A PROJECT REPORT

ON

A STUDY AND SURVEY REPORT ANALYSIS FOR BALAN NATURAL FOOD PVT. LTD.

FOR

Submitted in partial fulfillment of the requirements for the degree of

Post Graduate Diploma in Management (Marketing)

By

Dhananjay Kumar Mishra

Under the guidance of

Prof .Amol B.Khandagale

A Study Conducted for Balan Foods Natural Pvt.Ltd.

(Session 2009– 2011)AtSinhgad Institutes of Management

Vadgaon (BK), Pune 411033

Sinhgad Technical Education Society’s

Sinhgad Institute of Management S. No. 44/1, Off Sinhgad Road, Vadgaon (Bk), Pune – 411 041

Ph: 020 -2435 8380/2435 8355 Fax: 020-2435 4835 Mob: 9881742711

Email: siomdean@yahoo.com

CERTIFICATE

This is certifying that the project entitled “To study the customer behavior for 1liter tetra pack juice in Delhi and NCR market” is a bona-fide work

done under the guidance of Prof. Amole B. Khandagale Sir by Mr. Dhananjay kumar Mishra

in the partial fulfillment of requirement for the award of PGDM (Marketing) at Sinhgad Institute

of Management, Pune [SIOM].He has worked under our guidance and direction. His work is found to be satisfactory an complete in all respect.

GUIDED BY: DIRECTOR:

Prof. Amol B.Khandagale Dr. Daniel Penkar

FORMAT OF COMPLETEION CERTIFICATE FROM THE COMPANY (Company’s Letterhead)

This is to certify that Mr./Ms. __________________________student of Post Graduate Diploma in Management from Indira School of Business Studies has satisfactorily completed his/her project work entitled ________________________________________________________________________________________________________________________ in ___________________Department of _____________________ from _____to_______.

Authorized Signature

**********************

DECLARATION

I, Mr . Dhananjay Kumar Mishra Herby declare that this project is record of authentic work carried out by me during the period of 1st of april to 31st may 2010 and had not been submitted to any other university or institute for the award of any degree/ diploma etc.

PLACE : DHANANJAY

KUMAR MISHRA DATE :

ACKNOWLEDGEMENT

I take this momentous opportunity to express my heartfelt gratitude, indebt ness and regard to my

venerable and highly esteem guide MR. Dharamraj yadav sir (general manager north region)

And MR.Sashi Kant sir (Area sales manager). B.Natural pvt. ltd. Delhi region, for his keen interest. Persistent suggestion and vigilant supervision, which enable me to complete this work in short duration .He has been a constant source of inspiration throughout my work.

I feel myself fortunate to have work under his guidance , encouraging attitude and helping nature Which enable me to give proper shape to my present work

I express my deep sense of gratitude and indebt ness to MR.Vipin sir for his vulnerable knowledge , encouragement given to me during my project work

My head bows with due respect , sincerity and grateful acknowledge the immense help, valuable guidance and propitious from all member of Balan Natural pvt.ltd Delhi, who have directly or indirectly help me throughout my project work. I owe special thank to my dear friends , faculty member for their help and suggestion whenever I needed, I am also thankful to all those people who have help me directly and indirectly by various mean in completion of this dissertation work.

I also very thank full to my project guide Mr. Amol Khandagale for his kind support and valuable suggestion

Date : Dhananjay Kumar Mishra Place:

INDEX

SR NO PARTICULARS PAGE NO.

1 EXECUTIVE SUMMARY

2 TITLE , OBJECTIVE AND SCOPE OF PROJECT

3 INTRODUCTION

4 COMPANY FROFILE

5 RESEARCH METHODOLOGY

6 DATA ANALYSIS AND GRAPHICAL REPREGENTATION

7 LIMITATION OF THE PROJECT

8 CONCLUSION AND RECOMMENDATION

9 BIBLIOGRAPHY

10 ANNEXTURE

Executive summary

India is a tropical country and has accorded a favorable reception to thirst quenchers such as fruit juices and aerated drinks. Ready to serve B.Natural juice is a beverage prepared from clarified

Balan Natural food pvt.ltd . When chilled the B. Natural makes for a nutritious and refreshing

drink. The nutritive value of real fruit beverages is far greater than that of synthetic products,

which are being tetra packs and sold in large quantities throughout the country. If real fruit juices

could be substituted for these synthetic preparations, it would be a boon to the consumer as well

as the fruit grower. India is a market of diversity – diverse with regards to incomes, price points

of products, culture and preferences and a marketer has to get use to these diverse characteristics

of the market. Drinking juice is not a part of our culture. We drink water with our meals but in

the West one starts the day with breakfast and a glass of juice. Juice is to a great extent

considered as a luxury not a necessity in our society, surely but slowly things are changing

mainly in the urban and semi urban areas, where the population is getting more and more health

conscious and are realizing the important nutrient values of fruit and are making them a part of

their daily diet. The companies in this Rs. 500 crore industry will have to organize various

promotional activities from time to time mainly to increase sampling and to educate the

consumers about packaged fruit juice that it is as pure and nutritious as fresh juice which is

perceived as fresh as it is extracted in their presence i.e. actual or assumed. There are two main

brands in this segment of non- carbonated drink markets; they are ‘Real’ from Dabur and

‘Tropicana’ from PepsiCo. These two players command around 80% market share in the

organised sector. We can observe this industry growing and new players entering the market. In

recent times we have seen the entries of some international brands, like Berr[Australia],

Ballantyne [Australia], and Tipco [Thailand], with the intention to strengthen their hold in India

and to grow with the market.

TITLE AND OBJECTIVE OF THE PROJECT

TITLE :

“A STUDY AND SURVEY REPORT ANALYSIS FOR BALAN NATURAL

FOOD PVT. LTD.”

OBJECTIVES :

Primary objective

To study the consumer behavior and product availabilityIn target market

Enhancement of distribution channel Analyzing competitors scheme and offer

Secondary objectives

Maximizing the sales of the product Improve the service and resolve the problem on the specified route

SCOPE OF THE PROJECT

B. Natural food pvt. Ltd. One of the growing company in India. The biggest assets of the

company is the trust .Which it has created in the mind of the consumer. B Natural juice capturing

a large share of market in india.Despite the all these above mention fact it was average market

share in Delhi region.

Thought this study one can analyze the consumer behavior for one liter tetra pack juice .This

Study also aims to identify the strength and weakness of other brand and how B. natural can

improve its market share by competing with its competitor.

The entire study move around with the retailers who are more in contact .With the customer than

anyone else in the distribution chain. they are very much aware with the choice of

The customer , instead of survey of consumers who are very large in number. we can find out the

need, want and demand of market or consumer from retailer who is fewer in number . This

project also aim to improve the market share of balan natural juice by maximizing the sale of

the product.

INTRODUCTION

An Introduction

With a rise in the standard of living, accompanied by a busy lifestyle, we find little time totake a good care of our health and diet. The intake of fruit and vegetable juices keeps onehealthy, fit and active. Balan Natural Food (P) Limited presents a range of theseproducts which are high on nutritional value, and yet cost effective. We are a reputed manufacturer, exporter, and supplier of a wide range of healthy and delectable fruit and vegetable juices. We are an importer of fresh fruits and vegetables from various countries.

Our products in these categories include Miruna Juices, Mougli Ice Tubes, Mougli Mixed Flavour Fruit Jellies, B Natural Premium Mango Juices with Alphonso Blends, B Natural Premium Pink Guava with Vitamin C, B Natural Premium Juice, B Natural Premium Juices with Mosambi, Fruit B Natural Premium Tomato Juices, B Natural Premium Rose Lychee Juices, etc. Made in extremely hygienic conditions, our products are high on nutrition, taste and value.

Using standard methods of processing and packaging, we bring a range of healthy and delicious juices which have attained a great popularity among our clients in both India and abroad. Having received a remarkable response from around the world, the company plans to launch more and more new products which include ready-to-eat South Indian dishes and semi processed foods including breakfast dishes, cereals and desserts.

company Product Collection

Balan Natural Food (P) Limited is a reputed manufacturer, exporter, and supplier of the following products in various flavours and attractive packs:

B Natural Premium Mixed Fruit Juice

Miruna Juice Mougli Ice Tube

Mougli Mixed Flavour Fruit Jelly B Natural Nectar B Natural Fruit Drink

B Natural Premium Pomegranate Juice

B Natural Premium Orange-Mango Juice

B Natural Premium Juice

B Natural Premium Apple Juice B Natural Premium Tomato Juice

B Natural Premium Rose Lyche Juice

B Natural Premium Mango Juice with Alphonso Blends

B Natural Premium Pink Guava Juice with Vitamin C

Aamras Mango Drink from BNatural

B Natural Premium Orange Juice with Mosambi Fruit CellsQuality Assurance

Balan Natural Food (P) Limited ensures that the highest levels of quality are maintained

throughout the manufacturing process. Each step of our processes undergoes strict checks at

various levels, being supervised by our quality assurance team. All the products are

manufactured under 100% clean and hygienic conditions.

Our speciality lies in our ability to deliver pure and natural juices in a wide variety of flavours

with no artificial ingredients and are completely safe for consumption. All the products are

packed in air-tight packaging materials to restore their freshness. The date of manufacturing as

well as that of expiry are clearly mentioned on the pack so as to avoid any confusion. Only

approved products that meet the stringent standards laid down by the relevant food authorities

are sent for dispatch.

Our Processes

Our manufacturing processes are conducted under the most hygienic conditions, and we have a

clean manufacturing facility which is well equipped with a host of advanced and sophisticated

machinery for our purposes. Many of our machines like Tetra Therm Aseptic Flex, the latest

sterilizers, are exclusively imported from countries like Sweden.

Our versatile packaging department makes use of the most standardized AA materials to give

our product an attractive appeal as well as  to keep the contents intact and safe. All the products

are stored in a capacious warehouse with cold storage facility, thereby enabling us to meet all

forms of market demands in the most efficient manner.

Our Strengths

Well developed infrastructure for efficient processing A team of pro-active and qualified staff having years of experience A wide variety of products in different flavours with high nutritional value Quality checks in accordance with the national and international standards Constant research and innovation to produce better products.

COMPANY PROFILE

Company Profile

A quality and customers oriented company prepares and exports natural, mouthwatering and pure

Fruit Beverages in different flavors to satisfy customers in terms of taste and prices. Highly

delicious food products are manufactured from natural ingredients without removing or changing

their natural flavor and nutrition. While preparing these Juice Nectars, our nutrition specialists

not only make it full of flavor but also health-friendly. Our company BALAN NATURAL

FOOD established in the year 2003 to develop and deliver Fresh Juice Packs across India. At the

present moment, we are perfectly positioned to lead this revolution to deliver to the people a wide

variety of products in varied flavors to eat, drink and enjoy. Diabetics Care Juice is hygienically

processed and packed.

Our company, BALAN NATURAL FOOD undertakes the responsibility to innovate, develop

and deliver savoury and salubrious fruit products using natural constituents such as fruits,

vegetables, milk, grains and spices. We offer different kinds of Tetra Packs Juice that is extracted

from pure, fresh and high quality fruits under hygienic conditions. It is available in Nectar 200

ML Tetra Pack (in 6 tasty flavors). Our range of Fruit Beverages is Nectars, Aamras Pet Bottles,

Juice in 1 Litre Tetra Packs, Aamras 125 ML in Plastic Cup and Diabetics Control Juice (Kala

Jamun). These food products are manufactured following international quality norms under the

supervision of food and nutrition experts. We manufacture these Beverages under the brand name

of Bnatural and Miruna Aamras.

Where We Store

Freshness, purity and natural flavor is primarily responsible for making Beverages delicious, tasty

and healthy. Hence, in order to preserve purity and freshness of Fruit Beverages, we store these

fruit products only in highly sophisticated, specious and air-conditioning warehouse, which is

supervised and looked by well-educated and experienced storehouse in charges who have in-depth

knowledge about it.

Stringent Quality Policy

Every company of the world knows that quality is gateway of the growth. Realizing its

importance, at BALAN NATURAL FOOD, whole production process of fruit production is

tested at every stage, which starts from obtaining various fruits and edible materials and continue

till dispatching the products to customers. Quality check-up is conducted under the supervision of

food and nutrition experts to ensure total quality and satisfaction of the customers at affordable

prices.Processing and Preparing FacilitiesWe are located in Bangalore, which boosts transportation and other facility. Our company is well-

armed with hygienic facility and backed by those professionals who have sound educational

background and good experienced in this sector. We are also having hi-tech machinery and

modern equipments, which help us in catering bulk demands of the clients across the Asia.

Some of the machines installed at our unit are:

Juice Extractors

Grinders

Pulping Machines

Sterilizers

Filling Machines

What Food Products We Offer

A wide range of food products prepared and exported by us is Fresh juices in.

TYPE PF JUICE

FLAVORS

PACKINGQUANTITY

NO OF PIECE PER CARTON

NECTARS6 FLAVORS

TETRA PACK

200ML 27

PET BOTTLES

2 FLAVORS

BOTTLES 330ML, 24

500 ML 241000ML 12

1 LITRE12 FLAVORS

TETRA PACK

1 LITRE 12

CUPS3 FLAVORS

CUPS 125ML 80

Business Type Exporter , Manufacturer , Importer , Supplier

Export Percentage 50%

Primary Competitive Advantages Superior quality products Reasonable prices On-time deliveries

No of Staff 300

Production Type Automatic, Semi automatic

No of Engineers 10

Monthly Production Capacity As per requirement

PRODUCT RANGE

B Natural Premium Mixed Fruit Juice

Miruna Juice Mougli Ice Tube

Mougli Mixed Flavour Fruit Jelly

B Natural Nectar B Natural Fruit Drink

B Natural Premium Pomegranate Juice

B Natural Premium Orange-Mango Juice

B Natural Premium Juice

B Natural Premium Apple Juice

B Natural Premium Tomato Juice

B Natural Premium Rose Lyche Juice

B Natural Premium Mango Juice with Alphonso Blends

B Natural Premium Pink Guava Juice with Vitamin C

Aamras Mango Drink from BNatural

B Natural Premium Orange Juice with Mosambi Fruit Cells

Foods

Foods

Juice

Juice is the liquid that is naturally contained in fruit or vegetable tissue. Juice is prepared by

mechanically squeezing or macerating fresh fruits or vegetables flesh without the application of

heat or solvents. For example, orange juice is the liquid extract of the fruit of the orange tree.

Juice may be prepared in the home from fresh fruits and vegetables using a variety of hand or

electric juicers.

Many commercial juices are filtered to remove fiber or pulp, but high-pulp fresh orange

juice is a popular beverage.

Common methods for preservation and processing of fruit juices include canning, pasteurization,

freezing, evaporation and spray drying.

In the United Kingdom the name of a fruit or fruits followed by juice can only legally be used to

describe a product which is 100% fruit juice, as required by the Fruit Juices and Fruit Nectars

(England) Regulations and the Fruit Juices & Fruit Nectars (Scotland) Regulations 2003.

However a juice made by reconstituting concentrate can be called juice. A product described as

the "nectar" of a fruit must contain a minimum of juice between 25% and 50% for different

fruitcakes. A juice or nectar including concentrate must state that it does. The term "juice drink"

is not defined in the Regulations and can be used to describe any drink which includes juice,

however little. Comparable rules apply in all EU member states in their respective languages.

In the USA fruit juice can only legally be used to describe a product which is 100% fruit juice. A

blend of fruit juice(s) with other ingredients, such as high-fructose corn syrup, is called a juice

cocktail or juice drink. According to the Food and Drug Administration (FDA), the term

"nectar" is generally accepted in the U.S. and in international trade for a diluted juice to denote a

beverage that contains fruit juice or puree, water, and which may contain artificial sweeteners.

In New Zealand and Australia particularly (and others) juice denotes a sweetened fruit extract,

whereas nectar denotes a pure fruit or vegetable extract.

Fruit juice labels may be misleading, with juice companies actively hiding the actual content.

"No added sugar" is commonly printed on labels, but the products may contain large amounts of

naturally occurring sugars; however, sugar content is listed with other carbohydrates on labels in

many countries.

Some carbonated beverages, not described as fruit juice, contain fruit juice (such as Mountain Dew, which contains orange juice).

Health effects

Juices are often consumed for their perceived health benefits. For example, orange juice is rich in

vitamin C, folic acid, potassium, is an excellent source of bioavailable antioxidant

phytochemicals [8] and significantly improves blood lipid profiles in people affected with

hypercholesterolemia.[9] Prune juice is associated with a digestive health benefit. Cranberry juice

has long been known to help prevent or even treat bladder infections, and it is now known that a

substance in cranberries prevents bacteria from binding to the bladder.

The high sugar content of fruit juices is often not realized—many fruit juices have a higher sugar

(fructose) content than sweetened soft drinks; e.g., typical grape juice has 50% more sugar than

Coca Cola. The comparison is not very fair however, because while soft drinks (e.g. Coca Cola)

cause oxidative stress when ingested and may even lead to insulin resistance in the long term,

the same thing cannot be attributed to fruit juices. On the contrary, fruit juices are actually

known for their ability to raise serum antioxidant capacity and even offset the oxidative stress

and inflammation normally caused by high-fat and high-sugar meals.

Fruit juice consumption overall in Europe, Australia, New Zealand and the USA has increased in

recent years, probably due to public perception of juices as a healthy natural source of nutrients

and increased public interest in health issues. Indeed, fruit juice intake has been consistently

associated with reduced risk of many cancer types, might be protective against stroke and delay

the onset of Alzheimer's disease.

The perception of fruit juice as equal in health benefit to fresh fruit has been questioned, mainly

because it lacks fiber and has often been highly processed. High-fructose corn syrup, an

ingredient of many juice cocktails, has been linked to the increased incidence of type II diabetes.

High consumption of juice is also linked to weight gain in some studies, but not in others. In a

controlled clinical study, regular consumption of grape juice for 12 weeks did not cause any

weight gain in volunteers, but consumption of soft drink did. Fruit juice in moderate amounts

can help children and adults meet daily recommendations for fruit consumption, nutrient intake

and calories.

Product profile

Product Sample Product Category No. of Product(s)

Mango Juice with Alphonso Blend 1

Orange-Mango Juice 1

Pomegranate Juice 1

Rose Lychee Juice 1

Orange Juice with Mosambi Fruit Cell 1

Aamras 1

Apple Juice 1

Jamun 1

Ice Tubes 1

Aamras Fruit Juice 1

Pineapple Juice 1

Premium Pink Gauva 1

Miruna Fruit Juice 1

Jelly 1

Nectar 1

Miruna Aamras 330 ml Pet 1

Bnatural Mixed Fruit 1 Litre Tetra Pack 1

Bnatural Amla 1 Litre Tetra Pack 1

Bnatural Brahmi 1 Litre Tetra Pack 1

B' Natural Premium Mango Juice with Alphonso Blend

Prepared form ripe and fresh mangoes of Totapuri and Alphonso varieties harvested from plantations around chit tor in Andhra Pradesh and Maharashtra

B Natural's product development department had conducted studies spanning over one year among consumers and expert taste panels to make a perfect blend of the pulp that great, nutritious, thirst quenching and refreshing

B Natural Premium Mange is rich in carotene which is good for the health of the eyes. It is also rich in Vitamin C, which buids immunity and helps the body to fight common illness. Mango is good for  digestion and it will improve appetite

B Natural premium mango does not contain any added preservatives.

B Natural Premium Orange-Mango Juice

The product is a unique blend of Indians favorite fruit Mango, and world's favorite, orange

Orange-Mango developed by B Naturals food technologists through years of research to get the perfect blend

It is very rich in vitamins that increases body ability to fight infections.

B Natural Premium Pomegranate Juice

Made from the freshly extracted Juices of the Ganesha and Arktha varieties grown in India. It has the characteristic Sweet and Taste

Rich in polyphenols, Pomegranate Juice is a natural anti oxidant It is processed and packed without loosing its natural characteristics and without adding

preservatives

B Natural Premium Rose Lychee Juice

B Natural premium rose lychee is made from the famous naturally rose flavor lychees collected from India and Vietnam

B Natural rose lychee is the best drink for beating the summer heat. It is naturally nutritious

B Natural premium rose lychee does not contain any added preservatives

B Natural Orange Juice  with Mosambi Fruit Cells

B Natural orange juice is made from the fruits collected from the best orchards of Brazil. Fresh Mosambi cell sacs are added to the juice that gives the most natural taste of freshly

squeezed Orange juice. B Natural Orange juice does not contain any added preservatives.

Miruna Aamras 125 ML Cup

Well known company engaged in preparing and exporting best quality B Natural Aamras Packing Cup, which has revolutionized Beverages Packaging concept in India by launching fruits beverage in plastic cups. preserve purity and freshness of juice. Carrying juice in plastic cup is very convenient. and available at very reasonable prices to ensure maximum satisfaction of the customers and delight for school children’s.

Aamras Mango Drink from B' Natural

Refreshing and Thirst quenching Mango drink packed in 200 ml, 500 ml and 1000 ml. It is tasty. PET bottle packaging is convenient to carry.

B' Natural Apple Juice

* B Natural is 100% Juice only. It has no added sugar, flavour or other ingredients. * Juice extracted from sweet and sour varieties of Apple are blended to give its unique

taste. * It is rich in phytonutrients which are capable of breaking down bad cholesterol.

B' Natural Premium Jamun Juice

"Jambu is considered to be one of the earlier remedies for diabetes" - Ayurvedic text B' Natural Jamun Juice is natural, produced through a unique process to retain colour,

flavour and taste.

Mougli Ice Tubes

Assorted Ice sticks that are available in a range of fruit flavours. Served frozen, Mougli Ice Tubes are fun to eat and tasty for all times.

B Natural Premium Juice

* B' Natural Pineapple Juice is obtained from the world famous Queen Victoria variety. It is exclusively cultivated for B Natural at forms of Mekong Delta of Vietnam. The Juice is obtained from the fruit mechanically with minimum human handling under very hygienic conditions.

* B' Natural Pineapple does not contain any added preservatives.

B' Natural Premium Pink Guava with Vitamin "C"

* B' Natural Premium Pink guava is prepared from fresh pulp obtained from the famous Pink Guava of Bangalore.

* B' Natural Premium Pink Guava is rich in dietary fiber, Vitamin C, Calcium. Phosphorous and iron. The dietary fiber is essential for good digestion and absorption of nutrients from the food.

* B' Natural premium Guava does not contain any added preservatives.

Miruna Fruit Juices

An anytime, anywhere drink made from fresh juices from Far East countries and Europe, Miruna Juice drinks have all the freshness of natural fruits and are healthy, refreshing and energising. A good supplement during breakfast or after any tiring work, Miruna Juices recharge the body instantly.

Miruna Juices come in 10 great flavours:

* Pineapple

* Orange

* Grape

* Apple

* Orange & Carrot: A never-before MaxVitamin combination for more energy

* Pink Guava

* Lychee

* Mango

Mougli Mixed Flavour Fruit Jelly

 A peppy and fun-filled edible for children of all ages, Mougli cup jelly is prepared from seaweed extracts, sugar and many exciting flavours. Every cup has a chewy center which is the Nata De Coco. Prepared from coconut water, Nata De Coco is one of the best dietary fibers available. It helps in digestion and aids absorption of nutrients into the body, not to mention its great taste.

B'Natural Nectars

B' Natural's Nector is a double strength fruit juice prepared by adding fruit concentrates. It is an

anytime, anywhere drink that guarantees freshness and health. The Nectars are rich in proteins

and calcium and is very high in nutritive value. It is also 100% cholesterol free. Available in a

range of tasty international flavours, these nectors give instant energy and recharge the body

. The Muskmelon Nectar is the first of its kind and is a natural coolant. It contains natural

substances called SPF (Sun Protection Factor) that protect your skin from harmful UV rays.

B' natural's Nectars come in 6 tasty flavours:

* Muskmelon          * Gauva           * Mango           * Mixed Fruit

*Apple                   * Pine Apple     * Orange

B Natural 1 Litre Tetra Packs

Our company prepares B Natural Premium Juice in 1 litre tetra packs. Bnatural juice are

available in 12 varieties they are

TYPE PF JUICE FLAVORS PACKING QUANTITYNO OF PIECE PER CARTON

 BNATURAL TETRA PACK

 1LITRE  12

MANGO JUICE

ORANGE JUICE

GUAVA JUICE

PINEAPPLE JUICE

MIXED FRUIT JUICE

APPLE JUICE

TOMATO JUICE

KALA JAMUN JUICE

LITCHI JUICE

FRUIT VEG JUICE

PREMIUM ORANGE JUICE

ORANGE & MANGO JUICE

Bnatural’s juice is rich in vitamin C and A. Bnatural Juice contains dietary fiber, vitamin C,

calcium phosphorous and iron that is very effective for good digestion and absorption of nutrient

from the food. At our company, we prepare B Natural Juice from fresh pulp that is obtained

from the quality fruits suppliers in Bangalore and Vietnam. Our Juice in Tetra Packs does not

contain any added preservatives. Our company offers Juice in 1 litre Tetra Pack at very

reasonable prices to ensure satisfaction of the customers.

B Natural Premium Kala Jamun Juice

Highly established and reputed company offers Jamun Juice, which is considered as one of the

earliest remedies for diabetes. We prepare pure Natural Jamun Juice without making any change

in its natural flavors.

TYPE PF JUICE FLAVORS PACKINGQUANTITY

NO OF PIECE PER CARTON

BNATURALKALA JAMUN JUICE

TETRA PACK

1LITRE 12

Highly effective Diabetics control Juice is offered by us at very economical prices to satisfy the

customers. B Natural manufacture’s Kala Jamun Juice for diabetic patients. We offer juice

without adding extra flavors and colours.

RESEARCH METHODOLOGY

Research definition:

Research is the process of systematic and in-depth study or search of any

Particular topic, subject by complain, compilation and interpretation of

Relevant detail or data.

Research refers to a search of Knowledge, it is a scientific and systematic search

for pertinent information on a specific topic

Its an art of Scientific investigation Movement from Unknown to Known Original contribution to the existing stock of knowledge making for

Its advantage

Meaning of Research:

Research in common parlance refer to a search for knowledge. In fact

research in an act of scientific investigation.

DATA COLLECTION:

Data collection is the heart of all Marketing activities, it may help the company

To take necessary decision and decide which strategy to apply for the target market ,and also data Collection from market may help company to take tactical decision .there are two step for data Collection process.

PRIMARY COLLECTION : By observation By Interviews to retailers DSR

SECONDARY DATA :

Internet Booklet

Market Segmentation:

There has been no general acceptance of the product forms in the fruit beverage market. The

consumer is basically concerned if it is a fruit juice or synthetically constituted product. Product

segmentation, therefore, should be clearly delimited.

• Under the fruit drinks the first segmentation is between real fruit drinks and synthetic drinks.

The real fruit drinks are based on natural fruit pulp or juice.

The synthetic drinks are synthetic products with fruit or other flavors.

• Broad taste preferences could be another way to define the market. The market is at present

also segmented on the basis of fruit pulp content. For the purpose of segmentation, on the basis

of fruit pulp content. For the purpose of segmentation, on the basis of fruit pulp content, market can be segmented as: Fruit juicewith pulp content more than 80%. Brands falling in this category are Onjus, Real, Tropicana, etc.

Fruit juicewith pulp content more than 80%. Brands falling in this category are Onjus, Real, Tropicana, etc. Fruit Nectar with pulp content between 40% to *0%. Life and X’s come in this category.

Fruit Drinks with pulp content less than 40%. Frooti and Jumpin are the popular brands in this category.

• Segmentation could also be on the basis of the benefits provided to the consumer:

One benefit could be the nutrition content it gives to the consumer so one market could be the health-conscious segment.

Second benefit is thirst quenching, so the other segment could be those buying the drink or nectar for satisfying the thirst

Another very broad segmentation can be on the type of situation in which the drink or nectar is used:

People who are on the move i.e. Outdoor use e.g. those traveling. People who are using it on the breakfast table as a part of their menu i.e.in- house use.

Players very often choose one or more of such segmentations to differentiate their product and

target market and accordingly plan their distribution and promotion patterns.

Market And needs:

Consumers usually, are not going to accept something that doesn’t taste good even if it is good

for them or has certain benefits. Companies working to bring a new food product to the market

have two questions—does it taste good and will consumers buy it?

Market Trends:

Tropical fruits and flavours dominate the market, yet some consumers are still hesitant to try

unknown exotic flavours like cherimoya, guanabana and carambola. Companies have found the

best way to introduce exotics is in combination with familiar flavours. A flavour combination

that began in the new age, 5% to 10% juice category, and has spread to other beverage categories

as well as to other products like B. Natural, strawberry, etc. stating that it was a small company

that took the risk and won.

Smaller companies lead the way, as they are more willing to try exotic flavours even though the

larger companies have a larger staff and budget, and can afford to search out the trends. The

large companies tend to introduce prototypes that are pretty well- tested. They are always

interested in the next flavour trend, but usually are not the first to debut it.

Fortified drinks are also gaining market i.e. the juice is processed and an additional nutritious

trait is added to enhance its wholesome value e.g. with additional calcium, vitamin C etc.

One can notice the population in the country mainly in the cities becoming more and more aware

with regard to the nutritional aspect of life. This knowledge, coupled with the consumer’s desire

for a healthier lifestyle, has greatly impacted the evolution of juice and juice-based drinks over

the last few years

Substitute:

Fruit juice companies have to face a two level competition i.e. on the first level with the

substitutes and the then the players within the industry. The ‘sip war’ is comprised of the

following players with respect to India.

• Soft Drinks (both carbonated and Non- carbonated soft drinks)

Soft Drinks are divided into carbonated and Non- carbonated drinks. While Cola, lemon and

oranges are carbonated drinks mango drinks come Non- carbonated category.

• Flavoured Milk (energy, N-Joy etc.)

Just like fruit drinks Flavoured milk is also positioned on the health platform. Companies

are trying to project it as a fun drink with added flavours and innovative packaging.

• Mineral Water

Fruit drink sellers consider even mineral water as substitute to their offerings. The main assumption is that packs ensure quality delivery.

• Other products

Milk by- products like buttermilk and lassi also serve as major substitutes. They compete in

terms of low price as well as easy availability. These drinks are also considered important from

the health perspective.

Distribution patterns:

Distribution network and reach are vital factors for success of the brands in the fruit beverage

market. It is mainly the distribution strategy that the companies are focusing upon.

The distribution is mainly done through stockist. The companies also have franchises that work

as a separate entity. Some companies also have their C & F agents to give the product to the

distributors, who further distribute to the retailers. To co-ordinate the things properly with the

distributors, companies keep their own field force.

Below the figure shows the many ways the companies in this industry are seen to be

operating:

The urban Indian retail sector has traditionally been structured around three small retail

entities—the grocer, the general store and the chemist.

• Thegrocer stocks non packaged, unbranded commodities such as rice, flour, and pulses, as well as branded fast moving consumer goods (FMCGs)

• The general store stocks only branded, packaged FMCGs.

• The chemist, a part from dispensing pharmaceuticals products, sells branded

FMCGs such as personal care products and health foods.

• Departmental stores and supermarkets.

• Others:

Bakeries and confectioners Fruit juice/ tea stall/ vending machines Ice-cream parlours, Electrical and hardware stores and Non-food boutiques, etc.

These retail outfits stock branded FMCGs that gel with their businesses.

Supply chain integration does not quite matter in the case of the small retailer because of the

small scale of his operations. He normally deals directly with wholesalers with whom he is able

to negotiate rates.

Retail consolidation (consolidation of buying power) among supermarket operators is unlikely to

hurt small retailers simply because it will affect manufacturers directly, who will not want to

compromise on the distribution reach to offer large volumes to a few bigretailers.

The small retailers form an integral part of the wide distribution network set up by the large

FMCG companies. Marketers have also found that private/ store brands from supermarkets can

prove to be a threat to their own brands and hence, desist from encouraging retail consolidation.

Market Analysis

Market Analysis Summary:

One can sense an evolution that the industry has seen with development in the tetra- pack

market, there also has been a natural progression from drinks to nectars to juices and while

traditionally fruit drinks were aimed at children, the new brands like ‘B. Natural, Real, and Life’

have focused on young adults and professionals.

Although fruit drinks focus strongly on out of home consumption, the juices and nectars have

been concentrating on takeaways or in-home consumption with more choice coming in, the tetra-

pack market is likely to witness further segmentation.

Packaged fruit juices are getting recognized as social drinks now, with dominant consumption

being observed in the company of family and friends. People have started to perceive fruit juices

as anytime beverages, with consumption being spread more or less evenly between the mid

mornings, afternoons and evenings. And generation now is as much inclined to sipping fruit

juices as colas, with teenagers driving the maximum trials.

If the findings of a usage and attitude study conducted by market research agency India.

The results of the research can be briefly put as follows:

• Among packaged fruit beverages, the ‘awareness to trial, ratio of PepsiCo’s Tropicana juice

brand has been rated the highest. Up to 17% of the respondents were aware of Tropicana, while

the brand’s trial stood at 11%, also, 8% of the respondents stocked the brand at their homes.

Other parameters where Tropicana edged out competitors included taste, health, purity and

nutrition, according to the study, Tropicana was also perceiver as ‘reasonably priced’.

• The average Indian may have a legendary weakness for mango, but when it comes to

preference of fruit-based juices; his choices are in tune with international trends. Therefore it is

orange juice that is the most preferred fruit juice flavour in India, followed by apple, sweet

orange and mixed fruit.

• The findings indicate that most packaged juice drinking consumers travel abroad on holidays.

• Other attributes of branded juice consumers include employment of domestic help, ownership

of assets and credit cards, and health consciousness with 80% respondents going to aerobic

classes or working out at gymnasiums. • Understandably therefore, awareness and trial levels of packaged juices are higher within the

Sec A category, than among Sec B consumers, the majority of whom rated these as aspirational.

• Awareness levels are similar in both Mumbai and Delhi; more trials are generated by Delhi ties than their counterparts in Mumbai.

• The consumers are starting to perceive fruit juices at home. While 55% of the

respondents consumed 1- litre packs at home, 45% consumed 200ml packs.

The fruit beverage market has more acceptances in Northern and Western India, which

is due to the climatic conditions prevailing there with relations to the rest of the country.

DATA ANALYSIS AND GRAPHICAL REPRESENTATION

BRANDS OF JUICE RETAILER DEALS WITH:

As we know that in FMCG product market service as well as availability can play very

important role in selling prospect . if product may not available in market than promotion or

other strategies will not work .so here we can show some light on the area of Delhi and NCR

region, in % of availability of the product and its competitor

TROPICANA REAL B NATURAL OTHERS0

5

10

15

20

25

30

35

40

COMETITOR BRANDS OF JUICE IN DELHI AND NCR MARKET IN % BY SALE

COMETITOR BRANDS OF JUICE IN DELHI AND NCR MARKET IN %

As per graph the top competitor of B Natural’s juice are Tropicana and real has the more sale than the B natural juice.

B Natural juice are on 3rd rank by sales and availability

NORTH DELHI Total big bazaar observed: 3

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

350 380 280 100

GRAPHICAL REPRESENTATION:

TROPICANA REAL B NATURAL OTHERS

0

50

100

150

200

250

300

350

400

SALES OF JUICES IN NORTH DELHI (BIG BAZAR) A WEEK

SALES OF JUICES IN NORTH DELHI (BIG BAZAR) A WEEK

Here this graph shows that real juice has maximum no of sales in north Delhi (BIG BAZAAR)

SOUTH DELHI:

Total big bazaar observed:4

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

400 360 365 120

Graphical representation:

TROPICANA REAL B NATURAL OTHERS0

50

100

150

200

250

300

350

400

450

SALES OF JUICES IN SOUTH DELHI (BIG BAZAR) A WEEK

SALES OF JUICES IN SOUTH DELHI (BIG BAZAR) A WEEK

Here this graph shows that B Natural juice has more sale than real juice.

Here we can easily observe that sale of product in market vary by the location.

EAST DELHI:

Total big bazaar observed: 4

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

355 400 265 150

GRAPHICAL REPRESENTATION:

B NATURAL REAL TROPICANA OTHERS0

50

100

150

200

250

300

350

400

450

SALES OF JUICES IN EAST DELHI (BIG BAZAR) A WEEK

SALES OF JUICES IN EAST DELHI (BIG BAZAR) A WEEK

Here we can easily observed that B Natural juice is less selling as compare to real and Tropicana juice.

WEST DELHI:

Total big bazaar observed: 2

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

255 250 120 85

GRAPHICAL REPRESENTATION:

TROPICANA REAL B NATURAL OTHERS0

50

100

150

200

250

300

SALES OF JUICES IN WEST DELHI (BIG BAZAR) A WEEK

SALES OF JUICES IN WEST DELHI (BIG BAZAR) A WEEK

We can observed that the B Natural juice are less selling in that areas.

GURGAON:

Total big bazaar observe: 2

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

400 345 300 200

GRAPHICAL REPRESENTATION

TROPICANA REAL B NATURAL OTHERS0

50

100

150

200

250

300

350

400

450

SALES OF JUICES IN GURGAON (BIG BAZAAR) A WEEK

SALES OF JUICES IN GURGAON (BIG BAZAR) A WEEK

Here graph shows the juice are more selling in this area. But B Natural juice is a top competitor with real and Tropicana juice.

NORTH DELHI:

Total reliance fresh outlet observed: 7

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

280 300 250 100

GRAPHICAL REPRESENTATION:

TROPICANA REAL B NATURAL OTHERS0

50

100

150

200

250

300

350

SALES OF JUICES IN NORTH DELHI (RELIANCE FRESH) A WEEK

SALES OF JUICES IN NORTH DELHI (RELIANCE FRESH) A WEEK

This graph shows selling of B Natural juice is average.

SOUTH DELHI:

Total reliance fresh outlet observed: 12

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

230 250 280 120

GRAPHICAL REPRESENTATION:

TROPICANA REAL B NATURAL OTHERS0

50

100

150

200

250

300

SALES OF JUICES IN SOUTH DELHI (RELIANCE FRESH) A WEEK

SALES OF JUICES IN SOUTH DELHI (RELIANCE FRESH) A WEEK

Here B Natural juice selling are more in south Delhi.

EAST DELHI:

Total reliance fresh outlet observed: 10

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

150 180 120 75

GRAPHICAL REPRESENTATION:

REAL TROPICANA B NATURAL OTHERS0

20

40

60

80

100

120

140

160

180

200

SALES OF JUICES IN EAST DELHI (RELIANCE FRESH) A WEEK

SALES OF JUICES IN EAST DELHI (RELIANCE FRESH) A WEEK

Here graph shows the selling of juices are gradually increased (others, B Natural, Tropicana, Real)

WEST DELHI:

Total reliance fresh outlet observed:

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

150 180 200 100

GRAPHICAL REPRESENTATION:

REAL B NATURAL TROPICANA OTHERS0

50

100

150

200

250

SALES OF JUICES IN WEST DELHI (RELIANCE FRESH) A WEEK

SALES OF JUICES IN WEST DELHI (RELIANCE FRESH) A WEEK

Here B Natural juices are more selling than other brands in west Delhi.

GURGAON:

Total reliance fresh outlet observed: 7

BRAND OF THE JUICE

TROPICANA REAL B NATURAL OTHERS

SALES OF THE JUICE A

WEEK

200 180 250 130

GRAPHICAL REPRESENTATION:

B NATURAL REAL TROPICANA OTHERS0

50

100

150

200

250

300

SALES OF JUICES IN GURGAON (RELIANCE FRESH) A WEEK

SALES OF JUICES IN GURGAON (RELIANCE FRESH) A WEEK

Here graphs shows B Natural juice more selling Through out the graph representation selling of B Natural juice is more in reliance fresh

outlet than big bazaar outlet respect to other brands.

LIMITATION

This survey was carried out in Delhi and NCR region at specific Big Bazar and reliance

outlet at specific route, hence finding and conclusion may not be as useful in other

geographical areas.

As the project on competition and distribution based so the result can’t be 100% due to

increase in demand.

It’s up to retail outlet that which brand they want to put in outlet so the availability of

product may constantly vary.

Product is mainly located in Big Bazaar and Reliance outlate so the the most of the

people were not Aware about the product.

Due to lake of advertisement product was not well known to market and people.

No promoter were appointed for the brand promotion so it was not easy to attract

customer.

Availability of other well know brand like, Tropicana and Dabur which are faithful brand

and customer do not change their taste and are stuck to their old brands.

CONCLUSION AND RECOMMENDATION

CONCLUSION

The following conclusion can be drawn from competition study of B. natural juice with other Big brand in Delhi and NCR region.

B.Natural juice are good quality product and competiting in juice market in other part of country But product have more potential and yet no placed in some required place because of following reason.

B.Natural has good potential to capture maximum market share in Delhi by considering following point.

Company should do some promotional activities in market to get more attention of customer

Company need to improve availability factor by covering more market area in distribution ofProduct to get more market share

Competitor like Tropicana has more than 30 distribution agencies and B.Natural has just about 10 agencies to cover delhi region, hence we can easily evaluate the comparing with Tropicana “B.Natural” has weak distribution channel, so company must think about that.

Company should take immediate action on decision which was taken in previous meeting.

If possible company must bound distributor to keep all product in all size at the warehouse Which can help sales man to place order given by retailer.

BIBLIOGRAPHY

1 .PRIMARY SOURCE

A. From market placeB. Meeting with Dealer and company Employees

2 .SECONDARY SOURCE

A. InternetB. Company documentC. Previous projectD. Books