Final Cavin Kare Project 2007

8/6/2019 Final Cavin Kare Project 2007

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SNACKS MARKET ANALYSISIN MEERUT & STUDY OF

CONSUMER BEHAVIOUR

SUMMER INTERNSHIP PROJECT REPORT

ByAMIT KUMAR

Work Carried for CavinKare Pvt. Ltd. Under the Supervision of:-Industry Mentor, Mr. Rudra Pratap Chandra, Regional Branch Officer of CavinKare.College Mentor Ms. Neha Sharma, Faculty of Master School of Management,Meerut.


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ACKNOWLEDGEMENT

I owe my sincere gratitude to the Branch Officer of CAVIN KARE PVT.

LTD. -NEW DELHI & MASTER SCHOOL OF MANAGEMENT,MEERUT, U.P for providing me an opportunity to do my project study.

The project report entitled Consumer Buying Behaviours & Role of Retailer for Consumer Buying Decision of Snacks . It is an outcome of constant encouragemen t & inevitable guidance of my project guide Mr.Rudra Pratap Chandra Regional Branch Officer of CavinKare . He mademe realize complexities of the subject, practical & theoretical aspects. Hence Ipay my sincere gratitude to him, who inspired me to undertake this work &guided me continuously. Without his valuable guidance, this couldnt havebeen completed.

Especial thanks to my respected faculty guide Prof. R.P. Juyal, Prof. SatendraSoam, Prof. Manoj Sahay, I.T. Specialist Prof. Somen Saha, my Senior Mr.Deepak Kr. Singh for giving an affectionate cooperation & enormous supportwords are in adequate to express my gratitude to them.

I would also like to express my deep sense to gratitude to all the shopkeepers,retailers, distributers, tea stalls and battle shops that helped me to collect thedata to make this project valuable.

Finally I am so kind of my Parents & Sir who showed immense faith in meand gave me an opportunity to explore my talents and contribute myknowledge in the industrial arena. And I would like to thanks all my friendswho were always ready to help.

AMIT KUMAR.MASTER SCHOOL OF MANAGEMENT.MEERUT.


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PREFACE

Post Graduate Diploma in Management (P.G.D.M.), one of the most reputedprofessional courses includes both theory & practical as a part of two yearscurriculum. In this course each student has to under go practical summertraining in an organization of repute. Summer training is an exercise by meansof which student learn many things which cannot be taught in the classroom.During summer training students understand the real modus operandi of theconcerned areas of interest in the real life situation. The summer trainingprocess is an endeavour to converts all thats virtual into a real image i.e. ithelps in applying all the theoretical concepts in to the real corporate world. Ithelps in developing the managerial skills using which we can convert intolanguage & convey the taught & ideas from our mind to others aspect of management education, which is receiving attention the evaluation of the

practical training, is to bring actual environment in touch of BusinessManagement. It is rigidly accepted that the theory widens ones thinking viz.,concepts of marketing philosophies, but practice indicates the modernMarketing and used in wide variety of setting of products.

This project work has been done under the supervision of CAVIN KARE Pvt.Ltd, where 100 retail shops were visited to find out the contribution of chips,kurkure, mixtures and other snacks Meerut. This project has been done underthe guidance of the Regional Branch Officer of CAVIN KARE Pvt. Ltd. -

NEW DELHI


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Table of Contents

SL.NO.

NAME OF CHAPTERS PAGE NO.

1 Acknowledgement 22 Preface 3

3 Executive Summary 44 Table of Content 55 List of Tables 66 List of Charts 78 Introduction 8-99 Indian Snacks Industry Overview 1010 Company Profile 11-1211 Review of Literature 1312 Objective 14-1613 Major players in Snacks 1714 Research Methodology 18-2115 SWOT Analysis, Observation 21-2216 Data analysis & Findings 23-4517 Conclusion 4618 Limitation 4719 Recommendation 4820 Bibliography 4921 Appendices:- Data Collected by: 50-5222 Retailers Questionnaire 53-5923 Distributors Questionnaire 60-63


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LIST OF TABLES

SL. NO. NAME OF CHARTS PAGE NO.1

Market Share Of Snacks In Meerut In Terms Of Money23

2 Analysis Of All Snacks Of Rs. 5 24

3 Analysis Of All Snacks Of Rs. 10 254 Analysis Of All Snacks Of Rs. 30 To 40 265 Analysis Of Haldirams Rs. 5 Products. 276 Analysis Of Haldirams Rs. 10 Products 287 Analysis Of Haldirams Rs. 30 -40 Products 298 Analysis Of Haldirams Rs.70 -85 Products 309 Analysis Of Haldirams Rs.165 -85 Products 3110 Analysis of Rs.5 of Frito-Lays products and its share 3211 Analysis of Rs.10 of Frito-Lays products and its share 3312 Analysis of Rs.20 of Frito-Lays products and its share 3413 Placing New order 3514 Visibility of Product 3615 Retailers Preference to Sale 3716 Packaging Importance Role 3817 Comparison between Branded and Local Products 3918 Individuals Preference for Size 4019 Group of Friends Preference for Size 4120 Familys Preference for Size 4221 Preference for Size 4322 Reasons for keeping Local Products in Shop 4323 Reasons for keeping Branded Products in Shop 4424 Reasons for keeping Both Products in Shop 4425 Retailers Choice Among Cash or Credit Purchase 45


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List of Charts

SL. NO. NAME OF CHARTS PAGE NO.1 Market Share Of Snacks In Meerut In Terms Of

Money23

2 Analysis Of All Snacks Of Rs. 5 243 Analysis Of All Snacks Of Rs. 10 254 Analysis Of All Snacks Of Rs. 30 To 40 265 Analysis Of Haldirams Rs. 5 Products. 276 Analysis Of Haldirams Rs. 10 Products 287

Analysis Of Haldirams Rs. 30 -40 Products29

8 Analysis Of Haldirams Rs.70 -85 Products 309 Analysis Of Haldirams Rs.165 -85 Products 3110 Analysis of Rs.5 of Frito-Lays products and its share 3211 Analysis of Rs.10 of Frito-Lays products and its share 3312 Analysis of Rs.20 of Frito-Lays products and its share 3413 Placing New order 3514 Visibility of Product 3615 Retailers Preference to Sale 37

16 Packaging Importance Role 3817 Comparison between Branded and Local Products 3918 Individuals Preference for Size 4019 Group of Friendss Preference for Size 4120 Familys Preference for Size 4221 Retailers Choice Among Cash or Credit Purchase 45


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INTRODUCTION

The Indian food industry is hailed as the sunshine industry of India. Thecurrent market size of Indian food market is around US$ 182 billion, and asper latest reports, the Indian food industry comprises nearly two thirds of thetotal Indian retail market.

According to a study by McKinsey & Co, the Indian food market will growtwo fold by 2025 with the rapidly growing Indian economy and improvinglifestyles of Indians contributing in a big way to this growth. Quoting the studyby McKinsey & Co, a report by the US Department of Agriculture stated "Themarket size for the food consumption category in India is expected to growfrom US$ 155 billion in 2005 to US$ 344 billion in 2025 at a compoundannual growth rate of 4.1 per cent."

Indian snack food industry comprises of many Indian as well as MNCs.Snacks market consists of nuts & seeds, popcorn, potato chips, biscuits,namkeen, etc. The Indian snack market reached a value of $307.7 million in2001. The Indian snacks food market is of the order of 400,000 tones. Thiswide range of products is categorized under Potato /Banana Chips, Namkeens& Fun-Foods.

The organized market for chips is estimated to be 6500 tons valued at Rs.2 bn.The market for branded chips has been growing at a fast pace of around 20-25% annually. There are approximately 1,000 types of snacks and another 300types of savouries being sold in the Indian market today. The Indian snacksmarket is worth around US$ 3 billion, with the organised segment taking half the market share, and has an annual growth rate of 15-20 per cent. Theunorganised snacks market is worth US$ 1.56 billion, with a growth rate of 7-8per cent per year.

Snack food generally does not form a part of the main meal but are items eatenin between meals for pleasure and during relaxation. Snack food is highlysubjected to impulse buying as well as variety seeking and has gainedpopularity. There are a several brands of snacks such as Lays, Kurkure, andBingo, Haldiram, Parle all they are Major players of Snacks. Local Players aresuch as Sudh namkeens, Gupta Jee Snacks, I.J. Products, Jabsons, Satmola,Aadarsh, Babaji, Naman etc have greater influence in Meerut.

CavinKare snacks i.e. Garden namkeens are a complete delight to the tastebuds and can create the desire for more and more. These snacks will not onlysatisfy your tummy but will also sustain a feel in your mouth to associate youwith the bond of Natural Taste. CavinKare company have been launched anewly snacks Garden Nankeens MIX FARSAN, DIET BHEL, MOONG


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DAL & LEMON BHEL. This project is based on new snacks of CavinKare,where researcher needs to find out the contribution of chips & sticks acrossMeerut, U.P., Delhi.

The objective of this project is to find out the total contribution of snacks -chips & other namkeens, understand the tastes & preferences of theconsumers, analyze the strategies and performance of major competitor brandsin snacks market. And suggest opportunities for new products.


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Indian Snacks industries overview

The Indian FMCG sector is the fourth largest sector in the economy with atotal market size in excess of US$ 13.1 billion. It has a strong MNC presenceand is characterized by a well-established distribution network, intensecompetition between the organized and unorganized segments and lowoperational cost. Availability of key raw materials, cheaper labour costs andpresence across the entire value chain gives India a competitive advantage.The snack food market in India is valued at Rs. 1530 crore and is one of thelargest markets in the world, out of which potato chips holds the major marketshare of around 85%. Products covered potato chips, savoury snacks, snacksnuts, and popcorn. Snack foods are highly subjected to impulse buying andhave gained popularity, today, due to:

Growing urban population. Increase in number of nuclear families. Increase in the number of working women. Media penetration leading to attraction for novel food, and Higher disposable income.

Snacks are a part of consumer convenience / packaged foods segment. Snacksare described as a small quantity of food eaten between meals or in a place of a

meal. Snacks food generally comprises bakery products, ready to eat mixes,chips, namkeen other light processed foods according to the ministry of foodprocessing the, snack food industry worth is 102 billion in value in over4,00,000 tones in terms of volume.The snacks industry is dominated by unorganized sector. According toAPEDA SURVEY almost 1,000 snacks items & 300 types of savouries aresold across India. The branded snacks are sold at least 25% higher than theunbranded products. The industry has been growing around 10% for the lastthree years, while the branded segment is growing around 25% per annum tostand at 5000-Rs 5,500 crore, due to various reasons like multiplex culture,snacking at home while watching T.V., pubs & bars. AC Nilsens Retail Auditshows that the sales volumes are due to a marked preference for ethnic foods,regional bias towards indigenous snacks and good value for money perception.Of course branded segment is much smaller at 2,200 crore, which is whatmakes it so attractive to food companies that are looking at bigger shares.

The potato chip market is generally unorganized industry. Nearly all potatochips snacks product are manufactured and sold locally. There is also nouniform standard for packaging, as there is in Europe the United States andother more developed region. PepsiCo Food Ltd. now has known as Frito-lay


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India ltd. Produces India s largest snack food manufacturer brands includingRuffles, Hostess, Cheetos & Uncle chips.

Major Players in Snacks

PepsiCo (Lays & Kurkure)Lay's is the brand name for a number of potato chip (crisps in British English)varieties as well as the name of the company that founded the chip brand in1938. Lay's chips are marketed as a division of Frito-Lay, a company ownedby PepsiCo Inc. since 1965. Other brands in the Frito-Lay group includeFritos, Doritos, Ruffles, Cheetos and Rold Gold pretzels.Kurkure launched in 1999, soon became the perfect Namkeen snack of thenation. Embodying the spirit of our lovable country, this tedha shaped snack has found a home in the hearts and minds of all.

Lays Flavours & Kurkure FlavoursMagic Masala & Masala MunchSpanish tomato tango & Naughty tomatoes Spicy treat Chilli ChatkaClassic Salted Green chutney Rajasthani Style cream onion flavor &Hydrabadi HangamaNon veg. Brands & Desi beats

Haldiram

Haldiram began as a tiny shop in Bikaner in 1937, the land as famed for itssavouries as for its leather- faced pipe player fierce warriors. By 1982,Haldirams had set up shop in Delhi. USA was the first market wh ere theystarted export in 1993. Haldiram's key world to attract the customers arePackaging, Point of purchase (POP), Shelf life, Namkeens, Product promotion,Niche market, Pricing strategy, Gift packs and Indiatimes.com.

ParleParle snacks are a complete delight to the taste buds and can create the desirefor more and more. These snacks will not only satisfy your tummy but willalso sustain a feel in your mouth to associate you with the bond of Parle. Parlecompany have been launched a newly snacks Musst chips & Musst stix.Musst chips Musst stix Aloo Chat Masala Munch, Sweet & spicy chutneyJapanese Zatka, Classic Salted Saambar, Red chilly achar Sweet Chilly, andChatpata Chat.

ITC (Bingo)(14 march 1999):- ITC Limited - Foods Division announced the launch of itsnew snacks brand Bingo, which marks the company's foray into the fastgrowing branded snacks segment. The launch of Bingo represents ITC Foods'fifth major line of foods business after the highly successful Staples, Biscuits,Ready-to-Eat and Confectionery businesses. The organized snacks category is


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sub-divided into the traditional segment (Bhujia, chanachur etc.), Westernsegment (potato chips, cheese balls etc.) and the newly established Fingersnacks segment, which is an adaptation of traditional offerings to the westernformat.Made Angles Flavors

Chips FlavorsFinger Snacks FlavorsTomato mischief Tomato Funky MasalaChilli Dhmaka Chatkila nimbu achar Tomato twistAchari Masti

Other BrandsSudh Namkeens, I.J.Products, Naman Namkeens, Gupta ji Namkeens,Aadaesh Namkeens, Local Manufacturers etc. are several brands of snacks

which are also competing with international brands. These brands are mainlyaffecting the sales of main brands such as Lays, Kurkure, and Bingo etc. Thesebrands are giving more quantity as well as quality with more or less same priceincluding retailers extra benefits in term of profits and credits as well.


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About The Company

CavinKare

CavinKare is a leading FMCG Indiana player. It started in 1983 as a smallpartnership firm named as Chik India pvt. Ltd with only 15000 Rs. which waslater named as CavinKare Pvt. Ltd. in 1998. With innovative entrepreneurC.K. Rangnathan at the helm, CavinKare emerged as a successful businessenterprise.Smart marketing & clear product positioning not only ensured CavinKaregrowth but also helped the company broaden its product portfolio extensively.The company now markets 10 major brands.The company offers quality personal care (Hair care, Skin care, Home care andEthinic care), Skin Care (Fairever, Fairever Fruit, Spinz Talc, SpinzDeodorants, Hi5 Deo, Nyle Cold cream and Lotion), Hair care (Chik Shampoo, Chik Satin Shampoo, Nyle Herba Shampoo, Meera BadamShampoo, Indica Hair Colorant, Indica 10 Minutes), Ethnic Care (Meera HairWash Powder, Karthika Hair Wash Powder, Meera Aritha Ras), Home Care(Tex, ToppMopp), Food Division (Ruchi Pickles, Chinnis Pickles, ChinnisVermicelli, Ruchi Gulab Jamun Mix, Meera Coconut oil), Dairy Products(Standardised Milk Toned, Milk Full Cream, milk Double Toned Milk,Cavins Curd), Maa Fruit Juice beverages (Mango, Apple, Guava, Pineapple),

Cavins Flavoured Milk Beverages (Kesar, Badam, Pista, Strawberry, Coff e-Toffe) and food products borne out of a keen understanding of consumer needsand keeping up company's the values of innovation & customer satisfaction.

Today CavinKare having established a strong foothold in national market isincreasing its popularity in international arena. A dedicated research &development centre equipped with latest equipment & technologyconstantly supports the endeavour. The company which initially relied oncontract manufacturing has set up world class plant at Hridwar to cater

the national & international demand. CavinKare has crossed a turnover of 10165 INR in the financial year 2010-11. The company has employee strengthof 1780 & 1300 stockists catering to about 25 lakhs outlets nationally.


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The market for branded chips has been growing at a fast pace of around 20-25% annually. Since the majority of MNCs entered their venture in Ready-To-Eat Snacks & Namkeens. The Research was a good experience & the finalconclusion is that the consumers generally associate Ready-To-Eat Snacks &Namkeens with Time Pass.Majority of them prefers wafers to be their first choice with Haldiram beingthe second preference. Namkeens on other hand are usually preferred ashunger quencher and are eaten whenever the consumers are hungry. Ready-To-Eat Snacks & Namkeens are generally considered as take away food andhence the consumers generally buy 1-2 packs and do not store them. Throughthe research it was concluded that the consumers want even POPCORN to beincluded in this category which is also an opportunity for the manufacturers tolaunch a new product and extend their product width.

The Kolkata-based multi-business conglomerate, has decided to take on rivalPepsiCo in the ready-to-eat snacks market with its extra offerings on thesmaller price packs. Th e 33 per cent extra scheme by Frito- Lays on Laysand Kurkure got a good trader and consumer response. In the next four-sixweeks, a similar scheme will be offered by ITC,(Sapna Agarwal). The lasttwo years have seen some aggressive advertising in the chips and snackssegment. Bingo range has a number of different advertisements, with all of them having a common theme of humour, an industry expert said. WhileLays and Kurkure advertisements used endorsements from cricketers, movie

actors, etc. Bingo has stayed away from celebrity endorsements but has stillmanaged to create a strong impact.

According to India a big trade mart for the food industry, the Indian foodindustry is hailed as the sunshine industry of India. The current market size of Indian food market is around US$ 182 billion, and as per latest reports, theIndian food industry comprises nearly two thirds of the total Indian retailmarket.

The growing young, working population with more disposable income thantime on their hands is fuelling the demand for ready-to-eat food andconvenience products. There are currently over 1,000 snack food productsavailable in India, and potato-based snacks, particularly potato chips, occupymore than 80% of the salty snack market. But, the consumption of diet snacksis on the rise and organised retail chains are seeing a huge demand for dietsnacks (bread sticks, soy nuts, popcorn and baked & roasted snacks.)

Similarly, although the soft drink market is currently dominated by carbonateddrinks, growing health concerns are set to bring about big changes inconsumption patterns, shifting interest to healthier options like juices, bottledwater, and energy drinks.


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(S.Annadana(2008))

A report by RB press release, Urban Indians has a new lifestyle and aninsatiable appetite for ready-to-eat food and carbonated drinks. But a shift tohealthier options is on the cards, says new research. A growing young,working population with more disposable income than time on their hands isfuelling the demand for ready-to-eat food and convenience products,particularly snacks and carbonated drinks.

According to International ICON group , In order to estimate the latentdemand for instant hot snacks across the states or union territories and cites of India, we used a multistage approach. Before applying the approach, one needsa basic theory from which such estimates are created. In this case, we heavilyrely on the use of certain basic economic assumptions. In particular, there is an

assumption governing the shape and type of aggregate latent demandfunctions. Latent demand functions relate the income of a state or unionterritory, city, household, or individual to realized consumption. Latentdemand (often realized as consumption when an industry is efficient), at anylevel of the value chain, takes place if an equilibrium is realized. For firms toserve a market, they must perceive a latent demand and be able to serve thatdemand at a minimal return. The single most important variable determiningconsumption, assuming latent demand exists, is income (or other financialresources at higher levels of the value chain). Other factors that can pivot or

shape demand curves include external or exogenous shocks (i.e., businesscycles), and or changes in utility for the product in question.


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Objective

To find out the total contribution of snacks - chips & namkeens To understand the tastes & preferences of the consumers. To analyze the strategies and performance of major competitor brands in

snacks market. To suggest opportunities for new products.


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Research Methodology

Research methodology is the way to systematically solve the researchproblem. It may be understood as the science of study how research is donesystematically. It includes the various steps that are generally adopted by theresearch methods or techniques & the methodology. The project wasembedded with several intricacies. As such, I made it a four-fold approach tobe undertaken with personal discussion.

Step 1The first one weeks involved field visits. It consisted of mainly practicalobservations. The practical learning came from visiting the retailers, battleshops as well as the tea stall. I visited to around 15-20 shop keepers includingretailers, battle shops and tea stalls. I covered some parts of Meerut to have an

understanding the consumer buying behaviour. These visits helped me to havean understanding of the brand value of the company as well as the saleschannel. It also helped me to design the further study.

Step 2After the first week of observing the consumer behaviour & the companiesimage the next two weeks included the preparation of questionnaires & theirpretesting. I prepared two questionnaires one directed to the retailers and theother to the distributors. I took a sample size of 20 for retailers questionnaire.

The pretesting of the questionnaires made me find out the mistakes in them. Ittook two weeks in these activities.

Step 3The third step involved amendments in the questionnaires & collection of datafrom the respondents. 100 retailers from the different parts of Meerut wereapproached along with direct interactions with consumers regarding the beliefsabout different brands. This whole process took a long time of three weeks.

Step 4The fourth and final part of the study included the analysis of the collecteddata and giving shape to the project report. To analyze the data I used Excel aswell as SPSS software and for interpretation I talked with Dr. R.P. Juyal, Dr.Satendra Soam, Prof. Kannagi Sharma, Prof. Neha Sharma.

Research Problem: While determining the research problem this passesthrough several steps, which are as follow:-

Identify and clarify managements information needs: - Since the studyis aimed to find out the target place for new product of CAVIN


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KARES Garden Namkeens . It also purposes to consider theenvironmental factor such as seasonal impact on the sales of Snacks.

Specify the Research questions: - What is snacks market? What do the consumers prefer in snacks the most? What are the strategies followed by the major competitor brands in

snacks market? What marketing strategy should be followed by company to capture the

market? What are the opportunities for a company to introduce a new product in

snacks market?Research Design: - This study uses both

Exploratory Research Design and Descriptive Research Design.

Exploratory Research Design is used to collect and analyze the data, toexplore a problem (need & wants of consumers & test & preferences of theconsumers) to get some basic ideas on chips & sticks through the interviews &review the literature.

Descriptive Research Design is used to describe the tastes and preference anddraw some conclusion about the problem through questionnaire and personalinterviews.

Sources of the Data: - The sources of data structures and information neededto solve information research problems can be classified as

Secondary Data Primary Data

Secondary data: - It consists of information that already exists somewhere,which is also collected for another purpose also. The information is obtainedfor CavinKare Company and its competitors like Frito-Lays, Haldiram, Bingo.This data provides following information:-

Parle Company and its products. Competitors strategy & policy. Market share of the competitors Various Varity of the snacks. Product quality & features of the competitors brands.

Primary Data: - Primary data consist of information collected for the specificpurpose at hand. While designing a plan for primary data collection calls for a


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number of decisions on Research Approaches, Contact Methods, SamplingPlan, and Research Instruments.

Research Approaches : -

Observation Surveys

Observation: - Its systematically planned and recorded and is subjected to:

Checks and controls on validity and reliability. It is suitable approach wherepeople are unwilling or unable to provide information.

Survey : - It is the most widely used method for primary data collection, bestsuited for gathering descriptive information. A company that wants to knowabout peoples knowledge, attitude, preferences, or buying behavio ur can oftenfind out by asking them directly. Survey has been done in Meerut throughQuestionnaire to find out the contribution of chips & namkeens.

Sampling Plan: - Marketing researchers usually draw conclusions about largegroups of consumers by studying a small sample of the total consumerpopulation.

Designing the sample requires three decisions:-

Sampling unit: - In this who is to be surveyed. Target retail shops toget the information across Meerut.Sample size: - It means how many people should be surveyed.Researcher has surveyed Retail shops in various places of Meerut. 100shops have been visited so sample size is 100.

Contact Methods: - It helps to collect primary data through mail, telephone,personal interview, or online. This research uses personal interview andinformation such as customer test & preferences, issues, need & want of thecustomer through questionnaire.

Research Instrument: - In this research I have used only questionnairemethod as well as personal interview.Questionnaire: - I have applied open-end questions and close-end questions.Open-end questions allow respondents to answer in their own words. Closeend include all the possible answers, and subject make choices among them.


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Personal Interview: - I talked with respondents and distributors and made noteof that, like which type of snacks are liked by people and why and whataccording to him should be the strategy to launch the product in Meerut.

Data Analysis & Findings

Data which is converted into useful information by analysis called dataanalysis.

SWOT analysis of Snacks industry:-Strength: -

Abundant availability of raw material. Vast network of manufacturing facilities all over the country. Vast domestic market. Good consumption. Urbanizations Affordable prices.

Weakness: - Low availability of adequate infrastructural facilities. Lack of adequate quality control & testing methods as per

international standards. Problem in identify test & and preference of the consumer. Inefficient supply chain due to a large number of intermediaries. High requirement of working capital. Problem segment the market on the bases of age group.

Opportunities: - Rising income levels & changing consumption patterns. Changing lifestyles. Opening of Global markets. Opportunity in rural market.

Threats: - High inventory carrying cost. High packaging cost. High taxation. Competition between National & Regional players.


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Observation

It was observed that Different Packs were available in the marketLike Rs. 5,10,15,20,30,33 etc, and it was seen that different

consumers were there for different packs of snacks which seen in themarket.

It was seen that with the snacks distribution concern, the Snacks thatwere in racks, so that the consumers can see their flavours andpurchase according to their desire.

It was observed during the research that the retailers were littlebashful while providing the data and they were little concerned withthe information that why all these things need to be taken.

It was observed during the research that snacks were also sold on the

Petrol Pump, Liquor shops, and hotels, the sales were fine inaccordance with the Visitors who were coming there.


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Haldiram32%

Other brands9%Other Local

22%

Frito Lays37% Haldiram

Other brands

Other Local

Frito Lays

DATA ANALYSIS AND FINDINGSNote:- All the data here are Calculated and Analysed are of 7 to 10 dayssale. As per S.K.U. i.e. Stock Keeping Unit.MARKET SHARE OF SNACKS IN MEERUT IN TERMS OF MONEYChart 1

Table 1

Interpretation:- From the above Pie Chart it has been clearly shownthat Frito-Lays is the market leader with 37% of market sharefollowed by Haldiram with 32%, Other Local like Jabson, Satmola,Sudh Namkeens, Gupta ji, Local manufactures etc with 22% and

Other branded lik e Parle Agros Hippo, Musst Chips, Musst Stix etc,ITCs Mad Angles, Bingo etc and others with 9%.

Brands Amount in Rs. Percentage

Haldiram 195003 32

Other brands 53285 9

Other Local 134150 22

Frito-Lays 217760 37

Sum 600198 100


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ANALYSIS OF RS.5 PRODUCTS

12176

2594

616

9974

1

HALDIRAM RS.5 OTHERS BRANDED OTHERS LOCAL FRITOLAYS Linear (HALDIRAM RS.5)

ANALYSIS OF ALL SNACKS OF Rs.Chart 2.

Table 2 of Rs. 5 snacks in Meerut.Brands

No. of Units PercentageHaldiram

12176 48.0Other brands2594 10.2

Other Local616 2.4

Frito-Lays9974 39.4

Sum25360 100.0

Interpretation:- Bar Graph 2 shows that the sale of Rs. 5 snacks inMeerut is highest of Haldiram with 48% which is 8.6% higher thanFrito-Lay. Other Branded products like ITC, Parle having only10.2% and Other local Products having just 2.4% of Market Share.

Frito-lays is the market leader but in spite of it in 5 Rs. segmentHaldiram is market leader. Haldirams Snacks are taken by all agegroup but most of the Frito-Lays products are taken by children.Other local products having very little significance.

NO. OF UNITS


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ANALYSIS OF RS.10 GOODS

H A L D I R A M

, 6 5 3 3

OTHERS LOCAL, 872

F R I T O

L A Y S

, 1 ,

6 7 4 3

OTHERS BRANDED,811

0

1000

2000

3000

4000

5000

6000

7000

8000

1

N O

. O F U N I T S

HALDIRAMOTHERS LOCALFRITOLAYSOTHERS BRANDED

ANALYSIS OF ALL SNACKS OF Rs. 10

Chart3.

Table 3

Interpretation : The analysis of Rs. 10 product shows that Frito-Lay isable to grasp highest market share of 45.1% followed by Haldiram with43.7%. Other branded and Local products having market share of 5.4 and5.8% respectively which have little significance in Meerut Town.

Analysis of Rs 10 Products.

Brands No. of Units Percentage

Haldiram 6533 43.7

Other branded 811 5.4

Other Local 872 5.8

Frito-Lays 6743 45.1

Sum 14959 100


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ANALYSIS OF RS.30 TO RS.40 PRODUCTS

1588

474

1132

600

0

200

400

600

800

1000

1200

1400

1600

1800

N O

. O F U N I T S HALDIRAM

OTHERS BRANDEDOTHERS LOCALFRITOLAYS

ANALYSIS OF ALL SNACKS OF Rs. 30 TO 40

Chart 4.

Table 4

Analysis of Rs 30 to 45 Products.

Brands No. of Units Percentage

Haldiram 1588 41.9

Other branded 474 12.5

Other Local 600 15.8

Frito-Lays 1132 29.8

Sum 3794 100

Interpretation: - The above Bar Graph can be easily analysed that, in Rs.30 to 45 or in 200Gm. segment Haldiram is the market leader with 41%market Share and Frito-lays product of Rs.20 and 30 having market shareof 29% followed by Other Local with 15.8% and Other Branded with12.5% of market share.


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HALDIRAM RS.5 PRODUCT AND SHARE

A l u B h u j i a

, 7

. 7

B h u j i a

, 1 4

. 3

K h a t a M i t h a

, 7

. 6

N a v r a t n a

, 8

. 2

N i m b o o

M a s a l a

, 4

. 1

C h a n a j o r

G a r a m

, 6

. 1

M o o n g D a l , 8

. 3

M o o n g D a l M a s a l a

, 9

. 1

C h a n a D a l , 5

. 5

B o o n d i

, 2

. 4 S a l t e d P e a n u t , 8

. 2

N u t

C r a c k e r , 1 2

C h i p s

, 3

. 8

T a k a T a

k ,

2 . 7

0

2

4

6

8

10

12

14

16

P E R

C E N T A

G E

O F P R

O D U

C T I N M E E R U T

ALU BHUJIA

BHUJIA

KHATTA MITHA

NAVRATNA

NIMBOO MASALA

CHANA JOR GARAM

MOONG DAL

MOONGDAL MASALA

CHANA DAL

BOONDI

SALTED PEANUT

NUT CRACKERS

CHIPS

TAKATAK

1

ANALYSIS OF HALDIRAMS Rs. 5 PRODUCTS.

CHART. 5

Table: 5Analysis of Rs.5 of Haldiram products and its shareBrands No. of Units PercentageAlu Bhujia 940 7.7

Bhujia 1742 14.3Khata Mitha 925 7.6Navratna 1004 8.2Nimboo Masala 500 4.1

Chana Jor Garam 746 6.1Moong Dal 1010 8.3Moong Dal Masala 1110 9.1Chana Dal 666 5.5

Boondi 290 2.4Salted Peanut 995 8.2Nut Cracker 1459 12

Chips 458 3.8Takatak 331 2.7

Sum 12176 100

Interpretation: - The above Bar Graph shows the Haldirams Rs. 5 productportfolio. Its Bhujia having highest significance with market share of 14.3% and its Boondi having lowest significance with just 2.4%.Consumers used to have Nut Crackers, Navratna, Moong dal masala,Moong dal, Salted Peanut, Navratna, Khatta Mitha, Chana Jor Garam,Chana dal, Nimboo masala, Chips,than Takatak.


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HALDIRAM RS. 10 PRODUCTS

5.9

9.6

7.16.9

7.9

7.1

7.7

4.2 4.2

5.65.9

4.8

2.3

7.2

8.9

3

1.8

0

2

4

6

8

10

12

1

P E R C E N T A G E O F H A L D I R A M

R S

. 1 0 I N M E E R U T

ALU BHUJIA

BHUJIA

KHATTA MITHA

NAVRATNA

KAJU MIX

KASMIRI MIXTURE

PANCHRATNA

NIMBOO MASALA

CHANA JOR GARAM

MOONG DAL

MOONG DAL MASAL

CHANA DAL

BOONDI

SALTED PEANUT

NUT CRACKER

CHIPS

TAKATAK

ANALYSIS OF HALDIRAMS Rs. 10 PRODUCTS.

Chart 6

Table 6Analysis of Rs.10 of Haldiram products and its shareBrands No. of Units PercentageAlu Bhujia 384 5.9Bhujia 629 9.6Khata Mitha 464 7.1Navratna 448 6.9

Kaju Mix 517 7.9Kasmiri Mix 466 7.1Panchratna 501 7.7Nimboo Masala 277 4.2Chana Jor Garam 272 4.2Moong Dal 364 5.6Moong Dal Masala 387 5.9chana Dal 311 4.8

Boondi 149 2.3Salted Peanut 469 7.2Nut Cracker 579 8.9Chips 197 3Takatak 119 1.8Sum 6533 100

Interpretation: - Haldirams Bhujia in Rs. 10 segment sold in largest number.

In 10 Rs. segment after Bhujia, Nut Cracker is in demand also with saltedPeanut, Kaju mix, Panchratna, Kashmiri mix etc.


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HALDIRAM 200g PRODUCT

7.2

14.5

10.1

11.5

7.4

5.9

8.18.6

5.9

3.3

7.6

10

0

2

4

6

8

10

12

14

16

1


2 0 0 g

I N M E E R U T

ALU BHUJIABHUJIAKHATTA MITHANAVRATNANIMBOO MASALACHANA JOR GARAM MASALAMOONG DAL MASALAKAJU MIXCHANA DALBOONDISALTED PEANUTNUT CRACKER

ANALYSIS OF HALDIRAMS Rs. 30-40 PRODUCTS.Chart 7.

Table: 7

Analysis of Rs.30 to 40 of Haldiram products and its shareBrands No. of Units PercentageAlu Bhujia 115 7.2Bhujia 230 14.5Khata Mitha 160 10.1Navratna 182 11.5Nimboo Masala 117 7.4Chana Jor Garam 93 5.9Moong Dal 129 8.1Kaju Mix 136 8.6chana Dal 94 5.9

Boondi 53 3.3Salted Peanut 120 7.6Nut Cracker 159 10Sum 1588 100

Interpretation:- In Rs. 30 to 40 or 200Gm segment Haldirams Bhujiasold in largest number. Haldirams products of Rs. 5 ,10,12,33,35 and 38 iskept in almost every retailers. Up to this segment Haldirams Product playsan important role and these are in demand in the Snacks market.


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HALDIRAM 500g PRODUCTS

1.4

13.1

11.7

13.1

5.3

6.7

9.2

10.3

6.4

4.1

8

10.6

0

2

4

6

8

10

12

14

1


5 0 0 g

I N M E E R U T

ALU BHUJIABHUJIAKHATTA MITHANAVRATNANIMBOO MASALACHANA JOR GARAMMOONG DAL MASALAKAJU MIXCHANA DALBOONDISALTED PEANUT

NUT CRACKER

ANALYSIS OF Haldirams Rs.70-85 PRODUCTS.Chart 8.

Table: 8Analysis of Rs.70 to 85 of Haldiram products and its shareBrands No. of

Units

Percentage

Alu Bhujia 6 1.4


Chana Jor Garam 29 6.7Moong Dal 40 9.2Kaju Mix 45 10.3Chana Dal 28 6.4

Boondi 18 4.1Salted Peanut 35 8Nut Cracker 46 10.6

Sum 435 100

Interpretation: - The above bar graph show that Bhujia sold largest innumber among Haldirams Product Portfolio and Boondi and Nimboo

Masala are not demanded much in Meerut. Price range of Rs. 70 to 85 arethe products of 500Gm in size. This size is not demanded much in Meerut.


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HALDIRAM 1KG PRODUCTS

B H U J I A

, 1 6

. 4

11.5

8.2

3.3 3.3

9.8

8.2

3.3

1.6

11.5

13.1

A L U B H U J I A

, 9 . 8

0

2

4

6

8

10

12

14

16

18

Alu Bhujia

P E

R C E N T A G E O F 1 K G

I N M E E R U T ALU BHUJIA

BHUJIAKHATTA MITHANAVRATNA MIXTURENIMBOO MASALACHANA JOR GARAMMOONG DALA MASALAKAJU MIXCHANA DALBOONDISALTED PEANUTNUT CRACKER

ANALYSIS OF HALDIRAMS Rs.165 -185 PRODUCTS.Chart 9

Table: 9Analysis of Rs.165 to 185 of Haldiram products and its share

Brands No. of Units PercentageAlu Bhujia 18 9.8


Chana Jor Garam 6 3.3Moong Dal 18 9.8

Kaju Mix 15 8.2chana Dal 6 3.3

Boondi 3 1.6Salted Peanut 21 11.5Nut Cracker 24 13.1

Sum 183 100Interpretation: - The above bar graph show that Bhujia sold largest, interms of quantity among Haldirams Product Portfolio and Boondi andNimboo Masala are not demanded much in Meerut. Price range of Rs. 165to 185 is the products of 1 Kg in size. This size is not demanded much inMeerut.


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FRITO LAYS RS.5 PRODUCTS

12.212.6

11.511

11.7 11.7

5.8 5.6

13.8

3.1

1.1

0

2

4

6

8

10

12

14

16

1

PERCEN

TAGEOFFRITOLAYSINMEERUT

LAYS AMERICAN STYLE CREAM & ONIONLAYS SPANISH TOMATO TANGOLAYS MAGIC MASALALAYS CLASSIC SALTEDUNCLE CHIPS SPICY TREATUNCLE CHIPS PLAIN SALTEDCHEETOSCHEETOS BALLKURKURE MASALA MUNCH

KURKURE CHILLY CHATKAKURKURE BANGALI TADKA

ANALYSIS OF FRITOLAYS Rs.5 PRODUCTS.Chart 10.

Table: 10

Analysis of Rs.5 of Frito-Lays products and its shareBrands No.of Units PercentageLays American Style Cream and Onion 1212 12.2

Lays Spanish Tomato Tango 1259 12.6Lays Magic MasalaKhata Mitha 1148 11.5Lays Classic Salted 1094 11Uncle Chips Spicy Treat 1166 11.7

Uncle Chips Plain Salted 1166 11.7Cheetos 580 5.8Cheetos Ball 556 5.6Kurkure Masala Munch 1374 13.8

Kurkure Chilly chatka 313 3.1Kurkure Bangali Tadka 106 1.1Sum 9974 100

Interpretation: - From the above Bar graph it can be observed that KurkureMagic Masala is in demand which have 13.8% market share among Frito-Layproducts but its just opposite is that Kurkure Chilly chatka and Kurkure BangaliTadka is not in demand. Lays and Uncle chips have good significance whosemarket share is 11.7% for each approximately in its own Product Portfolio.


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11.912.5

11.9

10.6

12.2

11

4.8

6.1

13

3.7

2.2

0

2

4

6

8

10

12

14

1

P E R C E N T A G E O F F R I T O L A Y S P R O D U C T I N M E E R U T

LAYS AMERICAN STYLE CREAM & ONIONLAYS SPANISH TOMATO TANGOLAYS MAGIC MASALALAYS CLASSIC SALTEDUNCLE CHIPS SPICY TREATUNCLE CHIPS PLAIN SALTEDCHEETOSCHEETOS BALLKURKURE MASALA MUNCHKURKURE CHILLY CHATKAKURKURE BANGALI TADKA

Analysis of Rs.10 of Frito-Lays productsand its share.

Chart 11

Table: 11

Interpretation: From the above Bar graph it can be observed that KurkureMagic Masala is in demand which have 13% market share among Frito-Layproducts but its just opposite is that Kurkure Chilly chatka and KurkureBangali Tadka is not in demand. Lays and Uncle chips have highsignificance whose market share is 11.65% for each approximately in itsown Product Portfolio.

Analysis of Rs.10 of Frito-Lays products and its shareBrands No. of Units Percentage

Lays American Style Cream and Onion 803 11.9Lays Spanish Tomato Tango 846 12.5Lays Magic MasalaKhata Mitha 801 11.9Lays Classic Salted 712 10.6

Uncle Chips Spicy Treat 825 12.2Uncle Chips Plain Salted 745 11Cheetos 324 4.8Cheetos Ball 408 6.1Kurkure Masala Munch 876 13Kurkure Chilly chatka 252 3.7Kurkure Bangali Tadka 151 2.2Sum 6743 100


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12.8 12.7 12.712.4

14.2

12.9

14.3

5.4

2.5

0

2

4

6

8

10

12

14

16

1

P E R C E N T A G E O F F R I T O L A Y S P R O D U C T S I N M E E R U T

LAYS AMERICAN STYLE CREAM & ONIONLAYS SPANISH TOMATO TANGOLAYS MAGIC MASALALAYS CLASSIC SALTEDUNCLE CHIPS SPICY TREATUNCLE CHIPS PLAIN SALTEDKURKURE MASALA MUNCHKURKURE CHILLY CHATKA

KHRKURE BANGALI TADKA

Analysis of Rs.20 of Frito-Lays products and its share.Chart 12

Table: 12Analysis of Rs.20 of Frito-Lays products and its shareBrands No. of Units Percentage

Lays American Style Cream andOnion

529 12.8

Lays Spanish Tomato Tango 525 12.7Lays Magic MasalaKhata Mitha 524 12.7Lays Classic Salted 512 12.4

Uncle Chips Spicy Treat 585 14.2Uncle Chips Plain Salted 533 12.9Kurkure Masala Munch 590 14.3Kurkure Chilly chatka 223 5.4Kurkure Bangali Tadka 102 2.5Sum 4123 100Interpretation: From the above Bar graph it can be observed that KurkureMagic Masala is in demand which have 13.8% market share among Frito-Layproducts but its just opposite is that Kurkure Chilly chatka and Kurkure BangaliTadka is not in demand. Lays and Uncle chips have good significance whose

market share is 11.7% for each approximately in its own Product Portfolio.


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Table: 13

PLACEMENT NEW ORDER.

Frequency PercentValidPercent

CumulativePercent

Valid WEEKLY 78 78.0 78.0 78.0FORTNIGHTLY 1 1.0 1.0 79.0MONTHLY 2 2.0 2.0 81.0OTHERS 19 19.0 19.0 100.0Total 100 100.0 100.0

Chart: 13

Interpretation: - In the Survey of snacks 78% responded said thatthey place order weekly and 19% respondent said they place orderon different basis like when stock gets nil or they do not placeorder, the used to go to purchase as sales person do no not come fororder or they dispatch the goods late.

PLACING NEW ORDER

PLACING NEW ORDER

OTHERSMONTHLYFORTNI GHTL YWEEKL Y

100

80

60

40

20

0

19

78


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VISIBILITY OF PRODUCT.

Table: 14

Frequency PercentValidPercent

CumulativePercent

Valid SMALLANDMEDIUMSIZE

93 93.0 93.0 93.0

ALL SIZES 7 7.0 7.0 100.0Total 100 100.0 100.0

Chart: 14

Interpretation: - The respondent 93%of Meerut said that they used todisplay small and medium size on the side stand provided by the company.These small and medium sizes are of Rs. 5,10 and 20. They also hang the

products on wires or pipes provided by the company and 7% responded saidthat they display all the sizes. The fact is all retailers do not keep all the sizesthat is why they said small and medium size.

VISIBILITY OF PRODUCT

ALL SIZES

SMALL AND MEDIUM SIZ


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RETAILERS's PREFERENCE TO SELL

BOTH

LOCAL

BRANDED

RETAILERS'SPREFERENCE TO SELL.Table: 15

Frequency Percent

ValidPercent

Cumulative Percent

Valid BRANDED 68 68.0 68.0 68.0LOCAL 3 3.0 3.0 71.0BOTH 29 29.0 29.0 100.0Total 100 100.0 100.0

Chart: 15

Interpretation: - This Pie chart show that 68% retailers want to salebranded products and 29% of retailers sale both the products butonly 3% retailers sale local products only which they manufacturethemselves. There is low operating cost and less entry barriers so

there are more opportunity for new manufacturers or entrepreneurs.


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PACKAGING PLAYS IMPORTANT ROLETable: 16

FrequencyPercent

ValidPercent

CumulativePercent

Valid WINDOWPACKAGING 14 14.0 14.0 14.0GLOSSYPACKAGING 86 86.0 86.0 100.0

Total 100 100.0 100.0

Chart: 16

Interpretation: - 86% respondent said that Glossy Packaging inmore important in snacks but 14% respondent agree with WindowPackaging. The fact is Glossy packaging is more attractive withcompared to window packaging.

PACKAGING PLAYS IMPORTANT ROLE

PACKAGING PLAYS IMPORTANT ROLE

GLOSSY PACKAGINGWINDOW PACKAGING

100

80

60

40

20

0


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IS BRANDED PRODUCTS ARE BETTER THANLOCAL PRODUCTS

Table: 17Frequency Percent

ValidPercent

CumulativePercent

Valid YES 73 73.0 73.0 73.0NO 27 27.0 27.0 100.0

Total 100 100.0 100.0

Chart: 17

Interpretation: - The above Pie Chart show that 73%respondent are agree with the statement Branded products are

better than Local products, but 27% respondent said that Localproducts are also very good in terms of quality and quantity.

NDED PRODUCTS ARE BETTER THEN LOCAL PR

NO

YES


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FRIENDS OR GROUP'S PREFERENCE FOR SIZETable: 19

Frequency Percent Valid PercentCumulativePercent

Valid SMALL 24 24.0 24.0 24.0MEDIUM 70 70.0 70.0 94.0BIG 6 6.0 6.0 100.0Total 100 100.0 100.0

Chart: 19

Interpretation :- The above Pie Graph show that 70%people who are in groups like medium size of snackswhich is of Rs. 10 and 20. They prefer to purchaseMedium size snacks either i.e. chips or namkeens. Only

24% friends group purchase Small size snacks of Rs.5and 6% individual purchase big size of 500Gm to 1 Kg.

FRIENDS OR GROUP'S PREFERENCE FOR SIZE

BIG

MEDIUM

SMALL


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FAMILY'S PREFERENCE FOR SIZETable: 20

Frequency Percent Valid PercentCumulativePercent

Valid SMALL 3 3.0 3.0 3.0MEDIUM 70 70.0 70.0 73.0BIG 27 27.0 27.0 100.0Total 100 100.0 100.0

Chart: 20

Interpretation :- The above Pie Graph show that 70%families preference for snacks is medium size of snackswhich is of Rs. 10 and 20. They prefer to purchase Mediumsize snacks either i.e. chips or namkeens. Only 27%families purchase Big size and 3% of them purchasesmaller size snacks.

FAMILY'S PREFERENCE FOR SIZE

BIG

MEDIUM

SMALL


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PREFERENCE FOR SIZETable: 21

IndividualGroup of Friends Family

SMALL 91 24 3

MEDIUM 7 70 70

BIG 2 6 27

Total 100 100 100

Interpretation: - The above table shows that individuals want tohave small size of Rs. 5 and group of friends or family like mediumsize snacks of Rs.10 to 20 which is becoming common likes amongpeople. It is crystal clear that big sizes snacks are not liked bymajority of people. Sale of small and medium size are very high.

REASONS FOR SELLING LOCAL PRODUCTS IN SHOPTable: 22

REASONS Responses Responses Responses Frequency PercentageR1 EASY TO SELL 30 3 4 37 12.3R2 HIGH MARGIN 32 13 13 58 19.3R3 GOOD QUALITY 8 33 13 54 18.0R4 CUSTOMER DEMAND 11 18 4 33 11.0R5 AVAILABILITY 1 9 13 23 7.7R6 CUSTOMER

SATISFACTION 2 7 15 24 8.0

R7 REPLACEMENT 7 5 5 17 5.7R8 CREDIT AVAILABLE 9 12 33 54 18.0

Total 100 100 100 300 100.0

Interpretation: - The table show that retailers used to sale local productsbecause they get High Margins, Credits as well as good Quality. As it can beobserved that they get high profits by selling local products so, they also

push the products to the customers and they also said that quality is alsogood so they get good responses.


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REASONS FOR KEEPING BRANDED PRODUCTSTable: 23

REASONS Frequency PercentageR1 EASY TO SELL 27 12.9R2 CUSTOMER DEMAND 50 23.8E3 AVAILABILITY 48 22.9R4 HIGH MARGIN 3 1.4R5 CREDIT AVAILABLE 3 1.4R6 CUSTOMER

SATISFACTION 19 9.0R7 REPLACEMENT 17 8.1R8 GOOD QUALITY 43 20.5

Total 100

Interpretation: - The above table shows that Customers demand , GoodQuality and Availability is the key reason to sale branded products. Theysaid that they need not to push the product in the market or to the customers.Due to TV adv. people used to purchase these branded product and theybelieve in the brand.

REASONS FOR KEEPING BOTH PRODUCTSTable: 24

REASONS Frequency PercentageR1 HIGH MARGIN 10 11.5R2 CUSTOMER DEMAND 9 10.3

E3 AVAILABILITY 7 8.0R4 EASY TO SELL 28 32.2R5 CREDIT AVAILABLE 20 23.0R6 CUSTOMER

SATISFACTION 3 3.4R7 REPLACEMENT 0 0R8 GOOD QUALITY 10 11.5

Total 99.9Interpretation: - The retailers said that the combination of snacks from Branded and Localgives us more benefit in terms of Availability and Credits. According to respondent they aregetting good quality snacks but they face problems in replacement of the products.


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RETAILERS CHOICE AMONG CREDIT AND CASH PURCHASETable: 25

Frequency Percent

ValidPercent

Cumulative Percent

Valid PROFIT ON CASHPURCHASE 68 68.0 68.0 68.0

CREDIT OF 15 DAYSWITH NORMALPROFIT

32 32.0 32.0 100.0

Total 100 100.0 100.0

Chart: 21

Interpretation: - The above Pie Chart shows that 68% Retailerswant to purchase cash to avail cash discount and only 32%Retailers want credit of 15 to 20 days. In general discussion they

also added that they generally get credit of 7 days and according totheir sale they also get external discount.

AILERS CHOICE AMONG CREDIT AND CASH PR

CREDIT OF 15 DAYS WI

PROFIT ON CASH PURCH


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ConclusionIndian economy is an emerging one and is growing very fast at the average GDPrate of 8 - 8.5%.So, in this emerging market there is a huge competition among snacks products.Many new players are coming who is increasing the competition. The snack foodmarket in India is valued at Rs. 1650 crore and is one of the largest market in theworld, out of which potato chips holds the major market share of around 85%.Products covered potato chips, savoury snacks, snacks nuts, and popcorn. MajorSnacks brand which has good command over the market is Frito-Lays, Haldiram,Parle Agro.

CavinKare company have been launched a newly snacks Garden Namkeens inmainly Mumbai regions.

This project is based on new snacks of CavinKare to launch in NRC, whereresearcher needs to find out the contribution of chips & sticks. For that Researchwas done various places of the Meerut where the average number of customerwhich are less than 100 they can be seen an average on 45 outlets in Meerut. Aswe know that as soon as the number of customer increases to 100-200 the numberof outlets keeps on declining and the number goes to 30 and simultaneously asmore and more customers are coming the outlets keeps on decreasing. It is seenthat the sales of the chips was more than the sticks as there is more varieties of thechips can be seen in the current market scenario compared to sticks so the

percentage ratio of chips and sticks is 53.27% and sticks 46.72%.

We have seen snacks are coming in different prices in Rs 5 ,Rs 10 ,Rs 15 ,Rs 20etc. We have concluded that the highest number of snacks which has the highestsales is the Rs 5 and Rs10 as it is said by 100 retailers among the whole Meerutregion.

It is seen that in market different flavours of snacks are got to be seen and theflavour which is being preferred more is Salted and Masala as compared to all

other flavours.All companies are having their o wn planning and business strategies but

the company who is having the best, is the most successful company amongits competitors. So the company can get success within its competitors byapplying best and effective marketing strategies.


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Limitation

This research is related to different places of Meerut, which is based on the

response of different retailers.The limitations of the research are following:- People are too busy and feel uncomfortable to answer us during the one to one

conversation During Research People were not able to give us the exact amount of sales at

their shops During Research it was observed that asking too many Questions to the shop

owners was making them frustrated.


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Recommendations

Product:-

As there is a good market of namkeen so company can work on betterdistribution of this product through its good network and connectivity. To introduce new flavours in segmented markets of non-vegetarian so

company may come up with Roasted Chicken Chips. To compete with Bingo and Lays, Company may introduce a new product

GARDEN STARS where snacks will be shape on stars. A company can go for merging with Beverages COCA-COLA INDIA in items

of Snacks & Chips. Frequency of demand of bigger size is also not demanded, so company should

produce less number of snacksPrice:- As per the market company has to produce more units of Rs5 and after that Rs

10, Rs20. As per research there is no market of Rs15 so company should not think of

producing at this price.Place:- To concentrate weak places where no proper supply of snacks is there. To concentration on distribution channels.

To target the colleges, schools, hospitals, pups and disks, petrol pumps, bus-stand, Railway station, picnic places. To target the place which is near by wine shops because there are more sales of

snacks are seen there. Focus on three markets undifferentiated, differentiated, concentrated.

Promotion:- Advertising: - it should have clear objective and message to people, which has

not been found in recent ads.

With T.V. adv. People must be connected with emotions which is veryimportant at present era. Money for DISPLAY should be given to Retailers on the basis of Target, so

that they will pay more attention towards the products.

Sales promotion:- C ompany can provide more commission to the retailer forincreasing sales and popularity among the retailers. It can provide:- Cash Discount Appointment of sales promoter.

As the company is giving extra amount of chips with in the packet instead of that company may think of giving Rs.1, Rs.2 Chick Shampoos or ChinnisPickle along with snacks and chips.


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Occasional discounts or schemes will be beneficial to increase the sales. Company should provide side stand to every retailer to promote the sales and

Sales persons should frequently visit the Retailers.

BibliographyBooksPrinciple of marketing - Philip Kotler & Gray Armstrong 15 th Edition,Tata McGraw-Hill (Marketing Research 3 rd Edition),Marketing Research - An Applied Orientation (5 th Edition).

Website1- Savoury snacks in India data monitor market study , www.reportreserch.com 2- ICON group international 2007 -12outlook for i nstant hot snack in India.www.researchandmarkets.com3- Food market to grow two folds by 2025, www.ibef.org/indian in IBEF.4- Indian food market set to double by 2025,www.timesofindia.indiantimes.com on July 29, 20085- In the Case on snacks namkeen comprehensive study,www.managementparadise.com on June 15th 2008 . 6- ITC offers extra snacks to take on PepsiCo, www.business_standard.com on17-11-2008, By Sapna Agarwal, Mumbai
http://www.reportreserch.com/http://www.reportreserch.com/http://www.reportreserch.com/http://www.ibef.org/indianhttp://www.ibef.org/indianhttp://www.ibef.org/indianhttp://www.timesofindia.indiantimes.com/http://www.timesofindia.indiantimes.com/http://www.managementparadise.com/http://www.managementparadise.com/http://www.managementparadise.com/http://www.timesofindia.indiantimes.com/http://www.ibef.org/indianhttp://www.reportreserch.com/


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Appendices

Data Collection by:

Sl. No. NAME OF OUTLET ADDRESS NAME OF RESPONDENT

1 Nimit Tea Stall and Conf. F-Block, ShastriNagar

Pulkit Kumar

2 Anand Trading Company F-Block, ShastriNagar

Anand Prakash

3 Mayur Confectioners F17-Block, ShastriNagar

Mayur Gupta

4 New Daily Bat Point Aaditya Market, Kuti

Chauk

Dharmendra Kumar

5 Jai hanuman ProvisionStore

Kuti Chauraha Ashok Prasad

6 Varun Store Kuti Chauraha Varun Kumar7 Mansa General store Kuti Chauraha, G-

BlockMr. Mansa Gupta

8 Goyal general store Kuti Chauraha Jagdish prasad9 Sachin General Store Kuti Chauraha Sachin Kumar10 Aggrawal Traders Kuti Chauraha Aashish Kumar

Aggrawal11 Shree Sai Store Dharam Kata, Kuti

ChaurahaAman

12 Manoj Tea Stall D-Block, AwashVikash Market

Manoj Kumar

13 Aarora Confectioners D-Block, main Road Deepak Aarora14 Ashok General Store D-Block Ashok15 Bansal Store D-Block Nikhil Bansal16 Desi Bite Central Market Arun Singhal17 Vishal Chat Bhandar Central Market Mohit Sainik18 Om Kirana Central Market P.K.Rastogi19 Muskan Confectionary Central Market Sujit Bhatiya20 New Shakti Bekars Central Market Anita21 Sumit Confectionary Sector 2 Sumit22 Bansal Kirana and

General StoreC-15/4 Shastry Nagar Avnish Bansal

23 Aditya Enerprises C-2/2 Central marketMeerut

Dinesh Kumar

24 Mukesh Confectionary Rangoli Road Mukesh25 Rashila Petha Palace Rangoli Road Vikash Saini26 Dinesh Bettle Shop Rangila Road Dinesh Kumar27 Ranjeet Tea Stall Garh Road Ranjeet

28 Monte Juice corner Ambedkar College,Garh Road

Monte Kuswaha

29 Munna Pan Massala Garh Road Munna


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30 Sandeep Confectioners 617/6 Sanjeev KumarSingh

31 Grand Store's Bekers &Confectionary

Tejgarhi Sumit PrakashSharma

32 U.B.Kirana Store Tejgarhi Vaibabh33 Bangal Sweets Tejgarhi Bharat Kumar

34 Sumit Paan Masala Tejgarhi Sumit Kumar Verma35 Adi Shree Provision

ConfectionaryTejgarhi Mehul Jain

36 Pankaj Confectionary Tejgarhi Pankaj Rai37 Kiran Provision Store Tejgarhi raju Verma38 Sumit Confectionary &

Shopping CentreTejgarhi, Garh Road Sumit Kumar

39 Shivam Kirana Store 222 Garh Road Saurabh Garg40 Rohit Paan Shop Old Hapur Stand Sachin41 National Confectionary Old Hapur Stand Ansar

42 Bhawra Pan Shop Old Hapur Stand Md. Umar Gazi43 Anonymous Choupla Gola road Anonymius44 Gupta Pan & Juice Corner Old Hapur Stand Mahuh Gupta45 Khusbanda ji ki dukan Bhagat singh marg

HapurKhusbanda ji

46 Veer Bhanu DayanandKirana Store

Bhagat singh margHapur

Dayanand

47 Garg Kirana Store Bhagat singh margHapur

Mehul Garg

48 Shayam Traders Bhagat singh marg

Hapur

Shayam Babu

49 Balaji Bhandar Bhagat singh margHapur

Ram Babu

50 Shree balajee Namkeen Bhandar Balajee51 Anonymous Bhagat singh marg

HapurAnonymius

52 Akeel Ansari Store Old Hapur Stand Akeel Ansari53 Khusi Kirana Store Old Hapur Stand Md.Aslam Ansari54 Raseet Tea Stall Old Hapur Stand Md. Raseed Ansari55 Md. Aaftab Confectionary S.k.road Hapur Md. Aaftab Ansari56 Kareem Pan Shop near Gul Marg

CinemaKareem

57 Deepak Pandey Store 56- S.K.Road Deepak Pandey58 Khan Bettle shop Near Gul Marg

Cinema hallGulzar Khan

59 Pappu Tea Store Indra Chauk ramesh kumar60 Pandit Juice Indra Chauk Pandit Dayal sharma61 Virendra Kumar

ConfectionaryIndra Chauk Virendra Kumar

62 Mukesh Tea Stall Indra Chauk Mukesh kumar63 Prabhu dayal pan Dukan Indra Chauk Prabhu Dayal64 Chabra Juice & Coffee

pointIndra Chauk Ashok Chabra

65 Puja Confectionary Indra Chauk Lokesh kumar


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66 Sai Juice Corner Indra Chauk Sumit Kumar67 Aashu Confectionary Indra Chauk Aashu kumar68 Nadim Tea Stall Indra Chauk Aasif Salmari69 Shankar tea Stall E.B. Cinema Mr. Shankar70 R.K.Fast Food Indra Chauk Kuni Pal71 Sunny Cigratte Shop Indra Chauk Sunny kumar72 Jolly Confectionary Indra Chauk Mohan Prasad73 Batra Document &

StationaryMission compound H.K. Batra

74 Shivni Store Mission compound Nitin75 City Heart BegumBridge Sumit Kumar76 Rasraj Resturent & Sweets BegumBridge rakesh Rastogi77 Singhal Store BegumBridge Akash Deep78 Nanak Chand Kirana

StoreBegumBridge Ravi aarora

79 Hanif Paan Shop Chopla Gola Hanif Ansari80 Panjab Kirana Store BegumBridge Ranjeet Singh81 Sanjay Kirana Store BegumBridge Sanjay Kumar82 Aggrawal Kirana Store BegumBridge Arun Agrawal83 Soam kirana Store BegumBridge Satendra Soam84 Prahlad Confectionary BegumBridge Prahlad Prasad85 Raju Teal Stall BegumBridge Raju86 Bansal Kirana store BegumBridge Ramesh Bansal87 Rathode Tea Stall Begum Bridge, delhi

RoadPawan Rathore

88 Sumit Store Begum Bridge, delhiRoad

Sumit Gupta

89 Shopping Centre Begum Bridge, delhiRoad

Raushan Soni

90 Amar Store Begum Bridge, delhiRoad

Rajendra Prasad

91 Sonia Store Begum Bridge, delhiRoad

Satendra sharma

92 Annu Trading Begum Bridge, delhiRoad

Vijay Sharma

93 Archana Stationary &

confectionary

Begum Bridge, delhi

Road

Arun Prasad

94 Purnima Confectionary Begum Bridge, delhiRoad

Bittu Aggrawal

95 Jain Kirana Store Begum Bridge, delhiRoad

Anil Jain

96 Gupta Store Begum Bridge Mukesh Gupta97 Shree Laxmi Kirana Begum Bridge Laxmi ji98 Ram Chandra Rawri

GazakBegum Bridge Sri Ram Chandra

99 Babu Ji Juice &Confectionary

Begum Bridge Ram Babu

100 Kwality Ice CreamParlour

Begum Bridge Surendra Ji


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Bhujia 48g 10 Khata Mitha 48g 10 Navratna 48g 10 Kaju Mix 48g 10 Kashmiri Mix 48g 10

Panchratna 48g 10 NimbuMasala

48g 10

Channa jor 48g 10 Moong Dal 48g 10 Chana Dal 48g 10 Boondi 48g 10 Salted Peanut 48g 10Classic

Cracker

48g 10

Jeera mixCracker

48g 10

H a l

d i r a m

Aloo Bhujia 200g 36Bhujia 200g 36Khata Mitha 200g 36Navratna 200g 33Kaju Mix 200g 54

Kashmiri Mix 200g 36Panchratna 200g 36NimbuMasala

200g 36

Channa jor 200g Moong Dal 200g Chana Dal 200g Boondi 200g Salted Peanut 200g

ClassicCracker

200g

Jeera mixCracker

200g

H a l d i r

Aloo Bhujia 400gBhujia 400g Khata Mitha 400g Navratna 400g

Kaju Mix 400g Kashmiri Mix 400g Panchratna 400g


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NimbuMasala

400g

Channa jor 400g Moong Dal 400g Chana Dal 400g

Boondi 400g Salted Peanut 400g ClassicCracker

400g

Jeera mixCracker

400g

H a l

d i r a m

Aloo Bhujia 1000Bhujia 1000

Khata Mitha 1000 Navratna 1000 Kaju Mix 1000 Kashmiri Mix 1000 Panchratna 1000 NimbuMasala

1000

Channa jor 1000 Moong Dal 1000

Chana Dal 1000 Boondi 1000 Salted Peanut 1000 ClassicCracker

1000

Jeera mixCracker

1000

F r i t o - L a s

A. S. Green

O.

14g 5

S. Tomato T. 14g 5 M. Masala 14g 5 C. Salted 14g 5 U Chips 14g 5 U. Chips 14g

A. S. GreenO.

30g 10

S. Tomato T. 30g 10 M. Masala. 30g 10 C. Salted. 30g 10


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U. Chips. 30g 10 U. Chips 30g

F r i t o - L a y s

A. S. GreenO.

63g 20

S. Tomato T. 63g 20 M. Masala 63g 20 C. Salted 63g 20 U. Chips 63g 20 U. Chips 63g 20

Kurkure 3KurkureChilly

3

Kurkure 3Kurkure 3

O t h e r s

L

o c a

l


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Information of Respondent Name of Outlet:__________________________________.

Address:_______________________________________.

Town:_________________________________________.

Phone No.:____________________________________.

Name of respondent: _____________________________.

Gender:_______________________________________.

Age:__________________________________________.

Education qualification: ____________________________

THANK YOU.


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If yes please mention number of days ____________.

3. Does company send you on any tour ?A. Yes.

B. No.If yes please mention places ________________________.

4. On an average, the percentage gain over the purchase price of the brand you areselling is___________________.

5. Kindly tell about the schemes which are provided to you by the company:Primary Scheme Secondary Scheme Target Scheme Gifts

6. Do you get damage claim from the company?A. YesB. NoIf yes, please mention

Damage Percentage. Period for settlement.

7. Mention the months in which your sales are relatively higher

________________________________.

8. Does the company give you money to organise display ?A. Yes.B. No.

If yes please mention:

9. Does other distributors of the same company enter in your territory?

Money given perDisplay

No. of days allowedto display

Total No. of Display


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A. Yes.B. No.

If yes please mention the loss of market share is______%.

10. What facilities do you provide to your wholesalers, retailers and others (like teastall, pan wala?) Credit (in days) Cash discounts Others (Gifts).

WholesalersRetailersSmall shops

11.Do you have to make extra effort to sell any product of the company ?

A. Yes.B. No.If yes, please mention the name of the product and extra efforts put by you.

__________________________________________________________.

12. Do you get the following facility from the company?Items Yes No

PostersSine boardsBannersCalendarFare for warehouseFare for carriage inwardFare for carriage outward

13. Please provide the price list of your selling price to wholesalers, retailers.

14 Please provide following detailsPRODUCT SIZE M.R.P. Quantity sold in

pervious month


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Final Cavin Kare Project 2007

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