Why Rural Marketing is hot? Rural Push Policy of UPA Government Four Consecutive years of positive growth in rural GDP 40% hike in MSP of Crops over last two years Farm Loan Waiver & NREGS Growing Industry Demand for land (Overnight Wealth) Big rise in remittances from Cities Slowing urban demand forcing corporates to rural markets % Annual Change in Rural GDP Year Change 2003-04 10% 2004-05 -6.7% 2005-06 5.8% 2006-07 4% 2007-08 4.9% 2008-09 (Estimates) 2.6% 51% Rs. 13,65,000 Crore 49% Rs 13,17,018 Crore Why Rural Marketing is a New Discipline? Rural Marketing is a new discipline because:-
India is a predominantly agrarian society. Western Marketing has no experience to manage it. Urban markets are saturating in India. There are immense opportunities at the bottom of the pyramid. R. M. can change rural business. Retail boom will also expedite the growth of rural marketing. What is Rural? Definitions of Rural Census Village: Basic Unit for rural areas is the revenue village, might comprise several hamlets demarcated by physical boundaries.
Town: Towns are actually rural areas but satisfy the following criteria. Minimum Population >=5,000 Population density>= 400/ sq. km. 75% of the male population engaged in non-agri activity. RBI Locations with population up to 10,000 will be considered as rural and 10,000 to 100,000 as semi-urban. Nabard All locations irrespective of villages or town, up to a population of 10,000 will be considered as rural. Planning Commission Towns with population up to 15,000 are considered as rural. Sahara Locations having shops/ commercials establishments up to 10,000 are treated as rural. LG Electronics The rural and semi urban area is defined as all other than the seven metros. What is Rural Marketing? According to the National Commission on Agriculture: Rural Marketing is a process which starts with a decision to produce a saleable farm commodity and it involves all the aspects of market structure or system, both functional and institutional, abase on technical and economic considerations and includes pre and post harvest operations, assembling, grading, storage, transportation and distributions. Rural Marketing can be defined as a function that manages all activities involved in assessing, stimulating, and converting the purchasing power of rural consumers into an effective demand for specific products and services and moving these products and services to the people in rural areas to create satisfaction and a better standard of living and thereby achieving organizational goals.
Scope of Rural Marketing The Rural Marketing Matrix ( M a r k e t )
Evolution of Rural Marketing Phase Origin Function Major Products Source Market Destination Market I Since independence Agricultural marketing Agricultural produce Rural Urban II Mid-Sixties Marketing of agricultural inputs Agricultural inputs Urban Rural III Mid-Nineties Rural marketing Consumables and durables for consumption and production Urban/ Rural Rural IV 21 st Century Nature of Rural Marketing (Transactional Vs Development Marketing) S. No. Aspect Transactional Development 1 Concept Consumer orientation, Marketing concept Society orientation, societal concept 2 Role Stimulating and conversional marketing Catalytic and transformation agent 3 Focus Product-market fit Social change 4 Key task Product innovations and communications Social Innovations and communications. 5 Nature of activity Commercial Socio-cultural, economic 6 Participants Corporate enterprises, Sellers Government, voluntary agencies, corporate enterprises, benefactors 7 Offer Products and services Development Projects/Schemes/Programmes 8 Target group Buyers Beneficiaries and buyers 9 Communication Functional Development 10 Goal Profits Customer satisfaction Brand image Market Development Corporate Image 11 Time-Frame Short-Medium Medium-Long 12 Motivation Profit-motive Business policy Service-motive Ideological or Public policy Taxonomy of Rural Markets (Classification of Rural Markets) Constituents Products Durables Services Consumer Market Individuals and households Consumables: Foods products, Toiletries, Cosmetics, Textiles and Garments, Foot Wear etc. Watches, Bicycles, Radio, T.V., Kitchen appliances, Furniture, Sewing machines, Two Wheelers etc. ------- Industrial Market Agricultural and allied activities, Poultry farming, Fishing, Animal, Husbandry cottage industries, Health Centre, School, Cooperatives, Panchayat office etc. Consumables: Seeds, Fertilizers, Pesticides, Animal feed, Fishnets, Medicines, Petrol/Diesel etc. Tillers, Tractors, Pump sets, Generators, Harvesters, Boats etc. ------- Services Market Individuals, House holds, Officers, and Production firms ------- ------- Repairs, Transport, Banking, Credit, Insurance Health care, Education, Communication , Power etc. Whether Rural Markets are Attractive? Large population Rising prosperity Growth in consumption Life-style changes Life-cycle advantages Market growth rates higher than Urban Rural marketing is not expensive Remoteness is no longer a problem.
Rural Vs Urban Marketing S. No. Aspect Urban Rural 1 Philosophy Marketing and societal concepts, Green marketing and relationship marketing Marketing and societal concepts, development marketing, and relationship marketing. 2 Market (a) Demand (b) Competition
(c) Consumers o Location o Literacy o Income o Expenditure o Needs o Innovation adoption
High Among units in organized sector
Concentrated High High Planned, Even High level Faster
Low Mostly from unorganized units
Widely spread Low Low Seasonal variations Low level Slow 3 Products o Awareness o Concepts o Positioning o Usage method o Quality preference o Features
High Known Easy Easily grasped Good Important
Low Less known Difficult Difficult to grasp Moderate Less Important Contd. Rural Vs Urban Marketing Contd. S. No. Aspect Urban Rural 4 Price o Sensitive o Level desired
Yes Medium-High
Very much Low-Medium
5 Distribution o Channels
o Transport facilities o Product availability
Wholesalers, Stockists Retailers, Supermarkets, Specialty stores and authorized show rooms
Good High
Village shops Shandies Haats and Jatras
Average Limited 6 Promotion o Advertising
o Personal Selling
o Sales promotion
o Publicity
Print audio-visual media, out doors, exhibitions etc. Few languages
Door-to-door frequently
Contests, Gifts, Price Discounts Good opportunities
TV, Radio, Print Media to some extent. More languages
Occasionally
Gifts, Price discounts
Less Value Added Rural Marketing Ensure increase in customer value Communicat e unique proposition Build special brands for rural customers Provide functional benefits Segment rural customers Study demographic patterns Study product ownership patterns Identify unique characteristics of rural customer HOW TO ADD VALUE THROUGH RURAL MARKETING Are relevant needs being met? Are the clusters large enough? No Yes No No SESSION II
Rural Marketing Environment & Rural Economy
Structure of Rural Markets
Demographic Environment 1971 1981 1991 2001 Total population (million) 548.2 683.3 848.3 1026.9 Rural population (million) 524.0 628.8 741.6 Rural Proportion to total population (%) 80.1 76.7 74.3 72.2 Decadal Variation - 19.8 16.7 15.2 Source: Census of India 2001 Education and the Level of Demand Rural Literacy 1981 1991 2001 % of literates 36 45 59 Source: Census of India 2001 Household Pattern Family Structure Particulars 1991 2001 Rural Urban Total Rural Urban Total Households (Million) 112 40 152 138 54 192 Family Size (Number) 5.55 5.32 5.36 5.31 Source: Census of India 2001 Rural Housing Pattern House Type 1981 1991 2001 Pucca (%) 22 31 41 Semi-Pucca (%) 37 36 36 Kuccha (%) 41 33 23 Total 100 100 100 Source: Census of India 2001 Occupational Pattern Distribution of Households by Occupation of the Head, 1999-2000 Heads Occupation Distribution of households (%) Urban Rural All Housewife 0.84 1.01 0.96 Cultivator 3.45 40.86 29.99 Wage earner 20.93 35.28 31.12 Salary earner 40.72 11.28 19.84 Professional 3.59 0.73 1.56 Artisan 6.90 3.41 4.42 Petty Shopkeeper 16.05 4.97 8.19 Businessman 3.68 0.46 1.40 Other 3.85 1.98 2.52 Total 100.00 100.00 100.00 Source: NCAER 2002 Physical Environment
Rural and Urban Life: Distinguishing Features Population Density (Urban + Rural) (Per Sq. Km.) 1971 1981 1991 2001 Popu. Density (Total) 177 216 267 312 Rural 171 214 253 Distribution of Towns and Villages 1991 2001 No. of Towns 3,697 5,161 No. of inhabited Villages 580,779 593,154 Total no. of Villages 634,321* 638,588* * The total number of Villages also includes non-inhabited Villages. Source: Census of India 2001 Settlements (Scattered and Clustered) Town class Population No. of Towns % of total Towns % of Population Decadal Growth (1991-2001) Class-I 1 Lakh and above 423 8.2 61.5 24 Class-II 50,000 99,999 498 9.6 12.3 15 Class-III 20,000 49,999 1,386 26.9 15.0 16 Class-IV 10,000 19,999 1,560 30.2 8.1 7 Class-V 05,000 09,999 1,057 20.5 2.8 8 Class-VI Less than 5,000 237 4.6 0.3 -22 Total 5,161 100.0 100.0 * 10 Lakh + : 27; 5-10 Lakh: 42; 1-5 Lakh:354 Source: Census 2001 Economic Environment
%
H o u s e h o l d s
80 --
70 --
60 --
50 --
40 --
30--
20--
10--
0--
23.9 8.8 39.5 42.7 42.5 67.3 17.8 36.9 20.6 1989-90 2001-02 2009-10 Source: Market Information Survey of Households, NCAER
Changing Rural Consumers Expenditure Pattern Per capita consumption expenditure (Rs. Per month) Rural Urban 1983 112 166 1991 281 458 2001 486 855 Source: NSSO Composition of rural per capita consumption expenditure Food Non-Food 1983 66 34 1991 63 37 2001 59 41 Source: NSSO Technological Environment Size of Rural Market Estimated Annual Size : Rural Market FMCG Rs. 65000 Crore Durables Rs. 5000 Crore Agri-inputs (incl. tractors) Rs. 45000 Crore 2/4 Wheelers Rs. 8000 Crore Total Rs. 1,23,000 Crore Source: Francis Kanoi 2002 II-The Rural Economy: The Economic Scenario in Rural India Human Development Index (HDI) Year Rural Urban Total 1981 0.26 0.44 0.30 1991 0.34 0.51 0.38 2001 ------ ------ 0.47 Source: Human Development Report, 2001 The HDI is a composite of variables capturing attainments in three dimensions of human development, viz., economic, educational and health. The Changing Face of Rural Development Population below the poverty line (Rural) Period No. of Persons (Million) % of Persons Poverty line (Rs.) 1983 252 46 89.5 1993-94 244 37 206 1999-2000 193 27 328 Source: Human Development Report, 2001 The Development Exercise: The Five-Year Plans Sectoral allocations during the five-year plans (Rs. Billion) Head of Development Seventh Plan Eighth Plan Ninth Plan Tenth Plan (1985-90) (1992-97) (1997-2002) (2002-07) 1. Agriculture 105 225 372 589 2. Rural Development 89 344 890 1,219 Source: Planning Commission 2002 Percentage share of the different sectors in GDP (at 1993-94 prices) Year Primary (Agri and Allied) Secondary (Manufacturing) Tertiary (Services) Total 1950-51 57.2 14.8 28.0 100.0 1980-81 39.7 23.7 36.6 100.0 2001-02 23.9 26.6 49.5 100.0 Source: National Account Statistics, 1951-2001 Transition of the Rural Economy
Mining & Quarrying Transport & Storage Construction Communication Income Disparity Rural-Urban Income Comparison Sector Bottom (30%) Middle (40%) Top (30%) All Classes Rural Urban Rural Urban Rural Urban Rural Urban Average Consumption Expenditure (Rs./Annum) 3,270 4,580 5,110 8,150 9,400 18,720 5,830 10,260 Population (Million) 223 86 297 114 223 86 742 285 Source: NSS 55 th Round (1999-2000), Census 2001 The Rural Infrastructure Road Connectivity Road Connectivity at the Village level (%) Population less than 1,000 Population between 1,000 and 1,500 Population more than 1991-92 36.52 72.32 89.82 1994-95 37.45 76.54 91.72 1996-97 49.18 74.58 78.04 Source: National Human Development Report 2001 Telephone Services Telecom Density (Phone per 100) 2000 2005 Increase Urban 8.2 26.2 220% Rural 0.7 1.74 148% All 2.9 9.08 213% Source : Telecom Regulatory Authority of India Report, 2005 Why Agriculture Growth has been slow & tardy? 1. Low priority to Agriculture 2. Subsistence Orientation of Agriculture 3. Failure of Land Reforms 4. Low size of operational Landholdings 5. Inadequate Food Supplies 6. Sluggish Infrastructural Growth 7. Disconnect between Research & Farmers 8. Insufficient Availability of Credit 9. Inadequate Inputs 10. Slowdown of Rural Industrialization Policy Interventions Required 1. Thrust on Land Reforms 2. Strengthening the Panchayati Raj Institutions 3. Financial Inclusion (Innovative Credit Delivery) 4. Development of Rural Infrastructure 5. Expansion of Kisan Credit Card Scheme 6. Protection of Farmers from natural calamities 7. Extensive use of ICT 8. Higher Investment in Agriculture & Rural Development. 9. Focus on High Value Crops & Non-farm Incomes. 10. Bridging the Gap Between Agri-Research & Farming.
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