CONTENTS

Acknowledgement 2-3

Introduction 4-6

About the Company 7-18

Products 19-22

About the competitor 23-52

Objective 53-54

Research Methodology 55-57

Research Design 58-62

Analysis 63-65

Marketing Mix 66-75

About the market 76-93

Findings 94-96

Suggestion 97-99

Limitations 100-101

Bibliography 102-103

1
ACKNOWLEDGEMENT

2
 Acknowledgement

Among the many fine individuals who have helped makes this project possible I

would like to express my humble gratitude to Prof. ALOK SATSANGI (H.O.D.

Marketing Department) for his guidance. I would like to thank MR. AJAY

SRIVASTVA (Institution Sales Manager) provided the market and particular

segment. I would also like thanks MR. VINAY KUMAR for his guidance and

better co-operation.

I woe a special debt of gratitude to the entire gratitude to the

entire group which working with me and to all the retailers for their better

cooperation.

Sanjiv Kumar

3
INTRODUCTION

INTRODUCTION

4
 This project is done through EDS and under the title “A Study on the

Competitive Analysis and Market Development”

Preparing this project we went to each and every canteen owner pf west Delhi

because we were doing only institutional market. It include, schools canteens collage

canteens, hospitals canteens cinema halls shopping malls big bazaar, and others

institutional canteens where chips and namkeens are sold.

We have collected about all the product of Haldiram but worked basically for chips

and Namkeens segments.

We went to the canteens and saw the chips and Namkeens there we observe the

following things

1) Whether our product is available or

not at that canteen.

If not then we saw of which

company product is available.

3) How much sale is of that particular

counter and what the sales volume that counter may give to us.

4) What is the strength of that

particular counter?

5) Has that counter so many brands of

chips and Namkeens.

5
And if we get our product, we used to asked the sales volume, response of

consumer, delivery and thus came to know interest of retailers.

If we dint get our product we said about us, about our products, about the margin

what we give to retailers, about the facilities, about added value, we make them

aware about margin difference, comparing the competitors product and margin

provided by them.

And then we made them understand the extra facilities and unique selling point of

our product and make them ready to sale our product. Thus we developed the

market for Haldiram’s product.

After this we saw the competitor’s product (quantity) and asked the strength. We

also counted the signage and a stand of all the competitor’s company and

Haldiram’s which is at that particular store.

After all we create a daily survey report and listed the total

canteens located in west Delhi. And then analyses the data which was collected

from market. And then come to a conclusion on the basis of that analyzed data

and information. After all it becomes possible to make a meaningful and useful

report.

6
ABOUT THE

COMPANY

7
 COMPANY PROFILE

Marching Ahead… For A Global Presence…

Sweet and Salt are as diametrically opposite to each other as North pole and South Pole

but they perform wonders when used on the taste buds, this delicate use of both the tastes

in Mithais (Sweet Meat) and Namkeens (Salty Snacks) has made Haldiram’s undisputed

leader of the sweet industry. Haldiram’s synonymous with sweet meat as Cadbury is to

Chocolates. By default Haldiram’s can be termed as “Taste of Tradition”.

From a humble beginning in Bikaner in 1937 Haldiram;s have grown phenomenally and

are today an internationally renowned sweet me at manufacturer with chain of restaurants

and is also on the verge of starting amusement parks. It is the flag bearer of the traditional

Indian sweet, Haldiram’s was started by Shri Gangabisanji Agrawal alias Haldiram

Agrawal, who is the grandfather of Shri Shivkisan Agrawal, the man responsible for the

successes and fame of Haldiram’s he has made the brand a household name in India.

Haldiram’s products inherits the Matchless quality, Zero impurity and world class

packaging, efficient distribution network are the hallmark of each and every Haldiram’s

Product and to top it up the trump card of reasonable prices and efficient marketing

strategy and the key to success. Headquartered at Nagpur (M.S.) India.

The management at Haldiram's is quality conscious no doubt Shri Shivkisan Agrawal

always believes in superior input superior output. It has regional offices at Mumbai.

Bangalore and Chennai. It is a member of the SFA (Snacks Food Associations of

8
America) & ESA (European Snacks Food Association). The company has won

prestigious International Food award from TROFEO International Alimentocian of

Barcelona Spain in 1999. The company has ISO: 9001-2000 certification and HACCP

certification by Det Norske Veritas of Netherlands.

HALDIRAM’S GROUP IN A NUTSHELL PRODUCT:

Sky is the limit for Haldiram’s and its product range. The sweet meat range consists of

the famous Kaju Katli, Bengali Rasgulla, Cham Cham, Gulab Jamun, Raj Bhog, Kesar

Anguri to name a few. The Namkeens (Salty range) consists of the famous Bikaneri Sev,

Aloo Bhujia, Moong Dal, Khatta Mittha, Classic Dal, Cornflakes, Potato Chips, Moth

and variety of Papads. Soft drinks (Sharbats) the range includes exciting flavours like the

Royal Badam, Rose Squash, Orange Squash, Khus Squash & Thandai which serves as

energy supplements and coolants, In addition Haldiram’s enjoys a strong market share in

Processed Milk, Bakery and Ice Creams.

EXPORT:

Haldiram’s footprints are present in more than 16 countries such as UK, USA, Canada,

Australia, Europe, Singapore, Malaysia, Srilanka, The Middle East and Arab Countries.

FUTURE PLAN:

9
Plan are the pipeline to export Food Products under the “Mo’pleez” brand name with and

expanded product base

CHAIN OF RESTAURANTS:

The group is having exclusive Chain of Restaurants like “Abhin andan”, “Hot Spot”,

“Thaath Baat”, and “Planet Food” and is also starting an amusement park in the near

future.

MOTTO: “Superior Input Superior Output”.

10
 QUALITY POLICY

We at HALDIRAM FOODS INTERNATIONAL LTD.,NAGPUR. are committed to

manufacture variety of Sweets (Sweetmeats), Namkeens (Savories), Pasta & 3 - D Snacks

(Extruded Foods)to the Complete satisfaction of our Domestic & International

Customers with regard to Quality & Food Safety. We shall strive to provide world class

quality products by:

a) Utilizing hygienic, safe and premium quality ingredient and material.

b) Adhering to good manufacturing and hygienic practices.

We are committed to continually improve all our activities to enhance customer

satisfaction, organizational performance and market leadership.

We shall comply with statutory, regulatory requirements and all our actions would be

planned and executed to fulfill this policy consistently through to dedicated involvement

of all employee.

11
 AWARDS

Haldiram's Nagpur has won prestigious International Food award from

TROFEO International Alimentocian of Barcelona Spain in 1999.

International Membership and Certification

European Snacks Association

Snacks Food Associations, Virginia, U.S.A.

ISO: 9001-2000 Certification and HACCP

Certification by Det Norske Veritas of Netherlands.

12
 COMPANY EXPORT

OUR EXPORTS

Around 20 million ethnic Indians spread in over a number of countries around the world

and we have started our export of sweets and snacks in way back 1996 to reach the ethnic

Indians abroad.

We keep with us 50+ exports worthy products and we are successfully exporting them

to around 16 countries.

Our quality of products is backed with ISO-9001:2000 and HACCP Certification. 20+

imported machineries and new techniques of manufacturing bases a true International

look and helps us in meeting the stringent quality norms adhering to International

Standards.

13
 PROSPECTIVE MARKET

Prospective markets for our Products

Prospective market for Brand Haldirams

1. Russia

2. Ukraine

3. Uk

4. Madagascar

5. Reunion

6. China

14
 PRODUCTS FOR EXPORTS

Haldiram’s Nagpur Has variety of Indian Snacks & Sweets taking care of quality and

taste for its customers from around the world. All products are categorized as listed.

NAMKEEN

SWEETS

PAPAD

GIFT BOXES

BAKERY PRODUCTS

CONTACTS

Head Office:

Haldiram Foods International Ltd

15
Haldiram Foods International Ltd.

1213, 100 Feet Road, Hall II Stage,

Indranagaram,

Bangalore - 560 008

Ph :

e-mail : hfil.bangalore@haldirams.com

Chennai Office :

Haldiram Foods International Ltd.

No 1/2, Peeran Streets,

Saligram, Near AVM Studio,

Opp. Sooriya Hospital,

Chennai -600 093.

Ph:

e-mail: hfil.chennai@haldirams.com

INDIAN FESTIVAL
Products
Shri Ganesh Chaturthi

16
Ganesh Chaturthi is celebrated to mark the birth anniversary of Lord

Ganesh, son of Lord Shankar and Goddess Parvati. This festival is

celebrated for 10 days in Maharashtra state and throughout India. This

festival comes on the 4th day of Bhadarva Shukla-paksh of Hindu calendar.

Devotees of Ganesh bring the idol of Ganesh to their houses on this day
MODAK
with chants of Ganpati Bappa Morya. and worship the Idol of Lord Ganesh.

People do puja, of the idol twice a day - morning and evening till the idol is

in their home. Maharashtrians make sweets called Modak and offer them to

Ganesh.

The Ganesh idols are kept for either one and a half, five, seven or ten days

and then the Ganesh Visarjan is performed, whereby the idols are immersed KAJU KATLI

in sea waters.

Freedom fighter Lokmanya Tilak started the custom of

Sarvajanik Ganeshotsav (public festival) in Maharashtra, during the Indian

Independence fight against the British. The aim behind this was to bring the

people close to each other. From then on, this festival is celebrated in almost

every lane, housing society and area in Maharashtra and thus making

Ganesh Chaturthi a public festival. Huge pandals or stages are set up and

decorated beautifully and people worship the idol of Lord Ganesh together.

17
PRODUCTS

18
 PRODUCTS

 BHUJIA  AGRA SHEV

 LOUNG SEV  LAHSUN SEV
 ALU BHUJIA  MASALA SEV
 NIMBU MASALA  CHANA CHOOR
 MIXTURE  PANCHARATAN MIXTURE
 KHATTA MITHA  AGRATAJ DALMOTE
 GOLDEN MIXTURE  BHEL MUDI
 MADRASI MIX  BHEL PURI
 MILAN MIX  KASHMIRI DALMOTE
 SP. PALAK NAVRATAN  SP. CORNFLAKES
 ALL IN ONE  DRYFRUIT MIX
 FALAHARI CHIWDA  MASALA CHIPS
 WAFERS  ALU LACHHA
 MINT MASALA WAFERS  POTATO STICK
 MASALA WAFERS  HALKE FHULKE (Plain)
 HALKE FHULKE (Chilli)  HALKE FHULKE (Magic Mint)
 HALKE FHULKE (Mast
 CHATPATA PAPAD
Magic)
 TASTY  MUNG DALL
 CHANA NUT  MASALA CHANA DAL
 KAJU NAMKEEN  KAJU MASALA

 MASALA MUNG DAL  MURUKKU

19
  CHAT PAPDI
 MATHRI
 MASALA PUNJABI BUNDI
 MASALA PEANUT
 Cheesy Bites
 FUN BITES
 TAKA TAK
 RAW 3-D PILLOW
 PANJABI PAPAD
 DISCO PAPAD KACCHA
 UDAD PAPAD MASALA
 PAPAD COIN
 PAPADAM
 MASALA UDAD PAPAD
 BIKANERI FULL SIZE PAPAD
 KHATTA MEETHA PAPAD
 DISCO SAMOSA
 KHARI BOONDI
 NAMKEEN PEANUT
 CHATPATA DAL
 LOVE BITES
 YUMMY BITES
 RAW 3-D HEART
 BIKANERI PAPAD
 UDAD PAPAD
 CHANA MASALA PAPAD
 PAPAD COIN
 RED CHILLI PAPAD
 PUNJABI FULL SIZE PAPAD
 GARLIC PAPAD
20
 PANCHRATAN GIFT BOX  DOUBLE MAZA
 EK SE BADKAR EK  PREMIUM PACK
 CLASSIC PACK  GOLDEN TREAT
 CHATPATA TREAT  FESTIVE PACK
 MITHA NAMKEEN  ELITE DELITE
 ROYAL DELICACIES  MADHUR UPHAR
 DRYFRUIT DHAMAKA

21
 ABOUT THE

COMPETIT-ORS

FRITO-LAY HISTORY

In 1932, two young entrepreneurs independently started two separate

companies that were thousands of miles apart. Both men had the same

objective in mind, and both shared the same basic business philosophy:

22
"Provide the customer with a product of the highest quality and value; sell it

for a fair profit; and make service a fundamental part of doing business."

Elmer Doolin of San Antonio, Texas started his company by purchasing the

rights to a then unknown corn chip product that he would make famous.

Herman W. Lay of Nashville, Tennessee developed his business by selling a

product that was familiar to people in his region, but later would become

America's favorite potato chip.

These two savvy businessmen, who transformed a small, fragmented portion

of the food business into the large, flourishing world of snack foods, created

an industry based on unrivaled customer service and superior products.

The Frito Company

In 1932, Elmer Doolin entered a small San Antonio cafe and purchased a

bag of corn chips to eat with his sandwich. Little did he dream this savory

chip would become one of the nation's most popular snack foods.

Mr. Doolin, who was the operator of the Highland Park Confectionery, was

looking for another investment to add to his ice cream and snack business,

23
which was caught in a price war and showing little promise. He learned that

the manufacturer of the corn chips was eager to sell his small business and

return home to Mexico. For $100, Mr. Doolin purchased the recipe, 19 retail

accounts, and the manufacturing equipment, which was a converted hand-

operated potato ricer.

Mr. Doolin established his new business venture in his

mother's kitchen. Since there was no money for hiring

employees, Mr. Doolin, his mother, Daisy Dean Doolin, and his brother,

Earl Doolin, made the Fritos at night by hand-rolling the stiff masa dough

and thinning it with water, cooking the corn chips (Mrs. Doolin was the first

Frito cook), then packing the Fritos in 5¢ bags, which was the only size

marketed at that time; the family's production capacity was about 10 pounds

per hour. Mr. Doolin's days were spent distributing Fritos to his accounts

from his Model T Ford, seeking new accounts, looking for reliable sources

for quality corn, and washing and grinding the corn by hand. Total sales ran

from $8 to $10 a day; profits averaged about $2 per day.

Within months, the company experienced phenomenal growth. The

"factory" was moved from Mrs. Doolin's kitchen to the garage, then to a

duplex next door. In 1933, the brothers increased Fritos production from 10

pounds to nearly 100 pounds an hour after designing a "hammer" press, in

which the cutter was hit with a hammer to cut off the Fritos at the

24
appropriate length. The accelerated growth in production resulted in lines

operating in Houston and Dallas by year-end, and the moving of The Frito

Company headquarters from San Antonio to Dallas due to the city's central

location and better availability of raw materials. In 1937, a The Frito

Company opened its Research and Development lab — the first of its kind

in the industry — as a result of Mr. Doolin's search for reliable sources of

higher grade corn. Other products were added; Fritatos Potato Chips (later

simplified to Ta-Tos) were introduced in 1935, followed by Fritos Peanut

Butter Sandwiches and Fritos Peanuts in 1937. Mr. Doolin's and his

brother's ideas and mechanical engineering talents were shared once more as

they designed and constructed automatic presses and better cooking vats as

the company, which now employed hundreds of people by the late 1930's,

rapidly expanded. In 1941, the company opened its Western Division in Los

Angeles with two sales routes; these routes, which grew to 20 by year-end,

became the prototype for The Frito Company's "store-to-door" distribution

system.

During World War II, The Frito Company, as did other companies,

experienced shortages, rationing, and loss of man-power. Throughout the

war, however, tastes of home were remembered as Fritos were eaten by

hungry G.I.'s., and every Frito employee called to service was guaranteed a

job after the war by Mr. Doolin.

25
In 1945, as American returned to peace-time, the country experienced a

booming population, a new-found prosperity, and a large consumer demand

for products. To meet this demand, The Frito Sales Company was

established, which separated sales from production activities. The Frito

Sales Company was formed to convert product distribution to company-

owned routes, and its Sales Engineering Division was charged with

analyzing the sales potential of different trade areas and designing the routes

accordingly. This outstanding distribution system, which is still in use today,

allowed each truck to service a route and deliver Fritos directly to

customers.

Expansion by the Frito National Company continued with the issue of six

franchises in 1945. The first of the FRITOS® franchises was offered to The

H.W. Lay Company of Atlanta, GA., and would be the start of a partnership

that would change the shape of American consumer goods marketing. When

Hawaii was issued a FRITOS® franchise in 1947 along with six additional

U.S. franchises, national expansion and international distribution - Mr.

Doolin's bold vision of global marketing for his company – was realized.

Three years later, in 1950, FRITOS® were sold in all 48 states, and, by

1962, they were sold in 48 countries.

The Frito Company issued its first public stock offering in 1954, with sales

that year reaching $21 million. In 1956, in a move to consolidate its national

26
distribution and create the first national snack food company, The Frito

Company started buying back franchises and acquiring regional snack food

companies.

Under his imagination and leadership, Mr. Doolin changed a small, kitchen-

operated business into a multi-million dollar company. At the time of his

death in 1959, The Frito Company produced over forty products, had plants

in eighteen cities, employed over 3,000 people, and had sales in 1958 in

excess of $50 million. Today, FRITOS® Corn Chips rank among the top 10

salty snacks in the United States.

The Lay Company

In 1932, Herman W. Lay began his potato chip business in Nashville by

delivering snack foods from his Model A Ford touring car. Like Mr. Doolin,

he also had tried his luck in the ice cream business. Mr. Lay and a friend had

planned to sell ice cream along the parade route at the 1928 Democratic

National Convention in Houston, Texas. Their business venture failed when

the parade was rerouted and their ice cream stand was left on a deserted

street.

27
After a variety of jobs, the then 24-year-old Mr. Lay was hired as an extra

route salesman to sell and make deliveries for the Barrett Food Products

Company, an Atlanta, Georgia manufacturer of Gardner's Potato Chips.

Later that year, he took over Barrett's small Nashville warehouse as a

distributor, using his Model A car as a delivery truck and $100 in capital.

Mr. Lay received a weekly allotment of potato chips and a cash allowance;

the job paid no salary, just an advance against his commission on sales. He

now had a job, his own territory, and a business to independently run.

As his territory expanded, his profits rose. He hired his first salesman in

1934, the same year that his H.W. Lay Distributing Company became a

major distributor for the Barrett Food Products Company. Three years later,

Mr. Lay had 25 employees and had moved into a larger manufacturing

facility where he produced popcorn and peanut butter sandwich crackers.

A representative of the Barrett Food Company contacted him in 1938 with

an offer to sell Mr. Lay the company's plants in Atlanta and Memphis for

$60,000. Unable to raise but $5,000 from investors and associates, he

borrowed $30,000 from a bank and persuaded the Barrett Company to take

the difference in preferred stock. Mr. Lay moved his headquarters to

Atlanta, replaced the Barrett signs with "H.W. Lay Co., Inc." signs on

October 2, 1939, and remained as president and chairman of the board until

1961.

28
 When he formed the H.W. Lay corporation in 1939, Mr.

Lay had fourteen trucks covering the Nashville -

Chattanooga area. Expansion was also a vision for Mr. Lay, who, over the

next few years, purchased the Barrett manufacturing plant in Jacksonville,

Florida, and additional plants in Jackson, Mississippi, Louisville, Kentucky,

and Greensboro, North Carolina. He retained the Gardner trademark of

Barrett Food Products until 1944, when he changed the product name to

Lay's Potato Chips and introduced "Oscar — the Happy Potato" as its

advertising symbol. In 1945, Mr. Lay signed an exclusive franchise

agreement with The Frito Company to manufacture and distribute FRITOS

in most of the sales territory covered by The H.W. Lay Company.

In 1949, the company established a research lab to develop new products.

The purchase of two other snack food companies, the Richmond (Virginia)

Potato Chip Company and the Capitol Frito Corp., increased his product line

and distribution area in the 1950's. By 1956, H.W. Lay & Company, now

publicly-owned, was the largest manufacturer of potato chips and snack

foods in the United States; it had more than 1,000 employees, plants in eight

cities, and branches or warehouses in thirteen others. Its primary product,

LAY'S® Potato Chips, is America's favorite potato chip.

Frito-Lay, Inc. Is Formed

29
 In 1945, the Frito Company granted

H.W. Lay & Company an exclusive

franchise to manufacture and distribute FRITOS® Corn

Chips in the Southeast. As the two companies worked toward national

distribution, a close business affiliation developed which eventually resulted

in a merger. In September 1961, just 29 years after the founding of both

companies, The Frito Company and H.W. Lay & Company merged to

become Frito-Lay, Inc., the largest snack selling company in the United

States.

Frito-Lay and Pepsi Join

In February 1965, the Board of Directors for Frito-lay, Inc. and Pepsi-Cola

announced a plan for the merger of the two companies. On June 8, 1965, the

merger of Frito-Lay and Pepsi-Cola Company was approved by

shareholders of both companies, and a new company called PepsiCo, Inc.

was formed. At the time of the merger, Frito-Lay owned 46 manufacturing

plants nationwide, had more than 150 distribution centers across the United

States, and was listed on the New York Stock Exchange. In 1998, PepsiCo

acquired Tropicana; and in 2001 acquired The Quaker Oats Company.

30
 Frito-Lay Today

Today, Frito-Lay has more than fifteen $100 million brands: LAY'S®,

FRITOS®, CHEE.TOS®, BAKEN-ETS®, RUFFLES® DORITOS®,

FUNYUNS®, TOSTITOS®, BAKED LAY'S®, WOW!®, SUNCHIPS®,

MUNCHIES®, OBERTO®, ROLD GOLD®, GRANDMA'S® Cookies and

Quaker Chewy Bars®, Quakes® and Fruit & Oatmeal Bars®.

Values
In our business, understanding different cultures is a major advantage. In fact, we

view diversity and inclusion as a key to our future.

Employer of Choice:

Frito-Lay is committed to offering a workplace where all associates can grow and

develop in an inclusive environment, leveraging our individual strengths and

differences to create a sustainable competitive advantage; thus maximizing our

business performance, and ensuring that Frito-Lay is recognized as the employer

of choice for all.

Partner of Choice:

31
Frito-Lay products are sold by a diverse group of retailers. To truly understand the

needs of our retail customers – and succeed in the marketplace – Frito-Lay must

reflect that diversity in our employees, our suppliers and in everything we do.

Brand of Choice:

Our brands appeal to an extraordinarily diverse array of consumers. Frito-Lay

recognizes the ever-diversifying population and strives to deliver authentic

products and relevant promotions for every consumer.

Supplier Diversity
Traditions run deep at Frito-Lay, Inc. a division of PepsiCo. We believe in the

strengths of our cultural heritage and their value for our future.

Commitment

We advocate the development and growth of minority and women suppliers. Our

goal is to provide procurement, development and educational opportunities that

will enable minority and women-owned businesses to excel as Frito-Lay suppliers

and in America's free enterprise system. An integral part of our mission is a

commitment to purchase from a supplier base representative of our employees,

consumers, retail customers and communities. Therefore, we seek opportunities to

give qualified minority and women suppliers a chance to succeed. It benefits

PepsiCo, our business objectives and our communities.

History

32
Frito-Lay has had a long commitment to Supplier Diversity. Since the 1960s

Frito-Lay pioneers such as Harvey Russell, Don Kendall and Jim O’Neal believed

early on that diversity and inclusion provide a competitive advantage that drives

business results. They understood that developing partnerships with minority-

owned and women-owned suppliers would help build the world-class supplier

base the company needed.

In 1983, Frito-Lay formally launched its Supplier Diversity program with the

intent of sourcing diverse suppliers who could provide our company with high

quality goods and services at competitive prices. Today our program is 20 years

strong and during that time we have spent over $2.1 billion with minority and

women-owned entrepreneurs (M/WBEs). We are proud to say that we utilize

M/WBEs in virtually all areas of our company. We also take pride in developing

M/WBEs to be successful not only within our company but with other divisions

of PepsiCo. Our Supplier Diversity program has also allowed our company to be

proactive in the economic development of our communities. We are proud of our

successful experiences in supplier diversity and treasure the many minority and

women-owned companies that bring value-added and measurable performance to

our business environment. Frito-Lay’s comprehensive strategy for integrating

these businesses into the supplier development process supports our supply chain

efficiency and effectiveness, as well as the company’s bottom line. It's a vital part

of our day-to-day business.

33
 POLICY
To develop partnerships with certified M/WBE suppliers that bring value-added and

measurable performance to the Frito-Lay supplier development environment in order to

provide the highest quality of goods and service to our consumers in the most efficient

and effective manner. To make a strong, positive effort to effect growth of certified

M/WBE suppliers doing business with Frito-Lay in areas that include Corn &

34
Commodities, Energy, Ingredients, Other Goods & Services, Packaging (film, bottle

labels), Potatoes, Transportation, Marketing and Engineering and every facet of our

operations. Definition of Minority-Owned Business A minority-owned business is a for-

profit enterprise, regardless of size, physically located in the United States or its trust

territories, which is owned, operated and controlled by minority group members.

"Minority group members" are United States citizens who are Asian, Black, Hispanic and

Native American. Ownership by minority individuals means the business is at least 51%

owned by such individuals or, in the case of a publicly owned business, at least 51% of

the stock is owned by one or more such individuals. Further, the management and daily

operations are controlled by those minority group members.

Ethnic Minority Descriptions

• Asian American: A U.S. citizen whose origins are from India, Pakistan and

Bangladesh, Japan, China, Taiwan, Korea, Vietnam, Laos, Cambodia, the

Philippines, Samoa, Guam, the U.S. Trust Territories of the Pacific or the

Northern Marianas.

35
• African American: A U.S. citizen having origins in any of the Black racial groups

of Africa.

• Hispanic American: A U.S. citizen of true-born Hispanic heritage, from any of the

Spanish-speaking areas of Latin America or the following regions: Mexico,

Central America, South America and the Caribbean Basin only.

• Native American: A person who is an American Indian, Eskimo, Aleut or Native

Hawaiian, and regarded as such by the community of which the person claims to

be a part. Native Americans must be documented members of a North American

tribe, band or otherwise organized group of native people who are indigenous to

the continental United States and proof can be provided through a Native

American Blood Degree Certificate (i.e., tribal registry letter, tribal roll register

number).

Definition Women-Owned Business

• Non-Ethnic-Female Description: A U.S. citizen who is female with 51%

ownership by a woman or women. Owner must have proof of effective

management of the business (operating position, by-laws, hire-fire and other

decision-making role). A woman with control of the business as evidenced by

36
 signature role on loans, leases and contracts and possessing U.S. Citizenship or

U.S. Resident Alien Status.

Investor Info
Frito-Lay North America is the convenient fun foods division of PepsiCo, which is

headquartered in Purchase, NY. In addition to Frito-Lay, PepsiCo divisions include

Pepsi-Cola, Quaker Foods, Gatorade and Tropicana.

PRODUCTS
Frito-Lay offers a wide variety of fun foods and sensible snacks to satisfy your snacking

needs. From mouth-watering potato chips and corn chips, to hardy pretzels, and savory

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37
Grandma's® brand Cookies
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Munchies Snack Mix
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Frito-Lay's commitment to Health & Wellness has been, and will continue to be,

demonstrated by the real actions we are taking to change the way America snacks.

38
 We understand our accountability to consumers - to provide them

with great tasting, convenient, high-quality choices that cross the

spectrum of nutritional variety - and Frito-Lay is committed to meet

this challenge.

Our Ingredients

Frito-Lay uses only the finest ingredients to deliver great tasting products. These

ingredients include proprietary potatoes patented by Frito-Lay, natural blue and

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used are managed by Frito-Lay from seed, to soil, to our manufacturing facilities

ensuring the highest quality.

Our Oils

For years Frito-Lay has led the industry in research and testing of different

cooking oils. In the early 80s, Frito-Lay moved to using polyunsaturated oils

reducing the saturated fat content of our snacks. In early 2003, Frito-Lay

completed a full conversion to non-hydrogenated oils eliminating trans fats from

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risk of coronary heart disease.

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ingredients in their snack choices. We have listed Frito-Lay products according to

39
specific dietary concerns here. Select the appropriate choice for a complete

listing.

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Health & Wellness : Smart Spot

40
 PepsiCo introduced the Smart Spot™ symbol designed to help

consumers identify more than 100 of the company's food and

beverage choices that contribute to healthier lifestyles,

Health & Wellness : Nutrition FAQ

Do Frito-Lay products contain gluten?

Some of our snacks contain gluten. For a list of products not containing gluten,

Has Frito-Lay removed trans fats for its products?

Yes, as a leader in the convenient food industry, Frito-Lay moved proactively and

eliminated trans fats from Doritos tortilla chips, Tostitos tortilla chips and Cheetos

cheese snacks. For years, our Lay’s and Ruffles potato chips as well as our Fritos

corn chips and Rold Gold pretzels have been made with oils that are trans fat free.

What are trans fats?

Trans fats are formed when liquid vegetable oils are processed into solids, like

margarine and shortening. Sources of trans fats in the diet include snack foods and

baked goods made with "partially hydrogenated" vegetable oil or "vegetable

shortening." In scientific studies, trans fats appear to raise blood levels of total

cholesterol and LDL, the so-called "bad" cholesterol, and therefore, increase the

risk of coronary heart disease. The majority of Frito-Lay snacks are made with

41
trans fat-free oils. For a complete list of Frito-Lay snacks containing zero grams

of trans fats,

Do Frito-Lay snacks contain peanuts?

Frito-Lay snacks that contain peanuts, or are processed on equipment that makes

snacks containing peanuts, will always contain an allergy information statement.

This statement can be found under the ingredient information on the package, or

in the case of small packages of crackers, on the side of the back information

panel.

Why do Frito-Lay snacks contain MSG?

Monosodium glutamate (MSG), found naturally in many foods, is merely a flavor

enhancer. Only very small amounts of MSG are necessary to enhance the spices

and seasonings used in flavored Frito-Lay snacks. Extensive consumer testing

indicates that consumers prefer the taste of chips with MSG. For a list of snacks

not containing MSG,

Does Frito-Lay use flour on any of its manufacturing lines?

No, flour is not used on any of our chip manufacturing lines. However, flour is

used in many of our wheat-based product lines including cookies, pretzels and

crackers.

What is a "natural" snack?

Natural is defined by the FDA in the Nutrition Labeling and Education Act

(NLEA), 1990. The word "natural" refers to foods that have no artificial

42
ingredients, no added colors, no preservatives, no hydrogenated oils, 0 grams

trans fat. Frito-Lay has a line of Natural snacks that meet the definition "natural".

Our Natural snacks are made with the finest vegetable oils (expeller pressed

sunflower oil/0 grams trans fat), no preservatives, no colorings and no additives...

just great ingredients like corn, potatoes, cheese and pure sea salt.

What is an "organic" snack?

Organic is defined by the USDA under the 2002 National Organic Program

(NOP). The term "organic" refers to foods that are created using environmentally

friendly farming practices (no artificial pesticides and no growth hormones) and

no irradiation. Additionally, organic foods have no hydrogenated oils, 0 grams

trans fat and the organic ingredients are segregated from non-organic ingredients

to maintain integrity during storage and processing. To make sure manufacturers

abide by these standards, the USDA accredits certifying agencies to inspect and

certify that manufacturer's ingredients, plants and processes are organic. Frito-

Lay's USDA-accredited certifier is Oregon-Tilth. We display its logo on the back

of the package of our Natural products that contain certified organic ingredients.

What are the major foods that cause allergies?

Peanuts, wheat, soybeans, tree nuts, milk/dairy, eggs, shellfish/crustacea and fish

are the eight major foods that cause allergies.

43
FRITO-LAY BRANDS

All Products

Baked! Products

Cheetos

Cracker Jack

Doritos

Fritos

Funyuns

Grandma's

Lay's

Lay's Stax

Light Products

Munchies Snack Mix

44
 Rold Gold

Ruffles

Sun Chips

Tostitos

Leadership

Al Carey

President & Chief Executive Officer

Rich Beck

Senior Vice President, Operations

45
Marc Guay

President, Frito Lay Canada

Jaya Kumar

Chief Marketing Officer

Randy Melville

Senior Vice President, Sales

Jaime Monte mayor

Chief Information Officer

46
Daniel Naor

Senior Vice President, Transformation and Strategy

Charles Nicolas

Vice President, Public Affairs

Rocco Papalia

Senior Vice President, Research & Development

Dave Rader

Chief Financial Officer

47
Mark Schiller

Senior Vice President & General Manager, Quaker

Snacks/Games a

Michele Thatcher

Senior Vice President, Human Resources

Kelly Tullier

Vice President, General Counsel

Our extended family is growing...and shipping...and warehousing...and

selling...and...

If you do business with Frito-Lay, everything you need is right here! Our

Electronic Data Interchange hosts comprehensive data important to our trading

48
partners.

OBJECTIVE

49
 Objective

While marketing only project report their must be sum objective or goal because with our

any objective , no project Report can be completed in true sense so the main objective of

doing this project Report are : -

What the subject taught in classroom at M.B.A course is completely

theoretical so during the summer training I compare how the marketing activity at an

organization varies with this theory.

To create the contact with working of an organization and see the different types

of marketing activities. It also helps us to take knowledge about product distributor

promotion and buying behavior.

To find out the types of channel, by which product is selling and to

know monopoly and average sales of these outlets.

50
 Research

Methodology

51
 Research Methodology

The purpose of the methodology is to describe the research procedure. This included

overall research design preparation of the format for data collection to every dealer and

outlets holders.

The data collection method and analysis procedure

The methodology used to carry out the project report in the analyzing

the data collection by the survey method. The survey on the data collection was the made

by the interviewing the concern personalizes by the filling up the specific format for data

collection.

Data types

There are two types of data

2. Primary data

3. Secondary data

52
 1. Primary Data:-

Data those are given by the company it self to reach to the retailers.

2. Secondary data

Data which are collected by field work and survey.

Data collection method

Two different format of data collection were prepared keeping in the view the

important data to be collected which can up a way to find out the market share of the

Haldirams product and other product and signage and stands provided by the company

and different scheme offered to them by Haldirams and then . A format is prepared for

collecting data.

Field work

For interviewing the retailers went to each and every school, collage, hospital,

restaurant of west Delhi. Thus I interview about 150 canteen owners and the entire

distributor over the entire west Delhi. I asked them to help me in filling the format for

collecting data.

53
RESEARCH

DESIGN

54
 Sampling and research design

Research design:-

Type: Exploratory (Preliminary Investigation)

Sources survey by means of structured undisguised and

of information general face to face interaction with outlet holders and used

some secondary data.

Area of sampling: west Delhi

Janakpuri

Dwarka

Paschim vihar

Punjabi bagh

Rajouri garden

Vikash puri

Mayapuri

Naraina

55
 Total stands in west Delhi’s institutional market

lays
haldirams
kurkure
0thers

Total survey done in west Delhi only it may differ from other areas of Delhi or retail

market of West Delhi.

56
 Total market share of Haldiram’s chips in institutions in west Delhi

Lays
Haldiram
Oyes
0thers

Total survey done in west Delhi only it may differ from other areas of Delhi or retail

market of West Delhi. But in this area is leading chips segment in institution.

57
 Total market share of Haldiram’s Namkeen in institutions of West

Delhi

Bikano
Haldiram
Others

Namkeen are not sold in schools, collages and many others institution so there is not

good response in institution. Only few hospitals and convenioes sale namkeens so the

data has been taken from that’s counter only. The schools and collage sale only chips

woo pies.

58
ANALYSIS

59
 Swot Analysis

Strength Weakness

Opportunity Threats

Strength

1. A nation wide manufacturer and strong distribution channel

2. Strong control over distributors

3. Haldiram is the master brand is Namkeen and growing its chips.

4. Engage in proportioning through out the year.

5. Employees are very much devoted to there works

Weakness

1. Feedback system doesn’t work property.

2. Proper Importance isn’t gives to the retailers.

3. Low profit margin to the distributors.

4. Weak in chips segment.

5. Low profit margin to the retailers in Namkeen Segment.

60
Opportunity

1. Steel big empty market

2. Huge demand in the month of August to March.

Threats

1. Facilities provided by the Lay’s, is offering credit sales.

2. Lay’s and Kurkure paints the outlets regularly.

3. Matter of low hygienic foods.

4. Insects are found

5. Entrance of Local product.

6. Distributor attitude

7. Undercutting to the Whole sale market.

61
 Marketing mix

Product Price Place Promotion

Marketing mix is the set of marketing tools that the film uses to pursue it

marketing objective in the target market.

Marketing Mix of Haldiram’s

Products

Chips, Namkeens , Sweets , Pickles , papad , Syrup , Woo pies

62
Chips

There are six flavors in chips classics salt

• Pudina treat

• Paprika

• Mast Masala

• Bolelos

• N salt

Taste of chips

Pudina treat - Taste of pudina

Peprika - Taste of green chill

Mast masala - Taste of Tomato

Classic salt - Plain $ only salted.

Boletos -

N salted - Masala salted

63
Ruffles:-

• Takatak

• Woo pies

Namkeen:-

• Bhujia

• Aalu Bhujia

• All in one

• Kaju Mixer

• Kashamiri mixer

• Bombay mixer

• Nut cracker

Peanut

• Plain

• Salted

• Masala

• Panch rattan

• Khan meether

• Neembu Masala

64
 Channa

• Bombay Channa

• Madrasi Channa

• Kabuli Channa

• Channa Dal

Mix

• Pinnet Mix

• Mir chi Pinnet

• Chapatti Dal

Papad

• Javitri

• Medium

• Punjabi

• Mir chi

65
 Syrup

• Mango pana

• Kaala khata

• Thandi

• Badam kesariya

• Rose

• Khus

• Lemon

Pickles

• Mango

• Mir chi

• Lemon

• Mix

66
 Sweets

There are so many sweets at show room but only few are available in packets and canes

• Soon papari

• Soan cake

• Raasgulla

• Chumchm

• Gulab jamun

Cookies, biscuits and cake are available in retail

market.

Product Qualities

Impeccable qualities, They focus on TQM before the finish like because the quality

along if advertisement which Haldiram gives as a competitive edge design

innovative of packets day by day. It is a popular due to its colorful packets of

Namkeen which is unbeatable by other brands.

Features:-

67
 Testy Snacks , Suitable with drinks as well as serving guest

Brand name:-

Huge brand name nation wide

Warranty

Takes in return when product expires or any or any other damage which is

accidentals.

Price:-

The price is different for different product chips.

Discount

Depends upon the sales executive, and retailer’s bargaining and as different

scheme.

Allowance

Fixed, as per distributor target and companies target to the sales person.

Public relations

68
 Marketing sales executive pays a visit to retailer

Time to time.

Sales executive

Create new counters for that particular distributor on which he is working.

Promotion

Scheme like scratch coupon, Discount coupon, Bags, Caps, T- shirt, Win cheaters

etc. are given to retailer and customer

Note:-Discount coupon are double edge sword , to the customers because when

customer gets and discount coupon He/ She goes to show room of Haldiram’s and

buys another product and thus he become a new customer another product.

Advertisement

Spent huge amount in ads.

69
 Place

One of the most important thing any companies is the place. When the company

sales its product and for a good sales volume, the listenable things are segmenting

targeting, and positioning is must. For this work the company recognized its customer i.e.

who are the customer and where are they. Then he starts working.

The coupon its customer and market place. Then target them and

after all it creates a position in the customer mind.

The Haldirams work in to ways since it is the market leads in

Namkeen market so, it does not care of its competitor and need not to work more for its

promotion and position due to its quality and brand name , but for chips its work

regularly.

70
 The company segment its market it to type.

1. Retail market

2. Institutional market.

Retail Market

The company has kept all the open market as retail market in miss all the shop, Early

shops , grocery shop, and general store are included.

Institutional market

In this segment the company has kept all the institutional shop/ contents. In this

segment collage canteens, school canteens, hospital canteen, Restaurant, cinema

halls, shopping malls, its are included.

71
ABOUT THE

MARKET

72
 List of account visited in survey and their status

Sr. Name Of Account Address Contact Phone Remarks

No. Person
1 Kitchen Craft India C-2a/239c, Mr. Vipin 9891305544 Monopoly Of

Janakpuri Manchanda Haldirams

2 Lumax Industry B-85/86, Siba P 55489712 Running

Limited Mayapuri, Prahraj

Industrial.

Area
3 M E R I Canteen D-1 Mr. Nag Running

Janakpuri pal

4 Mgs Hospital Mgs Mr. Rakesh 9868288690 Running

Hospital,

Punjabi

Bagh
5 Shou Hospitality Action Mr. Rajiv Running

Balaji, Goswami

Hospital,

Paschim

Vihar
6 E S I Hospital Basai Mr. 9210081620 Running

Canteen Darapur, Shashank

Ring Road
7 Canteen Global Ambika Mr. Running

73
 Hospital Vihar, Ramesh

Paschim

Vihar
8 Canteen Hansraj Punjabi Mr. Bharat Running

Model School Bagh New Bhushan

Delhi
9 Canteen Happy Model B-1, Mr. Bari 25517656 Running

School Janakpuri

10 Canteen Iitm Iitm Abhishek Running

Janakpuri,

D-Block
11 Canteen Jindal Public Dwarka Harkesh Running

School Road, Vijay

Enclave
12 Canteen Kendriya C-2a Sonu 9312059472 Running

Vidyalay Janakpuri

13 Canteen N C Jindal Punjabi Dinesh Running

School Bagh

14 Neo Convent Public Paschim Running

School Vihar, Outer

Ring Road
15 S D S Bal Mandir Punjabi Mahesh Running

Bagh

16 Shivaji Collage Shivaji 9213306288 Running

Collage

74
 Rajouri

Garden
17 Canteen Tagore Mayapuri, Manprit Running

School Main Road Singh

18 S Vidya Service Sector -3 Mahender 25080771 Running

Station Dwarka,

19 Dhruva Caterers Paschim Sandeep 9810233057 Running

Vihar Makhija

20 Diet Concept 4/33, Harpreet 9213201866 Running

Subhash

Nagar New

Delhi
21 D T E A School District Mr. Ramu 9868522910 Running

Center,

Janakpuri
22 Bharti Collage C-1 Mr. 55120858 Running

Janakpuri Satrudhan

23 MSIT C-1 Mr Hitesh 9891989563 Running

Janakpuri

24 M K W Hospital Rajouri Mr. Raju Running

Garden

25 Auto Care Rjouri Mis. Sabita Running

75
 Garden

26 R N Motors Peera Gadi Sona 25255115 Running

Chouck

27 Wine And Beer Shop Mayapuri Surinder Running

Community Singh

Center
28 Little Angle School Paschim Mrs. Anu 9312176878 Running

Vihar

29 Vishal Cinema Rajouri Manager Not

Canteen Garden Interested(Due

To Print Mrp)
30 Ayushman Hospital Dwarka Mr 9213201866 Not Interested

Central Harpreet

Market
31 Holy Child Public Raghubir Mr Nagpal Not Allowed

School Nagar Snaks

32 Saraswati Sr. Sec. Dwarka Mr 25358529 Not Allowed

School Road Vijay Harcharan

Enclave
33 Rainbow School C4e Manoj Running

Janakpuri

34 Oxford School Dwarka No Canteen

Road Vijay

Enclave
35 D. A. V School Chander Mr.Suraj 25599860 Running

76
 Canteen Nagar

Janakpuri
36 Arjun Store E S I Basai Mr Arjun 25167 246

Darapur

37 S S Mota Singh Janakpuri Mr. Not Allowed

School Bhupender

Singh
38 St Francis School Janakpuri Mr 9891770077 Running

Kawaljeet

Singh
39 Mata Chanan Devi C2 Mr Kishan Running

Hospital Janakpuri

40 Archid Hospital C2 No Canteen

Janakpuri

41 Milan Cinema Motinagar Manager 250101014

42 S D Public School Kirtinagr Mr Suresh 9350160344 Running

Main Road Gera

43 Sent Sofia Paschim Mr Oberoi 9811422130

Vihar,

Water Tank
44 Eatery Shop Dist Park, Sanjay 9811347347

Janakpuri Tyagi
45

77
46 Bhagwati Service Hari Nagar Mr Raja 9810559983 Running

Station Ghantaghar

47 Nirulas Bhagvati S. Harbingers Mr Rite’s Deal From

Stn Head Office

48 Speed Ways Harbingers Mr Vinod 20052730 Not Interested

49 Captain Amit Ser. Stn Harinagar Mr Joshi 25497973 Not Interested

50 Bharti Bidyapeeth Rohtak Mr Arjun 55224783 Running

Canteen Road

51 Anil G Canteen D-21 Mr Anil New Canteen

Janakpuri

52 Pharma Plush Kirti Nagar Manager Running

53 Hot N Juice Csm Rajouri Mr 9818057771

Jasvinder

54 Paratha Wali Gali Csm Rajouri Mr Soni 9873340311 Running

Garden

55 Kamal Foods New Era Mr 9891757116 Running

Public Joginder

School

78
 Mayapuri
56 Adarsh Sr, Sec. Kirtinagar No Anteen

School

57 Syal Service Station Kirtinagar Manager Running

58 Venkateshwer School Sector-10 Manager 25089415

Dwarka

59 Indraprastha Sector-9 Mr Rajeev 9899834383 Not Interested

International School Dwarka

60 R D Rajpal School Dwaka Canteen

Under

Construction
61 Itl School Dwarka Outside

Product Not

Aloud
62 G J U Collage D-21 Mr Rajesh 9811516260 Running

Janakpuri

63 Bhagat Hospital D Block Mr Anil 55523142 Running

Janakpuri

64 Janak Cinema Community Manager 25551115 Running

Center

Jankpuri
65 Hsakuntla Hospital Sitapuri Ext. Not Interested

79
66 Bemishal Restuarent B-1 Mr 25502021 Running

Janakpiri Himanshu

67 Bemishal Restuarent Dist Center Mr 25502021 Running

Janakpiri Himanshu

68 Keshar Nursingh Sagarpur Not Allowed

Home
69

70 Divine Happy Model Paschim Sanajy 9312541395 Running

School Vihar

71 DAV Dwarka No Canteen

72 Sehgal Hospital Meera Bagh Mr Hrarprit 9213201866 Not Interested

Canteen

73 Kendriya Vidyalaya Ambika Mr Walia Running

Vihar

Pachim

Vihar
74 Shah International Ambika No Canteen

Vihar

Pachim

Vihar
75 Pick N Drive Meera Bagh Manager 25255560 Awaited

Ring Road

80
76 Bal Vikash Public Paschim No Canteen

School Vihar

77 Bosco School Paschim No Canteen

Vihar

78 Batra Hospital Rajouri Mr Mohan Awaited

Garden

79 Rajdhani Collage Ring Road Mr Rajeev 9213422198 Running

Rajouri

Garden
80 Satyam Cinema Dist Centre Manager Not Interested

Janakpuri

81 Anand Hospital Dhouli Pyau Reception` No Canteen

82 Janakpuri Club District Not Interested

Center

83 Jai Nar Hospital Meera Bagh Reception No Canteen

Ring Road

84 Amarleela Hospital B-1 Mr. 9818016557 Running

Janakpuri Rooplal

85 Hundred Percent Sector-1, Running

Dwarka

86 Guru Harkishan Punjabi Daljit Not Interested

81
 Public School Bagh Ext. Singh

87 Guru Harkishan Punjabi Daljit Not Interested

Management School Bagh Ext. Singh

88 Sevior School Paschim Deepak 9911176579 Not Allowed

Vihar

89 S P M Collage Paschim No Agree To

Vihar Sale

90 Pestri Palace Vikashpuri Devender 9810324050 Running

Kohli

91 Handa Nursing Home Raja Garden Running

93 Punjabi Bagh Club Punjabi Manager Running

Bagh

94 Sanjay Cafeteriya Armi Base Mr Sanjay 9811041678 Running

Hospital,

Cant
95 Sanjay Armi Base Mr Ramesh 9811041678 Running

Cafeteriya(Emergency Hospital,

Ward) Cant
96 Acharya Bhikshu Motinagar Mr Bassi New Canteen

Hospital

97 Kendriya Vidyalaya Kendriya Mr Tarun 9811856629 Not Interested

Canteen Vidyalaya

82
 Naraina
98 Kendriya Vidyalaya K B Tagore Mr Tarun 9811856629 Not Interested

Canteen Garden

99 Oxford School Vikash Puri Not Allowed

10 Sesliya Public School Vikash Puri Running

10 Adarsh Sr. Sec School Vikash Puri Running

10 Kerla Public School Vikash Puri Running

10 Andhra Public School Vikash Puri No Canteen

10 Sent Meri School Vikash Puri Awaited

10 Indra Gandhi Sports Vikash Puri Awaited

5 Collage

83
10 Kukreja Hospital Rajouri Running

6 Garden

10 Metro Foods Dwarka Mr Saffi Running

7 Metro

Station

10 Healthy Living Raja Garden Mr Harish 25416681 Running

10 Khetrapal Hospital Raja Garden Running

11 A P Jay School Dwarka Mr Promod Awaited

11 Shiksha Bharti School Dwarka Mr Running

1 Rajkumar

Rajarshi Caterers Sharma

11 Dr. Mess DDU Mr Anand Running

2 Hospital

Harinagar

84
11 RKHS Delhi Public Running

3 School,

Dwarka

11 D A V Paschim Vihar Paschim No Canteen

4 Vihar

11 New Delhi Public Vikash Puri No Canteen

6 School

11 St Fransis School Janakpuri Kawaljeet ` Running

7 Canteen Singh

11 Vishal Bharti Public Paschim No Canteen

8 School Vihar

11 Samara Mal Jain Janak Puri Not Allowed

9 Public School

12 S M Arya Public Punjabi Not Required

0 School Bagh

12 Pragati Public School Dwarka Reception Awaited

85
1 Sector 22

12 Bal Bharti Public Dwarka Reception No Canteen

2 School

12 New Holi Public Uttam No Canteen

3 School Nagar

12 Sent Marks Public Paschim Not Required

4 School Vihar

12 Jims Collage Vikash Puri Under

5 Construction

12 Guru Nanak Public Punjabi Now Clossed

6 School Bagh

12 Metro Station Uttam Not Allowed

7 Nager

12 Metro Station Tilak Nager Not Allowed

86
12 Metro Station Tagore Not Allowed

9 Garden

13 Metro Station Janakpuri Not Allowed

13 Metro Station Subash Not Allowed

1 Place

13 Metro Station Raja Garden Not Allowed

13

13

13

87
13

FINDINGS

88
 Findings

• The first and the major problem is that the company does not have direct

and permanent contract with retailers. It is general complain that there is a

big communication gap between the company and the retailers and no one

is to solve their problem.

• The second problem of retailers is non availability of quick response of

distributors.

• Distributors do not send the ready stock and thus the delivery man suffers

the problems when the retailer demands in emergency.

• One of the major problems is i.e. they are the price difference. They are

getting same product in different price from others suppliers (the other

suppliers are giving on less price and schemes) thus this problem is very big

for distributors and suppliers both.

• Second problem is wholesale market; the wholesale market is creating

problem entering in distributors areas.

• The problem faced by the distributors is lack of stands in market. This

problem disturbs the distributors and retailers both. Retailers demand stands

to distributors because executive of others company does not allow to use

their stands to put our product.

89
• There are no any wall paintings or banners in canteens as signage of

Haldiram’s product while the competitors are providing many facilities like

this.

90
SUGGESTION

91
 Suggestion

• Company should consider the problems of retailers and canteen’s owner.

• Company should problems of distributors.

• Resettlement of dispute like non payments and wrong commitment

problems is necessary by another executive.

• Stand should be provided to needy retailers because another company’s

executive creates problem.

• Company should give the stands and racks to each and every counters

where its product is sold.

• Company should prevent the interference of distributor in each others

areas.

• Company should prevent the undercutting in market.

• Company should prevent the wholesale disturbance.

• Company should give the incentives to its executives as extra benefits

after salary.

• Company should listen and care of sales executive.

• Company should recognize the problems in market.

• The very necessary work is market screening and recognizing the strength

and weaknesses of competitors.

92
• Company should spend some amount on advertisement of its products

because the competitors are using celebrities as their promoter in ads. For

Kurkure Juhi Chawla and for Lays Saif Ali Khan.

• Company should provide display to canteens and cafeterias.

• Company should paints the walls of cafeterias time to time because its

competitors do this, this will bound the retailers to sale our product.

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LIMITATIONS

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 Limitation

Every project has its limitation and it is wise to point them out instead of glossing over

them. This project was having some limitation, which is written below, and the aim

presentation is to increase confidence in the present result.

Limitation of survey

• The universe study is west Delhi. The result of this study shouldn’t be generalized

with any other part of Delhi or of the country or whole Indian at large.

• Though almost all the places the number of c/b are counted but in few large retail

stores like Big Bazaar, conventions, the information was noted down as given by

retailers.

• Study was limited to institutional outlets stocking in west Delhi.

• Information collection took months.

• The amounts of sales or sales volume may different in different months.

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BIBLIOGRAPHY

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 BIBLIOGRAPHY

Book

Gaur singh sanjaya and saggharteu sanjay New Delhi, “event marketing and event

management” 3rd edition vikas publishing house, 1998

Kothari C.R, Research Methodology, Vishwa prakashan, New Delhi, Reprinted Edition,

2004, Page 1-112.

Kotler Philip, Marketing Management, Prentice Hall of India Pvt. Ltd., New Delhi, 11th

Edition 2004.

Ramaswamy V.S. & Namakumari S., Marketing Management, Macmillan India Ltd.

Publication, New Delhi, 3rd edition 2002.

Magazines

A & M, Brand Equity & the Strategist

Business Today, JULY 2006.

Business World JUNE- AUGUST 2006

Internet website

www.yahoosearch.com.

www.google.com

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