chocolate
TRANSCRIPT
PROJECT
A
PROJECT FINAL REPORT
ON
Competitive analysis OfChocolate industry
PROJECT TITLECOMPETITIVE ANALYSIS OF CHOCOLATE INDUSTRY WITH SPECIAL REFERENCE OF
LOTTE india corporation ltd.
If words are consider to be signs of gratitude then let these words convey the very same my sincere gratitude to LOTTE INDIA CORPORATION LTD.for providing me with an opportunity to do summer training, and giving necessary directions on dong this project to the best of my ability.
I would like to thank G L BAJAJ INSTITUTE OF MANAGEMENT AND RESEARCH and Dr J.K. SHARMA, the director of GLBIMR for providing me the opportunity to work with LOTTE INDIA CORPORATION LTD. And allowing me to take up this project.
I would like to thank to mention my special gratitude to Mr.Padmanav Parida, & Mr.Subhendu Mohanty; my reporting officer for the much needed help and guidance during the field survey period, I would also like to thank Mr. Sandip Das,the AREA MANAGER of LOTTE INDIA CORPORATION LTD. For the invaluable support during my training period.
I would like to thank my faculty guide Prof.Neeraj Saxcena ,faculty of GLBIMR whose guidance and support provided useful insights and helped to undertake this study in an objective manner.
Certificate
This is to certify that this report entitled “competitive analysis of chocolate Industry with special reference of Lotte India corporation ltd.submitted by JYOTI PRAKASH BHADRA is a bonafire research work carried out by him under my supervision and guidance. He has successfully completed his training program. No part of this report has been submitted else where for any other degree or published in any other form. Any help on source of information availed during the course of investigation has been acknowledged. Wish him all success in life.
Declaration
I sri jyoti prakash bhadra a student of G L BAJAJ INSTITUTE OF MANAGEMENT AND RESEARCH do here by declare that the project “COMPETITIVE ANALYSIS OF CHOCOLATE INDUSTRY WITH SPECIAL REFERENCE OF LOTTE” is the project of my own knowledge and effort. No part of this report has been submitted to any one at time before. It is presented before the partial fulfillment of PGDM/2008-2010.
Dt
EXECUTIVE SUMMARY
I did my summer project in lotte india corporation ltd, Orissa.an attempt was made to study on competitive analysis of confectionary industry. The data was collected from two city,i.e. Bhubaneswar and Cuttack.
In my two months summer training I got field experience like interacting with different trade person in these two cites and to know about the market share of the company in the confectionary market, how our company tackles with its competitor.
After the summer project I feel very energetic and enthusiastic as every part of it is filled with experience and learning. My summer internship project has increased my confidence levels and understands how professional life is to be maintained. An important lesson learnt is how to deal with the customer and convince them.
My visit to different areas made me to develop my contacts and know about different types of customer, understand the market conditions & other skills developed by me are convincing customers through different modes.
My summer project in Lotte India high lighted that if a person in order to be successful should carry the ability to learn new things with the changing environment and this was inspired by the company in which I completed my summer project.
Objectives:-The objective of the study was to understand different market share and different market strategy taken by the different confectionary company in the competitive market.
Scope of the study and limitation:-
The study area includes 2 cities identified as per the hydrological boundary i.e. Bhubaneswar and cuttack.and the lack of time period,i.e. the shops are closed after 12 o’ clock and reopened at 5 o’ clock, so there is no much time to visit more and more retail counter.
METHODOLOGY:-To accomplish this project successfully, data is collected from different sources, like market survey and from different confectionary distributers,and also from different confectionary company’s sales officer.
Table of Contents
ACKNOWLEDGEMENTS i
CERTIFICATE……………………………………………………………………………………iiDECLARATION…………………………………………………………………………………iiiEXECUTIVE SUMMARY iv
CHAPTER 1: INTRODUCTION 12
1.1 Brief History Of Chocolate …………………………………………………………..13
1.2 Lotte india profile……………………………………………………………………..13
1.3 Wrigley Profile…………………………………………………………………………...16
1.4 Perfetti profile………………………………………………………………………….16
1.5 Itc profile……………………………………………………………………………….17
1.6 Nutrine profile………………………………………………………………………….18
1.7 Comparison in bet.these companies about service……………………………………..20
CHAPTER 2: CHANNEL……………………………………………………………………….21
2.1. Lotte’s Distribution Channel……………………………………………………… ….22
2.2. Wrigley’s Distribution Channel……………………………………………………….22.
2.3. Perfetti’s Distribution Channel…………………………………………………………22
2.4. Itc’s Distribution Channel……………………………………………………………..23
2.5. Nutrine’s Distribution Channel………………………………………………………..23
2.6 Analysis Of Distribution Channel……………………………………………………...24
CHAPTER 3: AVAILABILITY…………………………………………………………………25
3.1. Lotte’s product…………………………………………………………………………26
3.2. Perfetti’s product………………………………………………………………………27
3.3. Wrigley’s product………………………………………………………………………28
3.4 Itc's product…………………………………………………………………………….29
3.5 Nutrine's product…………………………………………………………………..……30
3.6 Analysis of Availability……………………………………………………………...….31
CHAPTER 4: PRICE……………………………………………………………………………33
4.1. How companies price………………………………………………………………….33
4.2. Selecting the pricing objectives………………………………………………………..33
Survival………………………………………………………………………………34 Maximum Current Profit……………………………………………………………34 Maximum Market Share……………………………………………………………..34 Maximum Market Skimming………………………………………………………..34
CHAPTER 5: MRP 34
5.1. Lotte’s Market share in different product 35
5.2. Perfetti’s Market share in different product 36
5.3. Wrigley’s market share in different product 37
5.4 Itc's market share in different product…………………………………………………38
5.5 Nutrine's market share in different product………………………………………….…39
5.6 Analysis of different company's market share………………………………………..…40
CHAPTER 6: SWOT ANALYSIS 40
6.1 Lotte…………………………………………………………………………………..…41
6.2 Perfetti…………………………………………………………………………………..42
6.3 Wrigley………………………………………………………………………………..…43
6.4 Itc………………………………………………………………………………………..43
6.5 Nutrine………………………………………………………………………………..…44
CHAPTER 7: LIMITATION 45
CHAPTER 8:MY FINDING………………………………………………………………….....46
CHAPTER 9: SUGGESTION………………………………………………………………..…47
CHAPTER 10: CONCLUSION……………………………………………………………..…..48
CHAPTER 11:BIBILOGRAPHY…………………………………………………………….…49
CHAPTER 12 :APENDIX ,QUESTIONNAIRE……………………………………………50-51
Table of Figures
Figure 1: Reach of the different companies in whole orissa in percentage……………………..25.
Figure 2: Availability of different products of Lotte……………………………………………26.
Figure 3 : Availability of different products of Perfetti…………………………………………………...27
Figure 4:- availability of different products of Wrigley…………………………………………28figure 5 :- availability of different products of Itc……………………………………………….29
figure 6 :- availability of different products of Nutrine…………………………………………30
figure 7 :- analysis of availability of different companies brand name …………………………32
figure 8:- Market share in percentage of Lotte…………………………………………………………...35
figure 9:- Market share in percentage of Perfetti……………………………………………….36
figure 10 Market share in percentage of wrigley……………………………………………….37
figure11 Market share in percentage of Itc……………………………………………………..38
figure 12 Market share in percentage of Nutrine………………………………………………..39
figure 13 The whole range of different company is displayed………………………………..……….40
List of Tables
Table 1: Analysis of service given by different companies to the distributer…………………..20
Table 2: :-The area covered by these companies in while Orissa in percentage………………….25 Table 3: Availability of different chocolates of lotte in the market……………………………..26
Table 4: Availabillity of different chocolates of perfetti……………………………………….27. .
Table 5: Availability of different chocolates of wrigley…………………………………………28
Table 6: Availability of different chocolates of itc………………………………………………………………………….29Table 7: Availability of different chocolates of nutrine…………………………………………….30Table 8: Analysis of main brand products of different companies in twin cities ………………32
Table 9: :-Mrp in different range of products of lotte……………………………………………35Table 10: Mrp in different range of products of perfetti...............................................................36
Table 11: Mrp in different range of products of wrigley...............................................................37
Table 12: Mrp in different range of products of itc.......................................................................38
Table 13: Mrp in different range of products of nutrine................................................................39
INTRODUCTION:-
CHAPTER-1 1.1 A BRIEF HISTORY OF CHOCOLATE:-
Confectionery history has a record of at least 4000 years, When Egyptians displayed their pleasures on papyrus. Sweetmeats were being sold in the market place in 1566 BC.Yet chocolate did not appear on the scene until the ancient Aztec and Mayan cultures discovered the value of cacao plant. It is reputed to have originated in the Amazon or Orinoco basin.
Mayans and Aztecs took beans from the “cacao” tree and made a drink they called “xocoatl”.Aztec Indian legend held that cacao seeds had been brought from paradise and that wisdom and power came from eating the fruit of the cacao tree.
The word chocolate is said to derive from the Mayan “xocoatl”;cocoa from the Aztec “cacahuatl”.The Mexican Indian word “chocolate “comes from a combination of the terms Chocó (foam) and atl (water);early chocolate was only consumed in the beverage form. As part of a ritual in twelfth-century Mesoamerican marriages, a mug of the frothy chocolate was shared. Chocolate was first noted in 1519 when Spanish explorer Hernando Cortez visited the court of Emploror Montezuma of Mexico. Prince Albert’s explosition in 1851 in London was the first time the united states was introduced to bonbons, chocolate creams, hand candies i.e. called “boiled sweets” and caramels. Daniel Peter of Vevey, Switzerland, experimented for eight years before finally inventing a means of making milk chocolate for eating in 1876.he brought his creation to a Swiss firm that today is the world’s largest producer of chocolate: Nestle.
Chocolate is created from the cocoa bean. A cacao tree with fruits pods in various stages of ripening.Chocolate comprises a number of raw and processed food produced from the seed of the tropical cacao tree. The seeds of the cacao tree have an intense bitter taste and must be fermented to develop the favour.chocolate contains alkaloids such as the bromine and phenethylamine,which have physiological
13
effects on the body. Dark chocolate has recently been promoted for its health benefits, including a substantial amount of antioxidants that reduce the formation of free radicals.
Chocolate has become one of the most popular flavors in the world. Gifts of chocolate molded into different shapes have become traditional on certain holidays: chocolate bunnies and eggs are popular on easter.chocolate coins on Hanukkah, Santaclaus and other holiday symbols on Christmas, valentine’s day, independence day, republic day, marriage party, marriage aniversery.chocolate is also used in cold and hot beverages to produce chocolate milk and hot chocolate.
Chocolate market in India :
The size of the chocolate market in India is about 4000 tones and is valued at rupees 6500 million.cadbury india has the biggest share at 40 percent while nestle is the second largest at 20 percent.
Now a days many multinational chocolate companies are interested for business expansion in india,just like lotte,Wrigley,perfetti etc.we will discuss about them very briefly in following lines:-
1.2 LOTTE:-
At the heart of the corporate purpose, which guides us in or approach to doing business, is the drive to serve consumers in a unique and effective way.”
It is a story born in the age of British raj. When children in India found confectionary hard to come by. It had to be imported from across the seas until the year 1914,when parry’s picked up the gauntlet and pioneered the manufacture of sweets- the first to do so in the country .parry’s sweets went on to become a household name –a name that people recollect with warmth and a smile. ever since, the parry’s factory was set up in Nelikuppam,in the cuddalore District of Tamilnadu in South India. parry’s has become synonymous with sweets and confectionary .with the penchant we Indians have for sweets is not surprising that this smooth ,milky and irresistibly delicious confectionary is the best gift any child could get. and an obsession with quality ensured that children had a choice of nothing but the best in confectionary.
In the nine decades since, the scenario has undergone a dramatic charge. There are a number of offering in the market today, each wooing children, changing, adapting and growing with the times – but never losing sight of its values traditions and ethics. At the turn of this century, parry’s is poised on the threshold of greater challenges in a global village, where dynamism and innovation is the very law of survival.
14
In the backdrop of India joining the WTO,and the global giants eyeing the Indian market with enthusiasm,the company needed to strengthen it self and broaden its base to delight customers across the country and abroad. With this vision in the mind,Murugappa group, promoters of parry’s confectionary limited ,south korea,by which the entire shares which Murugappa group, the founders of parry’s confectionary limited –a south Korean multinational giant .
Lotte confectionary is the first company of the lotte family of companies founded by Mr. Shin Kyuk-ho.the three L’s in the Lotte Emblem stand for Love, Liberty and Life. The corporate philosophy and idealism of lotte is driven by dream of world full of love win here people care for each other and respect each other’s thoughts. The lotte group has presence in food and beverages, distribution, tourism and leisure business ;heavy chemicals ,construction and machinery ;information ,communication and electronics ,trading and services apart from welfare research and support services. The lotte confectionary co.ltd. is the lotte group’s flagship company in foods and beverages category.lotte confectionary,korea ,was established with 500 employes in 1967 and today it has more than 6000 employees. It has over 500 products produced at 5 large-scale plants in korea.lotte has been actively working towards establishment of overseas branches ,production facilities and has a presence in more than 70 countries .lotte confectionary’annual sales are over than USD 900 millions apart from korea ,lotte has overseas investments in production facilities in China ,Philippines ,and Vietnam.lotte confectionary’ main line products are (chewing gum(lotte xylitol,lotte juicy & fresh,lotte spearmint,lotte fresh mint,flavono,white & E,spout case coffe),candy,biscuits,chocolates,snacks,ice cream and health care products. If the decades past are any indication ,there is little doubt that even in the coming century ,children grow up with the brands parry’s has established .The catalog of lotte’s product are given below:-
15
Then we will discuss about another MNC company i.e. WRIGLEY.
16
1.3 WRIGLEY:-
Wm. Wrigley Jr. Company is a recognized leader in confections with a wide range of product offerings including gum, mints, hard and chewy candies, lollipops, and chocolate. The company has operations in more than 40 countries and distributes its world-famous brands in more than 180 countries. Wrigley is headquartered in Chicago, Ill., and operates as a subsidiary of Mars, Incorporated, a private, family-owned company founded in 1911. Mars, Incorporated is one of the world's largest food companies, generating global revenues of $30 billion annually and producing some of the world's leading brands in six segments that include Chocolate, Drinks, Food, Petcare, Symbioscience and Wrigley
their Commitment
We are committed to preserving the heritage and values of the Wrigley Company. That doesn't mean we don't change, adapt and innovate as time goes forward. It means that our values and our culture of caring for our people and treating each other with trust, dignity and respect - or the ‘soul’ of our company must be nurtured. We also need to nurture the communities in which we work, and nurture our environment and broader, global community. The main brand of Wrigley is boomer, and its catalog is given below.
1.4 THEN ABOUT PERFETTI:-
Perfetti van melle India subsidiary of the global conglomerate started operation in 1994.a confectionary market with more than ¼ th of the value share of the market, takes care of the development of the south Asians markets and exports to the other Asians countries, with a basket of 13 main brands, the company strives to leverage the international brand portfolio, while adopting flavors and blends to the local tastes, centre fresh was the first brand offering ,followed by big babol,and alpenliebe in 1995.
Perfetti van malle India has doubled its turn over and is today the undisputed market leader in the Indian confectionary market.perfetti van malle exploded onto the Indian market way back in 1994 with a single brand ,centre fresh. When the gums category of confectionary stood at 40 crores.in last 10 years, we have traveled from having a single brand to having 14 brands today. It has the largest distribution network among any confectionary company in India.
17
Their vision:-
it will enhance its world leadership in confectionary by creating value for people through delightful and imaginative high quality products.
Their mission:-
To develop, manufacture and market high quality and innovative products for their consumers through efficient use of their resources and in partnership with their customers. And to create a fulfilling workplace for their employees built on trust ,mutual respect and appreciation of their diversity.
1.5 ITC:-
ITC is one of India's foremost private sector companies with a market capitalization of nearly US $ 14 billion and a turnover of over US $ 5 billion.* ITC is rated among the World's Best Big Companies, Asia's 'Fab 50' and the World's Most Reputable Companies by Forbes magazine, among India's Most Respected Companies by Business World and among India's Most Valuable Companies by Business Today. ITC ranks among India's `10 Most Valuable (Company) Brands', in a study conducted by Brand Finance and published by the Economic Times. ITC also ranks among Asia's 50 best performing companies compiled by Business Week.
ITC has a diversified presence in Cigarettes, Hotels, Paperboards & Specialty Papers, Packaging, Agri-Business, Packaged Foods & Confectionery, Information Technology, Branded Apparel, Personal Care, Stationery, Safety Matches and other FMCG products. While ITC is an outstanding market leader in its traditional businesses of Cigarettes, Hotels, Paperboards, Packaging and Agri-Exports, it is rapidly gaining market share even in its nascent businesses of Packaged Foods & Confectionery, Branded Apparel, Personal Care and Stationery.
As one of India's most valuable and respected corporations, ITC is widely perceived to be dedicatedly nation-oriented. Chairman Y C Deveshwar calls this source of inspiration "a commitment beyond the market". In his own words: "ITC believes that its aspiration to create enduring value for the nation provides the motive force to sustain growing shareholder value. ITC practices this philosophy by not only driving each of its businesses towards international competitiveness but by also consciously contributing to enhancing the competitiveness of the larger value chain of which it is a part."
ITC's diversified status originates from its corporate strategy aimed at creating multiple drivers of growth anchored on its time-tested core competencies: unmatched distribution reach, superior brand-building capabilities, effective supply chain management and acknowledged service skills in hoteliering. Over time, the strategic forays into new businesses are expected to garner a significant share of these emerging high-growth markets in India.
ITC's Agri-Business is one of India's largest exporters of agricultural products. ITC is one of the country's biggest foreign exchange earners (US $ 3.2 billion in the last decade). The Company's 'e-Choupal' initiative is enabling Indian agriculture significantly enhance its competitiveness by empowering Indian farmers through the power of the Internet. This transformational strategy, which has already become the subject matter of a case study at Harvard Business School, is expected to
18
progressively create for ITC a huge rural distribution infrastructure, significantly enhancing the Company's marketing reach.
ITC's wholly owned Information Technology subsidiary, ITC InfoTech India Limited, is aggressively pursuing emerging opportunities in providing end-to-end IT solutions, including e-enabled services and business process outsourcing.
ITC's production facilities and hotels have won numerous national and international awards for quality, productivity, safety and environment management systems. ITC was the first company in India to voluntarily seek a corporate governance rating.
ITC employs over 25,000 people at more than 60 locations across India. The Company continuously endeavors to enhance its wealth generating capabilities in a globalizing environment to consistently reward more than 3,60,000 shareholders, fulfill the aspirations of its stakeholders and meet societal expectations. This over-arching vision of the company is expressively captured in its corporate positioning statement: "Enduring Value. For the nation. For the Shareholder."
THEIR VISION:-
Sustain ITC’s position as one of India’s most valuable corporation through one class performance, creating growing value for the Indian economy and the company’s stakeholders.
THEIR MISSION:-
To enhance the wealth generating capability of the enterprise in a globalizing environment, delivering superior and sustainable stock holder value.
1.6 NUTRINE:-
Nutrine Confectionary Company was founded in 1952 by Shri. B. Venkatarama Reddy, a Graduate from National University Adyar. The Chancellor of this University then was Shri. Rabindranath Tagore, a Noble laureate. From a small scale unit, manufacturing only candies in the early 60's Nutrine Confectionary Company has grown to be a multi product, multi market giant and has been the single largest manufacturer of confectionary and toffees in India since 1980.Nutrine has been the leader in Confectionary Industry in India for more than a decade, with an unequalled range of 40 exciting products in Confectionary, which includes Aasay, Maha Lacto, Kokanaka, Honeyfab, Nutrine Eclairs. With its dynamic and committed approach towards product innovation and quality, Nutrine has set the trend in the Indian Confectionary Industry.
19
The Nutrine Group of Companies turnover is over 200 crores. The strength of Nutrine lies in its strong Research & Development team, high standard of quality control, adoptation of state-of-the-art technology and processes.Nutrine produces its confectionary with a main factory at Chittoor and with conversion arrangement in different strategic places. Nutrine enjoys high market share among the organized sector in India. In order to consolidate its position as leaders in Confectionary business, Nutrine had modernized and upgraded the plant capacity with the state-of-the-art technology.
Nutrine has well equipped Research and Development Laboratory, where continuous product testing and product development is organized and also it keeps on developing, depending on consumers taste & preference.
In spite of severe competition from various other players in the industry like, Lotte, Nestle, Ravalgaon, Parle etc. and in terms of unorganized sector’s products & spurious products in the market. Nutrine continues to hold its leadership and it strongly believes in the social responsibility to give out the best product to the children of India and also involves into lot of activities related to children through schools for betterment and shaping.
Then the products of nutrine are given below:-
Mahalacto is the brand name of Nutrine India Ltd.
Before we distinguish in between two or more companies at first we have to concentrate on these things :
20
1.7 .We have to see how the margin percentage taken by distributers of lotte is high or other company’s mode of payment of lotte in comparison to other companies. service quality given by every company and many other things are taken to compare, these are given below.And lastly we distinguish in between lotte and its competitor .Table-1
Lotte India
Wrigley perfetti Itc nutrine remarks
Margin percentage taken by distributer
6% 5% 5% 3% 4%
Mode of payment
Check, demand draft, also credit
Check,cash,demand draft, also credit
Check,cash,demand draft, also credit
Check, cash,Demand draft, also credit
Check,cash,demand draft, also credit
Preorder facilities available here or not
yes Yes Yes Yes Yes
Service quality given by company is satisfactory or not
satisfactory
Satisfactory Satisfactory Satisfactory Satisfactory
Sales man is given by the company or by the distributors
By the companyAnd personal ,both
It depends upon the coverage or volume of the distributer
By the company By the company By the company
How many salary gives the company to the sales man
Average 2000
3500+incentives+gift
3500+incentive+fuel
2500+fuel+incentives
2500 +incentives
Sales report daily wise or weekly wise
Daily wise
Daily wise daily wise Daily wise Weekly wise
Any communication in between distributer and higher executives
Yes Yes yes Yes yes
21
Top level management associated with low level management or not
Yes Yes yes Yes yes
Company gives any offer to distributers and also to retailer ?how often
Mostly no but some time it gives scheme
Here frequently the company gives
frequently Regularly Regularly
If any employee do good job ,is there any award for him or not
yes Yes yes Yes yes
CHAPTER -2
CHANNEL:-Manufactures normally use intermediaries for talking their products to the users. The intermediaries bear a variety of names. All such intermediaries constitute the marketing channel. the manufacturer’s branch offices,depots,warehouses and showrooms too form a part of the marketing channel. Where institutional channels like chain stores, super markets,etc.are used by the firm ,they too form part of the marketing channel .where institutional channels like chain stores ,super markets,etc. are used by the firm, they too form part of the marketing channel of the firm. Channels play a pivotal role in marketing; they perform a number of vital distribution functions. their importance emirates form the functions performed by them. Firms rely on the marketing channels for generating customer’s satisfaction and for achieving differentiation over competitors. Channels are thus a vital source of competitive advantages for the firm.Type of marketing intermediaries:-
Sole-selling agent Marketer C&F agents (CFAs) Redistribution stockiest Stockiest/distributor/whole seller Semi-whole seller Retailer/dealer Franchisees Authorized representatives Commission agents Jobbers
22
We will discuss about the channel taken by these companies, how they distributes their products in the market, mainly these channels are taken by every companies, they are given below;CFA, SUPERSTOCKISTS, STOCKISTSAnd theirs def.
CFA:- Manufacturers employ carrying and forwarding agents ,often referred to as C&F agents, or CFAs.the CFA can be described as special category wholesalers. They supply stocks on behalf of the manufacturer to the whole sale sector. their function of distribution. Their distinguishing characteristic is that they do not resell products but act as the agent /representative of the manufacturer. They act on behalf of the manufacturer and his extended arm .so they are manufacturer’s branch.
STOCKISTS:- A whole seller or stockiest or distributer is also a large operator but not on a level comparable with a marketer or sole selling agent, in size resources and territory of operation ,the wholesaler /stockiest/distributers operates under the market sole sailing agent ,where such an arrangement is used by the manufacturer.
2.1 LOTTE-In coverage Lotte being covered not all over Orissa, it covers seventy percent of total state. the company target to cover the total state very soon. in stead of all these company is on growing stage. Total sale is comparatively appreciative.
CFA:- LOTTE has only and one CFA who supplies to all the super stockiest and stockiest located in main cities.
SUPER:- Lotte has 10 number of super stockiest who are supplying stocks to the distributers for the rest area.
DISTRIBUTERS/STOCKISTS:-LOTTE has 35 numbers of direct distributers and 86 numbers of sub distributers by the help of this, LOTTE can distributes its products very easily in all over the covered area. And it has 6 modern trade ,by which it reach at the customer.
2.2 WRIGLEY:-In coverage Wrigley being covered in 85 percent area in whole Orissa., the company has not a expected sale growth but it is in saturation stage.
CFA- Wrigley has only and one CFA who supplies to all the super stockiest and stockiest located in main cities.SUPER-Wrigley has 4 super stockiest who supplying stocks to the distributers for the rest area.
23
DISTRIBUTERS/STOCKISTS:-WRIGGLEY has 56 numbers of direct distributers and 222 numbers of sub distributors by the help of this,Wrigley can distributes its products very easily in all over Orissa.
2.3 PERFETTI:-It covers in all corner of the state even if you will not get one single area where its products is not available. It is the company which has full 100 percent area coverage in whole Orissa.
CFA:-Perfetti has two CFA in all over Orissa by which perfetti can distributes his products in whole state very easily.
SUPER STOCKIST:-
Perfetti has main 10 super stockiest in all over the state by which the products are easily distributes to the distributers.DISTRIBUTERS/STOCKISTS:-
Perfetti has 100 distributers and 222 subdistributers in whole state.
2.4 ITC:-This company which is basically sailing cigarette, in chocolate it has not a variable range of product. It has 4 to 5 chocolate range but it covers more than 70 percent across the state.
CFA:-ITC has one CFA in all over the Orissa which helps to ITC to distributes its product in the market.
SUPER STOCKISTS:-ITC has main 12 super stockiest in all over the state by which it reach at the retailer and also customer.
DISTRIBUTERS/STOCKISTS:- ITC has more than 85 distributers and 150 sub-distributers in whole state by which it reach at the customers.
24
2.5 NUTRINEFormerly this company was Nutrine India ltd.Now it is take over by Goodrej harssey ltd.It has a good range of products but it is very poor in distribution. by the way it is covering 50 percent across the state.
CFA:-NUTRINE has only one CFA in all over Orissa by which it distributes its products to the distributers and also to retailers.
SUPER STOCKISTS:-NUTRINE has main 8 super stockiest in all over the state.
DISTRIBUTERS/STOCKISTS:-NUTRINE has more than 50 distributers and 80 subdistributers in all over the states by which it reach at the customer.
2.6 This is the graph by which we can easily know that the reach of the different companies in the whole Orissa market.
25
Table-2:-the area covered by these companies in whole Orissa in percentage.
Figure-1 Reach of the different companies in whole Orissa in percentage
CHAPTER -3 AVAILABILITY:-Put the product in every retail outlets is not a easy task. But some companies are much more positive to fulfill this objective. Those who are satisfying this objective they have large market share in
26
Company percentage
LOTTE 70%
PERFETTY 100%
WRIGLEY 85%
ITC 70%
NUTRINE 50%
confectionary industry. So availability shows the company’s strength, and awareness and its brand equity.
3.1 LOTTE:-When we will discuss about availability lotte is on growth stage. Day by day awareness of people increasing and we are able to see lotte products in many retail outlates.we will take 4 products to analyze the availability of lotte.they are coffee bite, boopro, fruitz.lacto king.Table-3:- availability of different chocolates of Lotte in the market
Figure 2:- availability of different products of Lotte
27
Chocolates Availability in percentage
Coffe-bite 47%
Lacto king 17%
boopro 27%
fruitz 20%
3.2PERFETTY:-This is the only company who has 100 percent availability in the market. Even if a single retail outlet has one jar of confectionary and that jar is from perfetti. and that must aware brand is chloromint.for this purpose it has 100 percentage customer awareness. We will take 3 products to analyze the availability of perfetti ,they are big babool,chloromint,alpenlibe.
Table 4:- availability of different chocolates of Perfetti
Figure 3:- availability of different products of perfetti
28
chocolates Available in percentage
bigbabol 24%
chloromint 71%
alpenliebe 25%
3.3 WRIGLEY:- Even if the company has a strong brand likes boomer but it is unable to maintain 100 percent availability. Customer awareness of boomer is very strong comparing to other brands. The company is trying to increasing day by day. Then product detail.
Table 5:- Availability of different chocolates of Wrigley
Fig:-4 availability of different products of Wrigley
29
Chocolates of Wrigley
Availability in percentage
Boomer 47%
Solano 5%
3.4 ITC:-Itc stands for Indian tabaco company. It has strong brand in cigarette but with the help of cigarette brand, it sells its confectionary item in the market. And it is running in the market with 3 or 4 brands, like minto-fresh, candyman,éclairs.
Table 6:- Availability of different chocolates of itc
Figure 5:- availability of different products of Itc…
30
Chocolate of Itc
Availability in percentage
Minto fresh 24%
candyman 39%
3.5 NUTRINE:-Even if the company has a strong brand like mahalacto but it is unable to reach at customer 100 percentage. And it is running in the market with 2 or 3 products, just like mahalacto,
Table-7 Availability of different chocolates of nutrine
Fig-6:- availability of different products of Nutrine
31
Chocolates of nutrine
Availability in percentage
Mahalacto 21%
3.6 Analysis of availability :
In my summer internship I had surveyed 1118 retailoutlates in the twin cities i.e. Bhubaneswar and Cuttack and my survey was based on competitive analysis on five confectionary companies. In my survey I conclude that coffe bite is the product of Lotte india which has more availability than other products of lotte.It has 47% availability in these two confectionary retail market which is the lead brand of lotte india.I had surveyed in these two cities and lastly I concluded that coffe bite is the demand brand in confectionary market of lotte india.similarly
In case of Perfetti van malle,it has 3 brand products ,just like bigbabol,chloromint,alpenliebe.from these 3 brand products chloromint is the most demand product of perfetti ltd.it has 71% availability in these two cities which has the record availability in the confectionary market rather than other demand product. In my survey period I analyzed chloromint is the only product which has more potential customers in the market. By the demand of customers the retailoutlates are interested to stock the particular product., Which is a positive point of perfetti ltd.
In case of Wrigley India pvt ltd it has a reputed and strong brand like boomer which builts the loyalty customers in between few days in the competition market. in this time other players are strongly available in the market but its good market strategy builds it high. Its availability is only 47% in these two cities but the frequency of selling is very high compare with any other brands. Similarly Itc has not a good brand with a good frequency of sale. The company putting the products by the influence of cigarette, any way it has also two reputed brand just like mento-fresh,candyman.it also builts few potential customer by the help of high marketing strategy just like it has a punch line of mentofresh i.e. “dimag ki bati jalade”,by the help of this it attracts the customers towards it. So candyman is the product which has more availability in the two cities i.e. 39%.now the company in growing stage in confectionary market. Lastly about Nutrine confectionary pvt ltd.which has few numbers of loyalty customer, it has less availability in these two confectionary market. And it has a strong brand like mahalacto,but it cant built loyalty among the customer. It has a low availability in the market.
So different company has different market strategy ,by the help of this they improve them selves in ascending order day by day. But we have to analyze in between them by the help of their most branded product which have more availability in these two confectionary markets.
Now the tables of availability of different products of different companies are listed below:
32
Table:-8 Analysis of main brand products of different companies in twin cities
Now the graph will be
Figure:-7 analysis of availability of different companies brand name
By the help of this we can analyze that chloromint is the brand which has more availability in these two cities. Now we have to analyze the price of different products of different companies. They are listed below.
33
Products of different companies
Availability of products in percentage in twin cities
Coffe bite 47%
Chloromint 71%
Boomer 47%
Candyman 39%
Nutrine 21%
CHAPTER-4
PRICE:-
Price is the one element of the marketing mix that produces revenue; the other elements produce costs. Price are perhaps the easiest elements of the marketing program to adjust; product features ,channels and even promotion take more time. Price also communicates to the market the company’s intended value positioning of its product or brand. a well-designed and marketed product can command a price premium and reap big profits.
Traditionally, price has been the major determinant of a buyer’s choice. This is still the case with large segment of buyers across the globe. Although nonprime factors have become quite important in the last few decades, price still remains an important factors in determining sales and profitability.
4.1 HOW COMPANIES PRICE:-
Companies do their pricing in a variety of walls. In small companies, price are often set by the boss. in large companies ,pricing is handled by division and product line managers. Even here ,top management sets general pricing objectives and policies and often approves the prices proposed by lower levels of management. In industries where pricing is a key factor. Companies will often establish a pricing department to set or assist others in determining appropriates prices. This department reports to the marketing department, finance department or top management. Executives complain that pricing is a big headache-and one that is getting worse by the day. Many companies do not handle pricing well. And throw up their hands at “strategy” like this, “we determine our costs and take our industry’s traditional margins.” price is not varied enough for different product items, market segments, distribution channels and purchase occasions.
Effectively designing and implementing pricing strategy requires a thorough understanding of consumer pricing psychology and a systematic approach to setting, adapting, and changing prices. Multinational face several pricing problems when selling abroad. They must deal with price escation, transfer prices, dumping charges and grey markets. When companies sell their products, they face a price escalation problem the company has to add the cost of transportation, tariffs, importer margin, whole seller margin and retailer margin to its factory price..depending on these added costs as well as the currency –fluctuation risk, the product might have to sell for two to five times as much in another country to make the same profit for the manufacturer, because the cost escalation varies from country to country,the question is how to set the prices in different countries ,then companies have three choice,i.e. set a uniform price every where, set a market based price in each country, then lastly set a cost based price in each country.
4.2SELECTING THE PRICING OBJECTIVES:-
The company first decides where it wants to position its market offering. The clearer a firm’s objectives, the easier it is to set price. A company can pursue any of five major objectives through pricing: survival, maximum current profit, maximum market skimming or product quality leadership. These five things are given below:-
34
1.Survival:-companies pursue survival as their major objectives if they are plagued with overcapacity, intense competition ,or changing consumer wants, as long as prices cover variable costs and some fixed costs ,the company stays in business. Survival is a short –run objectives ;in the long term run, the firm must learn how to add value or face extinction.
2.Maximum current profit:- Many companies try to set a price that will maximize current profits. They estimates the demand and costs associated with alternative prices and choose the price that produces maximum current profit ,cash flow ,or rate of return on investment .this strategy assumes that the firm has knowledge of its demand and cost functions; in reality these are difficult to estimates .in emphasizing current performances ,the company may sacrifice long –run performance by ignoring the effects of other marketing –mix variables, competitor’s reactions and legal restraints on prices.
3. Maximum market share:- Some companies want to maximize their market share. They believe that higher sales volume will lead to lower units costs and higher long run profits. They set the lower prices ,assuming the market is price sensitive ,The following conditions favor setting a low price:
(1) The market is highly price sencitives,and a low price stimulates market growth;(2) Production and distribution costs fall with accumulated production experiences and (3) A low price discourages actual and potential competition.
4. Maximum market skimming:- Companies unveiling a new technology favor setting high prices to maximize market skimming.Market skimming makes sense under the following conditions;
(1) A sufficient member of buyers and have a high current demand.(2) The unit cost of producing a small volume are not so high that they cancel the advantages of
charging what the traffic will bear.(3) The high initial price does not attract more competitions to the market.(4) The high price communication the image of a superior product.
in this way we can concentrate on the pricing of these five company’s price of the each jar and each case are listed below.i.e. one jar of lotte india. CHAPTER-5 MRP:-
MRP is the important factor in any industry, because mrp is directly proportional to customer’s mrp varies according to the financial condition of the people. So the company should produce such type of product with a reliable mrp which will be affordable by all the types of customers, then if mrp is an important factor but all companies are not aware of about that. They have not suitable products to satisfying the need of every customer .here we will analyze about the price of five companies ,in which affordable mrp they are able to sell the best with good market share. We will put in to comparison the total sale of the company with mrp variation in percentage.Then we first concentrate on the mrp of lotte india.
35
5.1 LOTTE INDIA:-Lotte has all the variety of chocolate with different types mrp.Lotte is selling with 0.25,0.50,rs-1/,rs-2/,rs-5/,rs-10/ mrp chocolate in market but from total sale rs-0.50 mrp chocolate has 40%market share,
Table:-9 Mrp in different range of products of lotte…
Figure:-8 Market share in percentage of Lotte
36
Mrp in different range Market share in percentage
0.25 10%
Rs-0.50 40%
Rs-1/- 10%
Rs-2/- 05%
Rs-5/- 20%
Rs-10/- 15%
Total- 100%
5.2 PERFETTI:-Similarly in case of perfetti india pvt ltd,it has all the variety range chocolate. It basically sells its product in rs-0.50,and rs-1/-and rs-2/-,range of chocolate in the confectionary market. They are listed below:
Table:-10 Mrp in different range of products of perfetti
Figure:-9 Market share in percentage of Perfetti
37
Mrp in different range
Market share
Rs-0.50/- 80%
Rs-1/- 15%
Rs-2/- 05%
Total- 100%
5.3 WRIGLEY:-Similarly in case of Wrigley India pvt ltd,it has different mrp range .Wrigley is selling its product with rs0.50/-,rs-1/-,rs-2/-,rs-5/-.the product of mrp rs-1/- is selling very high in the market. The different range of the product is given below:Table:-11 Mrp in different range of products of wrigley
Figure:-10 Market share in percentage of Wrigley…
38
Mrp in different range
Market share
Rs-0.50/- 05%
Rs-1/- 70%
Rs-2/- 10%
Rs-5/- 15%
Total 100%
5.4 ITC:-
Itc is an another confectionary company it has the products which are in two range i.e. rs-0.50 and rs-1/-.they are listed below:
Table:-12 Mrp in different range of products of itc
Fig:-11 -Market share in percentage of Itc
39
Mrp of the different products
Market share
Rs-0.50/- 60%
Rs-1/- 40%
Total- 100%
5.5 NUTRINE:-It has the only and one reputed brand which is available in the market in the mrp of rs-0.50/-.its market share are listed below.
Table:-13- Mrp in different range of products of nutrine
Fig:-12 - Market share in percentage of Nutrine…
40
Mrp of the product Market share
Rs-0.50/- 90%
Rs-1/- 10%
Total 100%
5.6 Fig:-13:-Then the whole range of different company can be displayed in following graph .
CHAPTER-6By SWOT ANALYSIS:-
The over all evaluation of a company’ strengths,weakness,opportunites and threats is call SWOT analysis, by which we can compare with each other and find out which is the best in the confectionary market and what is their market strategy in this market. It involves monitoring the external and internal marketing environment.External environment consists of opportunity and threat analysis and internal environment based on strength and weakness. That are discussed below.
Strength:In the strength ,it list the specific areas of current and future strength for the company.
strong brand name. market coverage innovation marketing product mix packaging pricing physical distribution service level
Weakness:- It list the specific areas of current and future weakness for the company.
Higher price compared to competition.
41
Narrow product range Lower productivity compared to international standards. High personnel attrition rates.
Opportunity: it list the external opportunity available in the company or business unit’s current and future environment.
Political environment Social environment Economical environment Technological environment Natural environment Legal environment
Threats:-in this block we list the external threats facing the company or unit now and in the future. The consumer demand The industries and competition Technology
So by the help of SWOT analysis we can analyze the companies strength,weakness,opportunities,and threats. By this analysis we can easily conclude that which has the best marketing strategy.
Then first of all about the confectionary company lotte India corporation ltd.
6.1 LOTTE:-
We discuss about the lotte India by the help of SWOT analysis, these are given below,Strength:-
It has strong brand name like coffe-bite,it is the strength of the company.Lotte has a strong presence in the market.steady growth in sales.Semi state wise coverage;urban,and semi rural area covered.Small packs,big packs, and every range of products available in lotte India.Chocopai is the only product of lotte which has no competitor in the market. There is big scope in future.
Weakness:-Weak position in industrial confectionary; lotte india is far behind the leader perfetti and Wrigley.Market share in confectionary is unsatisfactory.There is no advertisement or any strong punch line by which we can attract the customer very easily.Low distributors profile.
Opportunity:-
Economic reforms, liberalization and globalization carry good opportunities.Technology import has been liberalization.By technological import the company can meet the need for more information and advice
42
A company can introduce the product very easily.Large domestic market size.
Threats:-Rapid changes in consumption habits and lifestyles impose a degree of vulnerability on corporate.The legal process is rather slow.Consumers are becoming very choosy, while buying chocolates.Lucrative confectionary market attracts more competition.Duplicacy of brands is high in confectionary.Distributer bargaining power because of large no of similar product of different brand.Local brand product
Then discussing about the another confectionary industry i.e. perfetti van malle,by SWOT analysis we have analyze the company’s market position.first of all its strength.
6.2 PERFETTY:-
Strength:-It has strong brand name like chloromint, bigbabol,alpenliebe,it’s every product are well marketed.Perfetti has a strong presence in the market. High growth in sales.Full state wise coverage; urban,and rural area are fully covered.Small packs, of products available in perfetti.It has a good punch line of chloromint i.e. “bina tayari ke dubara maat puchna”.
Weakness:-Perfetti has no all type of range products, it means it has only rs-.50/-and rs1/-product not above.
Opportunity:-
Economic reforms, liberalization and globalization carry good opportunities.Technology import has been liberalization.By technological import the company can meet the need for more information and adviceA company can introduce the product very easily.
Threats:-Rapid changes in consumption habits and lifestyles impose a degree of vulnerability on corporate.The legal process is rather slow.Consumers are becoming very choosy, while buying chocolates.
Then we will discuss about the company Wrigley, which has good market share in the confectionary market.
43
6.3 WRIGLEY:-
Strength:-It has strong brand name like boomer, it is the strength of the company.Wrigley has a strong presence in the market. Steady growth in sales.Semi state wise coverage; urban, and semi rural area covered.Market share in confectionary market is satisfactory.
Weakness:-Growing position in industrial confectionary;wrigley is far behind the leader perfetti.Low area coverage.There is a only one brand by which t continuing its business,i.e. with the help of boomer.
Opportunity:-
Economic reforms, liberalization and globalization carry good opportunities.Technology import has been liberalization.By technological import the company can meet the need for more information and adviceA company can introduce the product very easily
Threats:-Rapid changes in consumption habits and lifestyles impose a degree of vulnerability on corporate.The legal process is rather slow.Consumers are becoming very choosy, while buying chocolates.
Then discussing about the company which is based on cigarette .i.e. discussing about ITC.itc stands for Indian tabaco company. By SWOT analysis we can analyze its market strength.
6.4 ITC:-
Strength:-It has strong brand name like minto-fresh and candy man, it is the strength of the company.Itc has a major presence in the market. Steady growth in sales.Semi state wise coverage;semi-urban,and semi rural area covered.By help of cigarette it stands in the market.
Weakness:-Weak position in industrial confectionary;itc is far behind the leader perfetti and Wrigley.Market share in confectionary is unsatisfactory.Without cigarette it cant stable in the market,
Opportunity:-
Economic reforms, liberalization and globalization carry good opportunities.Technology import has been liberalization.
44
By technological import the company can meet the need for more information and adviceA company can introduce the product very easily
Threats:-Rapid changes in consumption habits and lifestyles impose a degree of vulnerability on corporate.The legal process is rather slow.Consumers are becoming very choosy, while buying chocolates.
Then lastly analyze the company which has low market share,i.e. talking about nutrine corporation ltd.
6.5 NUTRINE:-
Strength:-It has strong brand name like mahalacto,it is the strength of the company.Nutrine has a presence in the market due to the product of mahalacto..steady growth in sales.Semi state wise coverage; semi-urban, and semi rural area covered.Only one range of product available in nutrine confectionary ltd.
Weakness:-Weak position in industrial confectionary; lotte india is far behind the leader perfetti and Wrigley.Market share in confectionary is unsatisfactory.Low man power in Orissa.There is no advertisement or any strong punch line by which we can attract the customer very easily.
Opportunity:-
Economic reforms, liberalization and globalization carry good opportunities.Technology import has been liberalization.By technological import the company can meet the need for more information and adviceA company can introduce the product very easily
Threats:-Rapid changes in consumption habits and lifestyles impose a degree of vulnerability on corporate.The legal process is rather slow.Consumers are becoming very choosy, while buying chocolates.
So we see what are the strength ,weakness ,opportunity, and threats, of these companies. How they establish in the market and what are the marketing strategy taken by these companies, we can easily analyzed these companies by SWOT analysis method by which we can understand about them.
45
LIMITATION:-
Limited time available for interviewing the respondents. As a result of this it was not possible to gather full information about the respondents.
When I interviewed children and teenagers, sometimes they used to give answers under the influence of their parents or elders.
As summer training is going under summer season, so sometimes people are less interested in filling up questionnaire. And in this time schools are closed, so in survey I can’t fully interact with more children.
Non-cooperative approach and rude behavior of the respondents.
My survey is based on only two cites i.e. Bhubaneswar and cuttack.i cant got full information about other areas of Orissa.
46
MY FINDINGS
During the survey it was found that still there are 10% people who have not aware about coffe-bite chocolate.Lack of Awareness in consumers. Many people are not know about lotte India’s products specially they are not aware about the company’s brand name i.e. coffe-bite,specially children.When I interviewed people then many of the people can not recall coffe-bite advertisement. It shows Lack of Advertisement or advertisement is not timely given or advertisement is not given on right time. In its advertisement is not using any brand ambassador which attracts all age group people like Cadbury.There is lack of Sales Promotional Activities i.e. free tattoo, extra weight, toys, quiz contest etc.Perfetti is main competitor and strategically better performer than lotte. I found the main thing is that “coffe-bite” brand name has very good image in consumer’s mind and they consider it as Pure & Good Product.People are known about coffe-bite,they are not aware about, it is the product of lotte india.and people are not aware about the lotte’s other product, only coffe bite is the brand name.In my survey period I found that chocopai is the only product of lotte ,which has no competitor in the market.Chocopai is the Mrp of Rs10/-,it is not a perfect Mrp for customer,in Orissa market where many people are in below poverty line. If company reduces the Mrp rate of chocopai then the company gets more and more business in chocopai.
47
SUGGESTIONS
In order to maintain and increase the sales in the city of Bhubaneswar and Cuttack or in other cities of orissa,then the following recommendations regarding lotte india; particularly regarding advertisement, distribution, promotional policies, etc, are hereby suggested:
First and foremost lotte should take proper action in order to improve service, because although being on a top slot in Butter and milk supplies it does not get the sales in chocolate, which it should get.
Company should use brand ambassador which attracts each age segment i.e. Saniya Mirza, Mahendra singh Dhoni, Amitabh Bacchan,Sachin Tendulkar,Yuvraj singh.Jadoo etc.
Lotte should give local advertisements apart from the advertisements given at the national level. Local advertisement must mention the exclusive lotte india shops of the city.
Try and change the perception of the people through word of mouth about Lotte in advertisements, because they are the best source to reach Children and families.
Though Lotte chocolate advertisements are rarely shown on television yet many people could recall it as per the data of research. It shows that there is only need to give advertisement only to rememorize customers. Because lotte is very strong brand name.
Company should launch chocolate in new attractive packing to change image of lotte chocolate in consumers mind.
Company should introduce sales promotion schemes like free weight, pranky, tattoo, contest, free gifts etc.
Advertisement can be done with the help of animations that attracts children and teenagers because chocolates are consumed largely in this segment.
Company should introduce a good punch line by which children are remember very easily.
48
Conclusion
As we know that Lotte is very big organization and market leader in coffee products. It has maximum market share in coffee, gum and fruitz, which are its main/core products. As we know Lotte is a co-operative organization but confectionary industry is a profitable industry we can’t ignore it. With the help of research, company can find out its week points in chocolate product and can increase its market share through rectify mistakes. People have believed in lotte’s product and they will accept its chocolates also if effective actions were taken.The survey resulted into following conclusions :
Lotte must come up with new promotional activities such that people become aware about Lotte Chocolates like boopro,spout,lacto king ,fruitz etc.
Quality is the dominating aspect which influences consumer to purchase Lotte product, but prompt availability of other chocolate brands and aggressive promotional activities by others influences the consumer towards them and also leads to increase sales.
In comparison to Lotte India, the other players such as Wrigley,itc, and Perfetti provide a better availability and give competition to the hilt.
People are mostly satisfied with the overall quality of lotte india, but for the existence in the local market Lotte must use aggressive selling techniques.
49
BIBLIOGRAPHY
1. www.lotte india.com 2. www.google.com
3. www.marketresearch.com Books
abell,derekF.,strategic market planning; problems and analytical perspectives,prentice-hall,1979.
Dalrymple, douglasj.marketing management, text and cases,new York,1976. Kotler, Philip, marketing management,10th edition,prentice-hall of india,new
delhi,1999. Levitt,Theodore,(the globalization of market) Harvard business review.1982.
50
APPENDIXQUESTIONNAIRE
Competitive analysis of chocolate industry with special reference of lotte india.
Questionnaire for customer:-
Date:
Serial No:
Respected sir/madam,I am sri jyoti prakash bhadra, a PGDM student of G L Bajaj Institute of Management and Research.Greaternoida. doing my summer internship with LOTTE INDIA. For which I request you to fill up this questionnaire to complete my project.
Personal Information:
Name:
Age:
[1] What kind of Chocolate do you eat?
(A)Branded (B) Non-branded
[2] Who uses chocolates in your family? (A) Children Teenager (B) Young (C) Old (D) other
[3] What form of Chocolate do you like?
(A)Cookies (B) Bar (C) Mint (D)lolly pop (E) other
[4] By which media you prefer to watch advertisements?
51
(A) Television Hoardings (B) Newspapers (C) Magazines (D) Others (Mention)
[5] What factors effects you in a chocolate advertisement?
(A) Brand ambassador (B) Jingles (C) Comedy (D) Music (E)Others (Mention) _______[6] Have you ever tasted Lotte’s Chocolate? (A)Yes (B)No
[7] What is the frequency of purchasing Chocolate?
(A)Daily (B)Weekly (C)Fortnightly (D)Occasionally[8] Are you satisfied with the product of lotte ?
(A) Highly satisfied (B) Satisfied (C) Less satisfied (D) Not satisfied
[9] Which Chocolate do you like most? (A) LOTTE (B) PERFETTI (C) WRIGLEY (D) ITC (E) NUTRINE
THANK YOU_________________
__________________________
52
In my two month summer internship, I had started working in Orissa market on 22 may 2009,and finished 18th july 2009 ,total working days was 49.I had done direct marketing 26 days with sales man in the market, for listing the beat and route list. Maintaining the availability of stock. and stock pressure, competitor activities ,strength and weakness. Another 13 days I had worked with company ISRs and TSIs direct with market, the main features was doing secondary sales. Rest 10 days I had done market survey direct interact with the guardian,student,children, which was shown in my project report. The route and beat listing are also add with my project report. and it is add with different folder in my project which is named as DRCP(daily route call plan).
53