itc marketing
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SUMMER INTERNSHIP
PROJECT REPORT
ON
COMPARATIVE ANALYSIS OF GLUCOSE BISCUITS W.r.t
COMPANIES NAMELY ITC Ltd, PARLE AND BRITANNIA.
SUBMITTED TO: SUBMITTED
BY:
Mr. Manish Gurung Shaphalee Thapa
Lecturer UIM PROGRAME:
BBA 5th Sem.
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SESSION: 2007- 10
ABSTRACT
This report is about comparative analysis
of ITC biscuits with other companies
biscuits namely Parle, Britannia. This
research report has been prepared oncomparative analysis of Glucose Biscuits of
ITC, Parle and Britannia at marketing
branch of ITC Ltd, Saharanpur. My purpose
of training was to determine the current
market position of ITC range of biscuits in
SRE market and to find out all the possible
ways to improve the sales for the same.
According to my research I found though
ITC is holding 2nd position in sre market but
is performing well and is giving good
competition to other popular brands in avery efficient manner.
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TABLE OF CONTENTS
CHAPTERS PAGE
NO
ACKNOWLEDGEMENT 4
LEARNING OBJECTIVES 5
COMPANY PROFILE 6-8
OVERVIEW OF COMPANY 9-11
MISSION &VISION (ITC) 12
BUSINESS PORTFOLIO (ITC) 13
SWOT ANALYSIS (ITC) 14-15
FMCG SECTOR 16-18
TOP 10 PLAYERS 19
FMCG SECTOR SEGMENTS 20-21
SWOT ANALYSIS (FMCG) 22-23
3 MANUFACTURES 24-36
PROJECT PLAN 37-53
STRATEGY 54-55
ACHIEVEMENTS 56
ANALYSIS & INTERPRETATIONS 57-67
LIMITATIONS 68
FINDINGS & RECOMMENDATIONS 69-71
ANNEXURE 72-74
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ACKNOWLEDGEMENT
A work is never a work of an individual.I owe a sense of gratitude to
the intelligence & co-operation of Mr. Girish Nema(company guide)
ITC Ltd sre who helped me out for completion of this exclusive
project.
Special thanks to Ms. Jai Kumar marketing guidance for her
valueable guidance without whom I could not have envisaged
of my project.
Last but not the least I also thank my colleagues and friends for
providing constant encouragement and help. Finally, I am grateful to
my family members for their moral support and understanding.
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LEARNING OBJECTIVES
To study the current market position of ITC range of
Glucose Biscuits biscuits.
To find out the ways to improve the sales for the same.
To find out the extent of brand loyalty that exists
among different biscuits brands.
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COMPANY PROFILE
ITC is one of India's foremost private sector companies with a market capitalization of nearly US $ 18 billion
and a turnover of over US $ 4.75 billion. ITC is rated among the World's Best Big Companies, Asia's 'Fab 50'
and the World's Most Reputable Companies by Forbes magazine, among India's Most Respected Companies
by Business World and among India's Most Valuable Companies by Business Today. ITC also ranks among
India's top 10 `Most Valuable (Company) Brands', in a study conducted by Brand Finance and published by
the Economic Times.
ITC has a diversified presence in Cigarettes, Safety matches,Hotels Paperboards & Specialty Papers,
Packaging, Agri-Business, Packaged Foods &Confectionery,InformationTechnology,BrandedApparel,Personal
Care,Greeting Cards and other FMCG products. While ITC is an outstanding market leader in its traditional
businesses of Cigarettes, Hotels,Paperboards,Packaging and Agri-Exports, it is rapidly gaining market share
even in its nascent businesses of Packaged Foods & Confectionery, Branded Apparel and Greeting Cards.
ITC's diversified status originates from its corporate strategy aimed at creating multiple drivers of growth
anchored on its time-tested core competencies: unmatched distribution reach, superior brand-building
capabilities, effective supply chain management and acknowledged service skills in hoteliering. Over time, the
strategic forays into new businesses are expected to garner a significant share of these emerging high-growth
markets in India. ITC's Agri-Business is one of India's largest exporters of agricultural products. ITC is one ofthe country's biggest foreign exchange earners (US $ 2.8 billion in the last decade). The Company's 'e-
Choupal' initiative is enabling Indian agriculture significantly enhance its competitiveness by empowering
Indian farmers through the Internet.
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This transformational strategy, which has already become the subject matter of a case study at Harvard
Business School, is expected to progressively create for ITC a huge rural distribution infrastructure,
significantly enhancing the Company's marketing reach. ITC's wholly owned Information Technology
subsidiary, ITC InfoTech India Limited, is aggressively pursuing emerging opportunities in providing end-to-end
IT solutions, including e-enabled services and business process outsourcing ITC's production facilities and
hotels have won numerous national and international awards for quality, productivity, safety and environment
management systems. ITC was the first company in India to voluntarily seek a corporate governance rating.
ITC employs over 21,000 people at more than 60 locations across India. The Company continuously
endeavors to enhance its wealth generating capabilities in a globalizing environment to consistently reward
more than 3,97,000 shareholders, fulfill the aspirations of its stakeholders and meet societal expectations. This
over-arching vision of the company is expressively captured in its corporate positioning statement:
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THE MISSION AND VISION STATEMENT
THE ITC MISSION
THE ITC VISION
ITC - Business Portfolio
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ITC
FMCG:
Cigarettes
Other FMCG
HotelsAgri Business
Leaf Tobacco
Agri Commodities
Paperboard
Paper &
Packaging
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Division. In November 2002, this division merged with the Company's Tribeni Tissues Division to form the
Paperboards & Specialty Papers Division. In 1985, ITC set up Surya Tobacco Co. in Nepal as an Indo-Nepal
and British joint venture. Since inception, its shares have been held by ITC, British American Tobacco and
various independent shareholders in Nepal.In August 2002, Surya Tobacco became a subsidiary of ITC Limited and its name was changed to Surya
Nepal Private Limited (Surya Nepal).
Also in 1990, ITC set up the Agri Business Division for export of agri-commodities. The Division is today one
of India's largest exporters. ITC's unique and now widely acknowledged e-Choupal initiative began in 2000
with soya farmers in Madhya Pradesh. Now it extends to 10 states covering over 4 million farmers. ITC's first
rural mall, christened 'Choupal Saagar' was inaugurated in August 2004 at Sehore. On the rural retail front, 24
'Choupal Saagars' are now operatonal in the 3 states of Madhya Pradesh, Maharashtra and Uttar Pradesh.
In 2000, ITC launched a line of high quality greeting cards under the brand name 'Expressions'. In 2002, the
product range was enlarged with the introduction of Gift wrappers, Autograph books and Slam books. In
the same year, ITC also launched 'Expressions Matrubhasha', a vernacular range of greeting cards in eight
languages and 'Expressions Paperkraft', a range of premium stationery products. In 2003, the company
rolled out 'Classmate', a range of notebooks in the school
stationery segment.
ITC's foray into the Foods business is an outstanding example
of successfully blending multiple internal competencies to
create a new driver of business growth. It began in August
2001 with the introduction of 'Kitchens of India' ready-to-eat
Indian gourmet dishes. In 2002, ITC entered the confectionery
and staples segments with the launch of the brands mint-o and Candyman confectionery and Aashirvaad
atta(wheat flour). 2003 witnessed the introduction of Sunfeast as the Company entered the biscuits segment.
ITC's entered the fast growing branded snacks category with Bingo! in 2007. In just seven years, the Foods
business has grown to a
significant size with over
200 differentiated
products under six
distinctive brands, with an
enviable distribution
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reach, a rapidly growing market share and a solid market standing. In 2002, ITC's philosophy of contributing to
enhancing the competitiveness of the entire value chain found yet another expression in the Safety Matches
initiative. ITC now markets popular safety matches brands like iKno, Mangaldeep, Aim, Aim Megaand Aim
Metro.ITC's foray into the marketing of Agarbattis (incense sticks) in 2003 marked the manifestation of its
partnership with the cottage sector. ITC's popular agarbattis brands include Sprihaand Mangaldeep across a
range of fragrances like Rose, Jasmine, Bouquet, Sandalwood,
Madhur, Sambrani and Nagchampa.
ITC introduced Essenza Di Wills, an exclusive range of fine
fragrances and bath & body care products for men and women in July
2005. Inizio, the signature range under Essenza Di Wills provides a comprehensive grooming regimen with
distinct lines for men (Inizio Homme) and women (Inizio Femme). Continuing with its tradition of bringing
world class products to Indian consumers the Company launched 'Fiama Di Wills', a premium range of
Shampoos, Shower Gels and Soaps in September, October and December 2007 respectively. The Company
also launched the 'Superia' range of Soaps and Shampoos in the mass-market segment at select markand
Vivel De Wills & Vivel range of soaps in February and Vivel range of shampoos in June 20.
Sunfeast
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In 2003, ITC forayed into the Biscuits market with the Sunfeast range of Glucose, Marie and Cream
Biscuits. Sunfeasts brand essence, "Spread the Smile" connotes happiness, contentment, satisfaction
and pleasure. The mascot Sunny reinforces the emotional aspects of the brand. Sunfeast Milky Magic
Packed with goodness of milk these deliciously nutritious crispand crunchy biscuits are a favorite among mothers and kids.
Milky Magic has the power of 2 - A perfect balance of energy
that aids physical strength and mental ability. These biscuits
strike the right balance of milk and wheat which helps in an all
round development and nurturing of the child.Sunfeast Marie Light:
This ideal teatime biscuit is made from the finest
quality wheat high in fibre and keeps one light
and healthy through the day.
Orange Marie :
It has the distinction of being one of the most
successful innovative Marie biscuits and is liked
by one and all.Sunfeast Golden Bakery
Sunfeast Golden Bakery is a premium cookie on an innovative and
differentiated platform. Launched nationally in March 2008, these
cookies are made from the recipes crafted by the master bakers of ITC
Hotels and are slowly baked in the traditional way till they are golden
brown and develop the crispy broken crust texture.
The Sunfeast Golden Bakery cookies are available in three distinct
flavours - Butter-Nut, Butterscotch and Choco-Nut cookies. These
products are designed to give consumers a rich & truly indulgent
experience.Sunfeast Dark Fantasy
Inspired by the Master Chefs of ITC hotels, it is the richest of chocolate vanilla
biscuits. These biscuits are created using carefully chosen premium ingredients for
a sensory experience unlike any other. Dark Fantasy is more than a biscuit, its a
luxurious mix of aromatic cocoa and vanilla.
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Sunfeast Glucose
For those light hunger pangs, a wholesome & nutritious choice as these golden brown
biscuits are made from the best quality wheat. Sunfeast Glucose biscuits are ideal
not just for kids but adults too.Sunfeast Dream Cream
A truly scrumptious range of cream biscuits that have become an instant hit with children. ITCs chefs have put
their legendary skills into these biscuits to deliver truly tasty cream biscuits. Special Flavor Crystals in
Strawberry and Pineapple cream biscuits keep the creamy flavor linger on.
Strawberry Cream
The first of its kind cream biscuit with special
strawberry flavor crystals that will keep the
creamy flavor linger on.
Bourbon
A special delight for all those chocolate lovers.
Orange Cream
Experience a tangy twist in biscuits with everyOrange cream.
Butterscotch Cream
Another first, the taste of ice-cream in creambiscuits.
Mango Cream
A special summer flavour cream biscuits for
all those who love the king of fruits.
Elaichi Cream
Taste the queen of spices in cream biscuits.
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Sunfeast sweet 'n salt
These thin and crisp biscuits come with a distinctive sundry taste, that of salt and
sweetness. A bite into one of these one keeps wondering about its taste!
Sunfeast Nice
Sunfeast Benne Vita Flaxseed Biscuits
If Benne Vita in Italian stands for Good Life, then Benne Vita
Flaxseed biscuits just make the good life better. The Flaxseed
content in these protein and mineral enriched biscuits are rich source
of Omega III acids that helps control cholesterol. Flaxseed is the
richest plant source of these essential Omega-3 Fatty Acids. It is also rich in dietary fibre, proteins, calcium
and other minerals to maintain healthy heart and good gut health.Sunfeast Special
ITC Sunfeast presents a range of Special cookies and creams
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These are crisp coconut biscuits showered with sugar crystals. The
crisp sugary sweetness will just go on to make all those nice moments nicer.
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Special Cookies:
Made with best quality wheat, cashew and butter, Sunfeast Special cookies are baked
with real butter and the finest ingredients to give a mouth-watering treat that makes every
moment special.
Available in Cashew/ Butter/ Coconut.
Special Creams:
Delicious value for money cream biscuits with a thick layer of cream sandwiched
between two biscuits.
Available in Orange and Chocolate variants.
Sunfeast immediately established itself as a provider of innovative and distinctive products - Sunfeast Marie
was launched in an innovative orange flavour and the 'Sunfeast Dream Cream' range includes new flavours
as well as flavour enhancers. The Sunfeast Dream Cream range is currently available in 8 variants. The
Company has also introduced 'Sunfeast Dark Fantasy', a dark chocolate and vanilla cream offering for the
premium segment in select markets.
Riding on the success of its initial offerings, ITC also entered the milk biscuit category with Sunfeast Milky
Magic biscuits in the general milk and milk cream categories. Apart from milk which helps mental growth,
these biscuits also contain the finest quality wheat aiding physical growth. Both cream and milk biscuits have
received enthusiastic response from consumers.
In the last few years the Sunfeast biscuits portfolio has been enhanced to include salted crackers and cookies.
The 'Sunfeast Snacky' salted crackers are available in 2 unique variants viz., Chilli Flakes and Classic
Salted. Sunfeast's cookie offering, 'Sunfeast Special' biscuits are also available in select markets. The
Sunfeast Special range currently includes cookies in three variants Butter, Cashew and crunchy Coconut,
as well as cream biscuits in two variants Choco and Orange. The recently launched Sunfeast Golden
Bakery offers the freshly baked taste of cookies in 3 variants - Choco-nut, Butter-nut and Butter scotch.
The brand has also launched Sunfeast Nice, a tasty and delightful offering of crispy, sugar sprinkled biscuits.
The Sunfeast product portfolio has been further expanded to include healthy snacking options as well.
'Sunfeast Pasta Treat', a whole wheat based instant pasta was introduced as a healthy snacking option for
children. After the tremendous success of the 4 initial flavours the instant Pasta range has been extended with
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two new exciting flavours Pizza and Chicken. The pasta segment was further expanded with the launch of
'Sunfeast Benne Vita' in 4 innovative variants. This range has been enhanced recently with the launch of
Sunfeast Benne Vita Flax Seed biscuits that reflect the brand essence of Benne Vita, which in Italian stands
for Good Life. The flax seed content in these protein and mineral enriched biscuits is a rich vegetarian sourceof Omega III acids.
With continued focus on health and nutrition, Sunfeast extended the biscuits portfolio to the nutritional segment
with the launch Sunfeast Sachin's Fit Kit a range of healthy products co-created with Sachin Tendulkar. It
is for the first time in India that an icon of the stature of Sachin Tendulkar has been actively involved in the
product development process as co-creator of the Sunfeast Sachin's Fit Kit range. It is the shared vision of
Sunfeast as well as Sachin Tendulkar that products under the Sachin's Fit Kit range will enable create
"Champions of Tomorrow". The launch range comprises two offerings - Sunfeast Sachin's Vitamin and
Protein enriched biscuits and Sunfeast Sachin's Multigrain biscuits
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imported gas ovens. Britannia's business was flourishing. But, more importantly, Britannia was acquiring a
reputation for quality and value. As a result, during the tragic World War II, the Government reposed its trust in
Britannia by contracting it to supply large quantities of "service biscuits" to the armed forces.
As time moved on, the biscuit market continued to grow and Britannia grew along with it. In 1975, theBritannia Biscuit Company took over the distribution of biscuits from Parry's who till now distributed Britannia
biscuits in India. In the subsequent public issue of 1978, Indian shareholding crossed 60%, firmly establishing
the Indianness of the firm. The following year, Britannia Biscuit Company was re-christened Britannia
Industries Limited (BIL). Four years later in 1983, it crossed the Rs. 100 crores revenue mark.
On the operations front, the company was making equally dynamic strides. In 1992, it celebrated its Platinum
Jubilee. In 1997, the company unveiled its new corporate identity - "Eat Healthy, Think Better" - and made its
first foray into the dairy products market. In 1999, the "Britannia Khao, World Cup Jao" promotion further
fortified the affinity consumers had with 'Brand Britannia'.
Britannia strode into the 21st Century as one of India's biggest brands and the pre-eminent food brand of the
country. It was equally recognised for its innovative approach to products and marketing: the Lagaan Match
was voted India's most successful promotional activity of the year 2001 while the delicious Britannia 50-50
Maska-Chaska became India's most successful product launch. In 2002, Britannia's New Business Division
formed a joint venture with Fonterra, the world's second largest Dairy Company, and Britannia New Zealand
Foods Pvt. Ltd. was born. In recognition of its vision and accelerating graph, Forbes Global rated Britannia
'One amongst the Top 200 Small Companies of the World', and The Economic Times pegged Britannia India's
2nd Most Trusted Brand.
Today, more than a century after those tentative first steps, Britannia's fairy tale is not only going strong but
blazing new standards, and that miniscule initial investment has grown by leaps and bounds to crores of
rupees in wealth for Britannia's shareholders. The company's offerings are spread across the spectrum with
products ranging from the healthy and economical Tiger biscuits to the more lifestyle-oriented Milkman
Cheese. Having succeeded in garnering the trust of almost one-third of India's one billion population and a
strong management at the helm means Britannia will continue to dream big on its path of innovation and
quality. And millions of consumers will savour the results, happily ever after.
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RESEARCH METHODOLOGY
4.1 MEANING OF RESEARCH
Research in common parlance refers to a search for knowledge. One can also define research as a scientific &
systematic search for pertinent information on a specific topic. In fact, research is an art of scientific
investigation. The Advanced learner's Dictionary of current English lays down the meaning of
research as a 'careful investigation as inquiry specially through search for new facts in any branch of
knowledge. Redman & Mory define research as a 'systematized effort to gain new knowledge.
Some people consider research as a movement, a movement from the know to the unknown. It is
actually a voyage of discovery. We all possess the vital instinct of inquisitiveness for, when the
unknown comforts us, we wonder & our inquisitiveness makes probe & attain full & fuller
understanding of the unknown. This inquisitiveness is the mother of all knowledge & the method
which man employs for obtaining the knowledge of whatever the unknown can be termed as
research.
Research is an academic activity & as such the term should be used in a technical sense. According to Clifford
woody research comprises defining & redefining problems, formulating hypothesis or suggested
solutions, collecting, organizing & evaluation data, making deductions & reaching conclusions, and at
last carefully testing the conclusions to determine whether they fit the formulating hypothesis. D.
Slesings & M. Stephenson in the encyclopaedia of social sciences define research as "the
manipulation of things, concept or symbol for the purpose of generalizing to extend, correct or verify
knowledge, whether that knowledge aids in construction of theory or in the practice of an art".
Research is, thus, an original contribution to the existing stock of knowledge making for its
advancement. It is the pursuit of truth with the help of study, observation, comparison & experiment.
In short, the search for knowledge through objective & systematic method of finding solution to a
problem is research. The systematic approach concerning generalization & the formulation of a
theory is also research. As such the term 'research' refers to the systematic method consisting of
enunciating the problems, formulating a hypothesis, collecting the facts of data, analyzing the facts &
reaching certain conclusion either in the form of solutions towards the concerned problem or in
certain generalizations for some the theoretical formulation.
4.2 SOURCES OF DATA
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The task of data collection being after a research problem has been defined & research design checked out.
While deciding about the method of data collection to be used for the study, the researcher should
keep in mind two types of data i.e.:
4.2.1 Primary DataThis is collected on the basis of response provided by the target sample. For this we have gone for personal
interviews of individuals and gathering some information by way of questionnaires. Primary Data are
those which are collected afresh & for the first time, and thus happen to be original in character.
1) Company Personnel (Dealers)
2) Competitors
4.2.2 Secondary Data
This is a sort of indirect mode of information. The data has been collected on the basis of business periodical,
journals, brochures etc.
Secondary Data are those which have already been collected by someone else and which have already been
passed through the statistical process. i.e. Data provided by Dealers
4.3 Strategy of the present study
The objectives of the present study is to study the current market position of Sunfeast brand (ITC range) of
Glucose Biscuits biscuit with respect to two other major brands namely, Britaniaand Parle. Further to find
out the ways to improve the sales for the same.
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5.3.2 Baajoria Road
5.3.3 Chilkana Patthad
5.3.4 Janta road
5.3.5 Tapri
5.3.6 Kailash pur Ghagalgadi- Chutmalpur
5.3.7 Sarsawa (Ambala Road)
5.4 Urban Market (Saharanpur)
5.4.1 Court road
5.4.2 Bomanji road
5.4.3 Khlasi line
5.4.4 Hakikat nagar
5.4.5 Paper Mill Road
5.4.6 Railway road
5.4.7 Lakad Market
5.4.8 Deharadun road
5.4.9 Jogiyaan pul
5.4.10 Islaamia road
5.4.11 Jail chungi
5.4.12 Rani Bazzar
4.3.2 Design of Survey:
A preliminary survey of the market was carried out to design a survey form. After discussion with shopkeepers
issues were identified and based on these issues survey forms were design. For the study two kind of survey
forms were designed (i) Survey for the traders and (ii) Survey from the consumer. Consumer survey was
specially carried out to analyze the public image and perception of the selected brand. The sample survey
forms are enclosed as Annexure 1 & 2.
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RESULT AND DISCUSSION
RETAILER RESPONDENTS PROFILE
Table 4.1
RESPONDENTS CLASSIFICATION ACCORDING TO AGE
Age (In years) Respondents
Number Percentage
15-20 - -
20-25 - -
25-30 - -
All Age 40 100
Total 40 100
Source: Sample Survey
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Fig.4.1
Interpretation: Table 4.1 shows that 100 percent of respondents are of avery age
group.
Table 4.2
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SALES HIGHEST IN GLUCOSE
SALES HIGHEST IN
GLUCOSE
Respondents
Number Percentage
Itc 82 34.2
Parle 57 23.8
Britania 101 42.0
Total 240 100
Source: Sample Survey
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Interpretation:Table 4.2 depicts that 42.1 of the respondent think
that Britania sales is heighest in Glucose segment.
SCHEME OR GIFTS ON SALE
Scheme or Gifts on
Sale
Respondents
Number Percentage
ITC 5 12.5
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PARLE 7 17.5
BRITANIA 5 12.5
ALL OF THE ABOVE 23 57.5
Total 40 100
Source: Sample Survey
Table 4.6
Fig.4.6
Interpretation: Table 4.6 reveals that 21.5 percent of the respondents are thingthat Itc provide scheme and gift , 17.5 percent respondent are of parle, 12.5 are of
Britania and 57.5 percent respondent think that all company provide scheme and gift
on sales.
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Table 4.7
SALESMAN GIVING INFORMATION ABOUT NEW SCHEME
Salesman giving
information about
new scheme
Respondents
Number Percentage
Yes 30 75
No 10 25
Total 40 100
Source: Sample Survey
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Fig.4.7
Interpretation: Table 4.7 reveals that 75 percent of the
respondents think that sales person provide information about new
scheme and 25 percent of respondents think that the salesman are
not providing information about new scheme.
Table 4.8
CUSTOMER ASKED ABOUT NEW SCHEME
Customer asked
about new scheme
Respondents
Number Percentage
Yes 31 77.5
No 9 22.5
Total 40 100
Source: Sample Survey
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Fig.4.8
Interpretation:Table 4.8 reveals that 77.5 percent respondents
think that customer asked about new scheme and 22.5 percent said
that customer did not asked about new scheme.
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Table 4.9
SELLING ONLY GOOD MARGIN PRODUCT
Selling only those
product which have
good Margin
Respondents
Number Percentage
YES 26 65
NO 14 35
Total 40 100
Source: Sample Survey
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Fig.4.9
Interpretation: Table 4.9 reveals that 65 percent of the respondent are sellingonly good margin product in their shop and 35 percent of the respondent are not
selling only good margin product.
Table 4.10
WANTS MORE MARGIN
Wants to get more
margin
Respondents
Number Percentage
YES 40 100
NO - -
Total 40 100
Source: Sample Survey
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Our: -
SUNFEAST GLUCOSE BISCUITS
Competitor:- GLUCOSE BISCUITS
Major competitor
PARLE-G
BRITANNIA
These brands are available on maximum routes:
Minor competitor
BONN
ANMOL
RAJA
These brands are available on few routes but some of them are the dominatorof their route:
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STRATEGY
By strategy we mean planning which involve
controlling,priortization and improvement. Yes, of courseevery work needs planning because without planning
neither you achieve targets nor it leads to completion of
tasks.
For the successful completion of my tasks I too
applied strategies.Throughout the week what all work I had
to carry out ,my company guide gave a brief idea about it.
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Note: dont just stick to one strategy only but keep on
changing it whenever the requirement is.
ACHIEVEMENTS
I believe that achievements are captured by all those
whose strategies are worthwhile.Though my work is not
target oriented but task oriented ,still achievement meansa lot to me.I want to thank my god for his wonderful grace
on me because of him I am able to successfully achieve all
my tasks assigned by my company guide.
Actually there is no such details to be shown under the
achievements section but side by side I have attached thecomplete details of my work which is an evidence showing
that I have successfully achieved in all my tasks assigned
by my company guide.
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Limitations of the study
No research work is complete in itself. There are certain factors
which are beyond the control of the researcher but do affect the
study. A few limitations are as follows: -
Due to personal biasness of the individuals involved in the study, the results
thus obtained may also be not so much accurate.
Another factor was short span of the time.
Money and transport facility sometime become a hindrance.
Consumers dont easily trust you.
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FINDINGS
An efficient distribution network is considered as
the backbone of any company and ITC is one of
them having strong distribution network.
Through my survey i have found that Britannia
holds the top position in sre market as compared
to ITC and Parle.
Cream flavors are the most appreciable and
consumed one.
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Purchasing influenceability factors shows that
good quality of biscuits plays the major role.
RECOMMENDATIONS
Sales persons should be very aggressive in their
approach which is very essential to increase
sales.
Some range of itc biscuits have high price as
compared to the biscuits weightage so it should
be little lessen.
Large group of consumers has still not taste
snacky classic salted and chilli flakes this is all
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becoz they are not aware of it(poor
advertisement).So the company should focus on
advertisement too.
Increase the coverage of retail outlets in the sre
market.
Sales persons needs to be in regular touch with
all possible retail outlets.
Orders should be made available at regular
interval of time.
Try to convert prospective customers into actual
customers.
You should grant incentives or some schemes to
retailers and wholesellers on the sales of itc
biscuits.
Launch your products with new schemes like
scratch coupons with sure prize.
Sponsor any TV show in order to gain morepublicity.
Pay a little more attention towards quality.
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As during winter season the consumption of
biscuits falls just becoz they are replaced by dry
fruits. So you should come up with such a
varities that actively holds its position in winter
season also.
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QUESTIONNAIRE
PREFERANCE OF CONSUMER ON
BISCUITS
Q1. Name :___________________________
Q2. Age (in years) :___________________________
Q3.Gender :Male Female
Q4. Which type of glucose biscuits do you buy
a) Sunfeast
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b) Britannia
c) Parle
d) All of the above
Q5. Which is the most appropriate biscuits
flavour which you mostly like?
a) Glucose
b) SP Cream
c) Cookies
d) All of the above
Q6. Which brands of glucose biscuits are you
aware of ?
a) sunfeast glucose biscuits
b) Parle g glucose
c) Britannia glucose
c) others
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Q7. What is the reason behind purchasing the
same brand of the biscuits?
a) Taste
b) Scheme
c) Brand Name
d) Quality
Q8. In your opinion which is the no one brand
of glucose biscuits?
a) Itc
b) Britania
c) Parle
d) All of the above
Q9 which glucose biscuits tests better?
a) Sunfeast glucose biscuits
b) Parle g glucose
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c) Britannia glucose
d) Others
Q10. Which brand of the glucose biscuits is
mostly seen on TV advertisement?
a) Sun feast glucose biscuits
b) Parle g glucose
c) Britannia glucose
d) Othere
Q11. Which brand of glucose biscuits your kids
demand?
a) Sun feast glucose biscuits
b) Parle g glucose
c) Britannia glucose
d) Others
Q12 what do you think about nutritional fact of
the sunfeasts glucose biscuits?
a) Vary good
b) Good
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c) Average
D) Poor
Q13. Any suggestion about company and
brand?
___________________________________________________
___________________________________________________
__________________________________________________
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QUESTIONNAIRE
PREFERANCE OF RETAILER ON
BISCUITS
Q1. NAME :
________________________
Q2. ADDRESS OF SHOP :________________________
Q4. Of what parsent share of sale of glucose a
biscuit is fome sunfeasts glucose biscuits?
Q5. What is the order of sale of different brandin differents price brands?
Rs 2
Rs 4
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Rs 5
Rs 10
Rs 20
Rs 40
Q6.Which brand of the glucose biscuits is
most frequntly asked by the consumar
a) Sun feast glucoseb) ParleG glucose
c) Britannia glucose
d) Others
Q7.Which brand of the glucose biscuits has themost attractve packaging?
a) Sunfeast
b) Parle
c) Britania
d) All of the above
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Q8. Is customer asked about a new scheme
before purchasing a product?
a) Yes b) No
Q9. What do you thing about the availity of
sun feast biscuits.
1 supply is available on time
2 suuply is sometime delayed
3 supply is frequently delayed
4 it is never on time
Q10. Are you selling only those products
which have good margin?
a) Yes b) N0
Q11. What do you think about dealer network
of the sunfeast?
1 vary good
2 good
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BIBILOGRAPHY
1. Data is collected primarily by market survey.
2. With the help from visit to www.itc.com
3. With the expert guidance of seniors in organisation.
http://www.itc.com/http://www.itc.com/