haldiram(sanjeev kumar)
TRANSCRIPT
CONTENTS
Acknowledgement 2-3
Introduction 4-6
About the Company 7-18
Products 19-22
About the competitor 23-52
Objective 53-54
Research Methodology 55-57
Research Design 58-62
Analysis 63-65
Marketing Mix 66-75
About the market 76-93
Findings 94-96
Suggestion 97-99
Limitations 100-101
Bibliography 102-103
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ACKNOWLEDGEMENT
2
Acknowledgement
Among the many fine individuals who have helped makes this project possible I
would like to express my humble gratitude to Prof. ALOK SATSANGI (H.O.D.
Marketing Department) for his guidance. I would like to thank MR. AJAY
SRIVASTVA (Institution Sales Manager) provided the market and particular
segment. I would also like thanks MR. VINAY KUMAR for his guidance and
better co-operation.
I woe a special debt of gratitude to the entire gratitude to the
entire group which working with me and to all the retailers for their better
cooperation.
Sanjiv Kumar
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INTRODUCTION
4
INTRODUCTION
This project is done through EDS and under the title “A Study on the
Competitive Analysis and Market Development”
Preparing this project we went to each and every canteen owner pf west Delhi
because we were doing only institutional market. It include, schools canteens collage
canteens, hospitals canteens cinema halls shopping malls big bazaar, and others
institutional canteens where chips and namkeens are sold.
We have collected about all the product of Haldiram but worked basically for chips
and Namkeens segments.
We went to the canteens and saw the chips and Namkeens there we observe the
following things
1) Whether our product is available or not at that canteen.
2) If not then we saw of which company product is available.
3) How much sale is of that particular counter and what the sales volume that
counter may give to us.
4) What is the strength of that particular counter?
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5) Has that counter so many brands of chips and Namkeens.
And if we get our product, we used to asked the sales volume, response of
consumer, delivery and thus came to know interest of retailers.
If we dint get our product we said about us, about our products, about the margin
what we give to retailers, about the facilities, about added value, we make them
aware about margin difference, comparing the competitors product and margin
provided by them.
And then we made them understand the extra facilities and unique selling point of
our product and make them ready to sale our product. Thus we developed the
market for Haldiram’s product.
After this we saw the competitor’s product (quantity) and asked the strength. We
also counted the signage and a stand of all the competitor’s company and
Haldiram’s which is at that particular store.
After all we create a daily survey report and listed the total
canteens located in west Delhi. And then analyses the data which was collected
from market. And then come to a conclusion on the basis of that analyzed data
and information. After all it becomes possible to make a meaningful and useful
report.
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ABOUT THE
COMPANY
7
COMPANY PROFILE
Marching Ahead… For A Global Presence…
Sweet and Salt are as diametrically opposite to each other as North pole and South Pole
but they perform wonders when used on the taste buds, this delicate use of both the tastes
in Mithais (Sweet Meat) and Namkeens (Salty Snacks) has made Haldiram’s undisputed
leader of the sweet industry. Haldiram’s synonymous with sweet meat as Cadbury is to
Chocolates. By default Haldiram’s can be termed as “Taste of Tradition”.
From a humble beginning in Bikaner in 1937 Haldiram;s have grown phenomenally and
are today an internationally renowned sweet me at manufacturer with chain of restaurants
and is also on the verge of starting amusement parks. It is the flag bearer of the traditional
Indian sweet, Haldiram’s was started by Shri Gangabisanji Agrawal alias Haldiram
Agrawal, who is the grandfather of Shri Shivkisan Agrawal, the man responsible for the
successes and fame of Haldiram’s he has made the brand a household name in India.
Haldiram’s products inherits the Matchless quality, Zero impurity and world class
packaging, efficient distribution network are the hallmark of each and every Haldiram’s
Product and to top it up the trump card of reasonable prices and efficient marketing
strategy and the key to success. Headquartered at Nagpur (M.S.) India.
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The management at Haldiram's is quality conscious no doubt Shri Shivkisan Agrawal
always believes in superior input superior output. It has regional offices at Mumbai.
Bangalore and Chennai. It is a member of the SFA (Snacks Food Associations of
America) & ESA (European Snacks Food Association). The company has won
prestigious International Food award from TROFEO International Alimentocian of
Barcelona Spain in 1999. The company has ISO: 9001-2000 certification and HACCP
certification by Det Norske Veritas of Netherlands.
HALDIRAM’S GROUP IN A NUTSHELL PRODUCT:
Sky is the limit for Haldiram’s and its product range. The sweet meat range consists of
the famous Kaju Katli, Bengali Rasgulla, Cham Cham, Gulab Jamun, Raj Bhog, Kesar
Anguri to name a few. The Namkeens (Salty range) consists of the famous Bikaneri Sev,
Aloo Bhujia, Moong Dal, Khatta Mittha, Classic Dal, Cornflakes, Potato Chips, Moth
and variety of Papads. Soft drinks (Sharbats) the range includes exciting flavours like the
Royal Badam, Rose Squash, Orange Squash, Khus Squash & Thandai which serves as
energy supplements and coolants, In addition Haldiram’s enjoys a strong market share in
Processed Milk, Bakery and Ice Creams.
EXPORT:
Haldiram’s footprints are present in more than 16 countries such as UK, USA, Canada,
Australia, Europe, Singapore, Malaysia, Srilanka, The Middle East and Arab Countries.
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FUTURE PLAN:
Plan are the pipeline to export Food Products under the “Mo’pleez” brand name with and
expanded product base
CHAIN OF RESTAURANTS:
The group is having exclusive Chain of Restaurants like “Abhin andan”, “Hot Spot”,
“Thaath Baat”, and “Planet Food” and is also starting an amusement park in the near
future.
MOTTO: “Superior Input Superior Output”.
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QUALITY POLICY
We at HALDIRAM FOODS INTERNATIONAL LTD.,NAGPUR. are committed to
manufacture variety of Sweets (Sweetmeats), Namkeens (Savories), Pasta & 3 - D Snacks
(Extruded Foods)to the Complete satisfaction of our Domestic & International
Customers with regard to Quality & Food Safety. We shall strive to provide world class
quality products by:
a) Utilizing hygienic, safe and premium quality ingredient and material.
b) Adhering to good manufacturing and hygienic practices.
We are committed to continually improve all our activities to enhance customer
satisfaction, organizational performance and market leadership.
We shall comply with statutory, regulatory requirements and all our actions would be
planned and executed to fulfill this policy consistently through to dedicated involvement
of all employee.
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AWARDS
Haldiram's Nagpur has won prestigious International Food award from
TROFEO International Alimentocian of Barcelona Spain in 1999.
International Membership and Certification
European Snacks Association
Snacks Food Associations, Virginia, U.S.A.
ISO: 9001-2000 Certification and HACCP
Certification by Det Norske Veritas of Netherlands.
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COMPANY EXPORT
OUR EXPORTS
Around 20 million ethnic Indians spread in over a number of countries around the world
and we have started our export of sweets and snacks in way back 1996 to reach the ethnic
Indians abroad.
We keep with us 50+ exports worthy products and we are successfully exporting them
to around 16 countries.
Our quality of products is backed with ISO-9001:2000 and HACCP Certification. 20+
imported machineries and new techniques of manufacturing bases a true International
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look and helps us in meeting the stringent quality norms adhering to International
Standards.
PROSPECTIVE MARKET
Prospective markets for our Products
Prospective market for Brand Haldirams
1. Russia
2. Ukraine
3. Uk
4. Madagascar
5. Reunion
6. China
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PRODUCTS FOR EXPORTS
Haldiram’s Nagpur Has variety of Indian Snacks & Sweets taking care of quality and
taste for its customers from around the world. All products are categorized as listed.
NAMKEEN
SWEETS
PAPAD
GIFT BOXES
BAKERY PRODUCTS
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CONTACTS
Head Office:
Haldiram Foods International Ltd
Haldiram Foods International Ltd.
1213, 100 Feet Road, Hall II Stage,
Indranagaram,
Bangalore - 560 008
Ph :
e-mail : [email protected]
Chennai Office :
Haldiram Foods International Ltd.
No 1/2, Peeran Streets,
Saligram, Near AVM Studio,
Opp. Sooriya Hospital,
Chennai -600 093.
Ph:
e-mail: [email protected]
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INDIAN FESTIVAL
Shri Ganesh ChaturthiProducts
Ganesh Chaturthi is celebrated to mark the birth anniversary of Lord
Ganesh, son of Lord Shankar and Goddess Parvati. This festival is
celebrated for 10 days in Maharashtra state and throughout India. This
festival comes on the 4th day of Bhadarva Shukla-paksh of Hindu calendar.
Devotees of Ganesh bring the idol of Ganesh to their houses on this day
with chants of Ganpati Bappa Morya. and worship the Idol of Lord Ganesh.
People do puja, of the idol twice a day - morning and evening till the idol is
in their home. Maharashtrians make sweets called Modak and offer them to
Ganesh.
The Ganesh idols are kept for either one and a half, five, seven or ten days
and then the Ganesh Visarjan is performed, whereby the idols are immersed
in sea waters.
Freedom fighter Lokmanya Tilak started the custom of
MODAK
KAJU KATLI
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Sarvajanik Ganeshotsav (public festival) in Maharashtra, during the Indian
Independence fight against the British. The aim behind this was to bring the
people close to each other. From then on, this festival is celebrated in almost
every lane, housing society and area in Maharashtra and thus making
Ganesh Chaturthi a public festival. Huge pandals or stages are set up and
decorated beautifully and people worship the idol of Lord Ganesh together.
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PRODUCTS
PRODUCTS
BHUJIA AGRA SHEV
LOUNG SEV LAHSUN SEV
ALU BHUJIA MASALA SEV
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NIMBU MASALA CHANA CHOOR
MIXTURE PANCHARATAN MIXTURE
KHATTA MITHA AGRATAJ DALMOTE
GOLDEN MIXTURE BHEL MUDI
MADRASI MIX BHEL PURI
MILAN MIX KASHMIRI DALMOTE
SP. PALAK NAVRATAN SP. CORNFLAKES
ALL IN ONE DRYFRUIT MIX
FALAHARI CHIWDA MASALA CHIPS
WAFERS ALU LACHHA
MINT MASALA WAFERS POTATO STICK
MASALA WAFERS HALKE FHULKE (Plain)
HALKE FHULKE (Chilli) HALKE FHULKE (Magic Mint)
HALKE FHULKE (Mast
Magic) CHATPATA PAPAD
TASTY MUNG DALL
CHANA NUT MASALA CHANA DAL
KAJU NAMKEEN KAJU MASALA
MASALA MUNG DAL MURUKKU
CHAT PAPDI DISCO SAMOSA
MATHRI KHARI BOONDI
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MASALA PUNJABI BUNDI NAMKEEN PEANUT
MASALA PEANUT CHATPATA DAL
Cheesy Bites LOVE BITES
FUN BITES YUMMY BITES
TAKA TAK RAW 3-D HEART
RAW 3-D PILLOW
PANJABI PAPAD BIKANERI PAPAD
DISCO PAPAD KACCHA UDAD PAPAD
UDAD PAPAD MASALA CHANA MASALA PAPAD
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PAPAD COIN PAPAD COIN
PAPADAM RED CHILLI PAPAD
MASALA UDAD PAPAD PUNJABI FULL SIZE PAPAD
BIKANERI FULL SIZE PAPAD GARLIC PAPAD
KHATTA MEETHA PAPAD
PANCHRATAN GIFT BOX DOUBLE MAZA
EK SE BADKAR EK PREMIUM PACK
CLASSIC PACK GOLDEN TREAT
CHATPATA TREAT FESTIVE PACK
MITHA NAMKEEN ELITE DELITE
ROYAL DELICACIES MADHUR UPHAR
DRYFRUIT DHAMAKA
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ABOUT THE
COMPETIT-ORS
FRITO-LAY HISTORY
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In 1932, two young entrepreneurs independently started two separate
companies that were thousands of miles apart. Both men had the same
objective in mind, and both shared the same basic business philosophy:
"Provide the customer with a product of the highest quality and value; sell it
for a fair profit; and make service a fundamental part of doing business."
Elmer Doolin of San Antonio, Texas started his company by purchasing the
rights to a then unknown corn chip product that he would make famous.
Herman W. Lay of Nashville, Tennessee developed his business by selling a
product that was familiar to people in his region, but later would become
America's favorite potato chip.
These two savvy businessmen, who transformed a small, fragmented portion
of the food business into the large, flourishing world of snack foods, created
an industry based on unrivaled customer service and superior products.
The Frito Company
In 1932, Elmer Doolin entered a small San Antonio cafe and purchased a
bag of corn chips to eat with his sandwich. Little did he dream this savory
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chip would become one of the nation's most popular snack foods.
Mr. Doolin, who was the operator of the Highland Park Confectionery, was
looking for another investment to add to his ice cream and snack business,
which was caught in a price war and showing little promise. He learned that
the manufacturer of the corn chips was eager to sell his small business and
return home to Mexico. For $100, Mr. Doolin purchased the recipe, 19 retail
accounts, and the manufacturing equipment, which was a converted hand-
operated potato ricer.
Mr. Doolin established his new business venture in his
mother's kitchen. Since there was no money for hiring
employees, Mr. Doolin, his mother, Daisy Dean Doolin, and his brother,
Earl Doolin, made the Fritos at night by hand-rolling the stiff masa dough
and thinning it with water, cooking the corn chips (Mrs. Doolin was the first
Frito cook), then packing the Fritos in 5¢ bags, which was the only size
marketed at that time; the family's production capacity was about 10 pounds
per hour. Mr. Doolin's days were spent distributing Fritos to his accounts
from his Model T Ford, seeking new accounts, looking for reliable sources
for quality corn, and washing and grinding the corn by hand. Total sales ran
from $8 to $10 a day; profits averaged about $2 per day.
Within months, the company experienced phenomenal growth. The
"factory" was moved from Mrs. Doolin's kitchen to the garage, then to a
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duplex next door. In 1933, the brothers increased Fritos production from 10
pounds to nearly 100 pounds an hour after designing a "hammer" press, in
which the cutter was hit with a hammer to cut off the Fritos at the
appropriate length. The accelerated growth in production resulted in lines
operating in Houston and Dallas by year-end, and the moving of The Frito
Company headquarters from San Antonio to Dallas due to the city's central
location and better availability of raw materials. In 1937, a The Frito
Company opened its Research and Development lab — the first of its kind
in the industry — as a result of Mr. Doolin's search for reliable sources of
higher grade corn. Other products were added; Fritatos Potato Chips (later
simplified to Ta-Tos) were introduced in 1935, followed by Fritos Peanut
Butter Sandwiches and Fritos Peanuts in 1937. Mr. Doolin's and his
brother's ideas and mechanical engineering talents were shared once more as
they designed and constructed automatic presses and better cooking vats as
the company, which now employed hundreds of people by the late 1930's,
rapidly expanded. In 1941, the company opened its Western Division in Los
Angeles with two sales routes; these routes, which grew to 20 by year-end,
became the prototype for The Frito Company's "store-to-door" distribution
system.
During World War II, The Frito Company, as did other companies,
experienced shortages, rationing, and loss of man-power. Throughout the
war, however, tastes of home were remembered as Fritos were eaten by
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hungry G.I.'s., and every Frito employee called to service was guaranteed a
job after the war by Mr. Doolin.
In 1945, as American returned to peace-time, the country experienced a
booming population, a new-found prosperity, and a large consumer demand
for products. To meet this demand, The Frito Sales Company was
established, which separated sales from production activities. The Frito
Sales Company was formed to convert product distribution to company-
owned routes, and its Sales Engineering Division was charged with
analyzing the sales potential of different trade areas and designing the routes
accordingly. This outstanding distribution system, which is still in use today,
allowed each truck to service a route and deliver Fritos directly to
customers.
Expansion by the Frito National Company continued with the issue of six
franchises in 1945. The first of the FRITOS® franchises was offered to The
H.W. Lay Company of Atlanta, GA., and would be the start of a partnership
that would change the shape of American consumer goods marketing. When
Hawaii was issued a FRITOS® franchise in 1947 along with six additional
U.S. franchises, national expansion and international distribution - Mr.
Doolin's bold vision of global marketing for his company – was realized.
Three years later, in 1950, FRITOS® were sold in all 48 states, and, by
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1962, they were sold in 48 countries.
The Frito Company issued its first public stock offering in 1954, with sales
that year reaching $21 million. In 1956, in a move to consolidate its national
distribution and create the first national snack food company, The Frito
Company started buying back franchises and acquiring regional snack food
companies.
Under his imagination and leadership, Mr. Doolin changed a small, kitchen-
operated business into a multi-million dollar company. At the time of his
death in 1959, The Frito Company produced over forty products, had plants
in eighteen cities, employed over 3,000 people, and had sales in 1958 in
excess of $50 million. Today, FRITOS® Corn Chips rank among the top 10
salty snacks in the United States.
The Lay Company
In 1932, Herman W. Lay began his potato chip business in Nashville by
delivering snack foods from his Model A Ford touring car. Like Mr. Doolin,
he also had tried his luck in the ice cream business. Mr. Lay and a friend had
planned to sell ice cream along the parade route at the 1928 Democratic
28
National Convention in Houston, Texas. Their business venture failed when
the parade was rerouted and their ice cream stand was left on a deserted
street.
After a variety of jobs, the then 24-year-old Mr. Lay was hired as an extra
route salesman to sell and make deliveries for the Barrett Food Products
Company, an Atlanta, Georgia manufacturer of Gardner's Potato Chips.
Later that year, he took over Barrett's small Nashville warehouse as a
distributor, using his Model A car as a delivery truck and $100 in capital.
Mr. Lay received a weekly allotment of potato chips and a cash allowance;
the job paid no salary, just an advance against his commission on sales. He
now had a job, his own territory, and a business to independently run.
As his territory expanded, his profits rose. He hired his first salesman in
1934, the same year that his H.W. Lay Distributing Company became a
major distributor for the Barrett Food Products Company. Three years later,
Mr. Lay had 25 employees and had moved into a larger manufacturing
facility where he produced popcorn and peanut butter sandwich crackers.
A representative of the Barrett Food Company contacted him in 1938 with
an offer to sell Mr. Lay the company's plants in Atlanta and Memphis for
$60,000. Unable to raise but $5,000 from investors and associates, he
borrowed $30,000 from a bank and persuaded the Barrett Company to take
the difference in preferred stock. Mr. Lay moved his headquarters to
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Atlanta, replaced the Barrett signs with "H.W. Lay Co.,
Inc." signs on October 2, 1939, and remained as president
and chairman of the board until 1961.
When he formed the H.W. Lay corporation in 1939, Mr. Lay had fourteen
trucks covering the Nashville - Chattanooga area. Expansion was also a
vision for Mr. Lay, who, over the next few years, purchased the Barrett
manufacturing plant in Jacksonville, Florida, and additional plants in
Jackson, Mississippi, Louisville, Kentucky, and Greensboro, North
Carolina. He retained the Gardner trademark of Barrett Food Products until
1944, when he changed the product name to Lay's Potato Chips and
introduced "Oscar — the Happy Potato" as its advertising symbol. In 1945,
Mr. Lay signed an exclusive franchise agreement with The Frito Company
to manufacture and distribute FRITOS in most of the sales territory covered
by The H.W. Lay Company.
In 1949, the company established a research lab to develop new products.
The purchase of two other snack food companies, the Richmond (Virginia)
Potato Chip Company and the Capitol Frito Corp., increased his product line
and distribution area in the 1950's. By 1956, H.W. Lay & Company, now
publicly-owned, was the largest manufacturer of potato chips and snack
foods in the United States; it had more than 1,000 employees, plants in eight
cities, and branches or warehouses in thirteen others. Its primary product,
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LAY'S® Potato Chips, is America's favorite potato chip.
Frito-Lay, Inc. Is Formed
In 1945, the Frito Company granted
H.W. Lay & Company an exclusive franchise to manufacture and distribute
FRITOS® Corn Chips in the Southeast. As the two companies worked
toward national distribution, a close business affiliation developed which
eventually resulted in a merger. In September 1961, just 29 years after the
founding of both companies, The Frito Company and H.W. Lay & Company
merged to become Frito-Lay, Inc., the largest snack selling company in the
United States.
Frito-Lay and Pepsi Join
In February 1965, the Board of Directors for Frito-lay, Inc. and Pepsi-Cola
announced a plan for the merger of the two companies. On June 8, 1965, the
merger of Frito-Lay and Pepsi-Cola Company was approved by
shareholders of both companies, and a new company called PepsiCo, Inc.
was formed. At the time of the merger, Frito-Lay owned 46 manufacturing
plants nationwide, had more than 150 distribution centers across the United
States, and was listed on the New York Stock Exchange. In 1998, PepsiCo
acquired Tropicana; and in 2001 acquired The Quaker Oats Company.
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Frito-Lay Today
Today, Frito-Lay has more than fifteen $100 million brands: LAY'S®,
FRITOS®, CHEE.TOS®, BAKEN-ETS®, RUFFLES® DORITOS®,
FUNYUNS®, TOSTITOS®, BAKED LAY'S®, WOW!®, SUNCHIPS®,
MUNCHIES®, OBERTO®, ROLD GOLD®, GRANDMA'S® Cookies and
Quaker Chewy Bars®, Quakes® and Fruit & Oatmeal Bars®.
Values
In our business, understanding different cultures is a major advantage. In fact, we
view diversity and inclusion as a key to our future.
Employer of Choice:
Frito-Lay is committed to offering a workplace where all associates can grow and
develop in an inclusive environment, leveraging our individual strengths and
differences to create a sustainable competitive advantage; thus maximizing our
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business performance, and ensuring that Frito-Lay is recognized as the employer
of choice for all.
Partner of Choice:
Frito-Lay products are sold by a diverse group of retailers. To truly understand the
needs of our retail customers – and succeed in the marketplace – Frito-Lay must
reflect that diversity in our employees, our suppliers and in everything we do.
Brand of Choice:
Our brands appeal to an extraordinarily diverse array of consumers. Frito-Lay
recognizes the ever-diversifying population and strives to deliver authentic
products and relevant promotions for every consumer.
Supplier Diversity
Traditions run deep at Frito-Lay, Inc. a division of PepsiCo. We believe in the
strengths of our cultural heritage and their value for our future.
Commitment
We advocate the development and growth of minority and women suppliers. Our
goal is to provide procurement, development and educational opportunities that
will enable minority and women-owned businesses to excel as Frito-Lay suppliers
and in America's free enterprise system. An integral part of our mission is a
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commitment to purchase from a supplier base representative of our employees,
consumers, retail customers and communities. Therefore, we seek opportunities to
give qualified minority and women suppliers a chance to succeed. It benefits
PepsiCo, our business objectives and our communities.
History
Frito-Lay has had a long commitment to Supplier Diversity. Since the 1960s
Frito-Lay pioneers such as Harvey Russell, Don Kendall and Jim O’Neal believed
early on that diversity and inclusion provide a competitive advantage that drives
business results. They understood that developing partnerships with minority-
owned and women-owned suppliers would help build the world-class supplier
base the company needed.
In 1983, Frito-Lay formally launched its Supplier Diversity program with the
intent of sourcing diverse suppliers who could provide our company with high
quality goods and services at competitive prices. Today our program is 20 years
strong and during that time we have spent over $2.1 billion with minority and
women-owned entrepreneurs (M/WBEs). We are proud to say that we utilize
M/WBEs in virtually all areas of our company. We also take pride in developing
M/WBEs to be successful not only within our company but with other divisions
of PepsiCo. Our Supplier Diversity program has also allowed our company to be
proactive in the economic development of our communities. We are proud of our
successful experiences in supplier diversity and treasure the many minority and
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women-owned companies that bring value-added and measurable performance to
our business environment. Frito-Lay’s comprehensive strategy for integrating
these businesses into the supplier development process supports our supply chain
efficiency and effectiveness, as well as the company’s bottom line. It's a vital part
of our day-to-day business.
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POLICY
To develop partnerships with certified M/WBE suppliers that bring value-added and
measurable performance to the Frito-Lay supplier development environment in order to
provide the highest quality of goods and service to our consumers in the most efficient
and effective manner. To make a strong, positive effort to effect growth of certified
M/WBE suppliers doing business with Frito-Lay in areas that include Corn &
Commodities, Energy, Ingredients, Other Goods & Services, Packaging (film, bottle
labels), Potatoes, Transportation, Marketing and Engineering and every facet of our
operations. Definition of Minority-Owned Business A minority-owned business is a for-
profit enterprise, regardless of size, physically located in the United States or its trust
territories, which is owned, operated and controlled by minority group members.
"Minority group members" are United States citizens who are Asian, Black, Hispanic and
Native American. Ownership by minority individuals means the business is at least 51%
owned by such individuals or, in the case of a publicly owned business, at least 51% of
the stock is owned by one or more such individuals. Further, the management and daily
operations are controlled by those minority group members.
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Ethnic Minority Descriptions
Asian American: A U.S. citizen whose origins are from India, Pakistan and
Bangladesh, Japan, China, Taiwan, Korea, Vietnam, Laos, Cambodia, the
Philippines, Samoa, Guam, the U.S. Trust Territories of the Pacific or the
Northern Marianas.
African American: A U.S. citizen having origins in any of the Black racial groups
of Africa.
Hispanic American: A U.S. citizen of true-born Hispanic heritage, from any of the
Spanish-speaking areas of Latin America or the following regions: Mexico,
Central America, South America and the Caribbean Basin only.
Native American: A person who is an American Indian, Eskimo, Aleut or Native
Hawaiian, and regarded as such by the community of which the person claims to
be a part. Native Americans must be documented members of a North American
tribe, band or otherwise organized group of native people who are indigenous to
the continental United States and proof can be provided through a Native
American Blood Degree Certificate (i.e., tribal registry letter, tribal roll register
number).
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Definition Women-Owned Business
Non-Ethnic-Female Description: A U.S. citizen who is female with 51%
ownership by a woman or women. Owner must have proof of effective
management of the business (operating position, by-laws, hire-fire and other
decision-making role). A woman with control of the business as evidenced by
signature role on loans, leases and contracts and possessing U.S. Citizenship or
U.S. Resident Alien Status.
Investor Info
Frito-Lay North America is the convenient fun foods division of PepsiCo, which is
headquartered in Purchase, NY. In addition to Frito-Lay, PepsiCo divisions include
Pepsi-Cola, Quaker Foods, Gatorade and Tropicana.
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PRODUCTS
Frito-Lay offers a wide variety of fun foods and sensible snacks to satisfy your snacking
needs. From mouth-watering potato chips and corn chips, to hardy pretzels, and savory
cookies, Frito-Lay has a snack for you!
Baked! Products
Cheetos® brand Cheese Flavored Snacks
Cracker Jack® brand Snacks
Doritos® brand Tortilla Chips
Fritos® brand Corn Chips
Funyuns® brand Onion Flavored Rings
Games® brand Cookies
Grandma's® brand Cookies
Lay's® brand Potato Chips
Lay's Stax® brand Potato Crisps
Light
Munchies Snack Mix
Natural and Organic Snacks
OH BOY! OBERTO® brand Meat Snacks
Quaker Snack Mix
Rold Gold® brand Pretzels
Ruffles® brand Potato Chips
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Sabritones® brand Snacks
Salsas and Dips
Santitas® brand Tortilla Chips
Sun Chips® brand Snacks
Tostitos® brand Tortilla Chips
Promotions
Check out Frito-Lay's current
promotions:
Join Club Frito-Lay
When you join Club Frito-Lay, you'll receive
information about valuable sweepstakes,
exciting offers, fun events and the latest news
from Frito-Lay.
Health & Wellness
40
Frito-Lay's commitment to Health & Wellness has been, and will
continue to be, demonstrated by the real actions we are taking to
change the way America snacks. We understand our accountability
to consumers - to provide them with great tasting, convenient, high-quality
choices that cross the spectrum of nutritional variety - and Frito-Lay is committed
to meet this challenge.
Our Ingredients
Frito-Lay uses only the finest ingredients to deliver great tasting products. These
ingredients include proprietary potatoes patented by Frito-Lay, natural blue and
yellow corn and whole grains and wheat in selected products. The ingredients
used are managed by Frito-Lay from seed, to soil, to our manufacturing facilities
ensuring the highest quality.
Our Oils
For years Frito-Lay has led the industry in research and testing of different
cooking oils. In the early 80s, Frito-Lay moved to using polyunsaturated oils
reducing the saturated fat content of our snacks. In early 2003, Frito-Lay
completed a full conversion to non-hydrogenated oils eliminating trans fats from
all of our snack chips. The oils used today are higher in polyunsaturated fatty
acids and monounsaturated fatty acids that have been proven to help reduce the
risk of coronary heart disease.
41
Health & Wellness : Ingredient Concerns
Consumers often have special dietary needs and want to avoid or include certain
ingredients in their snack choices. We have listed Frito-Lay products according to
specific dietary concerns here. Select the appropriate choice for a complete
listing.
Products Not Containing Gluten
Products Not Containing Gluten and Casein
Products Containing 7.5 Grams or Less Fat
Products Containing 140mg or Less Sodium
Products Containing Zero Grams of Trans Fats
Baked VS. Fried
Products Not Containing Additives
42
Products Not Containing Corn
Products Not Containing Cottonseed Oil
Products Certified Kosher – Triangle K
Products Not Containing Lactose or Milk
Products Not Containing MSG
Products Not Containing Onion
Products Containing Egg
Products That May Contain Peanuts or Tree Nuts
Products Not Containing Soy
Products That May Contain Sunflower Oil
Products Certified Kosher – Orthodox Union
Health & Wellness : Smart Spot
43
PepsiCo introduced the Smart Spot™ symbol designed to help
consumers identify more than 100 of the company's food and
beverage choices that contribute to healthier lifestyles,
Health & Wellness : Nutrition FAQ
Do Frito-Lay products contain gluten?
Some of our snacks contain gluten. For a list of products not containing gluten,
Has Frito-Lay removed trans fats for its products?
Yes, as a leader in the convenient food industry, Frito-Lay moved proactively and
eliminated trans fats from Doritos tortilla chips, Tostitos tortilla chips and Cheetos
cheese snacks. For years, our Lay’s and Ruffles potato chips as well as our Fritos
corn chips and Rold Gold pretzels have been made with oils that are trans fat free.
What are trans fats?
Trans fats are formed when liquid vegetable oils are processed into solids, like
margarine and shortening. Sources of trans fats in the diet include snack foods and
baked goods made with "partially hydrogenated" vegetable oil or "vegetable
44
shortening." In scientific studies, trans fats appear to raise blood levels of total
cholesterol and LDL, the so-called "bad" cholesterol, and therefore, increase the
risk of coronary heart disease. The majority of Frito-Lay snacks are made with
trans fat-free oils. For a complete list of Frito-Lay snacks containing zero grams
of trans fats,
Do Frito-Lay snacks contain peanuts?
Frito-Lay snacks that contain peanuts, or are processed on equipment that makes
snacks containing peanuts, will always contain an allergy information statement.
This statement can be found under the ingredient information on the package, or
in the case of small packages of crackers, on the side of the back information
panel.
Why do Frito-Lay snacks contain MSG?
Monosodium glutamate (MSG), found naturally in many foods, is merely a flavor
enhancer. Only very small amounts of MSG are necessary to enhance the spices
and seasonings used in flavored Frito-Lay snacks. Extensive consumer testing
indicates that consumers prefer the taste of chips with MSG. For a list of snacks
not containing MSG,
Does Frito-Lay use flour on any of its manufacturing lines?
No, flour is not used on any of our chip manufacturing lines. However, flour is
used in many of our wheat-based product lines including cookies, pretzels and
45
crackers.
What is a "natural" snack?
Natural is defined by the FDA in the Nutrition Labeling and Education Act
(NLEA), 1990. The word "natural" refers to foods that have no artificial
ingredients, no added colors, no preservatives, no hydrogenated oils, 0 grams
trans fat. Frito-Lay has a line of Natural snacks that meet the definition "natural".
Our Natural snacks are made with the finest vegetable oils (expeller pressed
sunflower oil/0 grams trans fat), no preservatives, no colorings and no additives...
just great ingredients like corn, potatoes, cheese and pure sea salt.
What is an "organic" snack?
Organic is defined by the USDA under the 2002 National Organic Program
(NOP). The term "organic" refers to foods that are created using environmentally
friendly farming practices (no artificial pesticides and no growth hormones) and
no irradiation. Additionally, organic foods have no hydrogenated oils, 0 grams
trans fat and the organic ingredients are segregated from non-organic ingredients
to maintain integrity during storage and processing. To make sure manufacturers
abide by these standards, the USDA accredits certifying agencies to inspect and
certify that manufacturer's ingredients, plants and processes are organic. Frito-
Lay's USDA-accredited certifier is Oregon-Tilth. We display its logo on the back
of the package of our Natural products that contain certified organic ingredients.
46
What are the major foods that cause allergies?
Peanuts, wheat, soybeans, tree nuts, milk/dairy, eggs, shellfish/crustacea and fish
are the eight major foods that cause allergies.
FRITO-LAY BRANDS
All Products
Baked! Products
Cheetos
Cracker Jack
Doritos
Fritos
47
Funyuns
Grandma's
Lay's
Lay's Stax
Light Products
Munchies Snack Mix
Rold Gold
Ruffles
Sun Chips
Tostitos
Leadership
48
Al Carey
President & Chief Executive Officer
Rich Beck
Senior Vice President, Operations
Marc Guay
President, Frito Lay Canada
Jaya Kumar
Chief Marketing Officer
Randy Melville
49
Senior Vice President, Sales
Jaime Monte mayor
Chief Information Officer
Daniel Naor
Senior Vice President, Transformation and Strategy
Charles Nicolas
Vice President, Public Affairs
Rocco Papalia
50
Senior Vice President, Research & Development
Dave Rader
Chief Financial Officer
Mark Schiller
Senior Vice President & General Manager, Quaker
Snacks/Games a
Michele Thatcher
Senior Vice President, Human Resources
Kelly Tullier
51
Vice President, General Counsel
Our extended family is growing...and shipping...and warehousing...and
selling...and...
If you do business with Frito-Lay, everything you need is right here! Our
Electronic Data Interchange hosts comprehensive data important to our trading
partners.
52
OBJECTIVE
Objective
While marketing only project report their must be sum objective or goal because with our
any objective , no project Report can be completed in true sense so the main objective of
doing this project Report are : -
What the subject taught in classroom at M.B.A course is completely
theoretical so during the summer training I compare how the marketing activity at an
organization varies with this theory.
53
To create the contact with working of an organization and see the different types
of marketing activities. It also helps us to take knowledge about product distributor
promotion and buying behavior.
To find out the types of channel, by which product is selling and to
know monopoly and average sales of these outlets.
54
Research
Methodology
Research Methodology
55
The purpose of the methodology is to describe the research procedure. This included
overall research design preparation of the format for data collection to every dealer and
outlets holders.
The data collection method and analysis procedure
The methodology used to carry out the project report in the analyzing
the data collection by the survey method. The survey on the data collection was the made
by the interviewing the concern personalizes by the filling up the specific format for data
collection.
Data types
There are two types of data
2. Primary data
3. Secondary data
1. Primary Data:-
56
Data those are given by the company it self to reach to the retailers.
2. Secondary data
Data which are collected by field work and survey.
Data collection method
Two different format of data collection were prepared keeping in the view the
important data to be collected which can up a way to find out the market share of the
Haldirams product and other product and signage and stands provided by the company
and different scheme offered to them by Haldirams and then . A format is prepared for
collecting data.
Field work
For interviewing the retailers went to each and every school, collage, hospital,
restaurant of west Delhi. Thus I interview about 150 canteen owners and the entire
distributor over the entire west Delhi. I asked them to help me in filling the format for
collecting data.
57
RESEARCH
DESIGN
58
Sampling and research design
Research design:-
Type: Exploratory (Preliminary Investigation)
Sources survey by means of structured undisguised and
of information general face to face interaction with outlet holders and used
some secondary data.
Area of sampling: west Delhi
Janakpuri
Dwarka
Paschim vihar
Punjabi bagh
Rajouri garden
Vikash puri
Mayapuri
Naraina
59
Total stands in west Delhi’s institutional market
lays
haldirams
kurkure
0thers
Total survey done in west Delhi only it may differ from other areas of Delhi or retail
market of West Delhi.
60
Total market share of Haldiram’s chips in institutions in west Delhi
Lays
Haldiram
Oyes
0thers
Total survey done in west Delhi only it may differ from other areas of Delhi or retail
market of West Delhi. But in this area is leading chips segment in institution.
61
Total market share of Haldiram’s Namkeen in institutions of West
Delhi
Bikano
Haldiram
Others
Namkeen are not sold in schools, collages and many others institution so there is not
good response in institution. Only few hospitals and convenioes sale namkeens so the
data has been taken from that’s counter only. The schools and collage sale only chips
woo pies.
62
ANALYSIS
63
Swot Analysis
Strength Weakness
Opportunity Threats
Strength
1. A nation wide manufacturer and strong distribution channel
2. Strong control over distributors
3. Haldiram is the master brand is Namkeen and growing its chips.
4. Engage in proportioning through out the year.
5. Employees are very much devoted to there works
Weakness
1. Feedback system doesn’t work property.
2. Proper Importance isn’t gives to the retailers.
3. Low profit margin to the distributors.
4. Weak in chips segment.
5. Low profit margin to the retailers in Namkeen Segment.
64
Opportunity
1. Steel big empty market
2. Huge demand in the month of August to March.
Threats
1. Facilities provided by the Lay’s, is offering credit sales.
2. Lay’s and Kurkure paints the outlets regularly.
3. Matter of low hygienic foods.
4. Insects are found
5. Entrance of Local product.
6. Distributor attitude
7. Undercutting to the Whole sale market.
65
Marketing mix
Product Price Place Promotion
Marketing mix is the set of marketing tools that the film uses to pursue it
marketing objective in the target market.
Marketing Mix of Haldiram’s
Products
Chips, Namkeens , Sweets , Pickles , papad , Syrup , Woo pies
66
Chips
There are six flavors in chips classics salt
Pudina treat
Paprika
Mast Masala
Bolelos
N salt
Taste of chips
Pudina treat - Taste of pudina
Peprika - Taste of green chill
Mast masala - Taste of Tomato
Classic salt - Plain $ only salted.
Boletos -
N salted - Masala salted
67
Ruffles:-
Takatak
Woo pies
Namkeen:-
Bhujia
Aalu Bhujia
All in one
Kaju Mixer
Kashamiri mixer
Bombay mixer
Nut cracker
Peanut
Plain
Salted
Masala
Panch rattan
Khan meether
Neembu Masala
68
Channa
Bombay Channa
Madrasi Channa
Kabuli Channa
Channa Dal
Mix
Pinnet Mix
Mir chi Pinnet
Chapatti Dal
Papad
Javitri
Medium
Punjabi
Mir chi
69
Syrup
Mango pana
Kaala khata
Thandi
Badam kesariya
Rose
Khus
Lemon
Pickles
Mango
Mir chi
Lemon
Mix
70
Sweets
There are so many sweets at show room but only few are available in packets and canes
Soon papari
Soan cake
Raasgulla
Chumchm
Gulab jamun
Cookies, biscuits and cake are available in retail
market.
Product Qualities
Impeccable qualities, They focus on TQM before the finish like because the quality
along if advertisement which Haldiram gives as a competitive edge design
innovative of packets day by day. It is a popular due to its colorful packets of
Namkeen which is unbeatable by other brands.
Features:-
Testy Snacks , Suitable with drinks as well as serving guest
.
71
Brand name:-
Huge brand name nation wide
Warranty
Takes in return when product expires or any or any other damage which is
accidentals.
Price:-
The price is different for different product chips.
Discount
Depends upon the sales executive, and retailer’s bargaining and as different
scheme.
Allowance
Fixed, as per distributor target and companies target to the sales person.
Public relations
Marketing sales executive pays a visit to retailer
Time to time.
72
Sales executive
Create new counters for that particular distributor on which he is working.
Promotion
Scheme like scratch coupon, Discount coupon, Bags, Caps, T- shirt, Win cheaters
etc. are given to retailer and customer
Note:-Discount coupon are double edge sword , to the customers because when
customer gets and discount coupon He/ She goes to show room of Haldiram’s and
buys another product and thus he become a new customer another product.
Advertisement
Spent huge amount in ads.
73
Place
One of the most important thing any companies is the place. When the company
sales its product and for a good sales volume, the listenable things are segmenting
targeting, and positioning is must. For this work the company recognized its customer i.e.
who are the customer and where are they. Then he starts working.
The coupon its customer and market place. Then target them and
after all it creates a position in the customer mind.
The Haldirams work in to ways since it is the market leads in
Namkeen market so, it does not care of its competitor and need not to work more for its
promotion and position due to its quality and brand name , but for chips its work
regularly.
74
The company segment its market it to type.
1. Retail market
2. Institutional market.
Retail Market
The company has kept all the open market as retail market in miss all the shop, Early
shops , grocery shop, and general store are included.
Institutional market
In this segment the company has kept all the institutional shop/ contents. In this
segment collage canteens, school canteens, hospital canteen, Restaurant, cinema
halls, shopping malls, its are included.
75
ABOUT THE
MARKET
76
List of account visited in survey and their status
Sr.
No.
Name Of Account Address Contact
Person
Phone Remarks
1 Kitchen Craft India C-2a/239c,
Janakpuri
Mr. Vipin
Manchanda
9891305544 Monopoly Of
Haldirams
2 Lumax Industry
Limited
B-85/86,
Mayapuri,
Industrial.
Area
Siba P
Prahraj
55489712 Running
3 M E R I Canteen D-1
Janakpuri
Mr. Nag
pal
Running
4 Mgs Hospital Mgs
Hospital,
Punjabi
Bagh
Mr. Rakesh 9868288690 Running
5 Shou Hospitality Action
Balaji,
Hospital,
Paschim
Vihar
Mr. Rajiv
Goswami
Running
6 E S I Hospital Basai Mr. 9210081620 Running
77
Canteen Darapur,
Ring Road
Shashank
7 Canteen Global
Hospital
Ambika
Vihar,
Paschim
Vihar
Mr.
Ramesh
Running
8 Canteen Hansraj
Model School
Punjabi
Bagh New
Delhi
Mr. Bharat
Bhushan
Running
9 Canteen Happy Model
School
B-1,
Janakpuri
Mr. Bari 25517656 Running
10 Canteen Iitm Iitm
Janakpuri,
D-Block
Abhishek Running
11 Canteen Jindal Public
School
Dwarka
Road, Vijay
Enclave
Harkesh Running
12 Canteen Kendriya
Vidyalay
C-2a
Janakpuri
Sonu 9312059472 Running
13 Canteen N C Jindal
School
Punjabi
Bagh
Dinesh Running
78
14 Neo Convent Public
School
Paschim
Vihar, Outer
Ring Road
Running
15 S D S Bal Mandir Punjabi
Bagh
Mahesh Running
16 Shivaji Collage Shivaji
Collage
Rajouri
Garden
9213306288 Running
17 Canteen Tagore
School
Mayapuri,
Main Road
Manprit
Singh
Running
18 S Vidya Service
Station
Sector -3
Dwarka,
Mahender 25080771 Running
19 Dhruva Caterers Paschim
Vihar
Sandeep
Makhija
9810233057 Running
20 Diet Concept 4/33,
Subhash
Harpreet 9213201866 Running
79
Nagar New
Delhi
21 D T E A School District
Center,
Janakpuri
Mr. Ramu 9868522910 Running
22 Bharti Collage C-1
Janakpuri
Mr.
Satrudhan
55120858 Running
23 M S I T C-1
Janakpuri
Mr Hitesh 9891989563 Running
24 M K W Hospital Rajouri
Garden
Mr. Raju Running
25 Auto Care Rjouri
Garden
Mis. Sabita Running
26 R N Motors Peera Gadi
Chouck
Sona 25255115 Running
27 Wine And Beer Shop Mayapuri
Community
Center
Surinder
Singh
Running
28 Little Angle School Paschim Mrs. Anu 9312176878 Running
80
Vihar
29 Vishal Cinema
Canteen
Rajouri
Garden
Manager Not
Interested(Due
To Print Mrp)
30 Ayushman Hospital Dwarka
Central
Market
Mr
Harpreet
9213201866 Not Interested
31 Holy Child Public
School
Raghubir
Nagar
Mr Nagpal Not Allowed
Snaks
32 Saraswati Sr. Sec.
School
Dwarka
Road Vijay
Enclave
Mr
Harcharan
25358529 Not Allowed
33 Rainbow School C4e
Janakpuri
Manoj Running
34 Oxford School Dwarka
Road Vijay
Enclave
No Canteen
35 D. A. V School
Canteen
Chander
Nagar
Janakpuri
Mr.Suraj 25599860 Running
81
36 Arjun Store E S I Basai
Darapur
Mr Arjun 25167 246
37 S S Mota Singh
School
Janakpuri Mr.
Bhupender
Singh
Not Allowed
38 St Francis School Janakpuri Mr
Kawaljeet
Singh
9891770077 Running
39 Mata Chanan Devi
Hospital
C2
Janakpuri
Mr Kishan Running
40 Archid Hospital C2
Janakpuri
No Canteen
41 Milan Cinema Motinagar Manager 250101014
42 S D Public School Kirtinagr
Main Road
Mr Suresh
Gera
9350160344 Running
43 Sent Sofia Paschim
Vihar,
Water Tank
Mr Oberoi 9811422130
82
44
45
Eatery Shop Dist Park,
Janakpuri
Sanjay
Tyagi
9811347347
46 Bhagwati Service
Station
Hari Nagar
Ghantaghar
Mr Raja 9810559983 Running
47 Nirulas Bhagvati S.
Stn
Harbingers Mr Rite’s Deal From
Head Office
48 Speed Ways Harbingers Mr Vinod 20052730 Not Interested
49 Captain Amit Ser. Stn Harinagar Mr Joshi 25497973 Not Interested
50 Bharti Bidyapeeth
Canteen
Rohtak
Road
Mr Arjun 55224783 Running
51 Anil G Canteen D-21
Janakpuri
Mr Anil New Canteen
52 Pharma Plush Kirti Nagar Manager Running
83
53 Hot N Juice Csm Rajouri Mr
Jasvinder
9818057771
54 Paratha Wali Gali Csm Rajouri
Garden
Mr Soni 9873340311 Running
55 Kamal Foods New Era
Public
School
Mayapuri
Mr
Joginder
9891757116 Running
56 Adarsh Sr, Sec.
School
Kirtinagar No Anteen
57 Syal Service Station Kirtinagar Manager Running
58 Venkateshwer School Sector-10
Dwarka
Manager 25089415
59 Indraprastha
International School
Sector-9
Dwarka
Mr Rajeev 9899834383 Not Interested
60 R D Rajpal School Dwaka Canteen
Under
Construction
84
61 Itl School Dwarka Outside
Product Not
Aloud
62 G J U Collage D-21
Janakpuri
Mr Rajesh 9811516260 Running
63 Bhagat Hospital D Block
Janakpuri
Mr Anil 55523142 Running
64 Janak Cinema Community
Center
Jankpuri
Manager 25551115 Running
65 Hsakuntla Hospital Sitapuri Ext. Not Interested
66 Bemishal Restuarent B-1
Janakpiri
Mr
Himanshu
25502021 Running
67 Bemishal Restuarent Dist Center
Janakpiri
Mr
Himanshu
25502021 Running
68
69
Keshar Nursingh
Home
Sagarpur Not Allowed
85
70 Divine Happy Model
School
Paschim
Vihar
Sanajy 9312541395 Running
71 D A V Dwarka No Canteen
72 Sehgal Hospital
Canteen
Meera Bagh Mr Hrarprit 9213201866 Not Interested
73 Kendriya Vidyalaya Ambika
Vihar
Pachim
Vihar
Mr Walia Running
74 Shah International Ambika
Vihar
Pachim
Vihar
No Canteen
75 Pick N Drive Meera Bagh
Ring Road
Manager 25255560 Awaited
76 Bal Vikash Public
School
Paschim
Vihar
No Canteen
86
77 Bosco School Paschim
Vihar
No Canteen
78 Batra Hospital Rajouri
Garden
Mr Mohan Awaited
79 Rajdhani Collage Ring Road
Rajouri
Garden
Mr Rajeev 9213422198 Running
80 Satyam Cinema Dist Centre
Janakpuri
Manager Not Interested
81 Anand Hospital Dhouli Pyau Reception` No Canteen
82 Janakpuri Club District
Center
Not Interested
83 Jai Nar Hospital Meera Bagh
Ring Road
Reception No Canteen
84 Amarleela Hospital B-1
Janakpuri
Mr.
Rooplal
9818016557 Running
85 Hundred Percent Sector-1, Running
87
Dwarka
86 Guru Harkishan
Public School
Punjabi
Bagh Ext.
Daljit
Singh
Not Interested
87 Guru Harkishan
Management School
Punjabi
Bagh Ext.
Daljit
Singh
Not Interested
88 Sevior School Paschim
Vihar
Deepak 9911176579 Not Allowed
89 S P M Collage Paschim
Vihar
No Agree To
Sale
90 Pestri Palace Vikashpuri Devender
Kohli
9810324050 Running
91 Handa Nursing Home Raja Garden Running
93 Punjabi Bagh Club Punjabi
Bagh
Manager Running
94 Sanjay Cafeteriya Armi Base
Hospital,
Cant
Mr Sanjay 9811041678 Running
88
95 Sanjay
Cafeteriya(Emergency
Ward)
Armi Base
Hospital,
Cant
Mr Ramesh 9811041678 Running
96 Acharya Bhikshu
Hospital
Motinagar Mr Bassi New Canteen
97 Kendriya Vidyalaya
Canteen
Kendriya
Vidyalaya
Naraina
Mr Tarun 9811856629 Not Interested
98 Kendriya Vidyalaya
Canteen
K B Tagore
Garden
Mr Tarun 9811856629 Not Interested
99 Oxford School Vikash Puri Not Allowed
100 Sesliya Public School Vikash Puri Running
101 Adarsh Sr. Sec School Vikash Puri Running
102 Kerla Public School Vikash Puri Running
103 Andhra Public School Vikash Puri No Canteen
89
104 Sent Meri School Vikash Puri Awaited
105 Indra Gandhi Sports
Collage
Vikash Puri Awaited
106 Kukreja Hospital Rajouri
Garden
Running
107 Metro Foods Dwarka
Metro
Station
Mr Saffi Running
108 Healthy Living Raja Garden Mr Harish 25416681 Running
109 Khetrapal Hospital Raja Garden Running
110 A P Jay School Dwarka Mr Promod Awaited
111 Shiksha Bharti School Dwarka Mr
Rajkumar
Running
90
Rajarshi Caterers Sharma
112 Dr. Mess D D U
Hospital
Harinagar
Mr Anand Running
113 R K H S Delhi Public
School,
Dwarka
Running
114 D A V Paschim Vihar Paschim
Vihar
No Canteen
116 New Delhi Public
School
Vikash Puri No Canteen
117 St Fransis School
Canteen
Janakpuri Kawaljeet
Singh
` Running
118 Vishal Bharti Public
School
Paschim
Vihar
No Canteen
119 Samara Mal Jain
Public School
Janak Puri Not Allowed
120 S M Arya Public
School
Punjabi
Bagh
Not Required
91
121 Pragati Public School Dwarka
Sector 22
Reception Awaited
122 Bal Bharti Public
School
Dwarka Reception No Canteen
123 New Holi Public
School
Uttam
Nagar
No Canteen
124 Sent Marks Public
School
Paschim
Vihar
Not Required
125 Jims Collage Vikash Puri Under
Construction
126 Guru Nanak Public
School
Punjabi
Bagh
Now Clossed
127 Metro Station Uttam
Nager
Not Allowed
128 Metro Station Tilak Nager Not Allowed
129 Metro Station Tagore
Garden
Not Allowed
92
130 Metro Station Janakpuri Not Allowed
131 Metro Station Subash
Place
Not Allowed
132 Metro Station Raja Garden Not Allowed
133
134
135
136
93
FINDINGS
94
Findings
The first and the major problem is that the company does not have direct
and permanent contract with retailers. It is general complain that there is a
big communication gap between the company and the retailers and no one
is to solve their problem.
The second problem of retailers is non availability of quick response of
distributors.
Distributors do not send the ready stock and thus the delivery man suffers
the problems when the retailer demands in emergency.
One of the major problems is i.e. they are the price difference. They are
getting same product in different price from others suppliers (the other
suppliers are giving on less price and schemes) thus this problem is very big
for distributors and suppliers both.
Second problem is wholesale market; the wholesale market is creating
problem entering in distributors areas.
The problem faced by the distributors is lack of stands in market. This
problem disturbs the distributors and retailers both. Retailers demand stands
to distributors because executive of others company does not allow to use
their stands to put our product.
95
There are no any wall paintings or banners in canteens as signage of
Haldiram’s product while the competitors are providing many facilities like
this.
96
SUGGESTION
97
Suggestion
Company should consider the problems of retailers and canteen’s owner.
Company should problems of distributors.
Resettlement of dispute like non payments and wrong commitment
problems is necessary by another executive.
Stand should be provided to needy retailers because another company’s
executive creates problem.
Company should give the stands and racks to each and every counters
where its product is sold.
Company should prevent the interference of distributor in each others
areas.
Company should prevent the undercutting in market.
Company should prevent the wholesale disturbance.
Company should give the incentives to its executives as extra benefits
after salary.
Company should listen and care of sales executive.
Company should recognize the problems in market.
The very necessary work is market screening and recognizing the strength
and weaknesses of competitors.
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Company should spend some amount on advertisement of its products
because the competitors are using celebrities as their promoter in ads. For
Kurkure Juhi Chawla and for Lays Saif Ali Khan.
Company should provide display to canteens and cafeterias.
Company should paints the walls of cafeterias time to time because its
competitors do this, this will bound the retailers to sale our product.
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LIMITATIONS
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Limitation
Every project has its limitation and it is wise to point them out instead of glossing over
them. This project was having some limitation, which is written below, and the aim
presentation is to increase confidence in the present result.
Limitation of survey
The universe study is west Delhi. The result of this study shouldn’t be generalized
with any other part of Delhi or of the country or whole Indian at large.
Though almost all the places the number of c/b are counted but in few large retail
stores like Big Bazaar, conventions, the information was noted down as given by
retailers.
Study was limited to institutional outlets stocking in west Delhi.
Information collection took months.
The amounts of sales or sales volume may different in different months.
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BIBLIOGRAPHY
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BIBLIOGRAPHY
Book
Gaur singh sanjaya and saggharteu sanjay New Delhi, “event marketing and event
management” 3rd edition vikas publishing house, 1998
Kothari C.R, Research Methodology, Vishwa prakashan, New Delhi, Reprinted Edition,
2004, Page 1-112.
Kotler Philip, Marketing Management, Prentice Hall of India Pvt. Ltd., New Delhi, 11th
Edition 2004.
Ramaswamy V.S. & Namakumari S., Marketing Management, Macmillan India Ltd.
Publication, New Delhi, 3rd edition 2002.
Magazines
A & M, Brand Equity & the Strategist
Business Today, JULY 2006.
Business World JUNE- AUGUST 2006
Internet website
www.yahoosearch.com.
www.google.com
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