final mim report

8/9/2019 Final Mim Report

1/24

Introduction

1


2/24


3/24

Objectives

3


4/24

Objectives of selling

To know the process of selling.

To know the buyers taste and preference.

To know about the different F.M.C.G products prevailing in the market.

To know the different type of marketing strategies adopted by different F.M.C.Gcompanies.

To know the actual demand of the customers.

To know how to communicate with the different customers.

To know the socio economic profile of buyers.

To gain some experience of selling.

To sell the products.

To get good marks.

4


5/24

Methods Usedin Selling

5


6/24

Method of selling

Approach to a villager and describing the purpose of selling, my identity and telling all

the details about the product

Ask him to help in the process of selling

Entering in to the village with the villager

Telling the villagers or buyers about my identity and purpose of selling

Describing the product features and price

Selling the product with thank you

6


7/24

Selling experience:-

To a sell a product in the market which is newly introduced is bit difficult. But if

any one gives his full effort it will be an easy task. In the initial stages I faced a lot ofproblem while selling. At that time it was too difficult to do the work of selling. But as

time goes on I got the confidence when I sold some of the products. A young boy who is

of 6th standard helped me a lot in the process of selling. He guided me towards his village

RAYAGAD and he approach the villagers on behalf of me to sell the products. It wasreally an exiting task to know about the behavior of the villager, their reaction about the

product. They behave well with me when they came to know that, I am a student of

PGDMof CSREM. They also answered my questions beautifully. Some of them asked

me to take tea.I also took tea and built a good rapport with them. I described about all thefeatures of the products and the villagers bought about 500rs.products from me. They

have very well reacted to the Gram Tarang Soap and the detergent powders. But therest products like the Shine Cream, Coconut Oil they didnt react well to this products

because of its high pricing. But I in this village learned so many things from the villagers.

In my next visit I had gone to a far away village CHANDRAGIRI. That was a

nice village surrounded by hills and mountains. In that village I sold the products toTIBETANS .Again that was a very nice experience for me because I communicated with

them in English because the dont know Oriya. First I have approached to their

community head and took permission to sell the products. After that I sold their about700rs.

Last but not the least, I can say that I enjoyed and succeeded in the process of

selling.

7


8/24

Product

Analysis AndFindings

8


9/24

PRODUCT ANALYSIS AND FINDINGS

DETERGENT POWDER

Maximum numbers of buyers who purchase the detergent powder are

basically females.

Most of them are married. Most of the buyers belong to lower income level i.e 1700-4000 p.m.

Most of them are uneducated and some of them have completed 7th class.

Maximum number of buyers are belong to schedule tribe

Most of them prefer to buy low cost detergent powders because of their

income status.

Maximum number of villagers does not have the regular awareness aboutdifferent detergent powders, most of them aware about one or two detergent

brands.

Maximum number of buyers bought our product for try and some of thembought it for the good foam.

Their purchase decision basically depends up on the price of the product

because they can not afford high price products.

Most of them purchase detergent powder from the village retail shop and

some of them usually purchased from haats.

Most of them are referred by the retail shop keeper for buying the detergentpowder. The shop keepers play a large role in their purchase decision making.

Maximum number of buyers ready to try the new product if the price will be

affordable for them.

Most of the families require 400-500 grams of detergent powder monthly.

GRAM TARANG BATH SOAP

Maximum numbers of buyers who purchase the detergent powder are

basically females.

Most of them are married.

Most of the buyers belong to lower income level i.e 1500-3000 p.m.

Most of them are uneducated and some of them have completed 10th class.

Maximum number of buyers are belong to schedule tribe

Most of them prefer to buy low cost bath soap because of their income status.

Maximum numbers of villagers have the regular awareness about different

bath soaps.

Maximum number of buyers bought our product for smell and some of them

bought for trying the soap.

Their purchase decision basically depends up on the price of the productbecause they can not afford high price products.


affordable for them.

9


10/24

Most of them are referred by the retail shop keeper for buying the detergent

powder. The shop keepers play a large role in their purchase decision making.

Most of the families require 4 to 5 pieces of bath soap monthly.Most of the families have the multiple users of the bath soap

Mosquito coil

Maximum numbers of buyers who purchase the mosquito coil are basicallyfemales.


Most of the buyer belongs to lower income level i.e 1500-3000 p.m. andsome of them belong to middle income level.

Most of them are graduates and some of them have completed 10th class.

Maximum numbers of buyers are belonging to schedule tribe and others areTibetans.

Most of them prefer to buy low cost bath soap because of their income status

but Tibetans prefer to use premium bath soaps because their income status ishigh.

Maximum numbers of villagers have the regular awareness about mosquito

coils but the Tibetans prefer to use premium mosquito coils.

Maximum number of buyers bought our product for smell and some of them

bought for trying the mosquito coil.

Their purchase decision basically depends up on the price of the productbecause they can not afford high price products. But the Tibetans prefer to

buy the premium products because they want quality.


affordable for them. The Tibetans usually got awareness by the TVadvertisements.

Most of them are referred by the retail shop keeper for buying the detergentpowder. The shop keepers play a large role in their purchase decision making.

Most of the families require 2 packs of mosquito coil monthly.

Coconut oil

Maximum numbers of buyers who purchase the mosquito coil are basicallymales.


Most of the buyer belongs to lower income level i.e 2000-5000 p.m.

Most of them are 10th pass and some of them have didnt complete 10th.

Maximum number of buyers is belonging to schedule tribe.

Most of them prefer to buy the coconut oil for the no stickiness.

Maximum number of villagers have the regular awareness about the coconutoil .

Maximum number of buyers bought our product for trying purpose

Their purchase decision basically depends up on the price of the product

because they can not afford high price products.

Maximum number of buyers ready to try the new product if the the price will

be affordable for them.

10


11/24

Most of them are referred by the retail shop keeper for buying the detergent

powder. The shop keepers play a large role in their purchase decision making.

Most of the families require 100ml of coconut oil monthly.

Most of the families have the multiple users of the coconut oil.

Most of them purchase detergent powder from the village retail shop and

some of them usually purchased from haats.

Relax balm

Most of the buyers buy relax balm because of its effectiveness and goodpackaging

Most of the buyers are educated and they have the regular awareness about the

pain balms.

Shine cream

Maximum number of buyers purchase the shine ream because I convince themthat it is a good product

The bought it for trial purpose

The price of the product is some how high than the other products existing inthe market.

11


12/24

CompetitorsAnalysis

12


13/24

COMPETITOR ANALYSIS

Detergent powder

The main competitor of Gram Tarang detergent powder is Rin and tide .they

have captured the more market share because of its companies advertisements

and good quality of products in lesser price. The Rin detergent powder is ofHindustan Uniliver ltd. And the tide is from Proctor and Gamble. The

packaging quality of the products is very strong as compared to GramTarang

detergent powders. they have also the advantage of having the good market

penetration and customers trust. The Rin and tide detergent powder promotedby different offers like extra and ring is giving one detergent cake free.

Bath soap

The main competitors of Gram Tarang bath soap are Lux,Life Bouy and

Cinthol. These competitive products are from H.U.L and Godrej. Lux has its

own brad image among the customer and now it is the market leader in the

villages .Lux is also coming at the price of 10rs which is affordable for thecustomers. The Cinthol and Life buoy got the god name and fame among the

customers because of its quality, packaging and heavy advertisements.

Coconut oil

The main competitors of Enadu coconut oil and coco pure are Parachute

coconut oil,Dabur anmol .the main competitor of cool cool cool oil is himaninavarantna oil.The parachute coconut oil has its own brand image among thecustomers. Most of them know about this product because f its quality and price

also large market penetration. Dabur anmol coconut oil also preferred by most

of the customers because it is an old product and having the good quality withaffordable price.

Health care mosquito coil

The main competitors of health care mosquito coil are Mortein and Goodknight. Customers are largely accepted these products because of its smell and

quality. The price of these products also affordable. These two brands has

largely penetrated in the villages. The price of these products as compare tohealth care mosquito coil also same.

Relax Balm

The main competitors of relax balm are Amrutanjan and Himani Mentho PlusBalm. They are biggest players in the pain balm market because of their heavy

advertisements. These products also very old n the market for which customers

largely about these products. The price of Amrutanjan as compared to relaxbalm is slightly higher and himani mentho plus balm slightly lower.

13


14/24

Shine cream

The main competitors of Gram Tarang shine cream are fair and lovely and fairand shine in the villages .fair and lovely is the market leader and it carries a

good customer faith.

Swot Analysis

14


15/24

SWOT ANALYSIS OF GRAM TARANG PRODUCTS

Products/Swot

Strength Weakness Opportunity Threats

COCONUT OIL Non sticky High price More number of

users

Existence of

other competitive

products

BATH SOAP Good fragrance Less quantity

according to

price

More number of

users

Existence of

other competitive

products

DETERGENTPOWDER

Good foam Defect inpackaging

More number ofusers

Existence ofdetergent cake

and other

competitors

MASQUITO

COIL

Effective Excess Smoke Good for rural

markets

Use of liquid

mosquito

destroyer

SHINE CREAM

Effective Bad packaging

and fragrance

More number of

users

Competitors

BALM Very effective Less quantity More number of

users

Competitors

AMLA,ICE

COOL

Effective Bad packaging More number of

users

Competitors

15


16/24

STP ANALYSIS

Product Segmenting/s.e.c Targeting Positioning

Coconut oil Rural market/e1,e2 Rural villages local quality product

at cheaper price

Bath soap Rural market/d,c Rural villages Quality product at

cheaper price

Detergent powder Rural market/b1,b2 Rural villages Quality product at

cheaper price

Masquito coil Rural market/b2,c Rural villages Quality product at

cheaper price

Shine cream

Rural market/ e1,e2 Rural villages Quality product at

cheaper price

Relax balm Rural market/b1,a2 Rural villages Quality product at

cheaper price

Amla,ice cool hair oil Rural market/b1,a2 Rural villages Ayurvedic product

16


17/24

4ps used in Gram Tarang Products

Products/4ps PRODUCT PRICE PLACE PROMOTION

COCONUT

OIL

COCOPURE,ENADU LOW PRICE RAYAGAD,CHANDRAGIR

I

N.A

BATH SOAP GRAM TARANG LOW PRICE RAYAGAD,CHANDRAGIR

I

N.A

DETERGENT

POWDER

JET ULTRA,REEMA

JET,ULTRADETERGENT,

CLEAN MAGIC

AFFORDABLE

PRICE

RAYAGAD,CHANDRAGIR

I

N.A

MASQUITO

COIL

HEALTH CARE AFFORDABLE

PRICE

RAYAGAD,CHANDRAGIR

I

N.A

SHINE

CREAM

GRAMTARANG SHINE

FARENESS CREAM

AFFORDABLE

PRICE

RAYAGAD,CHANDRAGIR

I

TWO 1 RS.

DETERGENT

POWDERFREE

BALM RELAX BALM LOW PRICE RAYAGAD,CHANDRAGIR I

N.A

AMLA,ICE

COOL

GRAMTARANG AMLA

NIKHAR HAIR

OIL,GRAM TARANG ICECOOL HAIR OIL

AFFODABLE

PRICE

RAYAGAD,CHANDRAGIR

I

5RS. OFF

17


18/24

ConclusionAnd

Suggestions

18


19/24

CONCLUSION

Last but not the least I must tell that selling the gram tarang products is not a hardtask at all. If any one will be dedicated and try to give some effort for this they can easily

sell the products with gaining lot of knowledge and experience about selling.

SUGGESTIONS

The price of shine cream has to reduce.

The packaging quality of the shine cream needs to be improved

Though the bath soap has created a good brand name among the villagers its

packaging has to be improving a little.

The packaging of Ultra clean magic detergent powder has to improving a lot;

though it is a good quality product, it is unable to attract the customers because

of its packaging style.

The health care mosquito coil is very effective but it smokes a lot .So some

steps must be taken to reduce the amount of smoke it generates. The product has to adopt some promotional strategies like giving some free gifts

and take some steps to create awareness among the customers.

19


20/24

Questionnaire

20


21/24

Questionnaire

1. Name of the buyer?

------------------------------------------------------------------------------------------

2. Age of the respondents?

-------------------------------------------------------------------------------------------

3. Gender of the respondent?

a. Male [ ] b. Female [ ]

4. Marital status

a. Single [ ] b. Married [ ]

5. What is your income status?

--------------------------------------------------------------------------

6. Up to what level you have studied?

---------------------------------------------------------------------------

7. Which caste do you belong?

a. Gen [ ] b. S.C [ ] c. S.T [ ] d. Others [ ]

8. What is your awareness level about the product ?

a. Regular [ ] b. Premium [ ] c. Others [ ]

9. Why do you want to make a change in your product?

a. Smell [ ] b. Price [ ] c. Try new [ ] d. Others [ ]

10. Users of the product?

a.Single [ ] b. Multiple [ ]

11. Your purchasing decision depends up on which factor?

a. Offers [ ] b.Price [ ] c.Credit [ ] d. Others [ ]

12. From where do you get your product?

21


22/24

a. Retail [ ] b.Haats [ ] c. Others [ ]

13. Usually who refer you to buy the product?

a. Shopkeeper [ ] b. Neighbour [ ] c. TV adds [ ]

14. Would you like to change your product?

a. Yes [ ] b. No [ ]

15. Would you like to tell your usage level?

-----------------------------------------------------------------------

-------------------------------------------0-----------------------------------------------

22


23/24

Bibilography

23


24/24

Bibliography;Kotler Philip,13th edition, A south Asian prospective

final mim report

Documents