SUMMER TRAINING REPORT

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Report Submitted In Partial Fulfillment of Post Graduate Diploma in Management
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Mr.Rajneesh Arora
Sales Head (Marketing)
United Breweries Ltd
ORISSA
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ÏHINMAY KUMAR PATTANAYAK
ENR NO-GM08Ï002
BATÏH 2008-10

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G. L. BAJAJ INSTITUTE OF MANAGEMENT AND RESEARÏH.
PLOT NO-2, KNOWLEDGE PARK-III, GREATER NOIDA-201306
Website: www.glbimr.org

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The satisfaction euphoria that accompanies the successful completion of any work would be
incomplete unless we mention the name of the person, who made it possible, whose constant
guidance and encouragement served as a beckon of light and crowned our efforts with success.

Sometimes words fall short to show gratitude, the same happened with me during this project.
The immense help and support received from United Breweries Ltd. overwhelmed me during the
project.

I consider it a privilege to express through the pages of this report, a few words of gratitude and
respect to those who guided and inspired in the completion of this project.´

I am deeply indebted to  !  "#$ for giving me an opportunity to

undergo my project in their esteemed organization and give me their suggestions & valuable
guidance. I also want to give thanks to %##&'(! )#& #).They have constantly
encouraged me and showed the right path from day first till the completion of my project.

I had visited almost all outlets of Bhubaneswar,Ïuttack,Khurdha and collected information of the
project. I have also done promotional activities under the constant guidance of my project guide.
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* Ï'+, ,-, a bonafied student of ..


 
 

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($* here by declare that this project is the record of authentic
work carried out by me and it has not been submitted to any other university or Institute towards
the award of any degree.

An attempt has been made by me to provide all relevant and important details regarding the topic
to support the theoretical edifice with concrete research evidence. This will be helpful to clean
the fog surrounding the various aspect of the topic.

I hope that this project will be beneficial for the Organization.

Date-
Ïhinmay Pattanayak
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This Summer Internship Project is a part of my PGDM course. I have done a market research on
³ÏHILLER SHARE & MERÏHANDISING STUDY OF BEER INDUSTRY IN ORISSA
WITH EMPHASIS TO UNITED BEWERIES LTD.

This Market Research has been done on behalf of UNITED BEWERIES LTD. The main focus
of this research is to know the consumer preference about the product. My project work was
divided into two parts. First part was Market Research and second part was location mapping
(find out potential market in Bhubaneswar, Ïuttack, Khurdha). This project report will be helpful
for KINGFISHER, who is looking for extending their Market Share in Bhubaneswar, Ïuttack,
Khurdha for more sales of product. It will also give information about consumers¶ awareness.

The following topics have been covered in this market research:

6‘ Market survey about number of chillers in a shop and capacity of chillers (in cases)

6‘ Identification about whether the chiller is provided by the company or self owned.

6‘ Number of cans & bottles in a shop.

6‘ Share of different brands in a chiller like UB, SAB, DANZONG, etc.

6‘ Display of chillers in a shop whether in front side or backside.

6‘ Purity status of chiller

6‘ Refilling of chillers
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AÏKNOWLEDGEMENT ...........................................................................................................i
ÏERTIFIÏATE««««««««««««««««««««««««««««««««ii

DEÏLARATION«««««««««««««««««««««««««««««««iii

ABSTRAÏT«««««««««««««««««««««««««««.«««««..iv
INTRODUÏTION«««««««..«««««««««««««««««««««««.1
ÏHAPTER1.ÏOMPANYPROFILE.««««««««««««««««««««...«««4
1.1 HISTORY«««««««««««««««««««««««««««««««..4

1.2 LOGO ......................... «««««««««««««««««««««««««««. 6

1.3 ORGANISATION«««.«««««««««««««««««««««««««6
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KINGFISHER BRAND  ‘

1.5 U B LEADING BRAND 

ÏHAPTER 2:ÏHILLER SHARE AND MERÏHANDISING ««««««««««««..13‘

ÏHAPTER 3: ÏHANNEL OF DISTRIBUTION«..««««««««««««««««.15

ÏHAPTER 4: PRIÏE POLIÏY««««««««««««««««««««««««16

ÏHAPTER 5:RESEARÏH METHODOLOGY««««««««««««««««««.17

ÏHAPTER 6:ANALYSIS««««««««««««««««««««««««««18-28
ÏHAPTER 7:FINDINGS««««««««.. 

ÏHAPTER 8:SUGGESTION««..««««««««««««««««««..««««..30
ÏHAPTER 9: ÏONÏLUSION««««««««««««««««««««««««....31

BIBOLOGRAPHY«««««««««««««««««««««««««««««..32
APPENDIX : QUESTIONNAIRE««««««««««««««««««««««..33-36




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Figure 1: Ïhiller provided by the company ««««««««««««««««.«.18

Figure 2: Number of chiller in a retalier shop ««««««««««««««««.19
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‘«Purity status of chiller««««««««««««««««««««««««...20

Figure 4:- Ïapacity of chiller in a shop««««««««««««««.«««..«..21

figure 5 :- Ïhiller owned by the retailer shop«««««««««««««««««.22

figure 6 :- Ïhiller placed in a retailer shop«««««««««««««««««.«23

figure 7 :- Refill chiller in a day««««««««««««««««««««.««24

figure 8 :- Refill chiller in a weekend««««««««««««««««««««25

figure 9:- Share of cans & bottle in a shop«««««««««««««««««««...26

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figure 10 Branding of the retailer shop«««««««««««««««««.««.27

figure 11Ïhiller provided by the company««««««««««««««««««28

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 ‘‘:-Price structure of United Beweries ltd. product««««««««««««..«.g‘‘

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Table 6: Ïapacity of chiller in a shop«««««««««..««««« g

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Table 13:Ïhiller provided by the company««««««««««««««««.«««28

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The world of today is changing fast. India is no exception. Especially after the opening up of the
economy, the pace of change that India and its people are experiencing in their socio-cultural
milieu is mind-boggling. India, with its wide diversity, offers a fascinating scope to study the
host of changes which developmental activities have brought about in its social and economic
fabric1. While it is possible to get any accurate measure of the subjective experiences that
precede, accompany or follow such changes. However, the fact remains that the profile of the
Indian market is vastly different from what it was five years ago. Although these changes are
difficult to measure at the micro level, nevertheless, they have been of great significance to
markets. Any market is keen to closely monitor the changes in terms of numbers and specially to
keep regular track of the changing pattern of consumer¶s aspirations and competitive actions.

Fast Moving Ïonsumer Goods usually refer to non-durable products. Examples include soft
drinks, toiletries, grocery items, etc. A customer usually spends a minimum of effort to procure
them. However, much of astute marketing activities have evolved from this class of products,
where consumers show low involvement, put wider choice and allured by a host of inducements.

Kingfisher stands for excitement, youth and camaraderie. The beer brands manufactured and
marketed by United Breweries Ltd have always been recognized for their international quality.
Kingfisher isThe largest selling beer in India commanding a 29% market share in the country.
One out of every 4 bottles of beer sold every second in India Available in 52 countries across the
globe.

The first among Indian brands to launch its own range of designer wear ,Kingfisher, the bird is
known for its keen instinct, and perfect aim. It zeros on its target with unfaltering focus. It is a
very vibrantly colored bird. All of its colors represent energy, youthfulness, enthusiasm, freedom
with a touch of formality and discipline. No wonder, that this bird with an eye for right focus and
an aim for succeeding in its attempt became the mascot for The Kingfisher brand of Beer from
the stables of UB group. United Breweries Sales of the United Spirits Ltd. are expected to exceed
60 million cases during the fiscal year 2005-06 making the Group the third largest manufacturer
of Spirits products in the world[, only after Diageo PLÏ and Pernod Ricard. In addition, UBL is
one of only three in the world to own seven millionaire brands and at least five brands rated by
Drinks International, UK, to be amongst the ten fastest growing brands in the world in their
respective categories.

The market share of the Spirits Division in India is currently 60% and exports to the Middle
East, Africa and Asian countries are growing rapidly. Its flagship brand 'Kingfisher', has
achieved international recognition consistently, and has won many awards in International Beer
Festivals. Kingfisher Premium Lager beer is currently available in 52 countries outside India and
leads the way amongst Indian beers in the International market. It has been ranked amongst the
top 10 fastest growing brands in the UK.

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United Breweries made its initial impact by manufacturing bulk beer for the British troops,
which was transported in huge barrels or "Hogsheads". Kingfisher, the Group's most visible and
profitable brand, made a modest entry in the sixties. During the 1950's and 60's, the company
expanded greatly by acquiring other breweries. First was the addition of McDowell as one of the
Group subsidiaries, a move which helped United Breweries to extend its portfolio to wines and
spirits business. Strategically, the Group moved into agro-based industries and medicines when
Malaya acquired Kissan Products and formed a long-term relationship with Hoechst AG of
Germany to create the Indian pharmaceutical company now known as Aventis Pharma , the
Indian subsidiary of the global pharma major Sanofi-Aventis. It all began with 5 breweries in
South India. The oldest of which, Ïastle Breweries, dated back to 1857. United Breweries, as
these breweries were named in 1915 has come a very long way.

Since the launch, Kingfisher Beer has become one of the largest selling beer brands in the world.
"It's flying" and the mood is upbeat - both within the Ïompany and among consumers. The new
look designed by the UK based packaging specialists, Ïlaessens, is representative of the brand in
full flight, in a supportive environment. It reflects the energy, youthfullness and freedom that are
characteristic of the brand's target consumer and reiterates its contemporary positioning.

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United Breweries Group or UB Group, based in Bangalore is a conglomerate of different
companies with a major focus on the brewery (beer) and alcoholic beverages industry. The
company markets most of its beer under the Kingfisher brand and has also launched Kingfisher
Airlines, an airline service in India, with international flights operating recently. United
Breweries is India's largest producer of beer with a market share of around 48% by volume.
The group is headed by Dr.Vijay Mallya who was also a member of the Indian Parliament.
United Breweries now has greater than a 40% share of the Indian brewing market. Recently UB
financed a takeover of the spirits business of the rival Shaw-Wallace company giving it a
majority share of India's spirits business. The group owns the Mendocino Brewing Ïompany in
the United State

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The UB Group was founded by a Scotsman, Thomas Leishman in 1857. The Group took its
initial lessons in manufacturing beer from South Indian based British breweries. At the age of
22, Vittal Mallya was elected as the company's first Indian director in 1947. After a year, he
replaced R G N Price as the chairman of the company.

UB Group's headquarters in Bangalore, India

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United Breweries made its initial impact by manufacturing bulk beer for the British troops,
which was transported in huge barrels or "Hogsheads". Kingfisher, the Group's most visible and
profitable brand, made a modest entry in the sixties. During the 1950's and 60's, the company
expanded greatly by acquiring other breweries. First was the addition of McDowell as one of the
Group subsidiaries, a move which helped United Breweries to extend its portfolio to wines and
spirits business. Strategically, the Group moved into agro-based industries and medicines when
Mallya acquired Kissan Products and formed a long-term relationship with Hoechst AG of
Germany to create the Indian pharmaceutical company now known as Aventis Pharma , the
Indian subsidiary of the global pharma major Sanofi-Aventis. It all began with 5 breweries in
South India. The oldest of which, Ïastle Breweries, dated back to 1857. United Breweries, as
these breweries were named in 1915 has come a very long way.

Soon afterwards, the sight of bullock carts carrying huge barrels or 'Hog's heads' containing
beer became a household sight. These carts wheeled their way to the customers, including
British troops, living in and around Madras, Bangalore and the Nilgiris. Almost immediately, the
brew from UB became a favourite, especially with the British troops. So began the history of
Beer in India. And the history of Beer Division of United Breweries!The company was bought
by late Mr. Vittal Mallya in 1947, and since then has never looked back. Today each one of the
32,000 Beer outlets in India sells one brand or the other from United Breweries Sales of the
United Spirits Ltd. are expected to exceed 60 million cases during the fiscal year 2005-06
making the Group the third largest manufacturer of Spirits products in the world[, only after
Diageo PLÏ and Pernod Ricard. In addition, UBL is one of only three in the world to own seven
millionaire brands and at least five brands rated by Drinks International, UK, to be amongst the
ten fastest growing brands in the world in their respective categories. The market share of the
Spirits Division in India is currently 60% and exports to the Middle East, Africa and Asian
countries are growing rapidly.

The UB Group¶s Brewing Enity - called United Breweries Limited (UBL) - has also assumed
undisputed market leadership with a national market share in excess of 50%. Through a process
of aggressive acquisition and market penetration, The UB Group today controls 60% of the total
manufacturing capacity for Beer in India. The flagship brand, Kingfisher is now sold in over 52
countries worldwide having received many accolades for its quality. With plans to becoming a
global player United Spirits Ltd. (USL), the flagship of the UB group, purchased the Scottish
distiller Whyte and Mackay in May 2007 for £595 million (Rs. 4,800 crore). This would bring
the brands of W&M like The Dalmore, Isle of Jura, Glayva, Fettercairn, Vladivar Vodka, and
Whyte & Mackay Scotch under its portfolio.The UB group is also into manufacture of
Fertilizers. The group company Mangalore Ïhemicals and Fertilizers( MÏF) has factory at
Panambur in Dakshina Kannada district of Karnataka.

UB Engineering Limited is the group's engineering business arm. It undertakes EPÏ Projects,
Infrastructure, On-site fabrication of structures, Installation, Testing and Ïommissioning of
Electrical and Mechanical Equipments, Piping etc. for large Industrial projects such as Power,

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Refineries, Steel, Ïement, Fertilizer, Petrochemical and Desalination Projects. The company
was initially established as‘‘„‘  ‘„‘g‘‘‘‘‘!‘" ‘„‘g ‘

The group entrance to the IT sector had also been marked by the formation of UBIÏS, Inc. The
company provides IT consulting, services and professional IT products to business companies.
In August 2007, the group made a first-of-its-kind media alliance for the promotion of NDTV
Good Times, a lifestyle television channel run by NDTV. United spirits limited has 144 brands
under its umberalla.

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The Pegasus, which is the symbol of the United Breweries, first found its place as the Group
logo in 1940. Then, the Helladic horse ± associated with beer and nectar in Greek mythology-
carried a beer cask between the wings, ostensibly because beer formed the core operations of the
Group. Later, the beer cask was removed to represent the Group¶s multifaceted operations .
Now, it is just the Pegasus.

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Millennium Alcove Pvt Ltd., (MABL), is the Joint Venture Ïompany in which UB along with
its subsidiary and Scottish & Newcastle of the UK have equal stake of 50%.
United Breweries Limited, the flagship company of the UB Group, has an association with the
brewing dating back over five decades, starting with 5 breweries in South India in 1915. From
bullock cart-loaded barrels or 'hogheads' of frothing ale, the Beer business has gone on to
become the undisputed 'king' in the Indian beer market.

Here, innovative, creative and aggressive marketing is complemented by a strong distribution

network. A management focused on building brand equity on one hand and exploiting it to the
hilt on the other. A concerted emphasis on quality.UBL today boasts an impressive spread of
own and contract manufacturing facilities throughout the Ïountry

Quality and hygiene are the key elements of the United Breweries' manufacturing philosophy.
To this end, the Ïentral Scientific Laboratory (ÏSL), headquartered at Bangalore sets standards
for all its breweries. Quality Management Systems laid out along the lines of ISO 9000 are
strictly adhered to, controlling quality at every stage of production, from raw materials to the
end product. Also, besides controlling the production process, the ÏSL analyses the Ïompany's
beer taken off market shelves all over the Ïountry, the competition's beers and beers across the
world. These beers are tested as per the standards laid down by the European Brewery

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Ïonvention on 40 different parameters. By these standards, United Breweries' beers don't just
equal, but even surpass, several Dutch and American beers.

Its flagship brand 'Kingfisher', has achieved international recognition consistently, and has
won many awards in International Beer Festivals. Kingfisher Premium Lager beer is currently
available in 52 countries outside India and leads the way amongst Indian beers in the
International market. It has been ranked amongst the top 10 fastest growing brands in the UK.
In addition, UBL has also entered into mutli-faceted strategic alliance with Scottish &
NewÏastle Plc (S&N), an international brewery major, with $6 billion in revenue and a market
capitalization of $5.4 billion. This alliance, apart from having a joint venture in India, will
allow S&N to market it International brands like Kronenbourg in India, while UBL will utilize
S&N's global network to further globalization Its Kingfisher.


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A name synonymous with Beer in India ±Kingfisher stands for excitement, youth and
camaraderie. The Beer brands manufactured and marketed by United Breweries Ltd have
always been recognized for their international quality. That¶s Beer at its best for the discerning
consumer. Kingfisher is The largest selling Beer in India Ïommanding a 29% market share in
the country One out of every 4 bottles of beer sold every second in India Available in 52
countries across the globe.

Kingfisher, the bird is known for its keen instinct, and perfect aim. It zeros on
its target with unfaltering focus. It is a very vibrantly colored bird. All of its
colours represent energy, youthfulness, enthusiasm, freedom with a touch of
formality and discipline. No wonder, that this bird with an eye for right focus
and an aim for succeeding in its attempt became the mascot for The
Kingfisher brand of Beer from the stables of UB group.

Since the launch, Kingfisher Beer has become one of the largest selling beer brands in the
world. "It's flying" and the mood is upbeat - both within the Ïompany and among consumers.
The new look designed by the UK based packaging specialists, Ïlasses, is representative of
the brand in full flight, in a supportive environment. It reflects the energy, youthfulness and
freedom that are characteristic of the brand's target consumer and reiterates its contemporary
positioning

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6‘ Kingfisher Strong

6‘ Kingfisher Premium

Kkalyani Black Label Premium :- Launched in 1969-1970. Larger beer in India, largest
selling larger beer brand in East-India

UUB Premium Ice: - Positioned for the young & trendy customers launched in 330ml frosted
bottles in 1998. It¶s unique refrigeration process gives beer a clean, crips 7 strong taste.
London Pilsnor

UUB Export Laser

Kalyani Black Label Strong ;- Popular strong beer in East India.

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Location Bangalore, India

Owner(s) Dr.Vijay Mallya

Year opened 1857

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Kingfisher Lager

Kingfisher Light Lager

Kingfisher Strong Lager

Kingfisher Super Strong Lager

Flying Horse Royal Lager

Kalyani Black Label Strong Lager

Premium Ice Beer

Raj Ïobra

Taj Mahal Premium Lager










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Ï  35
ÏHILLER SHARE AND MERÏHANDISING

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Ïhiller means deep freeze which is very necessary for the beer, with out chiller no one want to
drink beer. So in case of beer, chiller is very important. In some retailer shop, the company
provided the chiller and in some case they have self owned. In our market research I had
visited 76 outlets, in location of Khurdha, Bhubaneswar and Ïuttack with concerned of
marketing manager and senior territorial sales executives. I made a questionnaire for retailer
shop and putting some question to them. I made a questionnaire about chiller share and
merchandising.

In questionnaire I asked to retailer, company provided chiller to you or self owned, means
company provided the chiller to the retailer shop or retailer shop self owned the chiller. In case
of company provided, which brand chiller has company provided. In case of U.B.Ltd the
brands are Kingfisher (strong & premium)and Kalyani black level(strong), in case of
SABMiller the brands are Hayward 5000,Knockout,Foster,Rc. In case of Denzong the brands
are King cobra, 9000, 120000, 15000, Maharani, Godfather. In case of South Asia breweries
the brands are Ïasburz, Paloon. In case of United Breweries Ltd company provided two brands
of chiller, Kingfisher (strong and Premium). In research i saw that if U B provided chiller to the
retailer shop then most of it provided Kingfisher premium brand chiller to the retailer shop. If
retailer shop has taken 100 case of U B brand in every week of a year, then the company
considers giving a chiller to that shop.

Then i asked to the retailer shop what is the capacity of chiller has company provided, it means
company provided 4-5 cases ,5-9cases,9-15 cases,15-20 cases., on the basis of retailers selling.
In research process i saw that if company provided chiller to the retailer shop, then most of the
chiller has 10-20 cases. When retailer shop has self owned, then the capacity of chiller is 30-40
cases. When the retailer shop has self owned they purchased 4 to 5 chiller. In market research
we saw that all outlets have their own chiller.

Then I asked another question to the retailer shop about the display of your chiller i.e. in front
side or in backside. In case of company provided where you placed your chiller, in case of self
owned where you placed your chiller. Then asking for purity status of the chiller. it means in
case of company provided chiller to you then you kept only kingfisher product or any other
brand product. If you self owned then what the percentage of different is branding you kept in
your chiller?

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Then i asked them what is the percentage of cans and bottles in your chiller. In case of
company provided then what is the percentage of cans and bottles in chiller and in case of self
owned what is the percentage of cans and bottles in chiller. In research process I find out that
most of the outlets have kept 80% bottles. In Ïuttack, Bhubaneswar, Khurdha, most consumer
are preference for bottle.

Then I asked them in case of self owned, what is the capacity of chiller, the most chillers has
30-40 cases in case of self owned, In case of self owned ,what is percentage of cans and bottles.
Most outlets have kept 80% bottle in their chiller.

Then I asked them what is percentage of different brands kept in your chiller, that means U.B
is a brand(the product are K.F.S.(strong and premium) and K.B.L.(strong)]. then the other
competitive brands are SABMiller[the products are H.5000,Knockout,Foster,Rc) . Denzong
breweries ltd (the product are 9000, 15000, 12000, Maharani).these are the major competitive
of U B brands. The percentage of cans and bottles stock by the retailer in their chiller.

a)UB :- K.F.S .(Strong & premium) i) Bottle:- 70% ii) Ïans:-30%

K.B.L.(Strong)

b) SAB :-Knockout,
Rc,
H.5000,
Foster

c) Denzong :-Maharani,
9000,
12000,
15000,
Godfather

After that I asked to retailer shop how many times you refill your chiller in a day ,it means
when your stock has completed then you putting stock for another times. This means refill your
chiller. Most of the outlets refill their chiller two times in a day according to their stock.
Then I asked How many times you refill your chiller in a weekend, means in Saturday and
Sunday. These are leave days. In these days how many times you refill your chiller. Most of
the outlets refill their chiller 4 to 5 times in weekend, according to their stock.

.Then I asked most important question is that what is the reason for keeping more stock
UB/SABMiller/Denzong product in your chilller,the reason for keeping more stock is
incentives, gift items to retailer and consumer (Opner,glass,umbrella,rainycoat,iron,etc.) and
give some free items to inducing for product, some customer are choosy about their product.
these are the reason for keeping more stock. In my market research I put some question to
retailer and to know the percentage of different breweries brand in Orissa.

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A channel of distribution is the combination of intermediaries used to move the product to the
ultimate consumer.The distribution channel of UNITED BEWERIES LTD. is that

Manufacture ĺDepo(OSBÏ)ĺRetailer Ïonsumer

SUMMARY OF TOTAL OUTLETS IN ORISSA

2008-09
SL NO OF
N DEPOT. DISTRI
O NAME ÏT NO OF OUTLETS(Retailer shop)
OFF ON BEER
SHO SHO PARLOU ÏLU DEFEN TOTA 200
P P R BS SE L 7-08
1 NIRGUNDI 6 233 63 4 3 3 306 282
BALASOR
2 E 4 156 30 3 0 4 193 185
SAMBALP
3 UR 9 147 22 7 6 3 185 179
4 KHURDA 3 124 61 23 1 3 212 196
BERHAMP
5 UR 2 75 14 3 0 0 92 105
RAYAGAD
6 A 6 98 35 2 1 1 137 138
108
30 833 225 42 11 14 1125 5










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Pricing is one of the important elements of the marketing strategy for a product. Generally,
mangers remain tight-lipped when they are asked to discuss their company¶s pricing strategies.
They invariably feel that price formulation is their secret weapon to fight the bottle of market
share and achieve organizational objectives. This sensitivity carries over to marketing literature
as well, when pricing remains one of the least dealt with topics of research. This veil of secrecy
on the part of mangers and the paucity of standard literature on pricing, cannot however, deter
us from dealing with such an important topics. Pricing enables a marketer to achieve his
financial and marketing objectives
.
PRIÏE STRUÏTURE OF UNITED BEWERIES LTD

Brand KFS(650) KFS(330) KFL(650) KFL(330) KBL(650) KBLS

O S B Ï OFFER
PRIÏE 278.30 296.90 266.20 293.25 259.35 238.65
Import Duty 0.00 0.00 0.00 0.00 0.00 0.00
EXÏISE DUTY PER
BL 163.80 166.32 140.40 142.56 140.40 163.80
ENTRY TAX 1% 4.42 4.63 4.07 4.36 4.00 4.02
OSBÏ LANDING 446.52 467.85 410.67 440.17 403.75 406.47
ADD: OSBÏ
MARGIN 9% 25.44 27.14 24.32 26.78 23.70 21.84
INVOIÏE RATE 471.97 494.99 434.99 466.95 427.45 428.32
OSBÏ ISSUE
PRIÏE 472.00 495.00 435.00 467.00 427.00 428.00
SALES TAX @ 20% 94.4 99.0 87.0 93.4 85.4 85.6
RETAIL LANDING
POST ST 566.4 594.0 522.0 560.4 512.4 513.6
TÏS @ 1% 5.66 5.94 5.22 5.60 5.12 5.14
SURÏHARGE
@10% ON TÏS 0.57 0.59 0.52 0.56 0.51 0.51
ÏESS @ 3% 0.19 0.20 0.17 0.18 0.17 0.17
NET RETAIL
LANDING 573 601 528 567 518 519
RETAIL MARGIN
32% 160.39 168.20 147.82 158.69 145.10 166.21
EÏP PER ÏASE 733.21 768.93 675.73 725.44 663.30 685.63
EÏP PER BOTTLE 61.10 32.04 56.31 30.23 55.28 57.14
MRP 61.00 33.00 56.00 30.00 55.00 57.00

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Sources of data: - Primary source

Size of sample: - 76

Data collection: - Questionnaire

Data presentation: - Pie-chart

Data analysis: - Through tables & figures

Places of survey: - Bubaneswar, Ïuttack, Khurdha in Orissa


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6‘ Market survey about number of chillers in a retailer shop and capacity of chillers (in cases)

6‘ Identification about whether the chiller is provided by the company or self owned.

6‘ To know about Number of cans & bottles in different retailer shop.

6‘ To know about Share of different brands in a retailer chiller like UB, SAB, DANZONG,
etc.

6‘ To know about Display of chillers in a retailer shop whether in front side or backside.

6‘ To know about Purity status of chiller in different retailer shop.

6‘ To know about Refilling of chillers (everyday and weekend).

6‘ To know about the advertisement system (external and internal advertisement) of U. B.ltd.
in different retailer shop.
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Q-1.HOW MANY ÏHILLER PROVIDED BY THE ÏOMPANY ?

TABLE-:
ÏHILLER PROVIDED BY THE NOT PROVIDED BY THE
ÏOMPANY(IN NUMBER) ÏOMPANY (IN NUMBER)

35 41

FIGURE:-

‘‘‘

#$$ ‘%&' '‘(‘%)*( %‘%&' '‘(‘# ‘%)*(










3 Less number of chillers provided by company to outlets

Q-2. HOW MANY NO. OF ÏHILLER (DEEP FREEZE) IN A SHOP?

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TABLE-:
ONE TWO THREE
ÏHILLER ÏHILLER ÏHILLER

13 32 31

FIGURE-:

% ‘#$$  %‘#$$  # ‘#$$ 

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: Most of the outlets have more than one chiller.

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Q-3.WHAT IS THE PURITY STATUS OF ÏHILLER IN SHOP ?‘

TABLE:-
ONLY U.B ONLY SAB OTHERS
PROUDÏTS MILLER (MIX)
PROUDÏT

22 14 40

FIGURE:-

%$(‘!‘%'!
%$(‘
*%'!
)+



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-Most of the chillers are impure in status‘

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Q-4.WHAT IS THE ÏAPAÏITY OF ÏHILLER IN A SHOP?‘

TABLE:-

4-5 5-9 ÏASES 9-15 ÏASES 15 ABOVE

ÏASES ÏASES

3 5 39 35

URE

FIGURE:-



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FINDING:-9-15 Ïases chillers are available in most of the outlets ‘

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Q-5..HOW MANY ÏHILLER OWNED BY THE RETAILER?

‘‘‘‘‘‘‘‘Table:-
SELF OWNED NOT OWNED
‘
ÏHILLERS
‘

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‘‘‘‘‘‘‘‘‘‘‘‘‘Figure:-

$Y‘% '‘#$$ 
%‘% '

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FINDING:-Most of the retailers have purchaged their own chiller.

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Q:-6.WHERE IS YOUR ÏHILLER PLAÏED ?

Table:-

FRONTSIDE BAÏKSIDE
‘
51 25
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‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘Figure:-

*,‘
$* ) 


Y%‘
$* ) 


‘‘‘‘‘‘‘‘‘‘‘‘‘‘ ‘
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FINDING:-Most of the chiller placed at front side of the shop
.
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Q:-7.HOW MANY TIMES REFILL YOUR ÏHILLER IN A DAY?

Table:-
ONÏE TWIÏE THRIÏE

42 21 13

‘‘‘‘‘‘‘‘‘‘‘Figure:-

%  #

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-Most of the outlets refill their chiller once in a day

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Q:-8.HOW MANY TIMES REFILLING STATUS OF OUTLETS IN WEEK ENDS?

Table:-
TWIÏE THRIÏE MORE THAN
THRIÏE

5 29 42

‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘Figure:-‘

 # )% ‘#*‘#



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" Most of the outlets refill more than thrice in the week-end.

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Q:-9.WHAT IS THE SHARE OF ÏANS & BOTTLES IN A SHOP?

Table:-

ÏANS BOTTLES

28% 72%

Figure:-


‘‘
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*
%$





FINDING:-Retailers are keeping more numbers of bottle.


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Q:-10.WHIÏH BRANDING YOU ADOPT IN YOUR RETAILER SHOP?

Table:-

GLOWSIGN FLEX VINGIL WALL

BOARD PESTING/POP PAINTING
MATERIAL
28 16 10 8

Figure:-


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"%*'
Y$ +
&"$‘
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":-more numbers of glow sign boards are used for brand advertisement.

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‘‘‘‘‘‘‘‘ Q-11.HOW MANY NO. OF ÏHILLER PROVIDED BY EAÏH ÏOMPANY?‘

Table:-

UB SAB DANGEN

13 21 1

Figure:-

!
* '*" 



‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘‘ ‘

":-SAB Miller has provided more numbers of chiller.

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Data collected from survey will be helpful for the organization. I have visited 76 outlets which
include on-shop off-shops and given their views suggestions & problems to the organization.
This research will help the organization for future marketing strategy. I have mentioned how
many outlets have received chillers from the company and how many not. So this data will help
the organization when organization will think to provide chiller to the rest. I have given detail
data about the brand advertisement which will help the organization to advertise .My
findingfrom the Marketing research are listed below.
.
6‘ Less number of chillers provided by company to outlets.
.
6‘ Most of the outlets have more than one chiller

6‘ Most of the outlets have more than one chiller.

6‘ Most of the chillers are impure in status

6‘ 9-15 cases chillers are available in most of the outlets.

6‘ Most of the retailers have purchaged their own chiller.

6‘ Most of the chiller placed at front side of the shop.

6‘ Most of the outlets refill their chiller once in a day.

6‘ Most of the outlets refill their chiller more than three times in the week-end.

6‘ Retailers are keeping stock more numbers of bottles.

6‘ More number of glowsign boards are used for brand advertisement.

6‘ SAB Miller has provided more numbers of chiller.

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Ïompany should provide chiller to all the outlets so that they can easily keep more stock.
Ïompany should provide glow sign board to all the outlets so that brand advertisement can be
made properly.

Many retailers are complaining that they are getting more number of damaged cans & bottles
socompany should check out the problem and should take some retailer favorable measures to
solve this problems. Many retailers are complaining that company executives are not coming at
season times .so company should try to keep regular touch with them. As most of the outlets are
keeping chillers at front of their shops so company should provide them chiller by which the
aesthetic looks will increase.

Ïompany should check the gifts are provided are reaching to the customers or not. Many on
shops are modifying their shops so company should keep on eyes on them to provide them
interior design through table top, cupboards & wall paintings by which easily brand
advertisement can be done. Ïompany should check its production & supply chain system to
solve the shortage of stocks according to demand.

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UNITED BEWERIES is a reputed brand of breweries, but in the competitive world everyone
have to compete. So more quality and best price is needed to survive in the same field. Though
United Breweries is maintaining to certain qualities but still than customer need some extra test,
what company should give more in the same field?

United Breweries Group or UB Group, based in Bangalore is a conglomerate of different

companies with a major focus on the brewery(beer) and alcoholic beverages industry. The
company markets most of its beer under the Kingfisher brand and has also launched Kingfisher
Airlines, an airline service in India, with international flights operating recently. United
Breweries is India's largest producer of beer with a market share of around 48% by volume. In
the process of market survey, I worked on location of Ïuttack, Bhubaneswar, and Khurdha in
Orissa. My project title is about Ïhiller share & merchandicing,In research process i saw the
chiller system of retailer shop.In2008-09,UB has got 52 percentage in beer industry on Orissa
market.

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‘‘‘Signature ÏHINMAY PATTANAYAK
Retaile GLBIMR,(GREATER NOIDA)
U.P

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In addition, UBL has also entered into mutli-faceted strategic alliance with Scottish &
NewÏastle Plc (S&N), an international brewery major, with $6 billion in revenue and a market
capitalization of $5.4 billion. This alliance, apart from having a joint venture in India, will allow
S&N to market it International brands like Kronenbourg in India, while UBL will utilize S&N's
global network to further globalization Its Kingfisher.

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