A RESEARCH REPORT ON

“STUDY OF HORECA AS A CHANNELWITH SPECIAL REFERENCE TO PARLE-AGRO AT INDORE.”

SUBMITTED TO UNIVERSITY OF PUNE FOR PARTIAL FULFILLMENT OF MASTERS IN MARKETING MANAGEMENT BY RAHUL KUMAR MMM-II UNDER THE GUIDENCE OF PROF. RAMKRISHNA DIKKATWAR

SINHGAD INSTITUTE OF MANAGEMENT (SIOM) VADGAON, PUNE-041 2010-2012

DECLARATION

I the undersigned, hereby declare that the project report entitled “STUDY OF HORECA AS A CHANNEL WITH SPECIAL REFERENCE TO PARLE-AGRO AT INDORE” written & submitted by me to the UNIVERSITY OF PUNE in partial fulfillment of the requirements the award of “Master Of Marketing Management” under the guidance of Prof. Ramkrishna Dikkatwar is my original work and conclusions drawn therein are based on the material collected by myself.

Place: Pune

RAHUL KUMAR

Date:

SIOM, VADGAON

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ACKNOWLEDGEMENT
I take this opportunity and privilege to express my deep sense of gratitude to Professor M.N. Navale, Honorable Founder President, Dr. (Mrs.) S.M. Navale, Founder Secretary, Sinhgad Technical Educational Society, Pune and Dr. Daniel J. Penkar, Director SIOM. They have been a source of inspiration to me and I am indebted to them for initiating me in the field of research. This report bears an imprint of few persons who directly or indirectly helped in accomplishment of this report. I am indebted to my parents and friends who always stood behind me and provided possible support for execution of this report. I am also thankful to Mr. Sudhir Kamble (B.D.E), has guided for the execution of the project. I am also thankful to Prof. Ramkrishna Dikkatwar (Research Guide) for his kind co-operation and support.

Place: - Pune Rahul Kumar

DATE: -

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Signature of Director (Dr.CERTIFICATE This is to certify that the Project Report entitled “STUDY OF HORECA AS A CHANNELS WITH SPECIAL REFERENCE TO PARLE-AGRO AT INDORE” which is being submitted herewith for the award of the degree of “Master Of Marketing Management” of UNIVERSITY OF PUNE is the result of the original research work completed by Mr. Penkar) Date: Place: Prof. Rahul Kumar under our supervision & guidance and to the best of our knowledge & belief the work embodied in this Project Report has not formed earlier the basis for the award of any degree of similar title of this or any other University or examining body. Daniel J. Ramkrishna Dikkatwar Research Guide 4 .

The significance of MMM Degree is that the Theoretical aspects. Now a day all companies considering sales promotion as an important part of their marketing strategy. which I learned under the course of management. which one undertakes. Due to very rapid industrialization all over the world the demand for the managerial personnel and the administrative personnel has increased. I have tried to apply theoretical aspects throughout the project. which a student learns throughout the year in the class sessions. but there are customers who strongly prefer to stick to brand name. SIOM VADGAON RAHUL KUMAR 5 . even though it can be eliminated by generating innovative and more attractive tools to lure the Retailers. Keeping in tune with this doctrine. To survive in this highly competitive market ―Practical Knowledge‖ is as relevant as the Theoretical.PREFACE In this age of globalization hyper competition has become a regular feature. Actually in recent trend to some extent this technique also become victim of clutter. From the analysis of survey it becomes clear that consumers do response to the sales promotion campaign. The perfect study of Management involves both the theoretical as well as practical aspects. In this project more emphasize is given on the sales and promotion of various Parle Agro products to HORECA Channels and its impact on Retailers buying decisions. Today the markets are no less then battlegrounds and one has to strive very hard for survival and growth. can be practically applied through different projects.

though it is also used in Spain. or Hotel/Restaurant/Canteen). 6 . Channel Management. Yet another sales and marketing phrase that is thrown around like everyone knows what it means. Advertisement.EXECUTIVE SUMMARY This term HORECA is used in the Netherlands where it is thought to have originated. to the traditional retail environment. Data is collected from the Retailers. Ltd. The project was conducted for the Indore region only. Distribution. Products. Here I have considered 90 Samples. Sales channels (being the conduits by which we distribute our products to the end-user) come in many shapes—from direct. The term is a syllabic abbreviation to the words Hotels & Restaurant Category but to some it also may mean Hotel/Restaurant/Café (or Hotel/Restaurant/Caterer. Product/ Brand preference amongst the channel. to establishments which prepare and serve food and beverages. to evaluate the major competitors of Parle Agro Products in the market. And. HoReCa is an iconic business term which primarily refers to a sector of the food service industry. The scope of my study is only for Parle-Agro Pvt. to the web. to evaluate the perception of the Retailer‘s by rating all the products of the company. Portugal. It‘s really no wonder. Belgium. we‘re just doing whatever we can to get any business from any of them! But is that the most efficient and effective approach? My objective for the project was to collect the feedback and perception from the Retailer towards various Parle-Agro Policies such as Pricing. to evaluate the market segmentation for Frooti. Romania and international beverage companies specializing in this sector. But so few companies really comprehend channel management in a way that really helps them.

CONTENT

Serial No. 1 2 3 4 5 6 7 8 9 10 11 12

Topic Introduction of topic Objective Scope Company Profile Research Methodology Data Analysis and Interpretation Finding Recommendation Conclusion Limitation Bibliography Annexure

Page No. 8-13 14-15 16 17-33 34-40 41-57 58 59 60 61 62 63-67

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CHAPTER-I

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Introduction to the Topic
Channel Management. Yet another sales and marketing phrase that is thrown around like everyone knows what it means. But so few companies really comprehend channel management in a way that really helps them. It‘s really no wonder. Sales channels (being the conduits by which we distribute our products to the end-user) come in many shapes—from direct, to the web, to the traditional retail environment. And, we‘re just doing whatever we can to get any business from any of them! But is that the most efficient and effective approach? That‘s where Channel Management comes in. Channel management, as a process by which a company creates formalized programs for selling and servicing customers within a specific channel, can really impact your business—and in a positive way! To get started, first segment your channels by like characteristics (their needs, buying patterns, success factors, etc.) and then customize a channel management program that includes: 1. Goals. Define the specific goals you have for each channel segment. Consider your goals for the channel as a whole as well as individual account. And, remember to consider your goals for both acquisition and retention. 2. Policies. Construct well-defined polices for administering the accounts within this channel. Be sure to keep the unique characteristics of each segment in mind when defining policies for account set up, order management, product fulfilment, etc. 3. Products. Identify which products in your offering are most suited for each segment and create appropriate messaging. Also, determine where your upsell opportunities lie. 4. Sales/Marketing Programs. Design support programs for your channel that meet THEIR needs, not what your idea of their needs are. To do this, you should start by asking your customers within this segment, ―how can we best support you in the selling and marketing of our products?‖ That being said, the standard considerations are product training, co-op advertising, seasonal promotions, and merchandising. Again, this is not a one-size fits all, so be diligent about addressing this segment‘s SPECIFIC needs in these areas. Defining a channel management strategy for each segment allows you to be more effective within each segment, while gaining efficiency at the same time. Still, maintaining brand consistency across all channel segments is critical to your long-term success. So find a good balance between customization and brand consistency and you‘ll be on your way to successful channel management. Channel Marketing is often at odds with a company's marketing through its direct field force and direct-to-customer marketing efforts. Since any of the company's channel members (also called channel players) often carry competing product lines, many companies are

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(3) Superior Tourist Class. non-chain hotels (even within the same country) may not agree on the same standards. at least three of which must have attached (ensuite) private bathroom facilities. for example. widest range of guest services. but adheres to a high standard of facility-wide cleanliness. or Hotel/Restaurant/Canteen). HoReCa is an iconic business term which primarily refers to a sector of the food service industry. This term HORECA is used in the Netherlands where it is thought to have originated. to be called a hotel. and followed worldwide) has its own classification scheme that ranks hotels in nine categories as (1) Moderate Tourist Class. The Official Hotel Guide (published in the US.exceptionally cautious when sending sales leads to its channel members in fear that the leads may be used to promote competing products that the member may sell. and (9) Superior Deluxe. and compliance with customary requirements is voluntary. Romania and international beverage companies specializing in this sector. an establishment must have a minimum of six letting bedrooms. The term is a syllabic abbreviation to the words Hotels & Restaurant Category but to some it also may mean Hotel/Restaurant/Café (or Hotel/Restaurant/Caterer. for example. At the same time. It also offers one or more bars or lounges. is may look very different from a European or Asian hotel with the same rating. each with a telephone and attached private bathroom. to harmonize hotel classification based on a single grading (which is uniform across national boundaries) would be an undesirable and impossible task. (7) Moderate Deluxe. A 5-Star hotel offers most luxurious premises. (4) Moderate First Class. range of facilities. only about 30 percent of the hotels choose to comply with the provisions of the rules established by the German Hotels & Restaurants association. In Germany. Although both WTO and ISO have been trying to persuade hotels to agree on some minimum requirements as world-wide norms. In general. and quality of service. and provides excellent cuisine (table d‘hôtel and a la carte). A 2-Star hotel provides good accommodation and better equipped bedrooms. As a rough guide: A 1-Star hotel provides a limited range of amenities and services. 10 . According to IH&RA. A 3-Star hotel has more spacious rooms and adds high-class decorations and furnishings and color TV. Belgium. HOTELS A commercial establishment providing lodging. meals. to establishments which prepare and serve food and beverages. (6) First Class. though it is also used in Spain. the entire membership of the Parisbased International Hotel & Restaurant (IH&RA) opposes any such move. (8) Deluxe. (2) Tourist Class. room service. A US hotel with a certain rating. and other guest services. Portugal. Whereas hotel chains assure uniform standards throughout. (5) Limited Service First Class. there is no standard method of assigning these ratings. and would provide a different level of amenities. and other amenities. as well as swimming pool and sport and exercise facilities. A 4-Star hotel is much more comfortable and larger. This is often the case when a company keeps the best customer opportunities for itself ("cherry-picking") and passes along only the dregs. channel members may not trust the company. Although hotels are classified into 'Star' categories (1-Star to 5-Star).

The cafeteria originated in San Francisco during the 1849 gold rush. The Hotel Industry. and style of your restaurant establishment. or restaurants. a soup vendor who opened his business in Paris in 1765. Restaurants are generally classified into three groups: 11 . and France soon became internationally famous for its cuisine. Average Room Rates across cities have improved from USD 51.4 in the same period. the German Weinstuben. referring to his soups and broths. too. Hotel industry is inextricable linked to the tourism industry and the growth in the Indian tourism industry has fuelled the growth of Indian Hotel Industry. informal restaurants with a large wine selection. particularly the growth in the information technology enabled services and information technology industries. leading to higher occupancies and average room rates. Despite the global economic recession. hamburgers. The market size of Hotel industry has more than doubled from about USD 1 billion in 2004 to USD 2.37 million in 2008 from 4. Though inns and taverns served simple fare to travelers for centuries. Occupancy rates across India have improved from 52 per cent in 1999 to 67 per cent in 20072008. and the public houses of England. observed an overall decline in occupancy and revenue in most cities in India. The Different Types and Concepts of Restaurants The core menu concept is the main product line of your menu (Italian food. taverns featuring local specialties. Boulanger.S. Other European restaurants include the Italian trattorie. the Spanish tapas bars. RESTAURANTS Establishment where refreshments or meals are served to paying guests. the first modern restaurant where guests could order from a varied menu is thought to have belonged to A. Asian restaurants include the Japanese sushi bars and teahouses serving formal Kaiseki cuisine as well as the noodle shops of China.000 hotels rooms and still face the shortage of 150. cafeterias feature self-service and offer a variety of foods displayed on counters. Rising stock indices and new business opportunities are also attracting foreign institutional investors. A major reason for the demand for hotel rooms is the underlying boom in the economy. There is a mismatch between demand and supply.98 million in 2007. ambience. equity and venture capitalist.000 rooms. strong economic performance and cross border investments.3 billion in 2008. funds. foreign tourist arrival increased to 5. etc. restaurant innovations have revolved around speed.6 to USD 76. The sign above his door advertised restoratives.) and this will define your decor. which serve a wide variety of appetizers. Most U. India has currently base of 110. The financial year 2008 – 09 was an unforgettable one for the Indian tourism industry with the Mumbai terror attacks and the global economic downturn affecting the industry‘s performance.The Indian Hospitality Sector is witnessing one of its rare sustained growth trends. It is estimated that India is likely to have around 40 international hotels brands by 2011. The growth of the Hotel Industry is largely due to the rising business opportunities. By 1804 Paris had more than 500 restaurants.

As such. they are referring to an event caterer who serves food with waiting staff at dining tables or sets up a self-serve buffet. conventions. Any event where all who attend are provided with food and drinks or sometimes only hors d'oeuvres is often called a catered event. This service is typically provided at banquets.Also known as fast-food restaurants. Caterers and their staff are part of the foodservice industry. Mid-scale .specializes in Chinese cuisine Coffee Shop . or the caterer may choose to bring prepared food and put the finishing touches on once it arrives. They offer full service and have a high quality of ambience.Offer comfortable atmospheres and have mid-range prices. tea and casual meals CATERING Events range from box-lunch drop-off to full-service catering. coffee. i. such as table settings and lighting. Asian Restaurant .provides daytime only. They usually have driven-thru windows and take-out. made completely at the event. buffets or limited service with customers ordering at the counter and having their food brought to them.1. The event caterer staffs are not responsible for preparing the food but often help set up the dining area. The food may be prepared on site. 12 . 2." They can be full service. Chinese Restaurant . certain catering companies have moved toward a full-service business model commonly associated with event planners.e..specializes in cuisine from the Asian region Breakfast Restaurant . They offer limited menus that are prepared quickly.Restaurants and bistros which do not have a liquor license Casual Dining . Upscale . Many events require working with an entire theme or color scheme. 3.specializes in providing breakfast for at least 6 days per week BYO Restaurant . A catering company or specialist is expected to know how to prepare food and to make it attractive.Offer high quality cuisine at a high end price. and weddings. When most people refer to a "caterer".They offer full meals at a medium price that customers perceive as "good value. Quick Service . They take charge of not only food preparation but also decorations.

perhaps even touch. and sight . As many others in the food service industry. All this together consist of HORECA Channels. With the correct atmosphere. However. Catering is often sold on a per-person basis. so per-person pricing is not always appropriate. but the decorations and ambiance can play a significant part in a successfully catered event. It is necessary to keep the cost of the food and supplies below a price margin in order to make a profit on the catering. 13 . meaning that there is a flat price for each additional person. Beautifully prepared food alone can appeal to the senses of taste. things like lighting and fire permits are not scaled with the guest count. It is not uncommon for them to work on holidays or 7 days a week during holiday event seasons.The trend is towards satisfying all the clients senses with food as a focal point. professional event caterers with experience can make an event special and memorable. smell. caterers and their staff work long hours.

4) To evaluate the perception of the Retailer‘s by rating all the products of the company.The objective is the bull‘s eye. and help him/her by not detaining from the path. The objective determines the path on which a researcher has to walk on. 3) To evaluate the market segmentation for Frooti. Distribution. This Research as per scheduled under syllabi has been laid main emphasis on getting aware with practical environment of an organization and specifically with the concerned department related to the specialization. Product/ Brand preference amongst the channel. 14 . Advertisement. There are certain sequentially laid down objectives stated as under- 1) To collect the feedback and perception from the Retailer towards various Parle-Agro Policies such as Pricing.OBJECTIVES OF THE STUDY:An objective is the most important part of a research . which a researcher has to hit. 2) To evaluate the major competitors of Parle Agro Products in the market.

 To cope up with competition. 15 .  To avoid advertising clutter. respected to ultimate Growth.NEED OF STUDY:-  To analyze companies perception toward comparing Hotels. Re-enforce and make improvement if any.  To increase sales of Parle Agro Products.  To identify the different ways. Restaurants and Caterers.

 SAMPLE SIZE: .The project was conducted for the Indore region only.  DATA SCOPE: .Here I have considered 90 Samples.  GEOGRAPHIC SCOPE: .SCOPES OF THE STUDY:-  PRODUCT SCOPE: .Data is collected from the Retailers. Products. Ltd. 16 .The project is only for Parle-Agro Pvt.

CHAPTER-II 17 .

including over 400 professionals. Saint Juice. Today its brand portfolio consists of No. are market leaders in their category and have won acclaim at the Monde Selection. since 1971. Parle -G. the onl y Indian transnational giant with the past experience of having successfull y launched leading soft drink brands like ―Frooti. Appy.600 crore with group strength of over 1000 employees. Parle is a leading Indian Food and Beverage Company. Saint Juice. Today. 1000 Cr -12 company-owned factories across India -Reaches out to around 5 Lakh outlets across India. Its reach spans even to the remotest villages of India. With a 40% share of the total biscuit market and a 15% share of the total confectionery market in India. Entered into snacks and confectionery business recentl y (2008 -09) -Headquarters: Mumbai -Annual turnover: Rs .Frooti Mango. 1 brands like Frooti along with Appy. and a host of other very popular brands. India has been India's largest manufacturer of biscuits and confectionery. 18 . N-Joi and Bailley. Parle has grown to become a multi -million dollar company.Parle Products Pvt . Ltd based in Mumbai.biscuits or confectioneries. N-Joi and Bailley‖. for almost 80 years. Parle Agro is a food and beverage company based in Mumbai. India. Many of the Parle products . Today Frooti has an 85% market in the Fruit Drink segment. Makers of the world's largest selling biscuit. Parle agro was the first to identify the dormant mango segment in India and launch India‘s first national Mango drink . the Parl e Group turnover is over Rs.

The company knew that it wouldn't be an easy task. to manufacture sweets and toffees. growth oriented organization. which are the largest biscuit and confectionary plants in the country. but they decided to take the brave step. reaching every part of India.MISSION: ―We will be the leaders in our business by – maintaining high qualit y. visibilit y and freshness 19 . The intent was to spread joy and cheer to children and adults alike. Parle products also have 7 manufacturing units and 51 manufacturing units on contract. wholesome agro based food and drink bands through which Parle can build a profitable. A small factory was set up in the su burbs of Mumbai. Ap art from the factories in Mumbai and Bangalore Parle also has factories in Bangalore Parle also has factories in Bahadurgarh in Haryana and Neemrana in Rajasthan. con stantl y upgrading our knowledge and skills. OBJECTIVE: To build successful channel relationships (vendor to partner) To assess the critical success factors when selling through distributors To outline terms and conditions for establishing partnerships To integrate sales and marketing objectives To create and understand a channel plan To ensure that products has availa bilit y.‖ ―To provide consumers superior.‖ HISTORY: In 1929 a small company by the name of Parle products emerged in British dominated India. introducing new and innovative products. remaining customer -centric. Additionall y. all over the country with its sweets and candies.

Bailley . and packaged drinking water. Appl y Classic. Parle Agro Pvt . over the last two decades. Fruit beverages are wholesome. containers and tetra packs. Saint Juice. Made from fresh and premium Indian mangoes. Ltd. India. but also created a whole new category in India. manufactures. and exports fruit drinks in India and internationall y. 20 . Parle Agro. In a country where health consciousness is growing at a rapid pace. Ltd. was founded in 1985 and is based in Mumbai. It brings to the consumers the magic of pr emium qualit y fresh fruit drinks convenientl y packed and available all through the year. Bail ley. It has successfull y launched some of India's leading beverages like Frooti. packaged water. distributes. with its numerous fruit -based drinks. The milk shake claims to contain no preservatives and is full of nutritional goodness. Appl y Fizz. It‘s delicious filler and apt quick refreshing nourishment for today's hectic stressful life. The company offers fruit and milk drinks. it not onl y launched a new healthy beverage. Parle Agro's Frooti is In dia's first national mango drink. sells.. and apple and mango drinks in p ol yethylene terephthalate (PET) bottles. The mango segment is 95% of the Indian fruit drink market and Frooti has 85% market share in the tetra pack segment.NATURE OF ORGANIZATION "PARLE AGRO‖ is a trusted name in the Indian beverage industry and has been refreshing India since more than two decades with leading brands like Frooti. Parle Agro has been a trusted name in the beverage industry providing wholesome and healthy agro -based drink brands. Parle Agro Pvt. highl y refreshing with natural nutritional values as compared to synthetic and aerated drinks. has struck a chord with the masses. Frooti has grown to be one of India's top 50 most trusted bra nds. When Parle Agro launched N Joi with real fruits and fresh milk.. The company distributes its products through franchisees. eas y to digest. The company also operates a health and fitness studio for woman. Appy and N-Joi. and LMN & recentl y launched Grappo Fizz.

department. depending on their objectives and ambience.ORGANIZTIONAL STRUCTURE An organizational structure is a mainly hierarchical concept of subordination of entities that collaborate and contribute to serve one common aim. The structure of an organization will determine the modes in which it operates and performs. 21 . An organization can be structured in many different ways and styles. Individuals in an organizational structure are normally hired under time-limited work contracts or work orders. Organizational structure allows the expressed allocation of responsibilities for different functions and processes to different entities such as the branch. or under permanent employment contracts or program orders. Organizations are a variant of clustered entities. workgroup and individual.

) Modern Retail 3.TERRITORY DESIGN Business of Parle Agro Is divided into following forms: 1.) HORECA & Institutional 22 .) Premium Distributor b.) General Trade a.) Normal Distributor 2.) Institutional Parle Agro has divided its Channel partners into 3 categories:1.) HoReCa 4.) Modern Trade 3.) General retail 2.

Appy Fizz has been given a makeover in terms of a new packaging. snacks 1. sparkling drinks • Water – Packaged Drinking Water • Foods – confectionery. 100% Juice. BEVERAGES Frooti: Launched in 1985 as a mango drink. Considered the ‗Champagne‘ of Fruit drinks Appy Fizz is a one of a kind product in the beverage market. Appy Fizz: Launched in 2005. Ltd operates under three business verticals: • Beverages – fruit drinks.PARLE AGRO PRODUCTS Parle Agro Pvt. Appy remains the first apple nectar to be launched in India. Appy Classic: Launched in 1986 as apple nectar and originally available in a white tetra pack with an apple and leaf graphic. today it comes in black tetra packaging. Frooti is the first beverage to be launched in tetra packaging in India. Appy Fizz is India‘s first sparkling apple drink available in a champagne shaped PET bottle. Recently. 23 . nectars. Frooti is India‘s favorite Mango drink and is ranked amongst the most trusted brands in numerous national surveys.

Chinese Manchurian.) CONFECTIONARY Mintrox: Mintrox is a hard mint candy. 24 .Italian Pizza. Saint Juice is 100% juice with no added color. no GMO. Grappo Fizz: Launched in 2008. It is available in two flavors . Indian Chatpatta and Arabian Salted. Grappo Fizz is a sparkling grape juice drink. Buttercup: Buttercup is a hard boiled candy. sugar or preservatives. It is available in 4 variants – Strawberry. Thai Chili. Saint Juice is available in four variants – Orange. These baked wheat munchies have no added MSG. Mixed fruit. Coconut. and no cholesterol and zero trans-fat. Grappo Fizz is along the lines of existing product Appy Fizz. Hippo: HIPPO is a baked snack with the goodness of wheat. 2. It is available in seven flavors from around the world . Buttercup Softies: A Buttercup softie is a toffee which gives a uniquely chewy & smooth eating experience with a rich after taste.Hard Cinnamon Mint and Hard Menthol Mint. Vanilla and Caramel. Softies Mithai: Softies Mithai is a toffee.Saint Juice: Launched in 2008. Hot-n-Sweet Tomato. It is purple-red in color and has no close competition in the market. It is available in two flavors: Kaju and Kesar. Yoghurt Mint Chutney. Credited with creating the sparkling fruit drinks category in India. Grape and Apple. it is targeted at kids and adults alike.

PRODUCTS 1. saying. the brand has used new taglines such as: ‗Frooti . Mango . with a minor change. Frooti Mango is Parle Agro‘s flagship brand and India‘s leading fruit drink with an 85% market share. Frooti packs currently incorporate the decades-old tagline. Fresh n Juicy’ has remained the base tagline since the brand launch. 25 .India‘s national and most premium fruit was a virtuall y untapped segment until the year 1985. Frooti over these years have carved out a niche for itself in the market. Now. It was introduced in 1985 and it was the first Fruit Drink to be introduced in India. Changes in tag line over the years ‘Mango Frooti.Just like that‘ ‗Fresh and juicy! What a beauty! Mango Frooti!‘ ‗Juice up your Life‘ Accepting that Frooti would perhaps always be identified as ‗Fresh and juicy‘. Frooti also comes in PET bottle packing. But Frooti‘s brand communication is based around the theme of ‗Why grow up‘. Even the ad plays the jingle towards the end. ―Fresh ‗N‘ Juicy Mango‖. In between. Frooti is like an Indian ambassador and is a hot favorite not onl y in India but all across the world. FROOTI: It is the flagship brand of Parle agro. Frooti still holds a dominant position in the Rs300 crore tetra pack fruit juice (TFJ) market. Launched in 1984. which saw the launch of Fr ooti Mango in a trendy convenient tetra -pack. Frooti is the first tetra pack fruit juice in India.

BAILLEY AQUA: 26 .Product line of Frooti Frooti 65 ml TCA 01 Frooti Tetra Pack 200 ml 02 Frooti Pet 200 ml 03 Frooti 500 ml 04 Frooti Pet 1000 ml 05 Frooti 1500 ml 06 2.

PFA. This is because of the unique purifying processing system. 3. Treatment. It is one of the first brands to get an IS I certification. which removes all minerals and salt s and puts back onl y exact premeasured quantities of salts and minerals necessary for the human body. It undergoes 51 qualit y control tests includes 32 chemical tests. N -Joi is nutritious filler and a delicious smooth fruit and milk drink. Bailley conforms to stringent BIS Norms. N-Joi is India‘s first real fruit and dairy fresh milk drink. N-JOI: Parle Agro entered the dairy segment with the launch of N -JOI. APPY: 27 . 9 microbiological tests and 10 ph ysical tests and meets international standards laid down by WHO. It‘s full of natural goodness and wholesomeness. It contains orchard fresh pulp of mango / strawberry and dairy fresh healthy low fat cow‘s milk. 3. N -Joi Mango with dairy fresh milk and N-Joi strawberry with dairy fresh milk have been rated as the Most Innovative products in the Beverage Industry. Bailley Aqua is purified with chemical free natural U. Parle Bailley Aqua is unique because it has the same consistent taste across India.It is a mineral water and was launched in the year 1993. USFDA.V.

The brand has been positioned as the champagne of apple drinks due to its unique richness of taste. Unlike ordinary apple drinks. it‘s available in a sleek. international pack. Appy Fizz 300ml Appy Fizz 500ml Appy Fizz 1000 ml An apple drink from Parle. Unlike ordinary apple drinks. Appy spells style and exclusiveness which makes it a part y favorite in the upper crust of the societ y. The brand has been positioned as the champagne of apple drinks due to its unique richness of taste. The clear and crisp Appy Nectar is a premium product available in a 200 ml easy to pour pull -tab opening pack. Appy is made from freshl y picked ripe apples sourced from the rich 28 .An apple drink from Parle. Appy spells st yle and exclusiveness which makes it a part y favourite in the upper crust of the societ y. Appy is made from freshl y picked ripe apples sourced from the rich natural environs of Himachal Pradesh. international pack. it‘s available in a sleek.

The unique and distinct packaging lends an international feel to the product.natural environs of Himachal Pradesh. The concentrate for Saint Apple Juice is made from carefully selected green apples from the best orchards in Austria and imported to India. which has high capacity lines for manufacturing of one liter Tetra Pak and economy of scale to support the new product.) SAINT JUICES : Saint Apple Juice comes with the natural benefits of green apples. the packs are priced at Rs 80 and Rs 15 respectively. mini-metros and the top three cities of every state. Green Apples are richer in Vitamin C and are high on fiber content. featuring stunning shots of real green apples stacked unconventionally on top of each other. Saint Juice is being manufactured out of Parle Agro's Hyderabad plant. Saint Apple Juice packs are pristine white and uncluttered. Available in 1 liter and 200 ml SKU's. Compared to other varieties of apples. 4. They are an excellent source of potassium and antioxidants. With a 40% share of the total biscuit market and a 15% share of the total confectionery market in India. 29 . Saint Apple will be available across India with a special focus on metros. The clear and crisp Appy Nectar is a premium product available in a 200 ml easy to pour pull-tab opening pack. MARKET SHARE:Frooti has 85% market share in the tetra pack segment.

Parle Agro. Made from fresh and premium Indian mangoes. Fruit beverages are wholesome. Director. "Parle Agro remains committed to refreshing India and constantly caters to the health and quality-conscious consumer through newer and varied initiatives. Appy and N-Joi." Parle Agro is the first to introduce fruit drink in a tetra pack in India. it not only launched a new healthy beverage. It‘s delicious filler and apt quick refreshing nourishment for today's hectic stressful life. It has successfully launched some of India's leading beverages like Frooti. It brings to the consumers the magic of premium quality fresh fruit drinks conveniently packed and available all through the year.Parle Agro has been a trusted name in the beverage industry providing wholesome and healthy agro-based drink brands. has struck a chord with the masses. highly refreshing with natural nutritional values as compared to synthetic and aerated drinks. It's a favorite with the young generation as a tasty. with its numerous fruit-based drinks. and packaged drinking water. Bailley. Says Ms. another premium drink from the Parle portfolio. Frooti has grown to be one of India's top 50 most trusted brands. In a country where health consciousness is growing at a rapid pace. Appy. over the last two decades. Nadia Chauhan. Parle Agro has also diversified into the fitness industry and has set up fitness centers in Juhu and Malad in Mumbai with aggressive plans to expand nationally. healthy. Parle Agro's Frooti is India's first national mango drink. but also created a whole new category in India. is a deliciously light and refreshing apple drink made from orchard fresh apples from Himachal Pradesh. the first to introduce apple nectar and the first to introduce fruit drinks in PET bottles in India and the first to develop a real fruit and dairy fresh milk brand. Marketing. When Parle Agro launched N-Joi with real fruits and fresh milk. The mango segment is 95% of the Indian fruit drink market and Frooti has 85% market share in the tetra pack segment. Share in % of major players in mineral water Bisleri Bailley 48% 22% 30 . The milk shake claims to contain no preservatives and is full of nutritional goodness. nourishing drink. easy to digest.

50% 19.Aquafina Kinley Himalaya Kingfisher Local 3% 4% 2% 1.50% Share in % of major players of Mineral water Kingfisher 1% Himalaya 2% Kinley 4% Aquafina 3% Local 20% Bisleri 48% Bailley 22% Frooti Other 85% 15% Market share in % Other 15% Frooti 85% Biscuits 40% Other 60% 31 .

Market share in % Biscuits 40% Other 60% Confectionary 14% Others 86% Market share in % Confecti onary 14% Others 86% PRODUCT RANGE  : “FROOTI” – Mango Drink 32 .

Carbonated grapes Drink “SAINT JUICE”.     “APPY” – Apple Drink “APPY FIZZ” – Carbonated Apple Drink “GRAPPO FIZZ”. Memberships  Agricultural and Processed Food Products Exports Developments Authority (APEDA)  Federation of Indian Chambers of Commerce and Industry (FICCI)  Project Exports Promotion Council of India (PEPC)  Federation of Indian Export Organizations (FIEO) 33 .Fruit Juice “BAILLEY” – Packaged Drinking Water COMPETITORS: MAZZA SLICE MANGO SIP JUMPIN KINGFISHER HEALTH PLUS AQUAFINA KINLEY TROPICANA MINUTE MADE ACTIVE REAL Primary Competitive Advantages        Products are manufactured under the most hygienic conditions The drinks are made available in a Tetra Pak and Pet Bottles Healthy and nutritious alternative which are also delicious Access to best quality fruits Strategically located manufacturing facilities State-of-the-art manufacturing plants An extensive distribution network.

CHAPTER-III Research methodology 34 .

which has some difficulty or some problems.  There must be some environment.  There must be some alternative means to obtain the objectives. Methodology: The in the Methodology contains the steps involved in the research.  There must be some objectives to be attained. which are used to solve problem of research. A universe is the total population on which the research study is to be done or is being conducted. 35 . searching and doing study on any existing substance from the universe is called as Research.Research: Viewing a particular phenomenon that already exists is called as Research. Components of research problem:  There must be an individual or a group of individuals. In other words.

Availability of improved techniques and tools to meet this need Helps in customer satisfaction Types of research: Two types of research are there. 1) Exploratory research 2) Conclusive research. Helps the management for new product development. more knowledge and better information. 36 .  To determine the characteristics of an individual or a group of individuals or various activities or their frequency of occurrence. Provide the managers. Importance of research methodology in management:      Helps the managers to take good decisions.  To determine the association of one activity with another activity.Why we study research methodology?  To get an inside about every knowledge.

Method of data collection: There are several methods of data collection. Sources of data collection: There are two sources of data collection. etc. and reports. etc. financial statements of the company. these are the original sources from which the researcher directly gathers data which are not previously referred.  Secondary sources: The data are collected from the secondary sources such as magazines. etc. which may include sensory reports.  Primary sources: The data are collected directly from the universe by conducting interviews. journals. The primary sources of data collection are done through – o Observation o Interviewing o Questionnaire 37 . These sources consist of already variable data in the form of statements. reports of governments departments.Conclusive research is further divided into Descriptive research and Experimentation research.

38 . which provides complete information about the universe. Such questionnaires revel more because they do not constraint respondent's answers.Observation is a mode of primary data collection through which we directly get the data from a universe and based on that data one can carry on the research. B) Closed ended questionnaire This questionnaire consists of questions that pre-specified all the possible answers. Different modes of questions are put up on the paper and the particular universe. on which the research is conducted. Questionnaire is the method of data collection. QUESTIONNAIRES ARE OF TWO TYPES: A) Open ended questionnaire It consists of open ended questions that allow the respondent to answer in their own words. tabulation and interpretation of such Questionnaires are easier as compare to open ended questionnaire. particularly in big cities. Interviewing is another mode of direct data collection. which is very much popular. are asked to fill their responses.

Process of research methodology: There are different steps involved in the process of research methodology. They are as follows: Formulation of the problem:       Research design Sources of data collection Determining sample design and sample size Organizing and conducting field survey Analysis of data Research report 39 .

) Size of products 2. sample unit. sampling procedure. data processing and place of information.90 Type of Study.) Packing Cartons (No.Descriptive Research (Under conclusive Research) Sampling procedure . of Carton required) 3. Contact method. Statistical tools for Data Analysis 1. sampling method.Judgment and Convenience Sampling as met personally. and contact method.Personal.) Bar Graph 40 .Sampling plan:It includes all the information about universe. sampling frame. Sample size.) MRP per/unit 4.) Landing cost per/unit 5. sample size.

CHAPTER-IV 41 .

The caterers segment also leads with maximum sales to Mazza followed by Frooti and Slice.Q1.66 30 35 40 MANGOSIP 13. The Hotel segment shows that the most preferred brand is Frooti followed by Mazza and Slice. 42 . The brand Mango sip which is the local brand seems to cover very less margin in the market share.67 33.66 33.Which brand of Nectar you deal most in? BRANDS OF NECTAR MANGOSIP SLICE MAZZA FROOTI 0 CATERERS RESTAURANTS HOTELS 5 FROOTI 30 26.34 10 10 Interpretation: The Bar Graph shows the different brands of Nectar present in the market.34 10 15 MAZZA 36.33 30 20 25 SLICE 20 30 26. The Restaurant Segment shows that most sales are in Mazza as compared to Slice and Frooti.

33 40 6.67 50 OTHERS 6.33 50 36.co. In the Caterer segment once again Coca-Cola is able to withstand the leading positions in distribution next is the Parle-Agro and finally are the other Local Brand. In the Restaurant segment Coca-Cola leads the competition whereas Pepsi.) MAZZA(COCA-COLA) FROOTI(PARLE-AGRO) 0 CATERERS RESTAURANTS HOTELS 10 20 30 40 SLICE(PEPSI.34 10 53.CO.CO.66 43.co.33 60 FROOTI(PARLE-AGRO) MAZZA(COCA-COLA) 36. 43 .67 Interpretation: From the above Bar Graph it can be stated that the distribution network of Parle-Agro in Hotel Segment is the best followed by Coca-Cola and Pepsi.) 13.67 0 3. And Parle-Agro is unable to fulfil the demand at the required time.Which Company have better distribution network? DISTRIBUTION NETWORK OTHERS SLICE(PEPSI.Q2.

In the Restaurants Segment Both youth and the teenagers are near to competition.34 10 10 20 TEENAGERS 13.Q3.33 30 YOUTH 6.67 40 50 ELDERLY PEOPLE 30 20 20 Interpretation: As inferred from the above Bar Graph Youth is the primary market which is covered by Hotel segment. 44 .67 30 46.66 23.33 26.Which is your primary market you cover? SEGMENTATION OF MARKET ELDERLY PEOPLE YOUTH TEENAGERS KIDS 0 CATERERS RESTAURANTS HOTELS KIDS 50 23. While in the Caterer segment kids are more in numbers followed by elderly people which are covered in primary market.

45 .34 60 40 50 CATERERS 6.67 53. Do you think that aggressive advertisement further increases the sales volume of Frooti? ADVERTISEMENT OVERVIEW CATERERS RESTAURANT S HOTELS 0 NO REPLY NO YES 10 HOTELS 10 36.66 23.Q4.33 20 30 RESTAURANTS 16.33 40 60 Interpretation: From the above Bar Graph it can be interpreted that in the Hotel segment majority of reply is for Yes.67 53. In the Restaurant segment majority of reply is for Yes and in the Caterer segment majority of them are not satisfied with the statement.

67 40 25 LTR 50 10 13.33 50 Interpretation: In the Hotel segment the most preferred size of Mineral water is 500 MLTR followed by 200 MLTR.66 16.33 40 43.Which is the most preferred size of the bottle by Retailer’s? RETAILER'S PREFERENCE 25 LTR 1 LTR 500 MLTR 200 MLTR 0 CATERERS RESTAURANTS HOTELS 200 MLTR 6. Where as in Caterer segment most preferred size of mineral water is 25LTR.33 30 1 LTR 40 16.34 26.67 10 20 500 MLTR 3.67 33.Q5. 46 . In the Restaurant segment the most preferred size of Mineral water is 500 MLTR followed by 200 MLTR.

67 20 30 50 LOW 6. In the Caterer segment there is combined debate upon medium and high because the customer who have shifted from other brand feel the rate to be high and the premium customer feel to be Medium.Q6.33 6.68 0 60 Interpretation: In the Hotel segment the price of the Mineral Water is judged to be very high.33 56.37 20 HIGH 43. whereas few of them due to new customer feel that the price is Medium.66 26.What do you feel about the price of Mineral Water compared with other brands? PERCEPTION OF PRICE FOR MINERAL WATER LOW MEDIUM HIGH VERY HIGH 0 CATERERS RESTAURANTS HOTELS 10 VERY HIGH 3. 47 .67 16. In Restaurants segment most of them have intuition that the price is high.66 43.66 30 40 MEDIUM 46.

34 56.68 10 Interpretation: From the above Graph it can be inferred that the competitor of Bailley in Hotel Segment is Aquafina and in Restaurants segment is Kingfisher due to cheap costing portfolio.Which brand is the nearest competitor of Mineral Water in your opinion? COMPETITOR OF BAILLEY KINGFISHER (UB GROUP) AQUAFINA (PEPSI.CO) 13. Where as in Catering segment again the competition is with Kingfisher and Aquafina. 48 .34 16.66 20 10 20 30 40 50 60 KINLEY (COCA-COLA) AQUAFINA (PEPSI.Q7.66 20 40 KINGFISHER (UB GROUP) 53.CO) KINLEY (COCA-COLA) HEALTH PLUS 0 HEALTH PLUS CATERERS RESTAURANTS HOTELS 16.66 30 16.66 6.

49 .33 RESTAURANTS 40 60 CATERERS 66.66 33. Where as in Caterer segment they have approved the statement. In the Restaurant segment most of the customers are rejecting the statement because of unmatched and huge gap of costing price.67 43.Do advertisements affect your purchase? PURCHASING DECISION 70 60 50 40 30 20 10 0 HOTELS RESTAURANTS CATERERS YES NO YES NO HOTELS 56.Q8.34 Interpretation: In the Hotel segment it can be analyzed that most of the customer are approving the question.

50 .34 Interpretation: From the above Graph it can be concluded that half of the Retailer‘s in Hotel segment Disagree with the statement. In the Restaurant segment most of them support to Agree with the statement. while half the quarter approve it.66 20 16.34 13.66 43.33 30 AGREE 23. Finally in the Caterer segment mostly population strongly approves the statement.34 30 26.67 STRONGLY AGREE 40 23.Q9. Do you agree or disagree that while selling the product your working capital increases? ANALYSIS OF WORKING CAPITAL STRONGLY AGREE AGREE DISAGREE STRONGLY DISAGREE 0 CATERERS RESTAURANTS HOTELS 10 20 DISAGREE 30 26.66 40 50 STRONGLY DISAGREE 6.

33 3.33 3. 51 .66 23.66 63.34 AID TO PUT OFF THIRST 3.Q10. How do you view Saint Juice? RETAILER'S PERCEPTION TOWARDS SAINT JUICE ANY OTHER AID TO PUT OFF THIRST STATUS SYMBOL HEALTH DRINK 0 10 20 30 40 50 60 70 HEALTH DRINK CATERERS RESTAURANTS HOTELS 66.67 3.3 Interpretation: The Graph states that in the entire segment‘s most of the Retailer‘s treat it as a Health drink while some of them treat as a Status symbol.34 70 STATUS SYMBOL 23.33 26.68 6.36 ANY OTHER 6.

67 50 46.CO.) 6.67 43. serve to customers? RETAILER'S PREFERENCE TOWARDS COMPANIES BRANDS ACTIVE REAL (DABUR) SAINT JUICE (PARLE-AGRO) MINUTE MADE (COCA-COLA) TROPICANA (PEPSI.33 3.33 40 50 ACTIVE REAL (DABUR) 36.CO.33 36. Which company brand you prefer mostly. 52 .64 Interpretation: From the above Graph it can be inferred that the most preferred brand served by the Retailer‘s in the Hotel segment as well as Restaurants segment is Active Real. In the Caterer segment most preferred fruit juice is Saint Juice.36 10 20 30 SAINT JUICE (PARLEAGRO) 43.Q11.34 10 6.67 CATERERS RESTAURANTS HOTELS MINUTE MADE (COCA-COLA) 13.) 0 TROPICANA (PEPSI.66 3.

33 23.33 40 70 40 1<=6 MONTHS 6.67 43.Q12. How long you Stock the same product? PRODUCT SHELF LIFE <1 YEAR 6<=8 MONTHS 1<=6 MONTHS >1 MONTHS 0 CATERERS RESTAURANTS HOTELS 20 >1 MONTHS 93.34 60 6<=8 MONTHS 0 16. 53 .66 80 100 <1 YEAR 0 0 0 Interpretation: It can be inferred that the most of the Retailer‘s would like to sale the product with in a time period of one month.67 6.

34 10 20 30 40 50 60 70 ALL ABOVE 76.66 33.Q13. In Caterer segment More than half of them rate all above.66 6.34 3.34 80 CATERERS RESTAURANTS HOTELS HAVE ARTIFICIAL ADDED FLAVOR 3.34 56.66 6. 54 .33 53.33 16. How do you rate canned juices as compared to fresh juices? RETAILER RATINGS ALL ABOVE HEALTHY WITH PRESERVATIVES HAVE ARTIFICIAL ADDED FLAVOR EQUIVALENT TO FRESH JUICES 0 EQUIVALENT TO FRESH JUICES 13.68 23.66 Interpretation: In the Hotel and Restaurant segment more than half of them rate that canned juice have artificial added flavor.66 HEALTHY WITH PRESERVATIVES 6.

Q14.67 3.34 CATERERS RESTAURANTS HOTELS Interpretation: From the above Graph it can be analyzed that in all the segments most of majority thinks that Retailer‘s buys the product due to high medicinal value i.33 50 60 VARIETY 10 6.66 60 53.33 HEALTH DRINK 46.68 10 13. What induces you to deal with fruit juices? RETAILER INDUCEMENT FOR FRUIT JUICES VARIETY TASTE STATUS SYMBOL HEALTH DRINK PRICE WITH QUANTITY 0 PRICE WITH QUANTITY 20 3.e.66 20 20 40 TASTE 16.… Health drink.33 10 10 20 30 STATUS SYMBOL 6. 55 .

6. Overall rating on all product categories of Parle-Agro? OVER ALL RATING OF PRODUCTS VERY UNLIKELY SOME WHAT UNLIKELY NEUTRAL SOME WHAT LIKELY VERY LIKELY 0 VERY LIKELY HORECA 36.66 % of Retailer‘s very much like the Product as they are key Accounts of the company. Whereas 33.66 VERY UNLIKELY 3.66% of Retailer‘s do not like the product due to medicinal taste and shift of product to other brand.66 5 10 15 20 NEUTRAL 20 25 30 35 40 SOME WHAT LIKELY 33.34 SOME WHAT UNLIKELY 6.34 % of Retailer‘s only like the product due to its brand name.34 Interpretation: From the above Graph it can be interpreted that 36. 56 . Majority of people have neutral Ideology for the product.Q15.

planned and quick action taken up which will lead to quick reactions by the HORECA Channels ultimately is providing a competitive edge to PARLE AGRO.P. Marketing and Distribution team enhances the sales of the Fruit Juices and other fmcg products. And Coca-Cola and other Local products in Retail market with respect to sales margin.SWOT ANALYSIS Strength: PARLE Agro effective growth strategy and strong distribution channel due to effective distribution model to reach interior of the untapped market. Moreover. 57 . PARLE has monopoly in the market for its fruits drink FROOTI. Carriage problem hinders the distribution. specifically in rural market. Opportunities: A huge rural and retail untapped market can be the new platform. Weakness: The data collected cannot be considered as 100% accurate but it is only an estimated figures gathered by the various HORECA Channels in the M. Threats: Throat cut competition with Pepsi. The analysis so done cannot be regarded as the final as change is the constant thing which happens. PARLE association with the rural and retail market making the fmcg products in reach of the common man. A systematic. A dedicated Intellect. Brand image of PARLE AGRO products and it is the time to increase to product line by introducing other fmcg products. Non availability of stock for Rural and Retail market. region.co.

1500. (Please refer the table no.4 for further details)  The existing sales promotion scheme is unable to kill the competitors. (Please refer the table no. as per my project is concerned it suggests that overall 34% of the Retailers who are purchasing the Parle-Agro Product are actually spending on the product would be around Rs.15 for further details) 58 .2 for further details)  Parle-Agro is having the suitable distribution Strategy for hotels.7 for further details)  Company is unable to create and position its brand as fruit juice for Saint Juice. thus gives a positive sign toward rise in demand in future.e. Coming to other segment it should treat Coca-Cola as bench mark and based on that they can start distribution. (Please refer the table no. (Please refer the table no. 1500 to Rs.12 for further details)  37% of Retailer‘s rate the product at the ‗A‘ level.2 for further details)  Company wants to design a point of purchase advertising for Caterers with respect to market segmentation. (Please refer the table no. Very Likely. (Please refer the Annexure for further details)  Credit period should be taken into consideration while working out for working capital.11 for further details)  The Product shelf life is less than a month. (Please refer the table no. 3000 While more than 66% of Retailers spending is less than Rs.Findings of the report:  Purchasing power is the most important role to play with in any FMCG organization. (Please refer the table no.3 for further details)  Push and pull is most important to understand for the company.10 & 14 for further details)  Hotel and Restaurant Segment is unable to fetch Retailer preference towards Companies Brands.9 for further details)  Restaurants Segment is not affected by advertising in terms of what they are offered/ induced to purchase.….6 & 8 for further details)  As per my survey suggested that the better distribution network of Parle-Agro should be enhanced to that extent where its Retailers would reach the maximum satisfaction. (Please refer the table no. (Please refer the table no. i. (Please refer the table no. (Please refer the table no.

There should be proper mix so that the advertisement should attract all the channels.  Company should rethink over the proper positioning of Saint Juice as in trade prospective it is considered to be health conscious drink. the product get consumed at faster rate. like meetings.  A youth centering advertisement should be done. i.e. etc…  Sales promotion scheme should kill the nearest competitor. Clearly this shows that managers need to invest into brand building exercise so that his/her brand appears in the consideration set of the target consumers.  Profit margin offered to Retailer‘s should be increased in context to Restaurant segment.e.  Credit period for caterers should be increased.  The company should think over the taste preference of its brand.. Only after this should he spend time.  Coca-Cola should be treated as bench mark and based on that they can start distribution network for the two Channels i..  Special schemes and work out strategy should be initialized. due to lack in its flavor. 59 .Recommendation: The findings of the empirical study indicate that unless the brand to be promoted is in the consideration set of the consumer. Restaurant and Caterers.… medicated taste. money and energy on sales promotion activities. sales promotion by itself is unlikely to have any major impact.  Proper promotion of brand can increase the sale since there is positive sign of less shelf life. shows.

profit margin and increase their goodwill in the market with full customer satisfaction.Conclusion of the Survey: The study reflects that the use of sales promotion undeniably has increased over the years in India. is having a good potential in the market than to they are required to make certain amendments in their existing products and launch a new range of products with different flavor and taste that will help them in increasing their sales promotion. Future holds lot of promise for such schemes across wider range of product-markets. Though Parle-Agro is a good FMCG organization. 60 .

Less use of internet. Finding of the study are based on the assumption that the respondents have given correct information. our sample size is only 90. 61 . Due to this. The actual information was not disclosed. which is not very large. All the respondents could not fill their questionnaire on their own due problem of time and lack of positive behaviour.Limitations of the study        We considered at Indore region only because of limited time duration. Respondent may give biased answer due to some lack of information about other brands.

com  http://www.com  http://www. Publishers.infowaveindia.com  http://www.org  http://www. ―Marketing Management‖.in  http://www.slideshare.Kothari.com  http://www.co.google. 11th edition.parleagro.Bibliography: BOOKS  Philip Kotler. 2nd edition. Pearson education Asia Publication.wikipedia. New Age International (p) ltd.  C.frooti. ―Research Methodology methods & techniques‖. WEBSITES  http://www.com 62 .yahoo.R.

CHAPTER-V 63 .

Kindly spare some of your valuable time to go through the questionnaire and give your views on this Topic.: ________________________________ GENDER: Male Female Purchase Order: Rs ________________________________ (Please tick any one of the following options from the Questionnaire) 64 .QUESTIONNAIRE Sir/Madam. (RAHUL KUMAR) Name: _____________________________________ Address: ___________________________________ ___________________________________ Contact No. I am conducting a Survey on Study of HORECA AS A Channel with Special Reference to Parle-Agro at Indore.

Bailley Mineral Water It is a packaged drinking water. (a) Parle agro (Frooti) (c) PepsiCo (Slice) (b) Coco-Cola (Maaza) (d) Others Q3. Q1. Q5.) Which company have better distribution network.) Which is most preferred size of the bottle by customer? (a) 200 ml (c) 1 Liter (b) 500 ml (d) 25 Liter 65 .Product Category: I. Frooti: It is the most popular mango drink since 1985.) Which brand of soft drink you deal most in? (a) Frooti (c) Slice (b) Maaza (d) Mango Sip Q2.4) Do you think that aggressive advertisement further increase the sales volume of Frooti? (a) Yes (c) No reply (b) No II. the first water brand to be issued ISI Certification. mostly popular as µfresh n juicy.) Which is your primary market you cover? (a) Kids (Font of Fruit Juice) (c) Youth (Experimental Buying Power) (b) Teens (More Experimental) (d) Elderly People Q.

Q6.) How do you view Saint Juices? (a) As a health drink (c) As an aid to put off thirst (b) As a status symbol (d) any other. please specify ________ Q11.) Do you agree or disagree that while selling the product your working capital increases? (a) Strongly Disagree (c) Agree (b) Disagree (d) Strongly Agree III.) Do advertisements affect your purchases? (a) Yes (b) No Q9. Saint Juice Q10.) Which brand is the nearest competitor of Mineral Water in your opinion? (a) Health Plus (c) Aquafina (PepsiCo) (b) Kinley (Coca-Cola) (d) Kingfisher (UB Group) Q8.) What do you feel about the price of Mineral Water? (a) Very high (c) Medium (b) High (d) low Q7.) Which company brand you prefer mostly. serve to customers? (a) Active Real (Dabur) (c) Saint Juice (Parle-Agro) (b) Tropicana (PepsiCo) (d) Minute Made (Coca-Cola) 66 .

) More than 1 year Q13.) 1 to 6 months (d.) What induces you to deal with Fruit Juices? (a) Price with quantity (d) Taste (b) Health Drink (e) Variety (c) Status symbol Q.) 6 to 8 months. (b.) How do you rate canned juices as compared to fresh juices? (a) Equivalent to fresh juices (c) Healthy with preservatives (b) Have artificial added flavor (d) all above Q14.) How long you Stock the same product? a.Q12.) Less than 1 month c.15) Overall Ratings on all Product categories of Parle-Agro? (a) Very likely (d) Somewhat unlikely (b) Somewhat likely (e) Very unlikely (c) Neutral 67 .