Itc Marketing

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SUMMER INTERNSHIP

PROJECT REPORT

ON

COMPARATIVE ANALYSIS OF GLUCOSE BISCUITS W.r.t

COMPANIES NAMELY ITC Ltd, PARLE AND BRITANNIA.

SUBMITTED TO: SUBMITTED

BY:

Mr. Manish Gurung Shaphalee Thapa

Lecturer UIM PROGRAME:

BBA 5th Sem.

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SESSION: 2007- 10

ABSTRACT

This report is about comparative analysis

of ITC biscuits with other companies

biscuits namely Parle, Britannia. This

research report has been prepared oncomparative analysis of Glucose Biscuits of

ITC, Parle and Britannia at marketing

branch of ITC Ltd, Saharanpur. My purpose

of training was to determine the current

market position of ITC range of biscuits in

SRE market and to find out all the possible

ways to improve the sales for the same.

According to my research I found though

ITC is holding 2nd position in sre market but

is performing well and is giving good

competition to other popular brands in avery efficient manner.

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TABLE OF CONTENTS

CHAPTERS PAGE

NO

ACKNOWLEDGEMENT 4

LEARNING OBJECTIVES 5

COMPANY PROFILE 6-8

OVERVIEW OF COMPANY 9-11

MISSION &VISION (ITC) 12

BUSINESS PORTFOLIO (ITC) 13

SWOT ANALYSIS (ITC) 14-15

FMCG SECTOR 16-18

TOP 10 PLAYERS 19

FMCG SECTOR SEGMENTS 20-21

SWOT ANALYSIS (FMCG) 22-23

3 MANUFACTURES 24-36

PROJECT PLAN 37-53

STRATEGY 54-55

ACHIEVEMENTS 56

ANALYSIS & INTERPRETATIONS 57-67

LIMITATIONS 68

FINDINGS & RECOMMENDATIONS 69-71

ANNEXURE 72-74

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ACKNOWLEDGEMENT

A work is never a work of an individual.I owe a sense of gratitude to

the intelligence & co-operation of Mr. Girish Nema(company guide)

ITC Ltd sre who helped me out for completion of this exclusive

project.

Special thanks to Ms. Jai Kumar marketing guidance for her

valueable guidance without whom I could not have envisaged

of my project.

Last but not the least I also thank my colleagues and friends for

providing constant encouragement and help. Finally, I am grateful to

my family members for their moral support and understanding.

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LEARNING OBJECTIVES

To study the current market position of ITC range of

Glucose Biscuits biscuits.

To find out the ways to improve the sales for the same.

To find out the extent of brand loyalty that exists

among different biscuits brands.

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COMPANY PROFILE

ITC is one of India's foremost private sector companies with a market capitalization of nearly US $ 18 billion

and a turnover of over US $ 4.75 billion. ITC is rated among the World's Best Big Companies, Asia's 'Fab 50'

and the World's Most Reputable Companies by Forbes magazine, among India's Most Respected Companies

by Business World and among India's Most Valuable Companies by Business Today. ITC also ranks among

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

the Economic Times.

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

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

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

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

even in its nascent businesses of Packaged Foods & Confectionery, Branded Apparel and Greeting Cards.

ITC's diversified status originates from its corporate strategy aimed at creating multiple drivers of growth

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

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

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

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

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

Indian farmers through the Internet.

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

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

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

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

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

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

management systems. ITC was the first company in India to voluntarily seek a corporate governance rating.

ITC employs over 21,000 people at more than 60 locations across India. The Company continuously

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

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

over-arching vision of the company is expressively captured in its corporate positioning statement:

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THE MISSION AND VISION STATEMENT

THE ITC MISSION

THE ITC VISION

ITC - Business Portfolio

8

ITC

FMCG:

Cigarettes

Other FMCG

HotelsAgri Business

Leaf Tobacco

Agri Commodities

Paperboard

Paper &

Packaging


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

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

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

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

Nepal Private Limited (Surya Nepal).

Also in 1990, ITC set up the Agri Business Division for export of agri-commodities. The Division is today one

of India's largest exporters. ITC's unique and now widely acknowledged e-Choupal initiative began in 2000

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

rural mall, christened 'Choupal Saagar' was inaugurated in August 2004 at Sehore. On the rural retail front, 24

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

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

product range was enlarged with the introduction of Gift wrappers, Autograph books and Slam books. In

the same year, ITC also launched 'Expressions Matrubhasha', a vernacular range of greeting cards in eight

languages and 'Expressions Paperkraft', a range of premium stationery products. In 2003, the company

rolled out 'Classmate', a range of notebooks in the school

stationery segment.

ITC's foray into the Foods business is an outstanding example

of successfully blending multiple internal competencies to

create a new driver of business growth. It began in August

2001 with the introduction of 'Kitchens of India' ready-to-eat

Indian gourmet dishes. In 2002, ITC entered the confectionery

and staples segments with the launch of the brands mint-o and Candyman confectionery and Aashirvaad

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

ITC's entered the fast growing branded snacks category with Bingo! in 2007. In just seven years, the Foods

business has grown to a

significant size with over

200 differentiated

products under six

distinctive brands, with an

enviable distribution

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reach, a rapidly growing market share and a solid market standing. In 2002, ITC's philosophy of contributing to

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

initiative. ITC now markets popular safety matches brands like iKno, Mangaldeep, Aim, Aim Megaand Aim

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

partnership with the cottage sector. ITC's popular agarbattis brands include Sprihaand Mangaldeep across a

range of fragrances like Rose, Jasmine, Bouquet, Sandalwood,

Madhur, Sambrani and Nagchampa.

ITC introduced Essenza Di Wills, an exclusive range of fine

fragrances and bath & body care products for men and women in July

2005. Inizio, the signature range under Essenza Di Wills provides a comprehensive grooming regimen with

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

world class products to Indian consumers the Company launched 'Fiama Di Wills', a premium range of

Shampoos, Shower Gels and Soaps in September, October and December 2007 respectively. The Company

also launched the 'Superia' range of Soaps and Shampoos in the mass-market segment at select markand

Vivel De Wills & Vivel range of soaps in February and Vivel range of shampoos in June 20.

Sunfeast

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In 2003, ITC forayed into the Biscuits market with the Sunfeast range of Glucose, Marie and Cream

Biscuits. Sunfeasts brand essence, "Spread the Smile" connotes happiness, contentment, satisfaction

and pleasure. The mascot Sunny reinforces the emotional aspects of the brand. Sunfeast Milky Magic

Packed with goodness of milk these deliciously nutritious crispand crunchy biscuits are a favorite among mothers and kids.

Milky Magic has the power of 2 - A perfect balance of energy

that aids physical strength and mental ability. These biscuits

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

round development and nurturing of the child.Sunfeast Marie Light:

This ideal teatime biscuit is made from the finest

quality wheat high in fibre and keeps one light

and healthy through the day.

Orange Marie :

It has the distinction of being one of the most

successful innovative Marie biscuits and is liked

by one and all.Sunfeast Golden Bakery

Sunfeast Golden Bakery is a premium cookie on an innovative and

differentiated platform. Launched nationally in March 2008, these

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

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

brown and develop the crispy broken crust texture.

The Sunfeast Golden Bakery cookies are available in three distinct

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

products are designed to give consumers a rich & truly indulgent

experience.Sunfeast Dark Fantasy

Inspired by the Master Chefs of ITC hotels, it is the richest of chocolate vanilla

biscuits. These biscuits are created using carefully chosen premium ingredients for

a sensory experience unlike any other. Dark Fantasy is more than a biscuit, its a

luxurious mix of aromatic cocoa and vanilla.

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Sunfeast Glucose

For those light hunger pangs, a wholesome & nutritious choice as these golden brown

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

not just for kids but adults too.Sunfeast Dream Cream

A truly scrumptious range of cream biscuits that have become an instant hit with children. ITCs chefs have put

their legendary skills into these biscuits to deliver truly tasty cream biscuits. Special Flavor Crystals in

Strawberry and Pineapple cream biscuits keep the creamy flavor linger on.

Strawberry Cream

The first of its kind cream biscuit with special

strawberry flavor crystals that will keep the

creamy flavor linger on.

Bourbon

A special delight for all those chocolate lovers.

Orange Cream

Experience a tangy twist in biscuits with everyOrange cream.

Butterscotch Cream

Another first, the taste of ice-cream in creambiscuits.

Mango Cream

A special summer flavour cream biscuits for

all those who love the king of fruits.

Elaichi Cream

Taste the queen of spices in cream biscuits.

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Sunfeast sweet 'n salt

These thin and crisp biscuits come with a distinctive sundry taste, that of salt and

sweetness. A bite into one of these one keeps wondering about its taste!

Sunfeast Nice

Sunfeast Benne Vita Flaxseed Biscuits

If Benne Vita in Italian stands for Good Life, then Benne Vita

Flaxseed biscuits just make the good life better. The Flaxseed

content in these protein and mineral enriched biscuits are rich source

of Omega III acids that helps control cholesterol. Flaxseed is the

richest plant source of these essential Omega-3 Fatty Acids. It is also rich in dietary fibre, proteins, calcium

and other minerals to maintain healthy heart and good gut health.Sunfeast Special

ITC Sunfeast presents a range of Special cookies and creams

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These are crisp coconut biscuits showered with sugar crystals. The

crisp sugary sweetness will just go on to make all those nice moments nicer.


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Special Cookies:

Made with best quality wheat, cashew and butter, Sunfeast Special cookies are baked

with real butter and the finest ingredients to give a mouth-watering treat that makes every

moment special.

Available in Cashew/ Butter/ Coconut.

Special Creams:

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

between two biscuits.

Available in Orange and Chocolate variants.

Sunfeast immediately established itself as a provider of innovative and distinctive products - Sunfeast Marie

was launched in an innovative orange flavour and the 'Sunfeast Dream Cream' range includes new flavours

as well as flavour enhancers. The Sunfeast Dream Cream range is currently available in 8 variants. The

Company has also introduced 'Sunfeast Dark Fantasy', a dark chocolate and vanilla cream offering for the

premium segment in select markets.

Riding on the success of its initial offerings, ITC also entered the milk biscuit category with Sunfeast Milky

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

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

received enthusiastic response from consumers.

In the last few years the Sunfeast biscuits portfolio has been enhanced to include salted crackers and cookies.

The 'Sunfeast Snacky' salted crackers are available in 2 unique variants viz., Chilli Flakes and Classic

Salted. Sunfeast's cookie offering, 'Sunfeast Special' biscuits are also available in select markets. The

Sunfeast Special range currently includes cookies in three variants Butter, Cashew and crunchy Coconut,

as well as cream biscuits in two variants Choco and Orange. The recently launched Sunfeast Golden

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

The brand has also launched Sunfeast Nice, a tasty and delightful offering of crispy, sugar sprinkled biscuits.

The Sunfeast product portfolio has been further expanded to include healthy snacking options as well.

'Sunfeast Pasta Treat', a whole wheat based instant pasta was introduced as a healthy snacking option for

children. After the tremendous success of the 4 initial flavours the instant Pasta range has been extended with

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two new exciting flavours Pizza and Chicken. The pasta segment was further expanded with the launch of

'Sunfeast Benne Vita' in 4 innovative variants. This range has been enhanced recently with the launch of

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

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

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

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

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

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

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

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

Protein enriched biscuits and Sunfeast Sachin's Multigrain biscuits

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

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

Britannia by contracting it to supply large quantities of "service biscuits" to the armed forces.

As time moved on, the biscuit market continued to grow and Britannia grew along with it. In 1975, theBritannia Biscuit Company took over the distribution of biscuits from Parry's who till now distributed Britannia

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

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

Industries Limited (BIL). Four years later in 1983, it crossed the Rs. 100 crores revenue mark.

On the operations front, the company was making equally dynamic strides. In 1992, it celebrated its Platinum

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

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

fortified the affinity consumers had with 'Brand Britannia'.

Britannia strode into the 21st Century as one of India's biggest brands and the pre-eminent food brand of the

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

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

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

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

Foods Pvt. Ltd. was born. In recognition of its vision and accelerating graph, Forbes Global rated Britannia

'One amongst the Top 200 Small Companies of the World', and The Economic Times pegged Britannia India's

2nd Most Trusted Brand.

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

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

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

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

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

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

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

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RESEARCH METHODOLOGY

4.1 MEANING OF RESEARCH

Research in common parlance refers to a search for knowledge. One can also define research as a scientific &

systematic search for pertinent information on a specific topic. In fact, research is an art of scientific

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

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

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

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

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

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

understanding of the unknown. This inquisitiveness is the mother of all knowledge & the method

which man employs for obtaining the knowledge of whatever the unknown can be termed as

research.

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

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

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

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

Slesings & M. Stephenson in the encyclopaedia of social sciences define research as "the

manipulation of things, concept or symbol for the purpose of generalizing to extend, correct or verify

knowledge, whether that knowledge aids in construction of theory or in the practice of an art".

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

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

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

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

theory is also research. As such the term 'research' refers to the systematic method consisting of

enunciating the problems, formulating a hypothesis, collecting the facts of data, analyzing the facts &

reaching certain conclusion either in the form of solutions towards the concerned problem or in

certain generalizations for some the theoretical formulation.

4.2 SOURCES OF DATA

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The task of data collection being after a research problem has been defined & research design checked out.

While deciding about the method of data collection to be used for the study, the researcher should

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

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

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

those which are collected afresh & for the first time, and thus happen to be original in character.

1) Company Personnel (Dealers)

2) Competitors

4.2.2 Secondary Data

This is a sort of indirect mode of information. The data has been collected on the basis of business periodical,

journals, brochures etc.

Secondary Data are those which have already been collected by someone else and which have already been

passed through the statistical process. i.e. Data provided by Dealers

4.3 Strategy of the present study

The objectives of the present study is to study the current market position of Sunfeast brand (ITC range) of

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

out the ways to improve the sales for the same.

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5.3.2 Baajoria Road

5.3.3 Chilkana Patthad

5.3.4 Janta road

5.3.5 Tapri

5.3.6 Kailash pur Ghagalgadi- Chutmalpur

5.3.7 Sarsawa (Ambala Road)

5.4 Urban Market (Saharanpur)

5.4.1 Court road

5.4.2 Bomanji road

5.4.3 Khlasi line

5.4.4 Hakikat nagar

5.4.5 Paper Mill Road

5.4.6 Railway road

5.4.7 Lakad Market

5.4.8 Deharadun road

5.4.9 Jogiyaan pul

5.4.10 Islaamia road

5.4.11 Jail chungi

5.4.12 Rani Bazzar

4.3.2 Design of Survey:

A preliminary survey of the market was carried out to design a survey form. After discussion with shopkeepers

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

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

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

forms are enclosed as Annexure 1 & 2.

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RESULT AND DISCUSSION

RETAILER RESPONDENTS PROFILE

Table 4.1

RESPONDENTS CLASSIFICATION ACCORDING TO AGE

Age (In years) Respondents

Number Percentage

15-20 - -

20-25 - -

25-30 - -

All Age 40 100

Total 40 100

Source: Sample Survey

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Fig.4.1

Interpretation: Table 4.1 shows that 100 percent of respondents are of avery age

group.

Table 4.2

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SALES HIGHEST IN GLUCOSE

SALES HIGHEST IN

GLUCOSE

Respondents

Number Percentage

Itc 82 34.2

Parle 57 23.8

Britania 101 42.0

Total 240 100


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Interpretation:Table 4.2 depicts that 42.1 of the respondent think

that Britania sales is heighest in Glucose segment.

SCHEME OR GIFTS ON SALE

Scheme or Gifts on

Sale

Respondents

Number Percentage

ITC 5 12.5

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PARLE 7 17.5

BRITANIA 5 12.5

ALL OF THE ABOVE 23 57.5

Total 40 100


Table 4.6

Fig.4.6

Interpretation: Table 4.6 reveals that 21.5 percent of the respondents are thingthat Itc provide scheme and gift , 17.5 percent respondent are of parle, 12.5 are of

Britania and 57.5 percent respondent think that all company provide scheme and gift

on sales.

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Table 4.7

SALESMAN GIVING INFORMATION ABOUT NEW SCHEME

Salesman giving

information about

new scheme

Respondents

Number Percentage

Yes 30 75

No 10 25

Total 40 100


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Fig.4.7

Interpretation: Table 4.7 reveals that 75 percent of the

respondents think that sales person provide information about new

scheme and 25 percent of respondents think that the salesman are

not providing information about new scheme.

Table 4.8

CUSTOMER ASKED ABOUT NEW SCHEME

Customer asked

about new scheme

Respondents

Number Percentage

Yes 31 77.5

No 9 22.5

Total 40 100


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Fig.4.8

Interpretation:Table 4.8 reveals that 77.5 percent respondents

think that customer asked about new scheme and 22.5 percent said

that customer did not asked about new scheme.

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Table 4.9

SELLING ONLY GOOD MARGIN PRODUCT

Selling only those

product which have

good Margin

Respondents

Number Percentage

YES 26 65

NO 14 35

Total 40 100


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Fig.4.9

Interpretation: Table 4.9 reveals that 65 percent of the respondent are sellingonly good margin product in their shop and 35 percent of the respondent are not

selling only good margin product.

Table 4.10

WANTS MORE MARGIN

Wants to get more

margin

Respondents

Number Percentage

YES 40 100

NO - -

Total 40 100


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Our: -

SUNFEAST GLUCOSE BISCUITS

Competitor:- GLUCOSE BISCUITS

Major competitor

PARLE-G

BRITANNIA

These brands are available on maximum routes:

Minor competitor

BONN

ANMOL

RAJA

These brands are available on few routes but some of them are the dominatorof their route:

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STRATEGY

By strategy we mean planning which involve

controlling,priortization and improvement. Yes, of courseevery work needs planning because without planning

neither you achieve targets nor it leads to completion of

tasks.

For the successful completion of my tasks I too

applied strategies.Throughout the week what all work I had

to carry out ,my company guide gave a brief idea about it.

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Note: dont just stick to one strategy only but keep on

changing it whenever the requirement is.

ACHIEVEMENTS

I believe that achievements are captured by all those

whose strategies are worthwhile.Though my work is not

target oriented but task oriented ,still achievement meansa lot to me.I want to thank my god for his wonderful grace

on me because of him I am able to successfully achieve all

my tasks assigned by my company guide.

Actually there is no such details to be shown under the

achievements section but side by side I have attached thecomplete details of my work which is an evidence showing

that I have successfully achieved in all my tasks assigned

by my company guide.

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Limitations of the study

No research work is complete in itself. There are certain factors

which are beyond the control of the researcher but do affect the

study. A few limitations are as follows: -

Due to personal biasness of the individuals involved in the study, the results

thus obtained may also be not so much accurate.

Another factor was short span of the time.

Money and transport facility sometime become a hindrance.

Consumers dont easily trust you.

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FINDINGS

An efficient distribution network is considered as

the backbone of any company and ITC is one of

them having strong distribution network.

Through my survey i have found that Britannia

holds the top position in sre market as compared

to ITC and Parle.

Cream flavors are the most appreciable and

consumed one.

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Purchasing influenceability factors shows that

good quality of biscuits plays the major role.

RECOMMENDATIONS

Sales persons should be very aggressive in their

approach which is very essential to increase

sales.

Some range of itc biscuits have high price as

compared to the biscuits weightage so it should

be little lessen.

Large group of consumers has still not taste

snacky classic salted and chilli flakes this is all

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becoz they are not aware of it(poor

advertisement).So the company should focus on

advertisement too.

Increase the coverage of retail outlets in the sre

market.

Sales persons needs to be in regular touch with

all possible retail outlets.

Orders should be made available at regular

interval of time.

Try to convert prospective customers into actual

customers.

You should grant incentives or some schemes to

retailers and wholesellers on the sales of itc

biscuits.

Launch your products with new schemes like

scratch coupons with sure prize.

Sponsor any TV show in order to gain morepublicity.

Pay a little more attention towards quality.

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As during winter season the consumption of

biscuits falls just becoz they are replaced by dry

fruits. So you should come up with such a

varities that actively holds its position in winter

season also.

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QUESTIONNAIRE

PREFERANCE OF CONSUMER ON

BISCUITS

Q1. Name :___________________________

Q2. Age (in years) :___________________________

Q3.Gender :Male Female

Q4. Which type of glucose biscuits do you buy

a) Sunfeast

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b) Britannia

c) Parle

d) All of the above

Q5. Which is the most appropriate biscuits

flavour which you mostly like?

a) Glucose

b) SP Cream

c) Cookies

d) All of the above

Q6. Which brands of glucose biscuits are you

aware of ?

a) sunfeast glucose biscuits

b) Parle g glucose

c) Britannia glucose

c) others

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Q7. What is the reason behind purchasing the

same brand of the biscuits?

a) Taste

b) Scheme

c) Brand Name

d) Quality

Q8. In your opinion which is the no one brand

of glucose biscuits?

a) Itc

b) Britania

c) Parle

d) All of the above

Q9 which glucose biscuits tests better?

a) Sunfeast glucose biscuits

b) Parle g glucose

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d) Others

Q10. Which brand of the glucose biscuits is

mostly seen on TV advertisement?

a) Sun feast glucose biscuits

b) Parle g glucose


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

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c) Average

D) Poor

Q13. Any suggestion about company and

brand?

___________________________________________________

___________________________________________________

__________________________________________________

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QUESTIONNAIRE

PREFERANCE OF RETAILER ON

BISCUITS

Q1. NAME :

________________________

Q2. ADDRESS OF SHOP :________________________

Q4. Of what parsent share of sale of glucose a

biscuit is fome sunfeasts glucose biscuits?

Q5. What is the order of sale of different brandin differents price brands?

Rs 2

Rs 4

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Rs 5

Rs 10

Rs 20

Rs 40

Q6.Which brand of the glucose biscuits is

most frequntly asked by the consumar

a) Sun feast glucoseb) ParleG glucose


d) Others

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

a) Sunfeast

b) Parle

c) Britania

d) All of the above

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Q8. Is customer asked about a new scheme

before purchasing a product?

a) Yes b) No

Q9. What do you thing about the availity of

sun feast biscuits.

1 supply is available on time

2 suuply is sometime delayed

3 supply is frequently delayed

4 it is never on time

Q10. Are you selling only those products

which have good margin?

a) Yes b) N0

Q11. What do you think about dealer network

of the sunfeast?

1 vary good

2 good

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BIBILOGRAPHY

1. Data is collected primarily by market survey.

2. With the help from visit to www.itc.com

3. With the expert guidance of seniors in organisation.
http://www.itc.com/http://www.itc.com/

Itc Marketing

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