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SUMMER INTERNSHIP

PROJECT REPORT

ONCOMPARATIVE ANALYSIS OF GLUCOSE BISCUITS W.r.tCOMPANIES NAMELY ITC Ltd, PARLE AND BRITANNIA.

SUBMITTED TO:

Mrs. Maha Laxmi

SUBMITTED BY:

Ashrul Zeshan

Lecturer ICBM-SBE

Department of Management Studies

ICBM-School Of Business Excellence

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ABSTRACT

This report is about comparative analysisof ITC biscuits with other companiesbiscuits namely Parle, Britannia. Thisresearch report has been prepared oncomparative analysis of Glucose Biscuits of ITC, Parle and Britannia at marketingbranch of ITC Ltd, Saharanpur. My purposeof training was to determine the currentmarket position of ITC range of biscuits inSRE market and to find out all the possibleways to improve the sales for the same.

According to my research I found thoughITC is holding 2 nd position in sre market butis performing well and is giving goodcompetition to other popular brands in avery efficient manner.

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TABLE OF CONTENTSCHAPTERS PAGENOACKNOWLEDGEMENT 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

ACKNOWLEDGEMENT3

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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 Mrs. Maha Laxmi, my internal guide, for her

valueable guidance without whom I could not have envisagedof 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 bi

and a turnover of over US $ 4.75 billion. ITC is rated among the World's Best Big Companies, Asia's 'Fab

and the World's Most Reputable Companies by Forbes magazine, among India's Most Respected Companieby Business World and among India's Most Valuable Companies by Business Today. ITC also ranks amon

India's top 10 `Most Valuable (Company) Brands', in a study conducted by Brand Finance and published

the Economic Times.

ITC has a diversified presence in Cigarettes, Safety matches,Hotels Paperboards & Specialty Papers

Packaging, Agri-Business, Packaged Foods &Confectionery,InformationTechnology,BrandedApparel,Perso

Care,Greeting Cards and other FMCG products. While ITC is an outstanding market leader in its tradition

businesses of Cigarettes, Hotels,Paperboards,Packaging and Agri-Exports, it is rapidly gaining market sha

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 grow

anchored on its time-tested core competencies: unmatched distribution reach, superior brand-buildin

capabilities, effective supply chain management and acknowledged service skills in hoteliering. Over time,

strategic forays into new businesses are expected to garner a significant share of these emerging high-growt

markets in India. ITC's Agri-Business is one of India's largest exporters of agricultural products. ITC is onthe country's biggest foreign exchange earners (US $ 2.8 billion in the last decade). The Company's '

Choupal' initiative is enabling Indian agriculture significantly enhance its competitiveness by empowe

Indian farmers through the Internet.

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This transformational strategy, which has already become the subject matter of a case study at Harvar

Business School, is expected to progressively create for ITC a huge rural distribution infrastructu

significantly enhancing the Company's marketing reach. ITC's wholly owned Information Technol

subsidiary, ITC InfoTech India Limited, is aggressively pursuing emerging opportunities in providing end-to

IT solutions, including e-enabled services and business process outsourcing ITC's production facilities a

hotels have won numerous national and international awards for quality, productivity, safety and environm

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 continuous

endeavors to enhance its wealth generating capabilities in a globalizing environment to consistently rewa

more than 3,97,000 shareholders, fulfill the aspirations of its stakeholders and meet societal expectations. Th

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

8

ITC

FMCG:

Cigarettes

Other FMCG

Hotels Agri Business

Leaf Tobacco

Agri Commodities

Paperboard

Paper &

Packaging

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OVERVIEW OF COMPANY

ITC was incorporated on August 24, 1910 under the name of 'Imperial Tobacco Company of India Limited'beginnings were humble. A leased office on Radha Bazar Lane, Kolkata, was the centre of the Company

existence. The Company celebrated its 16th birthday on August 24, 1926, by purchasing the plot of lan

situated at 37, Chowringhee, (now renamed J.L. Nehru Road) Kolkata, for the sum of Rs 310,000. Th

decision of the Company was historic in more ways than one. It was to mark the beginning of a long an

eventful journey into India's future. The Company's headquarter building, 'Virginia House', which came up

that plot of land two years later, would go on to become one of Kolkata's most venerated landmarks. Th

Company's ownership progressively Indianised, and the name of the Company was changed to I.T.C. Limit

in 1974. In recognition of the Company's multi-business portfolio encompassing a wide range of businesse

Cigarettes & Tobacco, Hotels, Information Technology, Packaging, Paperboards & Specialty Papers, Ag

Exports, Foods, Lifestyle Retailing and Greeting Gifting & Stationery - the full stops in the Company's na

were removed effective September 18, 2001. The Company now stands rechristened 'ITC Limited'.

Though the first six decades of the Company's existence were primarily devoted to the growth an

consolidation of theCigarettes and Leaf Tobacco businesses, the Seventies witnessed the beginnings of a

corporate transformation that would usher in momentous changes in the life of the Company.

ITC's Packaging & Printing Business was set up in 1925 as a strategic backward integration for ITC'sCigarettes business. It is today India's most sophisticated packaging house.

In 1975 the Company launched itsHotels business with the acquisition of a hotel in Chennai which was

rechristened 'ITC-Welcomgroup Hotel Chola'. The objective of ITC's entry into the hotels business was

rooted in the concept of creating value for the nation. ITC chose the hotels business for its potential to ea

high levels of foreign exchange, create tourism infrastructure and generate large scale direct and indire

employment. Since then ITC's Hotels business has grown to occupy a position of leadership, with over

owned and managed properties spread across India. In 1979, ITC

entered the Paperboards business by promoting ITC

Bhadrachalam Paperboards Limited, which today has become

the market leader in India. Bhadrachalam Paperboards

amalgamated with the Company effective March 13, 2002 and

became a Division of the Company, Bhadrachalam Paperboards

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Division. In November 2002, this division merged with the Company's Tribeni Tissues Division to form

Paperboards & Specialty Papers Division. In 1985, ITC set up Surya Tobacco Co. in Nepal as an Indo-Nep

and British joint venture. Since inception, its shares have been held by ITC, British American Tobacco a

various independent shareholders in Nepal.In August 2002, Surya Tobacco became a subsidiary of ITC Limited and its name was changed toSurya

Nepal Private Limited (Surya Nepal).

Also in 1990, ITC set up theAgri Business Division for export of agri-commodities. The Division is today on

of India's largest exporters. ITC's unique and now widely acknowledged e-Choupal initiative began in 20

with soya farmers in Madhya Pradesh. Now it extends to 10 states covering over 4 million farmers. ITC's f

rural mall, christened 'Choupal Saagar' was inaugurated in August 2004 at Sehore. On the rural retail front, 2

'Choupal Saagars' are now operatonal in the 3 states of Madhya Pradesh, Maharashtra and Uttar Pradesh.

In 2000, ITC launched a line of highquality greeting cards under the brand name 'Expressions '. In 2002, the

product range was enlarged with the introduction ofGift 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 tocreate 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 brandsmint-o and Candyman confectionery andAashirvaad

atta (wheat flour). 2003 witnessed the introduction ofSunfeast as the Company entered the biscuits segment.

ITC's entered the fast growing branded snacks category withBingo! 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 contributin

enhancing the competitiveness of the entire value chain found yet another expression in theSafety Matches

initiative. ITC now markets popular safety matches brands likeiKno, Mangaldeep, Aim, Aim Mega and Aim

Metro.ITC's foray into the marketing ofAgarbattis (incense sticks) in 2003 marked the manifestation of its

partnership with the cottage sector. ITC's popular agarbattis brands includeSpriha and 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 underEssenza Di Wills provides a comprehensive grooming regimen with

distinct lines for men (Inizio Homme) and women (Inizio Femme). Continuing with its tradition of bringin

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 andVivelrange 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 cand crunchy biscuits are a favorite among mothers and kid

Milky Magichas the power of 2 - A perfect balance of ener

that aids physical strength and mental ability. These biscu

strike the right balance of milk and wheat which helps in an

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 lightand 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 an

differentiated platform. Launched nationally in March 2008, th

cookies are made from the recipes crafted by the master bakers of IT

Hotels and are slowly baked in the traditional way till they are gol

brown and develop the crispy broken crust texture.

The Sunfeast Golden Bakery cookies are available in three distin

flavours - Butter-Nut, Butterscotch and Choco-Nut cookies. These

products are designed to give consumers a rich & truly indulg

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 bro

biscuits are made from the best quality wheat.Sunfeast Glucose biscuits are idea

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

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 thecreamy 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, thenBenne 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, calci

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 ever

moment special.Available in Cashew/ Butter/ Coconut.

Special Creams:

Delicious value for money cream biscuits with a thick layer of cream sandwich

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 innovativeorange flavour and the 'Sunfeast Dream Cream' range includes new flavours

as well as flavour enhancers. TheSunfeast 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 withSunfeast Milky

Magic biscuits in the general milk and milk cream categories. Apart from milk which helps mental grow

these biscuits also contain the finest quality wheat aiding physical growth. Both cream and milk biscuits ha

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 launchedSunfeast Golden

Bakery offers the freshly baked taste of cookies in 3 variants -Choco-nut, Butter-nut and Butter scotch.

The brand has also launchedSunfeast 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 we

'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 wit

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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 o

Sunfeast Benne Vita Flax Seed biscuits that reflect the brand essence of Benne Vita, which in Italian stand

for Good Life. The flax seed content in these protein and mineral enriched biscuits is a rich vegetarian souof Omega III acids.

With continued focus on health and nutrition, Sunfeast extended the biscuits portfolio to the nutritional segm

with the launchSunfeast Sachin's Fit Kit a range of healthy products co-created withSachin Tendulkar . It

is for the first time in India that an icon of the stature of Sachin Tendulkar has been actively involved in

product development process as co-creator of the Sunfeast Sachin's Fit Kit range. It is the shared vision o

Sunfeast as well as Sachin Tendulkar that products under the Sachin's Fit Kit range will enable creat

"Champions of Tomorrow". The launch range comprises two offerings -Sunfeast Sachin's Vitamin and

Protein enriched biscuits andSunfeast Sachin's Multigrain biscuits

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imported gas ovens. Britannia's business was flourishing. But, more importantly, Britannia was acquirin

reputation for quality and value. As a result, during the tragic World War II, the Government reposed its trus

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,Britannia Biscuit Company took over the distribution of biscuits from Parry's who till now distributed Bri

biscuits in India. In the subsequent public issue of 1978, Indian shareholding crossed 60%, firmly establish

the Indianness of the firm. The following year, Britannia Biscuit Company was re-christened Brita

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 Platin

Jubilee. In 1997, the company unveiled its new corporate identity - "Eat Healthy, Think Better" - and made

first foray into the dairy products market. In 1999, the "Britannia Khao, World Cup Jao" promotion fur

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 th

country. It was equally recognised for its innovative approach to products and marketing: the Lagaan Mat

was voted India's most successful promotional activity of the year 2001 while the delicious Britannia 50

Maska-Chaska became India's most successful product launch. In 2002, Britannia's New Business Divisi

formed a joint venture with Fonterra, the world's second largest Dairy Company, and Britannia New Zeala

Foods Pvt. Ltd. was born. In recognition of its vision and accelerating graph, Forbes Global rated Britan'One amongst the Top 200 Small Companies of the World', and The Economic Times pegged Britannia India

2nd Most Trusted Brand.

Today, more than a century after those tentative first steps, Britannia's fairy tale is not only going strong b

blazing new standards, and that miniscule initial investment has grown by leaps and bounds to crores o

rupees in wealth for Britannia's shareholders. The company's offerings are spread across the spectrum wit

products ranging from the healthy and economical Tiger biscuits to the more lifestyle-oriented Milkm

Cheese. Having succeeded in garnering the trust of almost one-third of India's one billion population and

strong management at the helm means Britannia will continue to dream big on its path of innovation a

quality. And millions of consumers will savour the results, happily ever after.

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RESEARCH METHODOLOGY4.1 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 scienti

investigation. The Advanced learner's Dictionary of current English lays down the meaning

research as a 'careful investigation as inquiry specially through search for new facts in any branch

knowledge. Redman & Mory define research as a 'systematized effort to gain new knowledg

Some people consider research as a movement, a movement from the know to the unknown. It i

actually a voyage of discovery. We all possess the vital instinct of inquisitiveness for, when th

unknown comforts us, we wonder & our inquisitiveness makes probe & attain full & fu

understanding of the unknown. This inquisitiveness is the mother of all knowledge & the meth which man employs for obtaining the knowledge of whatever the unknown can be termed

research.

Research is an academic activity & as such the term should be used in a technical sense. According to Cliffo

woody research comprises defining & redefining problems, formulating hypothesis or suggest

solutions, collecting, organizing & evaluation data, making deductions & reaching conclusions, and

last carefully testing the conclusions to determine whether they fit the formulating hypothesis.

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 ve

knowledge, whether that knowledge aids in construction of theory or in the practice of an ar

Research is, thus, an original contribution to the existing stock of knowledge making for

advancement. It is the pursuit of truth with the help of study, observation, comparison & experime

In short, the search for knowledge through objective & systematic method of finding solution t

problem is research. The systematic approach concerning generalization & the formulation of

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

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 shoul

keep in mind two types of data i.e.:

4.2.1 Primary Data This is collected on the basis of response provided by the target sample. For this we have gone for persona

interviews of individuals and gathering some information by way of questionnaires. Primary Data

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 periodic

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)

Glucose Biscuits biscuit with respect to two other major brands namely,Britania and Parle. Further to find

out the ways to improve the sales for the same.

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4.3.1 Data collection

Collection of Primary Data

We collect primary data during the course of doing experiments in an experimental research but in case of th

descriptive types & perform survey, whether sample survey or causes surveys, then we can obtaiprimary data either through observation or through direct communication with respondents in o

form or another or through personal interviews. This is other words, means that there are severa

methods of collecting primary data, particularly in surveys & descriptive researches. Important on

are:-

1) Observation method

2) Interview method

3) Questionnaires

4) Schedules

Secondary Data

Secondary data means that data that are already available i.e. they refer to the data with have already been

collected & analyzed by someone else. When the researcher utilizes secondary data, then he has to

look into various sources from where he can obtain them. In this case he is certainly not confront

with the problem that are usually associated with the collection of original data. Secondary data m

either be published data or unpublished data. Usually published data are available in (a) Variou

publications of central, state and local governments (b) technical & trade Journals (c) Bookmagazines & newspapers (d) reports & publications of various associations connected with busines

& industry, bank, stock exchanges etc (e) reports prepared by research scholars, universities

economists etc in different fields, (f) Public records and Statistics, historical documents, and oth

sources of published information.

We have collected primary data by observation method and interview method. In this survey we observ

availability and visibility of match box we also interviewed vendor about the product.

List of Routes covered

5.1 Wholesale Market

5.2 Retail Market

5.3 Rural Market

5.3.1 Delhi road

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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 shopkeep

issues were identified and based on these issues survey forms were design. For the study two kind of surve

forms were designed (i) Survey for the traders and (ii) Survey from the consumer. Consumer survey w

specially carried out to analyze the public image and perception of the selected brand. The sample surve

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 agegroup.

Table 4.2

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SALES HIGHEST IN GLUCOSE

SALES HIGHEST INGLUCOSE

Respondents

Number Percentage

Itc 82 34.2

Parle 57 23.8

Britania 101 42.0

Total 240 100Source: 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 onSale

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


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 gifton sales.

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Table 4.7

SALESMAN GIVING INFORMATION ABOUT NEW SCHEME

Salesman givinginformation about

new scheme

Respondents

Number Percentage

Yes 30 75

No 10 25


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Fig.4.7

Interpretation: Table 4.7 reveals that 75 percent of therespondents think that sales person provide information about newscheme and 25 percent of respondents think that the salesman arenot providing information about new scheme.

Table 4.8

CUSTOMER ASKED ABOUT NEW SCHEME

Customer askedabout new scheme

Respondents

Number Percentage

Yes 31 77.5

No 9 22.5

Total 40 100


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Fig.4.8

Interpretation: Table 4.8 reveals that 77.5 percent respondentsthink that customer asked about new scheme and 22.5 percent saidthat customer did not asked about new scheme.

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Table 4.9

SELLING ONLY GOOD MARGIN PRODUCT

Selling only thoseproduct which have

good Margin

Respondents

Number Percentage

YES 26 65

NO 14 35


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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 moremargin

Respondents

Number Percentage

YES 40 100

NO - -

Total 40 100


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Fig.4.10

Interpretation: Table 4.10 reveals that 100 percent of the respondent wantsmore margin.

PRODUCTS

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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 dominator of 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 planningneither you achieve targets nor it leads to completion of tasks.

For the successful completion of my tasks I tooapplied strategies.Throughout the week what all work I hadto 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 onchanging it whenever the requirement is.

ACHIEVEMENTS

I believe that achievements are captured by all thosewhose 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 graceon me because of him I am able to successfully achieve allmy 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 showingthat I have successfully achieved in all my tasks assignedby 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 Britanniaholds the top position in sre market as compared

to ITC and Parle.

Cream flavors are the most appreciable and

consumed one.

Purchasing influenceability factors shows that

good quality of biscuits plays the major role.

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RECOMMENDATIONSSales 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 allbecoz 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.

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Orders should be made available at regular

interval of time.

Try to convert prospective customers into actualcustomers.

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 more

publicity.

Pay a little more attention towards quality.

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 ONBISCUITS

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Q1. Name : ___________________________

Q2. Age (in years) : ___________________________

Q3.Gender : Male Female

Q4. Which type of glucose biscuits do you buy

a) Sunfeast

b) Britannia

c) Parle

d) All of the above

Q5. Which is the most appropriate biscuitsflavour which you mostly like?

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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

Q7. What is the reason behind purchasing thesame brand of the biscuits?

a) Tasteb) Scheme

c) Brand Name

d) Quality

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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


d) Others

Q10. Which brand of the glucose biscuits ismostly seen on TV advertisement?

a) Sun feast glucose biscuits

b) Parle g glucose


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d) Othere

Q11. Which brand of glucose biscuits your kids

demand? a) Sun feast glucose biscuits

b) Parle g glucose


d) Others

Q12 what do you think about nutritional fact of the sunfeasts glucose biscuits?

a) Vary good

b) Good

c) Average

D) Poor

Q13. Any suggestion about company andbrand?

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___________________________________________________ __________________________________________________

QUESTIONNAIRE

PREFERANCE OF RETAILER ONBISCUITS

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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 brand

in differents price brands?

Rs 2

Rs 4

Rs 5

Rs 10

Rs 20

Rs 40

Q6.Which brand of the glucose biscuits ismost frequntly asked by the consumar

a) Sun feast glucose

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b) ParleG glucose


d) Others

Q7.Which brand of the glucose biscuits has themost attractve packaging?

a) Sunfeastb) Parle

c) Britania

d) All of the above

Q8. Is customer asked about a new schemebefore 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

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2 suuply is sometime delayed

3 supply is frequently delayed

4 it is never on time

Q10. Are you selling only those productswhich have good margin?

a) Yes b) N0

Q11. What do you think about dealer network of the sunfeast?

1 vary good

2 good

3 Average

4 Poor.

Q12. Any suggestion about company andbrand?

_____________________________________________________

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_____________________________________________________ __________________________

BIBILOGRAPHY

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1. Data is collected primarily by market survey.

2. With the help from visit to www.itc.com3. With the expert guidance of seniors in organisation .
http://www.itc.com/http://www.itc.com/

Ashrul

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