channels effect considerably other marketing decision. Such decision is of a long-term nature and exercises their impact on the cost structure of the firm also.

Channels of distribution mean the "intermediaries or the process through which the goods or Product are transferred from the producer to the ultimate users" In the other words distribution channels are the system of economic Institution through which a producer of goods delivers them in to the hand of their users.

The intermediaries in the process of marketing of goods perform the following function:

Rationalization of distribution process. Provision of finance, Help in pricing,

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Aid in communication, Performance of promotional activities Aid in distribution of goods.

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Different type of channel of distribution for consumer goods.

1. Producer

2. Producer

C&f

Wholesalers

Wholesalers

Retailer

Retailer

Consumer 3. Producer 4.

Consumer

Producer

Retailer

Consumer

Consumer

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Channel of distribution, which followed by the tetrapack.

1. Frooti: Frooti follow these channel of distribution: Producer

C &F

Wholesaler

Retailer

Consumer Frooti is the most popular brand in tetra packs which is available in the market. It is the product of Parle Agro Ltd.. Parle Agro is the first company, which launched the fruit juice in tetra packs in India.

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2. Maaza: Maaza follows this channel of distribution: Producer

Retailer

Consumer Maaza is the product of Hindustan coca-cola (Pvt) Ltd.. They have their own depot in Muzaffarnagar and depot provides the tetra pack of Maaza to the other retailer and retailer provide to the consumer.

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3. Jumpin: Jumpin follow these channel of distribution: Producer

C &F

Wholesaler

Retailer

Customer Jumpin is the product of Godrej. And they have also follow the same type of channel of distribution, which is used by the Frooti.

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4. Safal: Safal follow these channel of distribution: Producer

C &F

Wholesaler

Retailer

Customer Safal is the product of Amul. And they have also follow the same type of channel of distribution, which is used by the Frooti and Jumpin.

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LAST THREE YEARS PERFORMMANCE

SALE IN 2001-2003:- {Data are in No. of trays}

YEAR 2004 2005 2006

FROOTI 6200 5800 7500

MAAZA 2500 3800 3000

JUMPIN 1500 1350 180

2-GOOD 1300 173 125

SAFAL 250 105 76

MAAZA was launched in April 2000.

8000 7000 6000 5000 4000 3000 2000 1000 0 year frooti maaza jumpin 2-good safal
Series1 Series2 Series3

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PRICE

Price is all around us. You pay rent for your apartment, tuition for your education and a fee for your physician or dentist, the airline, railway, taxi and bus companies charge you a fare; the local utilities call their price a rate; and the local bank charges you interest for the money you borrow.

Price is the market-mix element that produces revenue; the others produce costs. Price is also one of the most flexible elements: it can be changed quickly, unlike product features and channel commitments. At the same time, price competition is the number-one problem facing companies, yet many companies do not handle pricing well. The most common mistakes are these: Pricing is too cost-oriented. Price is not revised often enough to capitalize on market charges: price is set independent of the rest of the marketing mix rather than as an intrinsic element of market-positioning strategy & price is not varied enough for different product items, market segments and purchase occasions.

Companies handle pricing in a variety of ways. In small companies, prices are often set by the companys boss. In large companies, pricing is handled by division and product, line managers, even here; top management sets general pricing objectives and policies.

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ADVERTISING COMPARISON
The main purpose of every business and industrial enterprises is to earn maximum profit though making maximum sales and the object of maximum sales cannot be achieved without promotional activities. Promotional activities are advertising, sales promotion and personal selling is direct method of sales promotion.

Actually advertising includes all the activities performed by an enterprise to present the goods and services to the customer and to motivate them to buy these goods and services. Advertising means spreading information about the product. Advertising is the process of providing maximum information to the consumer regarding the product. It increases the demand of the new product and increases the selling of the existing product. It helps to face the competition in effective manner.

The company should adopt some important mode of advertising and publicly. Some of them are:

Banner Media advertising Wall painting Press advertising Sticker Boards Free gifts POP posters Stands for display

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Comparison of mode of publicity from various companies.

Company or Brand Name Banner Media adv. Wall painting Press adv. Light boards Fridge POP posters Stand for display

Frooti

Mazza

Jumpin

Safal

2 Good

No Yes No No No No Yes No

Yes No Yes Yes Yes Yes Yes No

No Yes No No No No Yes Yes

No No No No No No Yes No

No No No No No No No No

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INTRODUCTION TO THE TOPIC

Success is never a destination but a journey. Crossing milestone after one another with speed and acceleration. A rent less pursuit of excellence, propelled by the sprit if dynamism and it gave a momentum scaling greater heights. It has been a great experience to work with the PARLE Company.

The products of PARLE co. are;

Frooti Appy Yo Frooti Yo Appy Bailley

The company is in perfect competition with coca-cola company.

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RESEARCH METHODOLOGY
Research methodology is a way to systematically solve the research problem involving a study of various steps that are generally adopted by a researcher in studying his research problem.

Research process

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RESEARCH OBJECTIVE: Comparative study of parle frooti tetra pack with other tetra packs

TYPE OF RESEARCH:
DESCRIPTIVE RESEARCH Descriptive type of research has been used. It includes survey and fact finding enquiries of different kinds. The main purpose of descriptive research is to describe the state of affairs. The survey methods included observation and questionnaire. SOURCES OF DATA: 1. Primary Data: Primary data is collected through observation and Questionnaire. 2. Secondary Data: Secondary data those already in existence and which have been collected for some other purpose than the answering of the question at hand.

DATA COLLECTION METHODS: Primary Source of Data Collection Collection of data by means of well framed questionnaire. Direct interaction with the retailers. Direct interaction with dealers and distributors.

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Secondary Source of Data Collection Catalogues of company are studied in order to have a complete knowledge about the different brands available in the market. Different magazines and news papers are studied to collect the information about present scenario of cold drink market. Download the information available on the web-site of the companies. The information is also obtained from the previous report of the companies.

In this project primary data collection method has been used in which a questionnaire has been drafted which included 10 question to make a survey on retailer preference and acceptance toward the soft drink companys.

TOOLS AND TECHNIQUES: Bar charts Tables Pie chart Graphs

SAMPLING:

Sampling is the process to get the sample for the large population. Population can be defined as the large collection of data from which a sample is taken.

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Type of sampling:

1- Non probability sampling: A sampling in which units of the sample are selected on the basis of personal judgment or convince. Non probability sampling is also called non-random. 2. Probability sampling: A probability sampling is chooser in such a way that each member of the universe has equal chances of being selected. It has following type Simple random sampling Systematic random sampling Stratified random sampling Cluster random sampling

Hence in this project work Probability sampling design i.e. Random sampling was adopted as a definite plan for obtaining a sample from the population. The selection technique was a Stratified random sampling a restricted probability sampling

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Sample area: Sadra

Sample size: sample size in east delhi -150

Research Design A research design is the arrangement of condition for collection and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure.

TYPES OF RESEARCH DESIGN

1-

Exploratory Research
All marketing research project must start with exploratory research because. In

a research first we formulate the problem. The major emphasis in on the discovery of ideas and insight. Example- A soft drink firm might conduct an exploratory study to generate possible explanation. An overall Rigid Exploratory research design has been used focusing attention on: Formulating a problem Establishing priorities Gathering information Increasing the analysts familiarity Clarifying concepts

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2- Descriptive Research
In a descriptive research means describe the problem of research and find the solution. descriptive research focuses on: Describe the characteristics Estimate the proportion of people in a specified population To make specific prediction To determine whether certain variable are associated

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Research Design

Research Objectives

Situation Analysis

Preliminary Investigation

Sampling Plan

Research Instrument
Research Design

Content Method

Data Source

Data Collection

Data Analysis

Report Presentation

Application Innovation

Recommendation Follow-up

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OBJECTIVE OF STUDY
1 - To find out the position of Tetra Packs in East Delhi market. 2- To know the consumer behavior towards the purchase of Tetra Packs. 3- To evaluate the present position of Parle Frooti in the field of Tetra Packs in East Delhi,

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DATA ANALYSIS & INTERPRETATION


Q1: Market Share of various tetra packs in which the retailers are dealing: Frooti Mazza Jumpin Safal 2-good 91.6% 3.66% 2.20% 1.52% 0.92%

2.20%

3.66%

1.52%

Frooti Mazza

0.92%

Jumpin
Safal 2-Good

91.60%

Interpretation: the maximum tetra packs of frooti 91.6% and the minimums percentage of tetra packs is 2-good 0.92%.

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(2) How the product is made available to retailer: 1


12 4

Self Visit Company Person Distributor Other

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Interpretation: a. Retailer visit to distributor shop : - 4% b. Companys sales person visit to retailer shop for the placement of tetra pack: - 83% c. Distributor provides the product: - 12% d. *Both company sales and distributor visit on the shop for placement: - 95% e. **Other: - 1% After the company sales person visit, the order replace by the sales person to the distributor and distributor provide the Tetra packs the retailer. Some retailer gets the product through some other agent who carries the product outside the distinct as Delhi and other place.

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(3) Visit by the company sales on the shop of retailer.


In this we compare the visit of Parle sales person with the others Company sales person: -

Frooti sales person Mazza sales person Jumpin sales person Safal sales person 2-Good sales person

one in a weak*, monthly** monthly*, other(NC)** other (NC)

other (NC) other (NC)

* On the A class outlay. ** On the B or C class outlay NC: - No certainty to visit of the sales person it may be once in a two month, Three months or in a year.

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(4) To promote the sales what is the replacement policies used by the companies.

LEAKAGING FROOTI MAAZA JUMPIN SAFAL 2-GOOD Y Y Y Y Y

PUFFING Y Y Y Y Y

RAT-CUTTING Y N N N Y

EXPIRY Y N Y Y Y

Y and N means: Y = Yes, N = No

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APPROXIMATE MARGIN
MARGIN 2-5% PRODUCT FROOTI MAAZA JUMPIN SAFAL 2-GOOD

6-10%

11-14%

15-20%

Mostly company provide 8% margin, its mean 8% of tray.

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(5) How much minimum stock kept by the retailers of different tetra packs.

A class outlay FROOTI MAAZA JUMPIN SAFAL 2-GOOD 10-20 Tray 5-10 Tray 4-8 Tray 2-4 Tray 2-4 Tray

B class outlay 3-8 Tray 3-5 Tray 1-3 Tray 1-2 Tray 1-2 Tray

C class outlay 1-3 Tray 0-1 Tray 0-1 Tray 0-1 Tray 0-1 Tray

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(6) Different promotional activity conduct by the different companies.


There are so many activity conduct by the companies as like: a. Display b. Extra pack with tray c. Replacement of the damage good d. Gift e. Wall painting f. Refrigerator

DISPLAY

EXTRA PACK

REPLAC-E MENT

GIFT

WALL PAIN-T ING

REFRIG-E RATOR

FROOTI MAAZA JUMPIN SAFAL 2-GOOD

Y Y Y N N

Y Y Y Y Y

Y Y Y Y Y

Y Y Y N Y

N Y N N N

N Y N N N

Y and N means: Y = Yes, = No

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(7) Which product does the customer mostly ask?


When we ask to the retailer that which brand be mostly demanded by the customer.

120 100 80 60 40 20 0 Frooti Other


Series1

2%
Frooti

98%

Other

Interpretation: frooti is mostly asked by the people than the others brands.

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(8)What are the main reasons by which the consumer purchases the Frooti according to retailer?
In this we find out the reasons or basis by which a consumer purchases Frooti and we get following information. BASIS TASTE ADVERTISEMENT EFFECT PRICE AVAILABILITY A GOOD PAST HABIT PERCENTAGE 92 18 3 91 96 91

TASTE

91

92

ADVERTISEMENT EFFECT
PRICE

18 3 96 91
AVAILABILITY A GOOD PAST HABIT

Interpretation: taste is the main regions because of retailer purchase frooti.

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(8)

WHICH BRAND IS MORE ATTRACTED & PREFERRED

BY CUSTOMER
FROOTI 98% MAAZA 0.5% JUMPIN 1% SAFAL 0.0% 2-GOOD 0.5%

120% 100% 80%

98%

60%
40% 20% 0.50% 0% FROOTI MAAZA JUMPIN 1% 0.00% SAFAL 0.50% 2-GOOD

Interpretation: frooti is more attracted in compare of others brands.

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Q.10. DOES THE CUSTOMER ASK FOR PARTICULAR BRAND? 1. YES NO = = 99% 1%

WHICH BRAND: FROOTI 98% MAAZA 0.5% JUMPIN 1% SAFAL 0.0% 2-GOOD 0.5%

2. RETAILER SUPPLIES THE AVAILABLE PRODUCT: -

98% 100% 80% 60% 40% 20% 0% FROOTIMAAZAJUMPINSAFAL 2GOOD 0.50% 1% 0.00% 0.50%

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CONSUMER BUYING BEHAVIOR


The main aim of every company is to achieve maximum profit with maximum sales and provide maximum satisfaction to the consumer. Consumer is the king of the market without thrown so for a manufacture of any product to know the consumer behavior, which is very important. Because if you do not know the aspect of consumer behavior related to that product then you will not be able to provide them a quality product. According to there needs and wants and it may be possible that due to this weak point your competitors can give you a threat for the existence in the industry also. There would be a lot of factors by which the buying behavior may be effected, like price of the product, out look of the product, paying capacity of consumer, age and sex of consumer, educational behavior of consumer and many more factor could be accountable for the same.

There are some aspects of consumer behavior for tetra packs in East Delhi-

1. By the study of East Delhi I found that the consumer behavior is brand oriented. 2. Price factor also influences the mind of the customer. 3. The potential of sales of tetra packs is more in the urban area than the rural area. 4. In urban area mostly children prefer the tetra packs. 5. The move consumption of tetra packs are railway station and roadways because of use and throw quality.

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FINDINGS
The main objective of this project is the Comparative Study of various tetra packs with Frooti. Through this study we come to know various facts about tetra packs in market. Although there are many tetra packs in the market but Frooti has the higher market share about 91.6%. This project throws some light on the reasons of the success of Frooti. So the findings of this project are as follows: Frootis market share is 91.6% and all others are in 8.4%. It means the main emphasis of the customer is towards the Frooti in tetra packs industry. Because: -

Good taste. A good past. More consumer satisfaction. Popularity of brand name. Perfect distribution channel. Good promotional activities. Good retailer oriented schemes. Hard working of company sales person. Attractive packaging and branding. Free pack for retailers. Gifts on the targeted sale. Free coupons for children with pack. Travel tickets for distributors on targeted sale. Increase the incentive schemes for sales persons.

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CONSLUSION
1. Leading brand is Frooti, its market share is 91.6%. 2. Here the market of tetra packs is totally brand oriented price also matters to some extent. 3. The display of Frooti is much better than other tetra packs. Because display is the main aspect in the tetra pack industry. 4. The maximum sale of Frooti is on Railway station and various bus stands because of its use and through quality. 5. Mostly children prefer the tetra pack so the main emphasis of the company is the children. 6. There are some place in East Delhi where the sale of Frooti is maximum that is: Shakarpur Pandav Nagar Shankar Vihar Karkardooma

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SUGGESTIONS
Frooti is the oldest brand in the market but only due to the oldness and product produced is not only the success of the company but it is the half way of success. There are to many competitors in the market so there is need to increased the sale of the product. At present the position of Tetra Packs are not satisfactory.

1. Free pack for retailers. 2. Gifts on the targeted sale. 3. Free coupons for children with pack. 4. Travel Tickets for distributors on targeted sale. 5. Now a days the aspect of advertising and various schemes are vary important for a company to increase the sale. 6. Parle Ltd. should keep more attention on advertising and various retailers oriented schemes. Through which the customer get more information about Tetra pack. Like continuous advertising in media.

In the Laxmi Nagar and Preet Vihar in East Delhi Market no one (Frooti, Maaza, Jumpin, Safal, 2-Good) have their permanent distributor. Every company changes its distributor. Every company changes its distributor with in six month. And Frooti is in the top to do this. It is the big problem, which create the confusion in the mind of retailer. Because they dont know who is the permanent distributor.

So that: -

1. P.S.S.L. should follow the permanent distributor style and should make some rules and regulation for distributor also. As like some sale quota, coverage and must fix a certain amount as a security.

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2. Parle Agro Ltd. Should increase their product line in the field of tetra pack as like they can introduce other flavor like orange, lichhi pineapple etc. 3. But if they introduce sugarcane juice in tetra pack then it will be beneficial, because at present in the market sugarcane juice is not available in tetra pack. 4. Parle Agro Ltd. Should enter into juices market as like Dabur, Real, Tropicana etc. 5. Parle Agro Ltd. should introduce a family pack of one liter and two liter of mango drink. 6. Parle Agro Ltd. should make little change in its packaging of Frooti or some modification in the packaging so that it may become more attractive. 7. Parle Agro Ltd. Should start some consumer-oriented scheme also. 8. Parle Agro Ltd. should provide the small refrigerator to the A class retailer. 9. Parle Agro Ltd. should give the advertisement of Frooti in the broadcasting media specially in the Cartoon network or other cartoon programs.

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LIMITATIONS
1. Time Factor: It is very difficult to cover all the market within two month. So due to the time limitation I have to left some outlets. 2. It may be possible that the information which is provided by the retailer to me are bias and its influence the project report. 3. The information which is provided the other company sales person were may be bias. 4. All the company change their sales scheme very rapidly which effect the sales and its create the problem to collect the real information.

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BIBLIOGRAPHY

BOOKS
Philip Kotler, Marketing Management, Prentice Hall of India Pvt. Ltd, edition 2005-07. W.J.Stanton Fundamental of Marketing, Tata M.G.Hill Publishing Com. Ltd, edition 2003-2005. Research Methodology by C.R.Kothari published, Tata M.G.Hill Publishing Com. Ltd, edition 2004-2006.

NEWS PAPERS AND MAGAZINES


Times of India Hindustan Times Business Today Business India

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QUESTIONNAIRE

Name : Age :.

Address :. Mobile no.:.

Please tick mark the appropriate answer: Q.1 In which product you are dealing with in tetra packs? Frooti Yo Frooti Maaza Jumpin Safal Other [ [ [ [ [ [ ] ] ] ] ] ]

Q.2 What is the price rate system?


MRP Frooti Yo Frooti Maaza Jumpin 2-Good [ [ [ [ [ ] ] ] ] ] Selling Price [ [ [ [ [ ] ] ] ] ]

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Safal Other

[ [

] ]

[ [

] ]

Q.3 What approximate margin you are getting in different tetra packs?
2-6% Frooti Yo Frooti Maaza Jumpin 2-Good Safal Other [ [ [ [ [ [ [ ] ] ] ] ] ] ] 6-10% [ [ [ [ [ [ [ ] ] ] ] ] ] ] 10-14% [ [ [ [ [ [ [ ] ] ] ] ] ] ] 14-18% [ [ [ [ [ [ [ ] ] ] ] ] ] ] >18% [ [ [ [ [ [ [ ] ] ] ] ] ] ]

Q.4 How the product is made available to you?


You visit to distributor yourself. Companys sales person visit to you for placement. Other way i.e...

Q.5 How many number of times Cos sales person visit to you ?
Once in a week Twice in a week Monthly [ [ [ ] ] ]

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Fortnightly Other

[ [

] ]

Q.6 What are replacement policies in different product?


Leakage Frooti Yo Frooti Maaza Jumpin 2-Good Safal Other [ [ [ [ [ [ [ ] ] ] ] ] ] ] Puffing [ [ [ [ [ [ [ ] ] ] ] ] ] ] Rat cutting [ [ [ [ [ [ [ ] ] ] ] ] ] ] Expiry All [ [ [ [ [ [ [ ] ] ] ] ] ] ]

Q. 7 What is the approximate sale per month?


Frooti Yo Frooti Maaza Jumpin 2-Good Safal Other . .. . . .. . .

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Q. 8 How much minimum stock you usually keep?


5 trays Frooti Yo Frooti Maaza Jumpin 2-Good Safal Other [ [ [ [ [ [ [ ] ] ] ] ] ] ] 10 trays [ [ [ [ [ [ [ ] ] ] ] ] ] ] 15 trays [ [ [ [ [ [ [ ] ] ] ] ] ] ] Above [ [ [ [ [ [ [ ] ] ] ] ] ] ]

Q. 9 What are different promotional activity conducted by different companies?


Frooti Yo Frooti Maaza Jumpin 2-Good Safal Other . .. . . .. . .

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Q. 10 Does the customer ask for particular brand?


Yes No If Yes then which

.. Q. 11 Which one is more attracted and preferable by customer?


Frooti Yo Frooti Maaza Jumpin 2-Good Safal Other [ [ [ [ [ [ [ ] ] ] ] ] ] ]

Q. 12 What do you consider before purchasing required Drink?


Brand Name Price [ [ ] ] ] ] ]

Attractive Packaging [ Availability Taste [ [

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(13)What are the main reasons by which the consumer purchases the Frooti according to retailer?
Frooti Maza Jumpin 2-good Safal Others [ [ [ [ [ [ ] ] ] ] ] ]

(14) What are the main reasons by which the consumer purchases the Frooti according to retailer?
Taste Advertisement effects Price Availability A good past Habit [ [ [ [ [ [ ] ] ] ] ] ]

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