A PROJECT REPORT ON SALES&DISTRIBUTIONSYSTEMAND MARKETSHAREOFFROOTI In the partial fulfillment of...

A PROJECT REPORT ON

SALES & DISTRIBUTION SYSTEM AND

MARKET SHARE OF FROOTI

In the partial fulfillment of the requirement for the degree of MASTER OF BUSINESS ADMINSTRATION

Submitted By

MD. SHAMIM AKHTER

Reg. No. 35080314

Under the guidance of

Ms.R.SRI VIDHYA Assistant Professor, SCHOOL OF MANAGEMENT

SRM UNIVERSITY

SCHOOL OF MANAGEMENT SRM UNIVERSITY

KATTANKULATHUR-603203 May 2010

DECLARATION

I hereby declare that this project report titled “Sales & Distribution system

and market share of frooti” is executed as per the course requirement for the

post graduate program in management for final year project. It has not been

submitted by me or any other person to any other university or institution for

degree or diploma. It’s my own work done in SWASTIK OVERSEAS PRIVATE

LIMITED, PATNA.

MD.SHAMIM AKHTER.

ACKNOWLEDGEMENT

This project report is a sincere attempt to carefully and systematically gather the facts

and evaluate the sales promotions Activity Market share of Frooti M/s Swastik Overseas Pvt.

Ltd. Patna as a part of the course curriculum of MBA Degree, from SRM School of

Management,Kattankulathur, Kanchipuram Dist, (T.N.) India. The Project is based on

eight weeks of duration. For the completion of my Project report many person directly or

indirectly assisted me.

I would also like to thank Dr. Jayshree Suresh, Dean, School of Management,

SRM University, Chennai for providing an opportunity to do this project.

.

I would like to specially thank Ms.R.Sri Vidya, Faculty, School of Management,

SRM University, for helping and guiding us in making this project a success one.

Eexpress my deep sense of gratitude to Mr. RAKESH NAYAN (DGM) Mr. MANOJ

PANDEY (AGM) & Mr. SHASHI BHUSHAN SINHA (AGM), PATNA , SWASTIK

OVERSEAS PRIVATE LIMITED for their invaluable guidance, support and

encouragement during the working with the project on Marketing policy for fruit and aqua

product (Frooti, Appy Fizz & Bailley) of SWASTIK OVERSEAS PRIVATE LIMITED,

under the project topic SALES AND DISTRIBUTION SYSTEM & MARKET SHARE OF

FROOTI. Their effective planning, coordination, skill, knowledge and experience have made

it possible to successfully complete the project within the stipulated time.

I would also like to thank all the faculty members of School of Management, SRM

University and also the whole staff members of SWASTIK OVERSEAS PRIVATE

LIMITED, PATNA as a whole.

I thank my beloved Parents and my elder brother for their valuable support,

without them it could have been very difficult for to give a proper shape to my internship

work.

BONAFID CERTIFICATE

This is to certify that this project is a genuine work of Md.Shamim Akhter.(35080314) and he has successfully completed his project titled sales &Distribution system and market share of frooti in Swastik overseas ltd.Patna.under my guidance during16th march to 4th may,2010 in final fulfillment of MBAdegree of SRM school of Management.kattankulathur.

Ms.R.Sri Vidya Dr.Ms.Jaysree Suresh.

Sr.professor Dean

Srm school of management Srm school of management

……………………… ………………………

INTERNAL GUIDE EXTERNAL GUIDE

PREFACE

The present era is an era of “BRAND MARKETTING”. The business of brand

marketing can be compared to the game of chess. In the area of marketing brand name on the

board of chess.

The project report preparation is a part of curriculum of Master of Business

Administration. For the purpose it is required for an award of our Master of Business

Administration Degree that we should go a practical training for eight weeks. A project report

is a scientific and systematic study of real issue on a problem with the application of

management concept and skill. The study can deal with small and big issue in any division of

an organization. It can be case study where a problem has been dealt with through the process

of management of data, analysis and interpretation of data leading to valid conclusion.

Actually it is a way to practice what we have learnt. It enables me to apply my

conceptual knowledge in a practical solution and to learn the art of conducting study and

presenting the findings in systematic and scientific manner.

I was placed in Swastik Overseas Private Limited (Swastik Group, Ranchi,

Jharkhand), franchisee of Parle fruits products limited, Mumbai on a topic “SALES AND

DISTRIBUTION SYSTEM & MARKET SHARE OF FROOTI”.

I frequently hope that, this project report would be considerable help to the

management for developing strategies in those areas.

Finally, I thank to all those kind enough respondents who provided their valuable time

to me for responding my questionnaire that was mandatory for my internship work I had

done.

CONTENTS

CHAPTER:1

1.1 Introduction about the study 1.2 Objectives of the study 1.3 Importance and the relevance of the study 1.4 Limitations of the study

CHAPTER:2

2.1.1 History of Swastik 2.1.2 Product Profile 2.1.3 History of Frooti 2.2.2 Manufacturing process of Swastik Overseas Pvt. Ltd. 2.2.3 Marketing strategies 2.2.4 Organisational setup 2.2.1 Promotional activities for Retailer & Consumers 2.3.2 Promotional activities in Swastik Overseas Pvt. Ltd

CHAPTER:3

Research methodology 3.1 Introduction 3.2 Research Design 3.3 Questionarie 3.4 Data Collection 3.5 Sample Design CHAPTER:4

Data analysis interpretations and

CHAPTER:5

5.1 Findings 5.2 Suggestions 5.3 Conclusion Bibliography A nnexure

LIST OF TABLES

Table No. Topic Page No.

Table 01------------General Awareness--------------------------------------40

Table 02------------Satisfactory Level----------------------------------------41

Table 03-----------Want to change Frooti----------------------------------42

Table 04------------Need of Modification------------------------------------43

Table 05------------Satisfaction with Packaging of Frooti-----------------44

Table 06------------Satisfaction with Packaging of Appy Fizz------------45

Table 07------------ Satisfaction with Packaging of Bailley---------------45

Table 08-------------Preference of Products----------------------------------46

Table 09-------------Reason of Preference------------------------------------47

INTRODUCTION

Introduction chapter contains

1.1Introduction about the study 1.2Objectives of the study 1.3Importance and the relevance of the study 1.4Scope of the study 1.5Limitations of the study

1.1 INTRODUCTION

India with a population of more the 100crores is potentially one of the largest

consumer markets in the world. With urbanization and development of economy, tastes and

interests of the people changes according to the advance nation.

Marketing is about winning this new environment. It is about understanding what

consumer’s wants supplying it’s more efficiently and more conveniently.

The consumer market may be identified as the market for product and services that are

purchased by individuals as household for their personal consumption. Soft- drinks is a

typical consumer product purchased by the individual primarily quench their thirst and also

for refreshment. Different types of soft drinks are available in the market and more or less

content of all soft drinks are same. The market of soft-drink is facing a cutthroat competition

and many companies are floating in the market with their products with different brand

names. In such a kind of situation different factors which influence to the people choice for

soft drinks are taste, quality, images, easy availability and the product cost of soft drinks and

the advertisement. The Govt. of India has considered the soft drinks industry as “Non-

essential”. As a result the excise duty levied by govt. on better soft drinks is very high.

Thus in a country like India where, more than 50% of the total population exists

below poverty line, the consumer cannot afford such high price for soft drinks. As a result,

the trading activities of the soft drinks industry are concentrated in and around big cities and

town where the purchasing power of population considered comparatively high.

Soft drinks Industries in India has an annual sale of about 4000crores, with per capita

consumption of soft drinks at a low of seven bottle per annum (even Pakistan has a per capita

consumption of 14 or in China and U.S.A it’s more than 800 bottles) is due to price factor.

So, marketing is both philosophy and technology. It is technology because it

suggests ways and means for effective production and distribution of goods and services in

the market to give maximum satisfaction to the consumer.

The marketing manager is responsible for both, determining and suitability of

goods and services presented by the company to the market, and also determining about

potential market and make better relation with the retailer.

In this regard the marketing management with have to apply to marketing technology

in the conceptual philosophy of system. It is the process of system analysis in the marketing

management for effective research and can be defined as “Systematic objective and

exhaustive study of tasks relevant to any problem in the field or marketing”.

1.2 OBJECTIVES OF STUDY

Primary Objective

To study on sales and distribution system & market share of frooti in Swastik

Overseas Pvt. Ltd, Patna.

Secondary Objectives

1. To determine the factors which persuade the retailer for sale of Froot.

2. To find out the promotional activities in Frooti.

3. To find out the market share of Frooti against its competitor.

1.3 IMPORTANCE & RELEVANCE OF THE STUDY

The seven weeks Training is very important for a student of MBA. This type of study

gives some practical knowledge to MBA students and practical knowledge is more useful

than theoretical knowledge for any one.

There is no certain formula for any particular problem but the aim of this study is to

develop the ability of decision – making. A right decision at the right time itself helps an

organization to run smoothly.

The training in any organization gives us an idea of different marketing activities and

many emphases is given on “Promotional Activities Aspect” and also it is seen how business

is taken tactfully when any problem comes to an executive. The way of problem solving,

right decision making and knowledge of different types of marketing activities gives much

importance to this study. Though only in 50 days, it was not possible to understand it so

deeply but overall ideas would be developed.

The market survey was conducted on a study of retails outlets and their “Sales &

Distribution System” for Frooti in Swastik Overseas Pvt. Ltd. in Patna, Bihar state.

This study was done in Swastik Overseas Pvt. Ltd. Patna. The geographical slope of

my survey was limited to Patna and Ara only. Study aims at relationship between Company

Executives and retailer and why any retailer sold particular brand only.

The survey covers a wide range of activities and factors, which influence the retailer

to sell the Frooti product. The samples of 150 respondents were taken to represent total

retailers of the mango-drinks, and the result was in the favour of Frooti. The validity of the

findings of this survey is limited to the period during which the field survey was conducted

i.e., seven weeks during 18th March to 4th May 2010.

1.4 LIMITATIONS OF THE STUDY

Although all efforts have been made to study all start of population as compared to

the topic of study, universe size and sample size findings of the study will be considered only

on the Urban Area and will be applied in Patna and Ara only because of the Retailers

perception and expectation varies in other place due to socio-economic and educational

background. At last but not the least the study will try to find out real depth of the actual

position as far as possible.

The survey suffers from following limitations:-

1. Since the product under study was a consumer good which requires a large

sample to have a correct study, a sample size of 150 respondents was too

small for it. But time & money did not allow researcher to have a large

sample. And also to manage a large sample would also be difficult by

Researcher alone.

2. Duration of study is also limited for further intensive study.

3. Most stress was given on primary data. As it was difficult to collect

Secondary data form organization & distributors.

4. The sample selected is not purely random sample but it is convenient so that

the result of the survey doesn’t have any high degree if statistical

significance.

5. The results of the survey are based upon crucial assumption Like:-

1. er. It is strictly based on the responses of the Retailers & consum

2. The results through the questionnaire not always correct.

3. Convenient sampling some time leads to the distortion in results.

4. The sample size of150 consumers not sufficient for exact results

5. Difficult to ascertain the authenticity of their statement.

It is very difficult to influence and get right answer from old mentality

Retailers. Region i.e., Urban area therefore the result are applicable to Patna and Ara region

only these findings may not have much relevance in other regions of different from rest of the

country.

All the conclusions suggestions & recommendations will be made in the feedback

obtained from the survey on the basis of responses given by the respondents.

Profile of Swastik

This chapter contains

2.1.1History of Swastik 2Product Profile 2.1.

ganisational Setup & Manufacturing process istory of Frooti 2.1.3H2.2Or

2.2.1 Product range 2.2.2Manufacturing process of Swastik Overseas Pvt. Ltd.

2.2.3Manufacturing strategies 2.2.4Organisational setup 2.3.1Product range 2.3.2Manufacturing process of Swastik Overseas Pvt. Ltd.

2.3.3Manufacturing strategies 2.3.4Organisational setup 2.4.1Promotional activities for Retailer & Consumers

2.4.2Promotional activities in Swastik Overseas Pvt Ltd

INDUSTRY PROFILE

Infrastructural development and opening of flood gates in the guise of LPG (The

Liberalization, Privatization, and Globalization) made a sea changing in cold drink. Industry.

The vast change in the outlook, purchase, style and usage of the Indian on various angles to

meet the onslaught of this indirect invasion of economy taste etc consumer started changing

rapidly. This created a havoc not only in the price view but also in the angle of quality, taste,

designs etc. Every concern started Every started changing their approach in price, design,

provision of comfort, company concentrating

2.1.1 GROUP PROFILE

The SWASTIK GROUP established in the year 1961 is one of the leading trading house in

Eastern India. With a diversified activities it is also engaged in providing Engineering,

Management and Financial Consultancy Services in the field of Infrastructure Development

from concept to commissioning. As a Trading Company engaged in catering the requirement

of Mining, Construction, Power Plants etc. SWASTIK GROUP has played a significant role

in the development of Indian Industry and Infrastructure Projects and so of the state of

Jharkhand. WE at SWASTIK aim to provide most effective and prompt after sales service for

the requirements sold by us through trained personnel.

ABOUT COMPANY

The Swastik Group renders services in the form of Consultancy.Supply of

Equipments and Spares, Erection and Commissioning and operation in the

following fields:

1. Mining And Construction

(i) Open Cast Mining

• Hydraulic Excavators, Rope Shovels , Blast Hole Drills, Loading

Equipment, Rear End Dumpers, Draglines, Bulldozers, Motor Graders etc.

• Coal and MineraI Preparation And Beneficiation Plants & Material

Handling Equipment.

• Pollution Control Equipment.

• Complete equipment for large Open-Pit Mining with annual productions of

10 million tons by shovel-Hauler Process or semi-continuous process.

(ii) Underground Mining

• Drilling, Loading, Man and Material Transportation Equipments, Under

Ground Support Vehicles.

• Complete projects for mining (Minerals and metals)

2. Power Plants

• MiniI/Micro Hydel Power Projects.

• Thermal Power Projects Upto 1000 MW.

• Hydel Power Projects upto 360 MW.

• Transmission & Distribution Equipment.

3. Materials Handling and Reduction Equipments

• Cranes - EOT/HOT upto 250 MT capacity

• Mobile Cranes - Tyre mounted and crawler

• Port cranes (Luffing Cranes, Container Handling Cranes)

• Barges, Sea going vessels

• Crushers & Grinders

4. Ferrous & Non-Ferrous Metal, Ferro- Alloys, Minerals and other metals

• Aluminium, Brass, Copper, Chromium metal, Ferro-Silicon,

Rolledproducts, Steel, Silicon metal etc.

5. Machine Tools

• Special Purpose Machine Tools

• Foundry Equipments & Machines

• Electrical, Pneumatic and Cordless Engineering Tools

• CNC Machines

6. Forgings & Castings

• Forging & Castings of Ferrous and Non Ferrous Metals,, Mn Steel

Casting,Liner Plates, Rolls for Rolling Mills etc.

7. Export

• Commodities

Tea, Spices, Jute, Processed Food (Veg. & Fruits), Rice, Fruit Pulp & Juice,

Garments, Textiles, Cosmetics, Decorative Laminates, Marble, Minerals,

Granite (Polished and Unpolished) etc.

• Ferrous & Non-Ferrous Metals

• Forgings & Castings

• Engineering Products.

• Material Reduction Equipments.

• Spares for heavy earth moving machines.

8. General Trading

Bearings, Cement, Ferrous & Non-Ferrous Metals, Gears and

Speed Reducers, Lubricants, Petroleum Products, Rubber

Compounds and Chemicals, Steel, Tyres and Tubes etc.

9. Electrical Equipments and Components

• Transformers

• Switchgears

• Motors

• Luminairs

10. Constultancy Services

We Provide Engineering and Management consultancy Services for

Infrastructure Projects i,e . Roads, Bridges, Ports and Harbous, Water Treatment

and Distribution, Sewage Treatment, Material Handling Plants, Railways, Urban

Development etc.

11. Publication

The group has ambitious plans for its publication division but to begin with it

has launched the Jharkhan edition of The Pioneer by entering into an agreement

with the printers and publishers.

12. Manufacturing

The group is engaged in manufacturing Mango Drink (Frooti), Appy Fizz

(carbonated) & Bailley Packaged Drinking Water as a Franchisee of World

Renowned Parle Agro Private Limited. Two state of the Art Units has been

commissioned at Tatisilwai Industrial Area, Phase-II, Ranchi for catering the

requirement of Bihar and Jharkhand in particular with a network of over 250

Distributors and 25000 marketing points.

GROUP COMPANIES

• Powermech (India) Pvt Ltd

• STI Marketing Pvt Ltd

• Swastik Aqua Ltd

• Swastik Coke Pvt Ltd

• Swastik Forgings Pvt Ltd

• Swastik Fruits Products Ltd

• Swastik Global Pvt Ltd

• Swastik Overseas Pvt Ltd

• Swastik Softech Pvt Ltd

• Swastik Trades & Industries

• High Point Rendel (India) Pvt Ltd

http://hpr.in/home/index.html

Associates and Representatives (India)

• Kolkata

• Hyderabad

• Indore

• New Delhi

• Raipur

Associates and Representatives (Overseas)

• London, United Kingdom

• Moscow, Russia

• Sydney, Australia

SERVICES

The Swastik Group renders services in the form of Consultancy.Supply of Equipments and

Spares, Erection and Commissioning and operation in the following fields:

• Communication

• Export

• Forgings & Castings

• Ferrous & Non-Ferrous Metals

• General Trading

• Machine Tools

• Materials Handling and Reduction Equipments

• Minerals and other metals

• Mining and Construction

• Power Plants

http://swastikgroup.co.in/home1/comunication.htm

http://swastikgroup.co.in/home1/export.htm

http://swastikgroup.co.in/home1/forging.htm

http://swastikgroup.co.in/home1/ferrous&non.htm

http://swastikgroup.co.in/home1/generaltrade.htm

http://swastikgroup.co.in/home1/machinetools.htm

http://swastikgroup.co.in/home1/materialshandling.htm

http://swastikgroup.co.in/home1/ferrous&non.htm

http://swastikgroup.co.in/home1/mining.htm

http://swastikgroup.co.in/home1/powerplants.htm

BOARD OF DIRECTORS

H.P. Sarawgi-----------------------------Chairman

B.N. Sarawgi------------------------------Director

Manju Sarawgi---------------------------Director

Binod Sarawgi----------------------------Director

Sunita Sarawgi- --------------------------Director

Bijay Sarawgi- ----------------------------Director

Leela Sarawgi-----------------------------Director

Binay Sarawgi-----------------------------Director

Vrinda Sarawgi----------------------------Director

Raashi Sarawgi----------------------------Director

Aditya Sarawgi----------------------------Director

PROMOTERS

H.P.Sarawgi

Mr. H.P. Sarawgi, 75 years of age, started his own business in the year 1962

in the name of Swastik Trades & Industries with its head quarters at

Ranchi. He has provided a dynamic leadership during the last five decades.

He has experience of more than 50 years in the business of trading and

manufacturing and is the Chairman of all the group

companies.

http://swastikgroup.co.in/home1/promoter1.htm

B.N.Sarawgi

Mr. B. N. Sarawgi is B.E, FIPE, FIE and since 1976 he is with the group

as Senior Director. He has 30 years of experience in project marketing. He

has excelled as a consultant in engineering projects in the Indian sub

continent.

Binod Sarawgi

Mr. Binod Sarawgi is B.Com, LLB and is Director of the group company.

He has experience of more than 28 years in marketing and

administration. He is responsible for group activities in mining and

construction, power plants, electrical equipments and the export business.

Bijay Sarawgi

Mr. Bijay Sarawgi is B.Sc is having 25 years of experience and is

responsible for the group’s activity with Mining Industries. Besides this, he

also takes care of business activities attached with various other organizations.

Binay Sarawgi

Mr.Binay Sarawgi is B.Sc is having 22 years of experience with the group

and is responsible for the general administration, finance and trading activities

of the group Companies. He is also responsible for the franchise units of

Frooti, Appy Fizz and Bailey mineral water.

Richa Sarawgi

Richa Sarawgi has an MSc International Business Management degree with 6 months

experience in exports. Currently she is assisting in the infrastructure projects at Madhya

Pradesh and Chhattisgarh.

http://swastikgroup.co.in/home1/binay_sarawgi.htm

OBJECTIVE To be partners in Progress by assisting Our clients in Optimizing

their Potential to achieve Corporate goals by Offering“THE SOLUTIONS”

VISION

To be known and identified .As an ethical, trustworthy And dependable company Relied upon by Clients, offering Real and lasting Solutions at an AffordableCost

SWASTIK GROUP

An ISO 9001-2000

Swastik Overseas Pvt. Ltd.

Swastik Softech Pvt. Ltd.

Powermech (India) Pvt. Ltd.

Swastik Global Pvt. Ltd.

Swastik Forgings Pvt. Ltd.

Swastik Trades & Industries

Swastik Coke Pvt. Ltd.

STI Marketing Pvt. Ltd.

Swastik Aqua Ltd.

Swastik Fruits Products Ltd.

LOCATION AND BASIC INFORMATION The company’s manufacturing unit is located at Ranchi, “SWASTIK ESTATE”,

TATISILWAI INDUSTRIAL AREA, PHASE-II, RANCHI-835103 (JHARKHAND).

Corporate office of the company is located at SWASTIK HOUSE, GANDHI CHOWK,

UPPER BAZAR, RANCHI-834001 (JHARKHAND).

Marketing Office of the company is located at “Swastik Chamber”, Shri Gopal

Complex, Kutchery Road, Ranchi - 834 001 (JHARKHAND), e-mail :

[email protected]

mailto:[email protected]

Patna Depot of the company is located at SWASTIK OVERSEAS PRIVATE LIMITED,

SHALIMAR COLD STORAGE, NEW BYPASS ROAD, ANISHABAD, PATNA-3

(BIHAR).

Corporate office of Patna is located at SOUTH ANANDPURI, WEST BORING

CANAL ROAD, PATNA-800001.

Beside these offices, offices of SWASTIK GROUP is located at approx every state capital

of the country.

COMPANY CHARACTERISTICS

Organization of manufacturing

Firms of manufacture

Marketing ability of personal in the firm

Size of the company

Firm’s financial resources

Past channel experiences

Current marketing policies

Company product mix

Speedily delivery of goods to ultimate customers

Direct marketing

Provide all facilities to workers of the company as for as company act 1956

FACTS ABOUT COMPANY

*Attitude/intention of distribution to handle the project.

*Sound knowledge of distribution about company’s product

*Distributors willingness to maintain adequate stock.

*Distributors ability to get more business.

*The territorial coverage which he desires.

*Financial soundness and capability to early adequate Representative stock of products.

*Intention acceptance of the customers regarding manufacturers price policy.

*Other factors which provided the better facilities to the customer’s satiafactio

2.1.2PRODUCT PROFILE

SWASTIK OVERSEAS PRIVATE LIMITED

SWASTIK FRUITS PRODUCTS PRIVATE LIMITED: ---

1) FROOTI

Type Quantity Rate

65ml 80pc/case Rs. 212/case



1 litre 12pc/case Rs. 486/case

1.5 litre 8pc/case Rs. 432/case

2) APPY FIZZ

Type Quantity Rate

300ml 24pc/case Rs.366/case

5ooml 15pc/case Rs.345/case

1 litre 12pc/case Rs.490/case

3) SWASTIK AQUA PRIVATE LIMITED: ---

1) BAILLEY

Type Quantity Rate



Mango Frooti Say "hello" to the most passionate member of our family, Mango Frooti.

The Mr. Seen-it-all in the family, this popular fresh 'n' juicy mango drink has been around

since 1985. It has also been rated as India's Most Trusted Fruit Beverage Brand*. Mango

Frooti has this unique ability to change with the times, and to adapt to the diverse preferences

of consumers across ages. From its golden-day Tetra Pack to the most recent triangular-

shaped packaging, every pioneering move has made it more endearing to its ever-growing fan

club.

Frooti is available in 65ml and 200ml TetraPak, 250ml, 500ml, 1Ltr. and 1.5 Litre. PET, and

200ml and 2Ltr PET (in select markets)

Frooti was launched in 1985 in TetraPak packages. It is also now available in PET

bottles and rectangular shaped packs. Frooti is exported to the U.S.A., Canada, U.K., U.A.E.,

http://en.wikipedia.org/wiki/TetraPak

http://en.wikipedia.org/wiki/Polyethylene_terephthalate

http://en.wikipedia.org/wiki/U.S.A

http://en.wikipedia.org/wiki/Canada

http://en.wikipedia.org/wiki/U.K.

http://en.wikipedia.org/wiki/U.A.E.

Saudi Arabia, Malaysia, Maldives, Singapore, Thailand, New Zealand, Australia,

Mozambique, Congo, Ghana, Malawi, Zambia, Nigeria, Tanzania, etc

Appy Fizz Meet up and hang out with the most chilled out member of our family, Appy Fizz.

He's young, fun and famous. Launched in 2005, this new kid on the block is a sparkling apple

drink that comes in a sleek champagne-shaped bottle. Appy Fizz has become quite a popular

figure amongst the youth who frequent places like college canteens, discotheques, pubs, etc.

Hmm, thoroughly a cool drink to hang out with.

Appy Fizz is available in 300ml, 500ml and 1 Litre. PET.

Bailley The saint of the family. Well, there can be nobody purer, Bailley Packaged Drinking Water.

http://en.wikipedia.org/wiki/Saudi_Arabia

http://en.wikipedia.org/wiki/Malaysia

http://en.wikipedia.org/wiki/Maldives

http://en.wikipedia.org/wiki/Singapore

http://en.wikipedia.org/wiki/Thailand

http://en.wikipedia.org/wiki/New_Zealand

http://en.wikipedia.org/wiki/Australia

http://en.wikipedia.org/wiki/Mozambique

http://en.wikipedia.org/wiki/Congo_(country)

http://en.wikipedia.org/wiki/Ghana

http://en.wikipedia.org/wiki/Malawi

http://en.wikipedia.org/wiki/Zambia

http://en.wikipedia.org/wiki/Nigeria

http://en.wikipedia.org/wiki/Tanzania

The provider of rejuvenation, energy, youth, spirit and life. Renowned for its pioneering

efforts. The first water brand to be issued the ISI certification. The first to launch special

four-sided 200ml bottles catering to premium airlines like Jet Airways and British Airways.

Considering the fact that the water segment is growing at a staggering rate of 40%, the future

is clearly Bailley.

Bailley is available in 200ml, 330ml, 1 Litre. & 2 Litre. PET and 20 Litre SKU as well.

2.1.3HISTORY OF FROOTI

*Frooti ranked 23rd, is up in the ranking by 13 points as compared to last year’s rating.

*Frooti is ranked above Thums Up (rank 34), Coca-cola (rank42), Limca (rank 54), Bisleri

(rank 71), and Sprite (rank 95).

*Frooti is the only Mango drink to feature among top 100 brands.

*In the SEC A1 category Frooti is ranked 18 and in B1 it is 15.

*The most trusted brand survey that is jointly carried out by Brand equity, Economic Times

Intelligence Group, and AC NIELSEN ORG MARG. It is the largest of its kind of India and

is conducted to identify the recall of major brands. A list of 300 brands was made for this

year’s survey and evaluated on parameters such as familiarity, perception, quality, and

distinctiveness, value for money and purchase intent.

In this survey Mango Frooti was ranked as India’s most trusted fruit beverage brand.

2.2ORGANISATIONAL SETUP AND MANUFACTURING PROCESS

2.2.2 Manufacturing Process of Swastik Overseas Pvt. Ltd.

1.Mango Pulp:- Fine quality of mango pulp is used for making of Frooti. It is bought from areas of

Bangalore and Mumbai

2. WATER TREATMENT:

Water treatment is very important in soft drink plant as the nature and quality of water varies from place to place Ti set uniform and \standard water the process

of treatment is carried on the water taken out form boring will by the help of motor pump and chlorinated by chlorinates and then by the help of pipelines came to

treatment tank called Coagulation Tank where to this water soluction of different

strength of added through dosing pump to reduce alkalinity, n hardness, kill the

bacteria’ s chemicals are mixed by settle down as sludge and clear water passes through

in bottle washer and boiler needs softening .

For this purpose, the water from storage tank after passing through two filter

belts containing find sand and granular carbon respectively come to pass though a belt

of resin and bottle washer to reduce scale formation inside the machines.

3. SYRUP MARKING:

For syrup making of particular brand calculated quantity of sugar water

activated carbon and high‐ flown super cell known as filter aid are taken into a sugar to

enter steam and also filtered by a motor with agitator, sugar syrup called Raw‐ syrup is

prepared by dissolving the sugar with continuous stirring and heating by steam

supplied by oil fired boiler .This hot syrup by the help of a pump is filtered through a

filter press though water P,H.E Circulated by glycol for further cooling the chilled syrup

comes to a Mixing tank, which is quantity of bricks Hydrometer concentrate is added

and to the mixed thoroughly by a mechanical stirrer filter to the rank . This mainly, the

liquid part are kept in a cold store, the temperature if finished syrup room is also

maintained Air‐ conditioner. All the containers used for syrup making are cleaned and

sanitized by soda‐ bi‐ Carbonate strong chlorine solution and caustic soda solution.

4. FILLING:

Finished mango pulp, syrup and treated water are connected to a dosing pump

which mango pulp, mixes syrup and water in a fixed and standard ratio.

5. TESTING PRODUCTS:

Finally the finished product during bottling is tested in laboratory to meet

parameters and also to get standard and quality products. To maintain the standard

and uniformity in products the sugar contents and carbonation in the filed bottle are

cheeked in regularly intervals by certified by bricks – hydrometers, refractor meter &

pressure gas. The dead weight tester is needed calculate pressure gas to know meter.

Electronic digital Balance is used to weight chemical to conduct test in lab. A CO purity

tester checks the purity of CO.

The microbiology test of the products and water used in syru8p making an

production are also done to ensure that the product is free from any bacteriological

contamination. To conduct the micro test, hot sterilizer, incubator autoclave, paid filter

membranes media are produced arid used.

The diesel generator in case electricity failure for smooth operation of plant. To

drawn electricity for the State Electricity Board the transformer used .Furnace Oil/

Diesel Oil is used in boiler for generation steam.

RAW MATERIAL INPUTS

rink bottling plant requires the following raw materials:‐ A cold or soft d

Pulp 1. Mango

2. Sugar

3. Flavour

4. Water

ttles 5.Plastic Bo

.Cartons 6

MARKETING STRATEGY

Marketing strategy is the complete and unbeatable plan designed specifically for

attaining the marketing objectives of the firm. The market objective indicates what the

firm indicates, what the firm wants to achieves, the marketing strategy provides for

achieving them.

The marketing strategy is not able idea. It is a well outlined plan, and there are

different ways to formulating it. Basically formulating of marketing strategy consists of

two main steps.

Selecting a Target Market. Assembling the marketing mix, Actually, the target

marketing and marketing mix together constitute the marketing strategy of the firm.

When the Parle food Company entered in the Indian soft drink market, the

market was already prevailed by coke and previously it was Godrej, Pepsi tried to

established in India with a unique marketing policy, Parle took into consideration of

youth segment target markets. Though the advertisement of Pepsi highlighted the style

of living of young generation with different walk of life. Frooti brought in its

advertisement different stalwart’s personalities from different fields. It has attracted the

young generation and of course increase the sale of Frooti.

2.2.3MARKETING STRATEGIES

Based on the mapping of market potentially untapped areas would be identified and

suitable number of retailers would be appointed based on demographic profile of the

prospective consumers.

Emphasis will be given more on the grocery shops, kirana store in small locality and

in villages, Pan Dukan at the Bus Stand and Railway Stations, near hospitals, in

canteen of school and colleges, Authorised vendors at Railway Stations, and many

more suitable places.

Distribution vehicle should be in good condition to deliver the products.

Undeveloped market like remote areas should be developed.

More value added products like sugar free Frooti, natural mango drink, pulpy mango

drink, etc. Should be added to the product line. Water Bailley can be introduced in

different flavoured, like-Nimbu Pani, Jal Jira, Glucose water, etc.

Packing of the product can be more attractive. There is a necessity of a change in the

current packing of Bailley.

Retailers should get some more margins. This will attract them towards Frooti.

MARKETING PROCESS

1) Delivery of product to the retailers directly

2) Supply of products on credit basis.

3) Delivery of products through different distribution channels, wiz- dealers, sub dealers.

4) Flexible price

5) Personal rapport with the consumer.

6) Ensuring regular and reliable supply of the Frooti to consumers.

7) Seasonal and special offers to retailers, to make more margins for them.

8) Improvement in the quality of different available products as a result of taking up quality

assurance programme at the manufacturing unit.

9) Reaching close to consumers by expanding the retail network and establishing parlours.

10) Implementing the consumer awareness programme, specially by involving school

children.

11) Service to retailers and redress of consumer and retailers complains.

12) Liberalising the term for appointment of retailers, by increasing commission to them.

13) Strengthening of marketing teams by including professionals and better supervision.

Appointment of Sales Officer (S.O.) will be helpful in knowing the market condition and

supervising the salesman.

FIELD EXPERIENCE

I went the different area of Patna and Ara with respective salesperson of the company

and individual of my own. I meet with the persons who engaged in dealing Frooti, Appy Fizz

& Bailley and its competitor products. Dealers, Retailers, Stockiest to meet them directly and

collected information about the sale of fruit drink and aqua drink of Parle and complete this

JOB-TRAINING PROGRAMME. During survey I faced a bundle of problem, as

communication, lack of time and money factors also.

Besides these obstacles, I felt, that survey is a interesting work, because the person who

dealing Cold Drinks from different culture and attitude, and there was a good opportunity to

know actual behaviour of the businessman and the actual activities of different areas of

Marketing and other business department, or activities.

Today there is a very tough situation in this competitive market, to survive in the field of

marketing basically. Here a brief knowledge about the Government Policies, other

competitors company’s policy, marketing channels, etc. Is the essential component in the

field of marketing? A good marketer has over looked about these various areas (A kind of

bands). If the marketer has not a brief knowledge about these over write obstacles (various

areas of business activities) they cannot survive in market for long period of time, the ending

stage is very near to these companies or distribution channel or marketer who engaged in

Business activities.

WORKING CONDITION

Salesman has to work directly in the market. They have to sale their product directly

to the retailers.

At Patna depot sales man were working directly for retailers.

At the distributors appointed by the Depot or directly by the manufacture, they

appoint their own salesman for the purpose of distributing and selling the products of

the company.

Depot and agency were also getting orders from the retailers and their other potential

customers. Manger or the in charge of the depot and agency get order by telephone,

and they ensure for delivery on respected time.

At some places salesmen have to wait for a long period for the payment. This may be

a cause of irritation.

CONSUMER CHRACTERISTICS OF BIHAR

Bihar is no different from the general characteristics exhibited by the customers.

Buying habits.

Consumers often asked about some discount, low price of competitors, and some

special attraction.

Size and lo

Size

income. Sa

cation of m

of the mar

ale off the pr

market.

rket depend

roducts also

d upon the

o differs upo

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on rural and

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of the peop

a.

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Order size/lot size.

Number of f customers//geographical dispersioon.

Frequency of purchasee.

Regularity and successsibility selliing method..

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unable to

LEVEEL OF DISTRIBUTTION CHHANNEL

a)Zero e.g. D

b)First e.g. R

c) Seco e.g.

M

o level distDirect ma

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t level distRetailers

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ONSUMER

According to “American Marketing association” sales promotion refers “Those

activities other than personal selling., advertising and publicity, that stimulate

consumer purchasing and dealer effectiveness, such as display, shows and Exhibition,

demonstration and various other non‐recurrent selling efforts not ordinary”. Sales

promotion “ is also by the name of “ extra purchasing Value”(E.P.V.)

ASSEMBLING THE MARKET MIX

The set of controllable tactical tools :‐

A product, place service and promotion (4p’s) that the firm blend to produce the

response it wants in the target market. These are the following 4ps.

Products2. : That could meet the identified needs of chosen consuming groups.

3. Place : It performs various functions like transportations, were housing,

channel management etc. So the product could consentingly reach the consumer

and promoter of the product.

4. Promotion : The firm carries out a no. of measures like personal selling,

advertising and sales promotion programmed with view to communicate the

consumer and promoter of the product.

5. Price : It refers to the various services to be provided to the customer before

and after sale period.

It is the mechanism to achieve the consumptions of marketing process, striking

the level of price that is accepted to the firm as well as consumer, 4p’s policies of the

psi produ ts Pe c

1. Product

There are different lines of products of mango drink in Indian that is

roduct line. almost matched with international quality p

1ltr, 1.5.ltr Frooti:‐ 65ml, 200ml, 500ml,

ppy Fizz:‐ 300ml, 500ml, 1ltr. A

2. Place

Frooti has a strong channel of distribution, and view intermediaries

command the distribution work.

Bottler ‐ Distributor – Retailer – Consumer

By this simple distribution, Frooti is doing well. The company is trying to

reach at every route urban and village areas. The company has succeeded to

some extent in reaching its target.

3. Promotion

In the specific sense sales promotion methods are those sales activities

that supplement both – personal selling and advertising and co‐ordination them

and helps to make them effective such as display, shows and exposition and

demonstration and other recurrent setting efforts not in ordinary route.

Frooti has taken verity of tools and techniques of sales promotion. Like for

example sales promotion letters, catalogues, point of purchase (POP), display, customer

e sample. service programmed and demonstration fre

2.3.2 Sales promotional activities of Frooti:

Scheme : Frooti under Swastik Overseas Pvt. Ltd. has offered a lot of schemes for

sales promotion.

RETAILER’S SALES PROMOTION

Free‐ 4 TCA pack free on case purchase on 65ml.

ree ‐2 Bottles free on per case purchase on 200ml F

RESEARCH METHODOLOGY

This Chapter Contains

3.1 Introduction 3.2 Research Design 3.3 Questionnaire 3.4 Data Collection

3.1 INTRODUCTION A research methodology is the specification of methods and procedures for

acquiring the information needed to structure or to solve problems. It is the overall

operational pattern or frame work of the project that stipulates what information is to be

collected from which sources, and by what procedures. If it is a good design it will ensure

that the information obtained is relevant to the research problem and that it was collected by

objective and economical procedures. A research design might be described as a series of

advance decisions that, taken together, from a specific master plan of model for the conduct

of the investigation. Although research designs may be classified by many criteria, the most

useful one concerns the major purpose of the investigation. The major purposes of

exploratory studies are the identification of problems, the more precise formulation of

problems (Including the identification of relevant variables), and the formulation of new

alternative courses of action. An exploratory study is often the first in the series of projects

that culminate in one concerned with the drawing of inferences that are used as the basis of

management action. That is, an exploratory study is often used as an introductory phase of a

larger study and results are used in developing specific techniques for the larger study.

Secondary sources of information, as used in the section, are the rough equivalent of the

“Literature” on the subject.

· Research methodology is a way to systematically solve the research problem.

Information can be collected from only a part of population. It is possible for the researcher

to collect more elaborate information from the few sampling units in Patna than from the

large population which can be taken as representation of the universe

Research Methodology

The to get information. The methods used are: re are many ways

Research Design

Data Collection

Prim rya Research

Que stionnaire Surveys

Talking with people

Personal interviews

Telephone surveys

Seco dan ry research

Litera ture searches

Through internet

ough Periodicals Thr

Samplin g Procedure

Data. Analysis Of

Conclusion

PROCESS ADOPTED:

GAINING KNOWLEDGE ABOUT THE SALES &DISTRIBUTION SYSTEM AND MARKET SHARE O FROOTI IN CONSUMER MARKET: READING ABOUT THE MARKET WAS THE FIRST STEP UNDERTAKEN. THIS GAVE NOT ONLY IN DEPTH KNOWLEDGE ABOUT WHAT HAS BEEN OFFERED BY THE PARLE AGRO(SWASTIK LTD) BUT ALSO PROVED USEFUL WHILE DEVELOPING

HE QUESTIONNAIRE. T

STEPS IN THE DEVELOPMENT OF THE SURVEY INSTRUMENTS: THE MAIN INSTRUMENTS REQUIRED FOR SURVEY WAS A WELL-DEVELOPED QUESTIONNAIRE. THE QUESTIONNAIRE DEVELOPMENT TOOK PLACE IN A

ERIES OF STEPS AS DESCRIBED BELOW: S

Research objectives are being transformed into information objectives.

STEP 1

The Appropriate data collection methods have been determined

STEP 2

The information required by each objective is being determined.

STEP 3

Specific Questions/Scale Measurement format is developed.

STEP 4

Question/Scale Measurements is being evaluated.

STEP 5

The number of information needed is being determined.

STEP 6

The questionnaire and layout is being evaluated.

STEP 7

Revise the questionnaire layout if needed.

STEP 8

The Questionnaire format is being finalized.

STEP 9

The selected customers have filled the questionnaires.

STEP 10

Filled questionnaire are being analyzed

STEP 11

Conclusion and Recommendations are drawn after the analysis.

STEP 12

RESEARCH DESIGN

We carried out the research using a combination of primary and secondary data. Thus the research is designed with a combination of:

Exploratory Research design

Descriptive Research design

EXPLORATORY RESEARCH

As I was unaware of the sales and distribution system, exploratory research helped me to gather information from the secondary resources. I referred to various magazines, Internet, and industry association reports etc.

DESCRIPTIVE DESIGN

After conducting the exploratory research, for further concrete details regarding various small in the world of Consumer, I resorted to the Descriptive Design of market research. Under this I have analyzed the customer behaviour on different parameters. The Descriptive design has given me a better insight of sales and distribution system by bringing to the fore many minute details regarding the consumer preferences. It has further helped me in a careful analysis of the secondary data and also refining the desired data by making the objective clearer.

Descriptive Design using the following methods:

QUALITATIVE METHODS:

Telephone Surveys

Questionnaire Survey

Talking to the customers

QUANTITATIVE METHODS:

DATA COLLECTION

The whole research is based on primary data as well as secondary data.

PRIMARY DATA:

Primary data collected through the questionnaire from the various respondents.

Data’s were collected in the questionnaire format not on a particular date but

taking into consideration ordinary working days. I have collected at different market areas

like Gandhi Maidan, Maharaja Kameshwar Complex, Maurya Lok, at different schools and

olleges- Patna University, Science College, B.N. College, PCS, Pan Dukan, Retailers, etc c

SECONDARY DATA:

Secondary data collected through the magazines, newspapers, Companies catalogue and the advertisement.

SAMPLE SIZE:

Appox.200(150 consumer +50 retailers) respondents.

The respondents are consumer and retailers.

r all the brands. These 200 respondents are selected approximately equally fo

y between 18‐55 yrs. The Age of respondents is approximatel

It is based on the convenient sampling.

ng convenient sampling. Reasons for selecti

• Time constraint

aint • Resource constr

• Cost constraint

Limitations Of Research:

• The results through the questionnaire not always correct.

• Convenient sampling some time leads to the distortion in results.

• The sample size of 150 consumers not sufficient for exact results

Regional limitations

My survey was limited to Patna & Ara region.

Sample size

The sample size taken for this market research was 200 in which 50 was retailers and 150 as consumers. But this sample size is too small to be a true representative for population size. The data collected from this sample size cannot be generalized for the population.

TARGET POPULATION

The target population for this market group was 18 and above. But while conducting the research I found that the respondents were maximum in the age category of 18‐55, which limited the boundaries of our research.

CLASS LIMITATION

The targeted population was in majority from the middle and high‐income group.

KEY A NALYSIS AND FINDINGS:-

I have given to study the various distribution and market aspects, which are

responsible for increasing market share of Frooti in Patna under the Frooti Depot in

e. Patna Zon

Studied:‐

1. Market share of Frooti.

2. Exclusive outlets of Frooti.

3. Signage i.e. hoarding, glow sign boards, sign boards and wall painting (for

advertisement) in the market.

DATA ANALYSIS:-

TABLE 1:- General Awareness

Particular No. Of Respondent % of Respondent Aware 142 94.66% Unaware 08 5.33% Total 150 100%

0

20

40

60

80

100

120

140

160

Aware Unaware

Series 1

No. Of people aware about Frooti: 142

No. Of people not aware about Frooti: 008

TABLE 2:- Satisfactory Level

Particular No. Of Respondent % Satisfactory 90 60% Dissatisfactory 60 40% Total 150 100%

74

76

78

80

82

84

86

88

90

92

Satisfactory Dissatisfactory

Series 1

No. Of people satisfied with Frooti: 90

No. Of people not satisfied with Frooti: 60

TABLE 3:- No. of People Who Want to Change Frooti

Particulars No. Of Respondent % Want to change 60 40% Does not want to change 90 60% Total 150 100%

0

10

20

30

40

50

60

70

80

90

100

Yes No

Series 1

No. Of customers who want to change Frooti: 60

No. Of people who does not want to change Frooti: 90

TABLE 4:- Need of Modification

Particular No. Of Respondent % Need Modification 120 80% Does not need modification 30 20% Total 150 100%

0

20

40

60

80

100

120

140

Yes No

Series 1

No. Of customers who want some change in Frooti: 120

No. Of customers who does not want some change in Frooti: 30

TABLE 5:- Satisfaction With Packaging of Frooti

Particular No. Of Respondent % Satisfy with packaging 80 53.33% Does not satisfy with packaging

70

46.66%

Total 150 100%

64

66

68

70

72

74

76

78

80

82

No Yes

Series 1

No. Of customers satisfy with packaging of Frooti: 80

No. Of customers does not satisfy with packaging of Frooti: 70

TABLE 6:- Satisfaction With Packaging of Appy Fizz

Particulars No. Of respondent % Satisfy 130 86.66% Does not satisfy 20 13.33% Total 150 100%

0

20

40

60

80

100

120

140

No Yes

Series 1

No. Of customers satisfy with packaging of Appy Fizz: 130

No. Of customers does not satisfy with packaging of Appy Fizz: 20

TABLE 7: Satisfaction With Packaging of Bailley Particulars No. Of Respondent % Satisfy 30 20% Does not satisfy 120 80% Total 150 100%

0

20

40

60

80

100

120

140

No Yes

Series 1

No. Of customers satisfy with packaging of Bailley: 30

No. Of customers does not satisfy with packaging of Bailley: 120

AB E: - 8 Prreference of Produucts T LL

ePreferFrooti MazaaSlice JumpinMangoTotal

ence No. Of R

o. ON f

No. Of

No. Of

No. Of

No. Of

0

10

20

30

40

50

60

a

n o Sip

f customer

f customer

f customer

f customer

f customer

Frooti

rs who pre

rs who pre

rs who pre

rs who pre

rs who pre

Mazaa

40 50 30 15 05 150

Responde

efer Froot

efer Maza

efer Slice:

efer Jump

efer Mang

Slice J

ent %

ti: 40

aa: 50

: 30

pin: 15

go Sip: 5

umpin Man

26.66% 33.33% 20% 10% 3.33% 100%

ngo Sip

Series 1

ABLE 9: - Reason for Preference

eason for Preference No. Of Respondent %

T

RTaste 110 73.33% Brand 19 12.66% Price 17 11.33% Availability 04 2.66% Total 150 100%

reference due to taste: 110

ge: 19

ty: 4

0

20

40

60

80

100

120

Taste Brand Price Availability

Series 1

P

Preference due to Brand Ima

Preference due to Price: 17

Preference due to Availabili

FROM RETAILERS

In the current market frooti is market leader, due to its taste and quality.

1. How many brands are you having currently?

*Most of the retailer having three and four brands, because of customer demand.

20%

62%

10%

8%

TWO THREE FOUR MORE THAN FOUR

2. Which is more demandable brand according to you in the current market ?

FROOTI42%

SLICE18%

MAAZA30%

OTHER10%

*

3.Do you keep Frooti?

*Almost every retailer keep frooti.

YES96%

NO4%

4. Which brand is more marginable ?

FROOTI60%

SLICE18%

MAAZA12%

OTHER10%

Chart Title

*due to free scheme frooti is more marginable.

5. Which brand having the large market share according to you?

FROOTI42%

SLICE18%

MAAZA30%

OTHER10%

*According to retailers frooti has large market share,after that maaza.

6. On what basis you give purchase decision to the retailers/customer:‐

30%

40%

6%

24%

PRICE QUALITY AVAILIBILITY BRAND IMAGE

*quality is main deciding factor.

7.What influence your sales decision?

*customer demand and margin influence sales decision to retailers.

20%

30%36%

14%

ADVERTISEMENT MARGIN CUSTOMER DEMAND PRICE

8. Which brand would you like to Sale mostly?

FROOTI42%

SLICE18%

MAAZA30%

OTHER10%

*large no. of retailers want tosale frooti due to more margin and customer demand.

9. Which branded companies having the larger Ad in the Current market?

*according to retailers now a days slice has larger ad after that frooti.

FROOTI28%

SLICE38%

MAAZA22%

OTHER12%

10.What do you think about Frooti’s distribution system.

45%

9%

41%

5%

GOOD BETTER AVERAGE POOR

*most of the retailers are satisfied with frooti’s distribution system.

FINDINGS

This Chapter Contains

5.1 Findings 5.2Suggestions 5 .3Conclusion

5.1 FIN NGS OF THE STUDY:- DI

This is self explanatory, and basically it’s based on the market survey. I found

that the total result of the soft drinks that like all products, here we also have a

competitor as a big brand as Mazaa (Coca‐cola) and from the data of last year this brand

is decreasing is consuming power a little bit. And these are all about shows through the

data, which I gathered from Patna and Ara market.

Now we all are aware about the slogan “Mango Frooti Fresh ‘N’ Juicy”. So these are

the things that a product comes inside the buyer’s mind, whenever he goes to buy a

mango drinks. These are the things that shows our efforts and now

1. Frooti is the second largest Mango drinks.

2. The total percentage of market share of Frooti is 26.66%.

3. The total signage of Frooti is 19.05%.

4. The total percentage of market share of maaza is 33.33% slice 20%.

5. The total percentage of medium that affects the sales must: Television-36.19%,

Magazines/Newspapers-09.25%, Display-20.95% and wall paintings & Hoardings-

33.33%.

6. The thing aggressive advertisement or scheme further increase the sales volume of

Frooti. Yes- 77.14%, No-15.23%, None-07.61%.

7. The total percentage of promotional activities that affect the sales mostly. Free bottle

scheme-59.04%, Prize-20.00%, Discount/Carate-16.19%, other promotional activity-

04.76%.

8. The company adopts first level and second level distribution channel. The depot of the company sales its product directly to retailers, and then from retailer it goes to consumers. This happens only places where depot of the company is located.

9. In small towns wholesalers are established by the company. Wholesalers get product from the depot of the company, and they sale to retailers. From retailers it goes to consumer.

10. About 90% of retailer satisfied with the distribution system of the company.

11. Due to good margin, customer demand, brand image and easy availability retailers

are preferred to sale frooti.

12. Frooti has taken verity of tools and techniques of sales promotion. Like for

example sales promotion letters, catalogues, point of purchase (POP), display,

monstration free sample. customer service programmed and de

Sales promotional activities of Frooti:

Scheme : Frooti under Swastik Overseas Pvt. Ltd. has offered a lot of schemes for

sales promotion.

RETAILER’S SALES PROMOTION

Free‐ 4 TCA pack free on case purchase on 65ml.

Free ‐2 Bottles free on per case purchase on 200ml.

13.Aftel analyzing the data gathered from consumer and retailers,I found that

there is some contradiction regarding market share of frooti.according to

retasilers frooti has greater market share in comparision to maaza but consumer

iew is reverse. v

SWOT ANALYSIS

After doing seven weeks of field work and through survey in Patna and Ara market, I

can make it out the Swot analysis for Swastik Overseas Pvt. Ltd.

1. Though it has strong brand equity, brand image. It can survive in the most competitive

situation.

2. It has built market and market share, currently holds up over more than percentage

market share.

3. Consumer retention, consumer satisfaction after sales service is satisfaction.

4. Product quality is maintained.

5. Distribution is effective.

6. Promotional activities are satisfactory.

7. In the organisation capable leaders and the dedicated employees are there.

8. Production house in well quite.

Still the company has no fault but there are many problems in dealers:-

1. Lacking of communication with others.

2. Breakdown of Frooti vans when products are being distributed to the retailers.

3. Timing of distribution is not logistic.

4. Lack of efficiency, enthusiasm in salesman.

5. No distribution of cooling equipment amongst the retailers.

6. Due to specific taste, Frooti is lagging behind it nearest competitor brand Mazaa

(Coca-Cola).

7.

5.2 SUGGESTIONS:- 1) Packing can be more attractive

Packing of Frooti and Bailley can be more attractive comparing to present

packing. Bottle of Frooti should have the quality to customers towards it. It can have the

quality to be used later. Its competitor’s Mazaa bottle quality is more good and attractive

comparing to it.

Current packing of Bailley is very loose. Bottles get damaged during

transportation. Packing or bottle quality of Bailley should be increased. Bottle quality should

be enhanced that it can be used later for different purposes, such as it can be used as fridge

bottle.

2) Availability of product should be regular

Availability of different products of different available size regularly to

retailers is necessary. Generally retailers were not getting satisfied with the product supply.

This may make them to switch to other products. This may be a loss to the company.

A large segment of competitor is available in the market. During peak season

sale can be done normally, but during off season sale can be made by only those retailers who

get regular supply of every products.

3) Greed should be produced in the customers

Some offers should be given to customers. This will attract customers towards

Frooti. Seasonal scheme such as prize or others should be offer, this will be helpful to lure

customers towards Frooti and others product.

4) Working area to each salesman should be clearly defined

In greed to get more sales, salesman should enter to the area of their colleague.

When the salesman of the corresponding area goes to his working area, he became to know

that some other salesman has already done the business.

This will resulted in wastage of time to salesman, wastage of oil in the delivery

van.

5) Some salesman when they work to different area besides their respective area or, if

someone has sold product in their respective area, they make complains to retailers about that

salesman. This may affect company’s image among retailers and can be resulted in loss to the

company.

6) Salesman should try to meet the demand of maximum possible retailers. They should try to

distribute the available products among maximum possible customers. They generally sale

maximum possible product to few retailers. This can make others dissatisfy with company’s

service.

7) Since during the peak season (April to June) the working condition is very harsh and

tough, the salesman should be given some special treatment. This may encourage them to get

better result for the company.

8) Retailers should be provided hangers and other type of showcases, in which they may

arrange available samples of the company. This will be resulted in attracting customers

towards Frooti and other products of the company.

9) Retailers should be given some specific gifts after achieving a certain target. This may

encourage retailers to sale more product of the company. This may resulted in a good profit

to the company.

10) Most of the retailers have a demand of refrigerator from the company. Company should

give a certain target and time limitation to achieve that target. This will encourage and force

retailers to achieve that target. This may be profitable for the company.

11) Promotion should be attractive

Since Swastik Overseas Limited is acting as a franchisee of Parle Agro Limited,

It does not engaged in advertising for the product. Since increase in sale will be a increase in

profit for the company, Swastik should have a talk with Parle Agro regarding advertising of

the product. They can also share expenses for advertising in the respective region.

Wall paintings can be more attractive in the rural areas or low developed areas.

Banners can be used to make customers aware about the new products or new offers. Radio

can be also used as a effective mode of advertising, because in rural areas radio is a main

source of entertainment. In urban areas today youths are crazy for the FM radio. Advertising

through the radio can attract more customers towards it. Most important thing advertising

through the radio is cheaper comparing to television, and will be within reach to a large

number of populations.

12) I have got very few complains of bitterness in the taste of its water Bailley. Company

should take necessary measures towards it. Regular steps for quality control to be followed.

13) Delivery van

Delivery vans are generally uncomfortable. Company should try to manage for

possible comfortable delivery van. It will encourage salesman to work more for the company.

14) There are complains of leakage in 65ml TCA pack. This may discourage retailers to sale

65ml Frooti, because margin is low in this segment. Company should take return those leak

pack. This will encourage retailers to sale TCA pack.

15) There are complains of improper cutting line on TCA pack. Packets get leaked during

tearing of. The cutting line or dotted line made on the pack should be clear.

16) The salesman should have complete knowledge about the company’s product and offer

given by the company from time to time.

17) Salesman should be honest in their work. They should not cheat retailers, their customers

to make more money. This can display a wrong message about the company.

18) Salesman should have a clear and perfect knowledge about their locality. This can be

helpful in saving time. They should be aware the retailers type, means demand of the retailers

according to their locality.

19) Salesman should have good relationship with the retailers of their corresponding area.

This may create a good impact on them.

5.3 CONCLUSION:

So far as the people’s opinion is concerned I found an excellent result in favour of Frooti,

Bailley and Appy Fizz. Especially among Mango drinks Frooti is on the top of the market.

The overwhelming demand of 200ml in every region and 65ml especially in suburban and in

rural areas. It is clear that consumer are not much bothered for price rather they prefer

quality. Even they can get other mango drinks at low cost available in the market. So, it is my

finding that the consumers of the present era are not at all willing to compromise with the

quality standards of product. Price could be accepted to some extent.

During my survey, it was discovered that Sugar free Frooti if provided in the market, could

be highly appreciated specially by diabetes patients.

In my opinion Swastik Overseas Private Limited (manufacturer of Parle’s fruit and aqua

drink for Bihar and Jharkhand) has not left a single stone unturned in its way to progress but

there is always a room to improvement and there is much more to do for the advancement of

the organization.

Although there are several competitors for the company, the main competitor for the

organization is Coca-cola’s Mazaa. In city’s it has demand so and large equal to the Frooti.

The company should introduce pulpy and a mango drink with original Mango taste. Appy

Fizz has is the king of its segment.

Before I conclude my project on a highly esteemed organization, I would like to submit

public opinion in this favour. The pattern of job performance and the quality of product is

highly appreciated by the consumers. I would like to congratulate entire Parle Agro and

Swastik family for having gained this superb popularity, excellent impression and

magnificent image among the Mango drink lovers. My survey reveals the facts which

determines the mile stone achievement of organization. I wish Swastik and Parle to be

crowned as the King of the Market and much more........................

Besides all the above suggestions, I would like to add that the modern methods of

international standards should be adopted for reducing the manufacturing cost of the

products, transportation cost and a wide publicity be given, to boost the marketing strategy.

In manufacturing and marketing such an important product like mango juice where a high

risk of human health and hygiene is concerned, there can not be a hard and fast line drawn as

limit. The most you can the best you do

BIBLIOGRAPHY

BOOKS & AUTHORS

Marketing Management: Philip Kotler

Marketing Research: B.S. Goel

Marketing Management: Saxena Rajan

Sales Management: Cundiff, Still

JOURNALS & MAZAGINES

Business World

Company Journals

Pioneer

Swastik’s Diary

The Economic Times

The Financial Express

The Hindu

The Times of India

WEBSITES

Google

Parle’s official website

Swastik’s official website swastikgroup.co.in

Wikipedia

ANNEXURE

QUESTIONNARIE

(A FRANCHISEE OF PARLE AGRO LIMITED)

MARKET SURVEY REGARDING: ‐

M AND SALES & DISTRIBUTION SYSTE

MARKET SHARE OF FROOTI PURPOSE:‐ Suggestions to modify the Prod Customers Need and Demand

uct Taste & Design According to

NAME: ‐ ______________________________________

ADDRESS: ‐ ____________________________________

____________________________________

CONTACT No. :‐ ________________________________

py Fizz, and Bailley)? 1) Do you know Parle Agro (Frooti, Ap

(a) Yes (b) No

2) How do you find Parle’s product?

(a)Satisfactory (b) Dissatisfactory

uct to other product? 3) Do you want to change Parle’s prod

(a)Yes (b) No

lar source of refreshment? 4) Do you use Parle product as a regu

(a) Yes (b) No

ion in existing product of Parle Agro? 5) Do you think any kind of modificat

(a)Yes (b) No

fied with the packaging of Parle Agro product? 6) Are you satis

(1) Frooti‐‐‐

(b) No (a) Yes

(2) Appy Fizz‐‐‐

(b) No (a) Yes

(3) Bailley‐‐‐

(a) Yes (b) No

Drink you prefer most? 7) Which of the Mango

(a)Parle (Frooti) (b)Coca‐Cola (Mazaa

lice) mpin)

) (c)PepsiCo (S (D)Godrej (Ju (e)Mango Sip

8) Reason for preference of particular brand? (a)Taste (b) Brand Image (c)Price (d) Availability

9) From how long time you are using this brand? (a) 1 Year (b) 3 Year (c) 5 Year (d) More than 5 years

y one brand or switch to different brands? 10) Do you prefer onl (a)One brand (b)Different brand

these drinks?

ser

11) When do you uer

(a)During summ (b)Except winte (c)Whole year 12) Why do you prefer for Mango drink? (a)Taste (b) Mood change

from hot (c)Guesting purpose (d) Relief 13) How often you take the mango drink? (a) Once in a week (b) Sometimes (c) Often (d) Occasionally

f Parle Agro Product (Frooti)? 4) Are you satisfied with the quality o1 (a) Yes (b) No

arle Agro Product (Frooti)? 5) Are you satisfied with the cost of P (a) Yes (b) No 1

Suggestions if any Please: ‐ ____________________________________________________ ___________________________________________________

QUESTIONNAIRE

(For Retailer)

I am the student of SRM UNIVERSITY, Conducting a market research to know the SALES &DISTRIBUTION SYSTEM and MMARKET SHARE OF FROOTI. Kindly extend your cooperation in filling this questionnaire & nable us in doing the research successfully. e

NAME ………………………………

ADDRESS……………………………..

ONTACT NO………………………… C

1 u current. How many brands having yo ly?

(A) Two (B) Three

(C) Four (D) More than four

2 de you in the current market ? . Which is more mandable brand according to

(A) Frooti (B) slice

(C) Maaza (D) Others

3. Have you keep Frooti?

(A) Yes (B) No

4. Is this more profitable comparisons to others ?

(A) Yes (B) No

5. W o ? hich brand is m re marginable

(A) Frooti (B) Slice


6. W vin ding to you? hich brand ha g the large market share accor



e decision t ailers:‐ 7. On what basis you give purchas o the ret

(A) Price (B) Quality

(D) Brand Image (C) Availability

(E) Others (Please specify)

? 8. What influence your sales decision

(A) Advertisement (B) Sales Person

(D) Price (C) Reference Group

9. W oul le mohich brand w d you like to Sa stly?



10. Which branded companies having the the Current market? larger Ad in



rooti’ stri11.What do you think about F s di bution system

(A) Good (B) Better

(C) Average (D) other

A PROJECT REPORT ON SALES&DISTRIBUTIONSYSTEMAND MARKETSHAREOFFROOTI In the partial fulfillment of...

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