DABUR INDIA LIMITED

MARKETING RESEARCH FOR ASSESSING PERFORMANCE OF DABUR PRODUCTS PROMOTING INSTITUTIONAL SALES FOR DABUR PRODUCTS
DILEEP SINGH SHEKHAWAT
6/24/2010

SUBMITTED BY:DILEEP SINGH SHEKHAWAT

DABUR INDIA LIMITED
“ONE OF INDIA’S MOST ADMIRED COMPANY”
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TABLE OF CONTENT TOPICS DESCRIPTION
Acknowledgement……………………………………………………….. Business portfolio of Dabur……………………………………………. Introduction to Dabur…………………………………………………... About market research…………………………………………………. Steps of market research……………………………………………….. Data analysis and findings for corn flour………………….................... Data analysis and findings for lemoneeze…………………................... Data analysis and findings for capsico………………………................ Data analysis and findings for coconut milk………………………….. Data analysis and findings for honey…………………………............... Data analysis and findings for tomato puree…………………………. Data analysis and findings for tomato paste………………………….. Data analysis and findings for snack dressing………………………… Data analysis and findings for tomato ketchup………………………. Data analysis and findings for pineapple slice………………………… Data analysis and findings for fruit cocktail………………………….. Data analysis and findings for mango pulp……………………………. Data analysis and findings for keora water……………….................... Conclusion and recommendations……………………………………. About institutions sales ……………………………………………….. Bibliography…………………………………………………………

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7 8 9-16 17 18 19-22 23-25 26-27 28-30 31-33 34-37 38-39 40-42 43-46 47-49 50-53 54-55 56-57 58 59-60 61

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DECLARATION
I DILEEP SINGH SHEKHAWAT student of PGDM studying at UDAI INSTITUTE OF MANAGEMENT STUDIES-JAIPUR, hereby declare that the project work entitled “FIND OUT THE PERFORMANCE OF DABUR PRODUCTS AND PROMOTING INSTITUTIONAL SALES” was carried out by me in partial fulfillment of the requirement for the award of the degree of PGDM. This project was undertaken as a part of academic curriculum according to the AICTE rules and norms and it has not commercial interest and motive. It is an original work done entirely by me and is based on my own observations. The facts presented here are true to the best of my knowledge. I also declare that this report has not been submitted to any other organization for any other purpose

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ACKNOWLEDGEMENT
I offer a great many thanks to a great many people who helped and supported me during the project. My deepest thanks to Dr. Ruby Dwivedi ,The Guide of the project for guiding and correcting various documents of mine with attention and care. She has taken pain to go through the project and make necessary correction as and when needed. I express my thanks to the Director of, Udai institute of management studies-jaipur, for extending his support. My deep sense of gratitude to Mr. Sumit Kumar GuptaSr.business development officer, Dabur India ltd. support and guidance. Thanks and appreciation to the helpful people at Dabur India ltd., for their support. I would also thank my Institution and my faculty members without whom this project would have been a distant reality. I also extend my heartfelt thanks to my family and well wishers. I am very thankful to everyone who all supported me, for I have completed my project effectively and moreover on time. I am equally grateful to my teacher Dr. Tanjul saxena; she gave me moral support and guided me in different matters regarding the topic. she had been very kind and patient while suggesting me the outlines of this project and correcting my doubts. I thank her for her overall supports. Last but not the least, I would like to thank my parents who helped me a lot in gathering different information, collecting data and guiding me from time to time in making this project .despite of their busy schedules ,they gave me different ideas in making this project unique.

Thanking you Dileep singh shekhawat Udai institute of management studies-jaipur PGDM-2009-2011

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sampoo. Home care &Food products: Tomato ketchup  Lemoneeze  Capsico  Cornflour  Pineapple slice  Fruit cocktail  Tomato puree Real juice segment  Real  Active  burrst 8 . Dabur products as Dabur amla hair oil. Hajmola Candy. u veda etc.Business portfolio of Dabur PERSONAL CARE:-Dabur has a wide HEALTH CARE :-Dabur chyawanprash. Dabur Blood Purifier etc. vatica heal-ek. range of personal care products and some Dabur Shwaasamrit. Dabur Pilochek. dabur gulabari. PudinHara.

S. His mission was to provide effective and affordable cure for ordinary people in far-flung villages. S. Burman. skin care. malaria and plague. Is the fourth largest FMCG company in india with the revenues of us$ 750 million (3390 crore) and market capitalization of us$ 3. like cholera. as the trusted 'Daktar' or Doctor who came up with effective cures. but visionary endeavour by Dr. home care & foods. to a household name that at once evokes trust and reliability. And that is how his venture Dabur got its name . K. a physician tucked away in Bengal. With missionary zeal and fervour. Burman undertook the task of preparing natural cures for the killer diseases of those days. oral care.5 billion (over RS 16000 crore)building on a legacy of quality and experience of over 125 years. Soon the news of his medicines traveled.derived from the Devanagri rendition of Daktar Burman. Dr. 9 . K. Reaching out to a wide mass of people who had no access to proper treatment.Introduction to Dabur FOUNDER AND LEADERS Founding Thoughts: "What is that life worth which cannot bring comfort to others" The story of Dabur began with a small. Dabur india ltd.Dr. health care. Burman set up Dabur in 1884 to produce and dispense Ayurvedic medicines. dabur operates in key consumer products categories like hair care. Dr. and came to be known. Burman's commitment and ceaseless efforts resulted in the company growing from a fledgling medicine manufacturer in a small Calcutta house.

Dabur Red Toothpaste. Master Brands:      Dabur .Premium hair care Hajmola .Ayurvedic healthcare products Vatika . 10 . corporate and process hygiene.Dabur International. leading to market leadership (over 75%) in branded honey market  Dabur Chyawanprash the largest selling Ayurvedic medicine with over 65% market share. Fem Care Pharma and newu. Home Care & Foods. The results of our policies and initiatives speak for themselves. Hajmola and Dabur Honey  Strategic positioning of Honey as food product. Dabur Chyawanprash. Health Care. Consumer Health Division (CHD) and International Business Division (IBD) 3 Subsidiary Group companies .Consumer Care Division (CCD). 2834.DABUR AT-A-GLANCE Dabur India Limited has marked its presence with significant achievements and today commands a market leadership status. more than 5000 distributors and over 2. Our story of success is based on dedication to nature.       Leading consumer goods company in India with a turnover of Rs. dynamic leadership and commitment to our partners and stakeholders. Réal.Tasty digestives Réal .11 Crore (FY09) 3 major strategic business units (SBU) . Babool. 17 ultra-modern manufacturing units spread around the globe Products marketed in over 60 countries Wide and deep market penetration with 50 C&F agents. Vatika.Fairness bleaches & skin care products 9 Billion-Rupee brands: Dabur Amla.Fruit juices & beverages Fem .8 million retail outlets all over India SHORT DESCRIPTION OF 3 MAJOR STRATEGIC BUSINESS UNITS (SBU) Consumer Care Division (CCD):Adresses consumer needs across the entire FMCG spectrum through four distinct business portfolios of Personal Care. Dabur Lal Dant Manjan.

Nigeria . spanning the Middle East.Nepal and US 11 .Bangladesh .Ras Rasayanas . North & West Africa.Trifgol  Division also works for promotion of Ayurvedic through organized community of traditional practitioners and developing fresh batches of students International Business Division (IBD) Caters to the health and personal care needs of customers across different international markets.Medicated Oils  Proprietary Ayurvedic medicines developed by Dabur include: . EU and the US with its brands Dabur & Vatika Focus markets: .Asav Arishtas . Vatika Shampoo has been the fastest selling shampoo brand in India for three years in a row  Hajmola tablets in command with 60% market share of digestive tablets category.5 crore Hajmola tablets are consumed in India every day  Leader in herbal digestives with 90% market share Consumer Health Division (CHD) Offers a range of classical Ayurvedic medicines and Ayurvedic OTC products that deliver the age-old benefits of Ayurveda in modern ready-to-use formats   Has more than 300 products sold through prescriptions as well as over the counter Major categories in traditional formulations include: .Nature Care Isabgol .Madhuvaani . About 2.Churnas .

and accountability to meet business needs. We have superior understanding of consumer needs and develop products to fulfill them better. People are our most important asset. We accept personal responsibility. and we encourage & reward excellence. We are determined to be the best at doing what matters most. We work together on the principle of mutual trust & transparency in a boundary-less organization. Continuous innovation in products & processes is the basis of our success. including recognizing risks. 12 . We are committed to the achievement of business success with integrity. with business partners and with each other. We are honest with consumers. with a deep commitment to deliver results. We are intellectually honest in advocating proposals. We all are leaders in our area of responsibility. We add value through result driven training.VISION AND PRINCIPLES "Dedicated to the halth and well being of every household" This is our company.

relative to our peer group.First production unit established at Garhia 1919 .Entered Oral Care & Digestives segment 1972 . reaching out to new geographies.Automation and upgradation of Ayurvedic products manufacturing initiated 1936 .Enters oncology segment 1994 .Established by Dr. a curative product is converted to a confectionary item for wider usage. developing and retaining quality personnel Be responsible citizens with a commitment to environmental protection Provide superior returns.Computerisation of operations initiated 1970 . Ltd.Production of Ayurvedic medicines.Launches Hajmola tablet 1979 . to our shareholders MILESTONES TO SUCCESS                  1884 .STRATEGIC INTENT We intend to significantly accelerate profitable growth.First R&D unit established Early 1900s . and improve operational efficiencies by leveraging technology Be the preferred company to meet the health and personal grooming needs of our target consumers with safe. To do this. natural solutions by synthesizing our deep knowledge of ayurveda and herbs with modern science Provide our consumers with innovative products within easy reach Build a platform to enable Dabur to become a global ayurvedic leader Be a professionally managed employer of choice.Dabur (Dr.Comes out with first public issue 1994 .Launches pharmaceutical medicines 1989 . 1994 . S K Burman) Pvt.Shifts base to Delhi from Calcutta 1978 .Leadership in health care 1996 . attracting.Care with fun The Ayurvedic digestive formulation is converted into a children's fun product with the launch of Hajmola Candy.Personal care through Ayurveda 1949 . within and outside India.Commercial production starts at Sahibabad. In an innovative move.Dabur Research Foundation set up 1979 .Dabur completes 100 years 1988 . we will:        Focus on growing our core brands across categories. 1930 .Launched Dabur Chyawanprash in tin pack 1957 .Enters foods business with the launch of Real Fruit Juice 1998 . S K Burman at Kolkata 1896 . the most modern herbal medicines plant at that time 1984 . efficacious. Incorporate 1940 .Burman family hands over management of the company to professionals 13      .

Successful implementation of various energy conservation projects have resulted in a 13. It is a concept on which we aspire to build an organization that will continue to increase value for all our stakeholders for generations to come.Dabur record sales of Rs 1163. What was noteworthy was the fact that this reduction has come despite an 8-9% volume increase in manufacturing. along with Health. and in every aspect of our ever-growing business. in fact.19 crore on a net profit of Rs 64. SUSTAINABILITY REPORT At Dabur.1.Dabur Foods merged with Dabur India  2008 . at Dabur. Safety and Environment Protection.Celebrating 10 years of Real  2007 .Acquires Fem Care Pharma  2009 . environment and nature is the lifeline of our business.4 crore  2003 .8% reduction in the Company’s energy bill in the 2008-09 fiscal alone. The host of measures – key among them being use of bio-fuels in boilers.000 crore mark Dabur establishes its market leadership status by staging a turnover of Rs.The 1. generation of biogas and installation of energy efficient equipment – helped lower the cost of production. With a portfolio of Ayurvedic and nature-based products. expanded it to encompass our aspirations and responsibilities to the society and to the environment.7% increase in cost of key input fuels. Dabur Red Toothpaste crosses the billion rupee turnover mark within five years of its launch. conservation of nature & natural resources is deep rooted in our organizational DNA. 14 .Dabur Red Toothpaste joins 'Billion Rupee Brands' club Dabur Red Toothpaste becomes the Dabur's ninth Billion Rupee brand. and an average 11.000  2001 . have not merely incorporated the concept of sustainability into the core of our business but have. It is this concept that inspires us to optimize our business performance to tackle the new and growing challenges of environment and technology.Super specialty drugs  2002 . 2000 . We. through intensive focus on Conservation of Energy and Technology Absorption. besides reduce effluent and improve hygiene conditions & productivity.Dabur demerges Pharmaceuticals business  2007 . CONSERVATION OF ENERGY Dabur has been undertaking a host of energy conservation measures.

besides educate & motivate employees on various aspects of Health. amongst others. A dedicated ―Safety Management Team‖ has also been put in place to work towards the prevention of untoward incidents at the corporate and unit level. which have contributed towards preserving natural resources. Technology and Facilities.Technology Absorption Dabur has also made continuous efforts towards technology absorption and innovation. 15 . reutilization of waste water from pump seal cooling and RO reject waste-water management Introduction of water efficient CIP system with recycling of water in fruit juice manufacturing Development of in-house technology to convert fruit waste into organic manure by using the culture Lactobacilus burchi The Company has achieved a host of significant benefits in terms of product improvement. resulting in 30% reduction in bulk wastage by using non-stick coating and formulation change Improvement in water treatment plant through introduction of RO (Reverse Osmosis) system for DM water. cleaner environment and waste disposal. HEALTH SAFETY & ENVIRONMENTAL REVIEW Renewing the commitment to Health Safety and Environment. These efforts include:      Minimum use of water in process by pre-concentration of herbal extract and reduction in concentration time Uniform heating in VTDs by hot water as against steam earlier. cost reduction. Safety and Environment. Dabur has formulated a policy focusing on People. import substitution. product development.

Dabur is utilizing Information Technology in a big way. we will strive to translate the good intentions into concrete and lasting results. knowledge and technology are key resources which have helped the Company achieve higher levels of excellence and efficiency. Implementation of a country wide new WAN Infrastructure for running centralized ERP system. Setting up of new Data Centre at KCO Head Office. It will also cut down costs and increase profitability. Future Challenges      Forward Integration of SAP with Distributors and Stockists. we are committed to sustainable development throughout our diverse operations. which has delivered encouraging results and has put the company on the path to becoming a Water-Positive Corporation. In pursuance of its commitment towards the society. Backward Integration of SAP with Suppliers. Extension of Reach System to distributors for capturing Secondary Sales Data. The efforts include implementation of rainwater harvesting. Towards this overall goal of technology-driven performance. efforts have also been initiated to conserve and maintain the ground water level. And. Our major IT Initiatives      Migration from Baan and Mfg ERP Systems to centralized SAP ERP system from 1st April 2006 for all business units.The Company is also continuously monitoring its waste in adherence with the pollution control norms. 16 . Implementation of new POS system at Stockist point and integration with SAP-ERP. Roll out of IT services to new plants and CFAs. At Dabur. IT INITIATIVES At Dabur India Limited. Dabur also initiated a Carbon Foot Print Study at the unit level with an aim to become a carbon positive Company in years to come. This will help in integrating a vast distribution system spread all over India and across the world. SAP Roll-out to DNPL and other new businesses. Implementation of SAP HR and payroll. contributing to the ultimate good of the society.

collection. analysis. a sales forecast or an advertising evaluation. it may also use for a product-preference test. and reporting of data and findings relevant to a specific marketing situation facing by a company . we define market research as the systematic design. In other words ―the activities undertaken by an organization to determine the nature of its customers and competitors.MARKET RESEARCH Market research is a process to find out the specific problem and opportunities.‖ MARKET RESEARCH PROCESS(HOW DONE MARKET RESEARCH ) DEFINE THE RESEARCH PROBLEM DEVELOP THE RESEARCH PLAN COLLECT THE INFORMATION ANALYZE THE INFORMATION PERCENT THE FINDINGS MAKE THE DECISION 17 . as well as the demand for its products or services along with the features that customers prefer in similar products or services.

data source is primary data and sample size was one hundred fifty. it is used to learn about peoples knowledge. STEP-4(DATA ANALYSIS):Now i am going to have a inside of my research 18 . STEP-2 (DEVELOP THE RESEARCH PLAN): DATA SOURCE: .  RESEARCH INSTRUMENTS:-The instrument that I used in my research was questionnaire. STEP-3(COLLECT THE INFORMATION) I was collect the information through the questionnaire. They are also planning to launch some products such as mango pulp. tomato paste. beliefs. snack dressing etc so that also need to find out market size for these products and leading organizations in this product line.  SAMPLE SIZE:-The sample size was one hundred fifty. Primary data was collected through survey questionnaire because survey are the best suited for the descriptive research.STEP-1(DEFINE RESEARCH PROBLEM):Dabur India Ltd.  SAMPLING PLAN: SAMPLING UNIT:-I include to all those institutions (hotels and restaurants) in my sampling unit who has its own store to cater the facilities to inside and outside visitors. has a big product line of home made (cooking pastes and purees) and other items which mostly uses in Indian kitchen. And after collecting the relevant information store it in excel format. preference and satisfaction. The research problem is to find out the market share. competitors of Dabur in same product line and also find out market size for all the products to which they have lunched.

DATA ANALYSIS FOR MY RESEARCH PROJECT PRODUCT CORN FLOUR BRAND USING ANALYSIS OF CORNFLOUR BRAND NAME WEEKFIELD BEE GEE INDIA (THREE BIRDS) SHREE FOODS LEMELA NEATURE BROWN ANDPOLSION DABUR NOT USING TOTAL NO. OF ACCOUNTS USE 77 43 9 7 1 1 10 2 150 BROWN AND POLSION 1% NOT USING NEATURE 1% 0% LEMELA 5% SHREE FOODS 6% DABUR 7% EXISTING BRANDS AND MARKET SHARE WEEKFIELD BEE GEE INDIA (THREE BIRDS) SHREE FOODS LEMELA BEE GEE INDIA (THREE BIRDS) 29% WEEKFIELD 51% NEATURE BROWN ANDPOLSION DABUR NOT USING 19 .

 BROWN & POLSON:-it has captured one (1%) percent market.  BEE GEE INDIA (THREE BIRDS):-it is the second brand in the market with twenty nine (29%) percent market share. After analysis the data I found that there are seven (7) brands available in market named as WEEK FIELD :–week field is the market leader with share of fifty one (51%) percent. it is the market challenger with 29 percent market share. more then 50 percent market is captured by week field.  We require to do advertisement and marketing.  Peoples are not aware about Dabur corn flour. it is local brand of jaipur .  DABUR (NATURES BEST):-it has seven (7%) percent market share.  LEMELA:-it has five (5%) percent market share. it is also local brand of jaipur. RECOMMENDATIONS: As far as I thing there is no problem in the quality of Dabur corn flour because at the time of data collection I asked no.  SHREE FOODS:-it is catered by shree foods ltd.  NOT USING: .  NEATURES:-it has one (1%) market share . According to some users it is little bit expensive. rate and pack size. of questions to users in terms of quality. it has six (6%) percent market share. 20 .there are two (2%) accounts who don’t use corn flour.FINDINGS AND RECOMMENDATIONS FOR CORNFLOUR After analyze the data there are some findings in terms of different brands available in market and their market share.

OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. OF ACCOUNTS USING NO.  If we talk about the consumption. OF ACCOUNTS 148 2 150 NO.remaining all institutions are using 20-30 kg corn flour. OF ACCOUNTS USING NO.MARKET SIZE ANALYSIS TYPES OF ACCOUNTS NO. OF ACCOUNTS NOT USING 1% MARKET SIZE ANALYSIS PRODUCT: C0RNFLOUR NO. 21 . Two and three big institutions are using more than 100kg corn flour . there is no more consumption. OF ACCOUNTS USING 99% NO. OF ACCOUNTS NOT USING FINDINGS: According to market research findings there are ninety (99%) percent institutions are using corn flour and there is only one (1%) percent institutions are not using corn flour.

OF ACCOUNTS USING 109 22 17 2 150 NOT USING 1% 5 KG 11% 2 KG 15% PACK SIZE (USED) ANALYSIS 1 KG 2 KG 1 KG 73% 5 KG NOT USING FINDINGS: According to pack size (used) analysis there are seventy three (73%) percent institutions are using pack size of one (1) kg.PACK SIZE (USED) ANALYSIS OF CORNFLOUR AVAILABLE PACK SIZE 1 KG 2 KG 5 KG NOT USING TOTAL NO.  Eleven percent institutions are using pack size of five (5) kg.  Fifteen percent institutions are using pack size of two (2) kg. RECOMMENDATION: According to research findings most of institutions are using one (1) kg pack size that’s why we should produce one (1) kg pack size more. 22 . Because they takes small pack size from store on daily bases.

After analysis the data I found that there are three (3) brands available in market named as LEMONEEZE (DABUR):-it has two (2%) market share. people are aware about this product. it uses as complimentary.  USING FRESH LEMONS:-approximately ninety six (96%) percent institutions are using fresh lemons.  ROYAL BURTON:-it has one (1%) market share.  LIMECARDILE:-it also has one (1%) market share.BRAND USING ANALYSIS OF LEMONEEZE BRAND NAME LEMONEEZE(DABUR) ROYAL BURTON LIMECARDILE USING FRESH LEMONS TOTAL NO. OF ACCOUNTS USE 3 1 2 146 152 ROYAL BURTON 1% LEMONEEZE(DABUR) 2% LIMECARDILE 1% LEMONEEZE(DABUR) ROYAL BURTON USING FRESH LEMONS 96% LIMECARDILE USING FRESH LEMONS EXISTING BRANDS AND MARKET SHARE FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.  It is mostly used in summers (April to June ) 23 .

The pack size of lemoneeze is not required to change. 24 . OF ACCOUNTS USING 2 3 1 144 150 750 ML 2% 250 ML 1% PACK SIZE (USED)ANALYSIS 1 LTR 1% 250 ML 750 ML 1 LTR NOT USING (USING FRESH LEMONS ) 96% NOT USING (USING FRESH LEMONS ) FINDINGS:According to analysis there are different sizes (250.PACK SIZE(USED)ANALYSIS OF LEMONEEZE AVAILABLE PACK SIZE 250 ML 750 ML 1 LTR NOT USING (USING FRESH LEMONS ) TOTAL NO.750 ml & 1 liter) are available in market.

25 . OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO.MARKET SIZE ANALYSIS OF LEMONEEZE TYPES OF ACCOUNTS NO.  People are more habitual to use fresh lemons. OF ACCOUNTS NOT USING NO.  People are not aware about this product that’s why we required to do advertisement and approaching to big institution. it can be introduce in only big institutions. OF ACCOUNTS NOT USING 96% FINDINGS:  According to research finding there are only four (4%) percent institutions are using lemoneeze and ninety six (96%) percent institution are using fresh lemons. OF ACCOUNTS USING NO. OF ACCOUNTS USING NO. OF ACCOUNTS USING 4% MARKET SIZE ANALYSIS NO. OF ACCOUNTS 6 144 150 NO.  The market is not potential for this type of product because it is mostly used by big institutions.

 TABASCO:-it has twenty one (21%) percent market.  It is mostly used by star category institution that’s why we need it approach in big institution. After analysis the data I found that there are two (2) brands available in market named as CAPSICO:-it has nineteen (19%) percent market share and there is no problem in terms of quality and rate.  There are two brands available in market and having same pack size(60ml) 26 .BRAND USING ANALYSIS OF CAPSICO BRAND NAME CAPSICO TABASCO NOT USING TOTAL NO. it is the competitor of capsico (Dabur). OF ACCOUNTS USE 28 32 90 150 EXISTING BRANDS AND MARKET SHARE CAPSICO 19% NOT USING 60% TABASCO 21% CAPSICO TABASCO NOT USING FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.

we need to approach in big institution (star category). there is the forty (40%) percent market is potential to buy capsico. OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. OF ACCOUNTS USING NO. OF ACCOUNTS USING NO. 27 . OF ACCOUNTS USING 40% FINDINGS: According to research findings if we talk about the market size. other remaining institution are not using product like capsico. OF ACCOUNTS NOT USING 60% NO. NO. OF ACCOUNTS 60 90 150 MARKET SIZE ANALYSIS PRODUCT: CAPSICO NO. OF ACCOUNTS NOT USING NO.PACK SIZE(USED)ANALYSIS OF CAPSICO AVAILABLE PACK SIZE THE EXISTING BRANDS ARE HAVING SAME PACK SIZE (60 ML). OF ACCOUNTS USING MARKET SIZE ANALYSIS OF CAPSICO TYPES OF ACCOUNTS NO.

 CHOCO:-it has one (1%) market share.BRAND USING ANALYSIS OF COCONUT MILK BRAND NAME THAILAND(king thai) DABUR CHOCO CHAOCOH(IMPORTED) CANZ NESTLE NOT USING TOTAL NO. it has one (1%) percent market share. After analysis the data I found that there are six (6) brands available in market named as THAILAND (KING THAI):-it is the imported brand from Thailand. 28 .  DABUR:-it is the second popular brand in market with the six (6%) percent market share. OF ACCOUNTS USE 4 9 1 10 4 2 120 150 THAILAND(king thai) DABUR CHOCO 2% 6% 1% CHAOCOH(IMPORTED ) 7% CANZ 3% THAILAND(king thai) NESTLE 1% DABUR CHOCO NOT USING 80% CHAOCOH(IMPORTED) CANZ NESTLE NOT USING EXISTING BRANDS AND MARKET SHARE FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.

OF ACCOUNTS USING 20% NO.  CANZ:-it is the third popular brand with three (3%) market share. 29 . OF ACCOUNTS NOT USING 80% NO. OF ACCOUNTS NOT USING MARKET SIZE ANALYSIS FINDINGS : If we talk about the market size of coconut milk than there are only twenty (20%) percent institution which is using coconut milk and eighty (80%) institutions are not using coconut milk. OF ACCOUNTS USING NO. OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. MARKET SIZE ANALYSIS OF COCONUT MILK TYPES OF ACCOUNTS NO. CHAOCOH (IMPORTED):-it is also imported brand and it is the first popular brand with seven (7%) market share.  NESTLE:-it has one (1%) percent market share. OF ACCOUNTS 30 120 150 PRODUCT: COCONUT MILK NO. OF ACCOUNTS USING NO.  According to feedback it is used in preparing sea food. most of institutions are using coconut cream and coconut powder.

PACK SIZE(USED) ANALYSIS OF COCONUT MILK AVAILABLE PACK SIZE 200 ML 400 ML 1 KG NOT USING TOTAL NO. 30 . OF ACCOUNTS USING 9 19 2 120 150 200 ML 6% 400 ML 13% 1 KG 1% 200 ML 400 ML 1 KG NOT USING NOT USING 80% PACK (USED)SIZE ANALYSIS FINDINGS: The coconut milk is available in different-2 pack size (200.400ml &1kg) and pack type is also different. Some companies have introduced it in tetra pack and some companies also introduced in tin packing.

due to some reason There is no pack size less than 500 Grm (institutional). After analysis the data I found that there are two (2) brands available in market named as REAL HONEY (DABUR):-Real honey (Dabur) is the market leader with the ninety (90%) percent market share. but now the share of Dabur honey is decreasing day by day. OF ACCOUNTS USE 134 2 13 149 NOT USINS MARRY FOODS 9% 1% DABUR MARRY FOODS DABUR 90% NOT USINS EXISTING BRANDS AND MARKET SHARE FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.  Now days institutions has started using small pack size(15 grm) it is known as ― Honey on the table‖. Most of the market is captured by Dabur honey.BRAND USING ANALYSIS OF HONEY BRAND NAME DABUR MARRY FOODS NOT USINS TOTAL NO. There is no complained in terms of quality and rate. 31 .

OF ACCOUNTS NOT USING 9% PRODUCT: HONEY NO. OF ACCOUNTS NOT USING MARKET SIZE ANALYSIS FINDINGS:According to research findings ninety one (91%) percent institutions are using honey.it has captured one (1%)percent market share. OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. OF ACCOUNTS 137 13 150 NO. There are only nine (9%) percent institution are not using honey. OF ACCOUNTS USING NO. OF ACCOUNTS USING 91% NO. MARKET SIZE ANALYSIS OF HONEY TYPES OF ACCOUNTS NO. OF ACCOUNTS USING NO. HONEY(MARRY FOODS-MUMBAI):-It is the new emerging company and catering small honey pouch packing known as “HONEY ON THE TABLE ”. That’s why the ninety percent market is potential. 32 .

So to maintain the market share we also need to launch this type of pack size.PACK SIZE(USED) ANALYSIS OF HONEY AVAILABLE PACK SIZE 250 GRM 500 GRM 15 GRM(HONEY ON TABLE POUCHE ) 1 KG N0T USING TOTAL NO. 33 . OF ACCOUNTS USING 1 40 1 95 13 150 N0T USING 8% 250 GRM 1% 500 GRM 27% PACK SIZE (USED) ANALYSIS 250 GRM 500 GRM 15 GRM(HONEY ON TABLE POUCHE ) 1 KG N0T USING 15 GRM(HONEY ON TABLE POUCHE ) 1% 1 KG 63% RECOMMENDATION:There is no problem in terms of packing type and packing size but according to market share analysis the market share of real honey (Dabur) Is decreasing day by day. Because there is a pack size of 15grm pouch (Honey on the table) is launched by marry foods Ltd-Mumbai and institutions are more interested to use it.

OF ACCOUNTS USE 39 26 2 8 19 8 2 7 3 2 34 150 EXISTING BRANDS AND MARKET SHARE KAYTIS GOLDEN CROWN DABUR(NEATURS BEST ) GURUJI 1% MID LAND 2% NOGA FRUTINS TOPS MORTAN 5% TOPS 5% FRUTINS 13% NOGA 5% DABUR(NATURE.BRAND USING ANALYSIS OF TOMATO PUREE BRAND NAME KAYTIS GOLDEN CROWN DABUR(NATURE’S BEST ) NOGA FRUTINS TOPS KISSAN MORTAN MID LAND GURUJI NOT USING TOTAL NO.S BEST ) 2% KISSAN GOLDEN CROWN 17% MORTAN MID LAND GURUJI NOT USING NOT USING 23% KAYTIS 26% KISSAN 1% 34 .

it has five (5%) percent market share.FINDINGS AND RECOMMENDATION After analyze the data there are some findings in terms of different brands available in market and their market share.  NOT USING:-There are approximately twenty three (23%) percent institutions are not using tomato puree.  TOP’S:-It has five (5%) percent market share. 35 . Our competitor golden crown is selling tomato puree at the rate of forth rupees(40). After analysis the data I found that there are six (6) brands available in market named as KAYTIS:-It is the market leader with twenty three (23%) percent market share.it has two (2%) percent market share.  FRUTINS:-It has thirteen (13%) percent market share. They prefer to use fresh tomatoes.  GURUJI: .  MORTAN: . It is the most popular brand in the market.  MID LAND: .  NEATURS BEST (DABUR):-It has two (2%) percent market share  NOGA:-It has five (5%) percent market share.  KISSAN:-it has one (1%) percent market share. RECOMMENDATION:During the data collection I found that our tomato puree (Dabur) is little bit expensive and others brands are available between 35-40 rupees. It is the second most preferred brand in the market.it has one (1%) percent market share.  GOLDEN CROWN:-It is the market challenger with seventeen (17%) percent market share.

PACK SIZE(USED)ANALYSIS OF TOMATO PUREE AVAILABLE PACK SIZE 825 GRM 850 GRM NOT USING TOTAL NO. Some institutions are also using pack size of 850 grm. Eight hundred twenty five (825 GRM) pack size is the standard pack size available in the market. 36 . OF ACCOUNTS USING 77 39 34 150 PACK SIZE (USED) ANALYSIS NOT USING 23% 825 GRM 51% 825 GRM 850 GRM NOT USING 850 GRM 26% FINDINGS:According to pack size (used) analysis there are two pack size (825 & 850 GRM) available in the market.

OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO.MARKET SIZE ANALYSIS OF TOMATO PUREE TYPES OF ACCOUNTS NO. OF ACCOUNTS NOT USING NO. OF ACCOUNTS USING 77% MARKET SIZE ANALYSIS FINDINGS:According to research findings the seventy seven (77%) percent institutions are using tomato puree and there is twenty three (23%) percent institutions are not using tomato puree because they prefer to use fresh tomatoes. OF ACCOUNTS USING NO. 37 . OF ACCOUNTS USING NO. OF ACCOUNTS 116 34 150 NO. OF ACCOUNTS NOT USING 23% PRODUCT: TOMATO PUREE NO.

the most of institutions are not using tomato paste because there is no requirement of tomato paste and if required than they prepare by using fresh tomatoes. After analysis the data I found that there is only (1) brands available in market named as- P&R:-There is only one brand available in the market and there is only seven (7%) percent institutions are using tomato paste. 38 . OF ACCOUNTS USE 10 140 150 EXISTING BRANDS AND MARKET SHARE P&R 7% P&R NOT USING NOT USING 93% FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.BRAND USING ANALYSIS OF TOMATO PASTE BRAND NAME P&R NOT USING TOTAL NO.

PACK SIZE(USED)ANALYSIS OF TOMATO PASTE AVAILABLE PACK SIZE NO. 39 . OF ACCOUNTS USING 7% PRODUCT: TOMATO PASTE NO. OF ACCOUNTS USING MOST OF INSTITUTIONS ARE NOT USING TOMATO PASTE AND THE ONLY EXISTING BRAND HAVING 3 KG (TIN) PACK SIZE MARKET SIZE ANALYSIS OF TOMATO PASTE TYPES OF ACCOUNTS NO. OF ACCOUNTS NOT USING MARKET SIZE ANALYSIS FINDINGS:According to market size analysis there are only seven (7%) percent institution are using tomato paste and ninety three (93%) percent institutions are not using tomato paste. OF ACCOUNTS USING NO. OF ACCOUNTS NOT USING 93% NO. That’s why the market is not potential for this type of product. OF ACCOUNTS USING NO. OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. OF ACCOUNTS 10 140 150 NO.

OF ACCOUNTS USE 10 2 4 5 1 128 150 NESTLE 7% KISSAN HEINZ 1% 3% CROSS&BLACKWELL 3% BLACK & BARRIES 1% NESTLE KISSAN HEINZ CROSS&BLACKWELL BLACK & BARRIES NOT USING NOT USING 85% EXISTING BRANDS AND MARKET SHARE FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.it has three (3%) percent market share.it has three (3%) percent market share.it has one (1%) percent market share. KISSAN: .it has eighty five (85%) percent market share. CROSS & BLACKWELL: .it has seven (7%) percent market share. NOT USING: . BLACK & BARRIES: . HEINZ: .it has one (1%) percent market share. 40 . After analysis the data I found that there are six (6) brands available in market named as      NESTLE: .BRAND USING ANALYSIS OF SNACK DRESSING BRAND NAME NESTLE KISSAN HEINZ CROSS&BLACKWELL BLACK & BARRIES NOT USING TOTAL NO.

2 KG NOT USING NOT USING 85% PACK SIZE (USED) ANALYSIS FINDINGS:After analyzing the data there are different pack size (200ml. OF ACCOUNTS USING 4 6 12 128 150 200 ML 3% 1 KG 4% 1.2 KG NOT USING TOTAL NO.2 KG 8% 200 ML 1 KG 1.2kg) available in the market. 1&1.PACK SIZE (USED)ANALYSIS OF SNACK DRESSING AVAILABLE PACK SIZE 200 ML 1 KG 1. Most of companies prefer 1. 41 .2kg (bottle) pack size.

MARKET SIZE ANALYSIS OF SNACK DRESSING TYPES OF ACCOUNTS NO. OF ACCOUNTS NOT USING NO. 42 . OF ACCOUNTS USING NO.  But according to data findings I can’t say that market is not potential but most of institutions use tomato ketchup and other alternatives at the requirement of snack dressing. OF ACCOUNTS NOT USING 85% MARKET SIZE ANALYSIS FINDINGS: According to research findings only fifteen (15%) percent institutions are using snack dressing and eighty five (85%) percent institutions are not using snack dressing. OF ACCOUNTS USING 15% PRODUCT: SNACK DRESSING NO. OF ACCOUNTS USING NO. OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. OF ACCOUNTS 22 128 150 NO.

BRAND USING ANALYSIS OF TOMATO KETCHUP BRAND NAME NESTLE KISSAN PINKS MAGGI TOPS HALLS HEINZE RACY GOLDEN CROWN CROSS WELL KAYTIS TOTAL NO. OF ACCOUNTS USE 16 30 21 33 10 3 4 15 8 7 3 150 CROSS WELL 5% KAYTIS 2% GOLDEN CROWN 5% NESTLE 10% RACY 10% KISSAN 20% NESTLE KISSAN HEINZE 3% PINKS MAGGI TOPS HALLS HEINZE RACY GOLDEN CROWN MAGGI 22% PINKS 14% CROSS WELL KAYTIS HALLS 2% TOPS 7% EXISTING BRANDS AND MARKET SHARE 43 .

It has twenty (20%) percent market share.  MAGGI: .It has fourteen (14%) percent market share.It has ten (10%) percent market share.It has five (5%) percent market share.  TOP’S:.  HEINZE: . 44 .It has five (5%) percent market share.It has ten (10%) percent market share.It has three (3%) percent market share.FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.It has two (2%) percent market share.  HALLS: .  GOLDEN CROWN: .It is the market leader with twenty two (22%) percent market share.It has two (2%) percent market share.  CROSS WELL: .  KAYTIS: .  KISSAN: .It has seven (7%) percent market share.  RACY: . After analysis the data I found that there are six (6) brands available in market named as-  NESTLE: .  PINKS: .

kissan has introduced 1.PACK SIZE(USED)ANALYSIS OF TOMATO KETCHUP AVAILABLE PACK SIZE 1 KG 1. Most of companies prefer 1kg (bottle) pack size.2kg) available in the market.2kg pack size as institutional pack size but most preferred pack size is 1 kg. 45 .2 KG(KISSAN) 1 KG 80% FINDINGS:After analyzing the data there is different pack size (1&1.2 KG(KISSAN) 20% 1 KG 1. OF ACCOUNTS USING 120 30 150 PACK SIZE (USED)ANALYSIS 1.2 KG(KISSAN) TOTAL NO.

OF ACCOUNTS USING NO. OF ACCOUNTS NOT USING MARKET SIZE ANALYSIS FINDINGS:- After analysis the data I found that there is not a single institution which is not using tomato ketchup.MARKET SIZE ANALYSIS OF TOMATO KETCHUP TYPES OF ACCOUNTS NO. OF ACCOUNTS 150 0 150 NO. OF ACCOUNTS USING NO. 46 . OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. The market is (100%) potential. OF ACCOUNTS USING 100% NO. OF ACCOUNTS NOT USING 0% PRODUCT : TOMATO KETCHUP NO.

BRAND USING ANALYSIS OF PINEAPPLE SLICES BRAND NAME KAYTIS GOLDEN CROWN FRUTINS NOGA MIDLAND NATURAL MORTAN TOP'S DABUR KISSAN NOT USING TOTAL NO. OF ACCOUNTS USE 52 25 27 7 3 1 6 11 1 1 16 150 EXISTING BRANDS AND MARKET SHARE KISSAN 1% DABUR 1% MORTAN 4% NATURAL 1% MIDLAND 2% TOP'S 7% NOT USING 10% KAYTIS 34% KAYTIS GOLDEN CROWN FRUTINS NOGA MIDLAND NATURAL NOGA 5% MORTAN TOP'S DABUR FRUTINS 18% GOLDEN CROWN 17% KISSAN NOT USING 47 .

It has thirty four (34%) percent market share.It has one (1%) percent market share. After analysis the data I found that there are six (6) brands available in market named as KAYTIS: .  KISSAN: .They don’t prefer to use fresh pineapple.  NOT USING: .  NOGA: .It has four (4%) percent market share.It has one (1%) percent market share.It has two (2%) percent market share.  MID LAND: .  DABUR: . NOTE:-Most of institutions are prefer to use pineapple slice (tin pack).  FRUTINS: .FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.  TOP’S:.  NATURAL: .It has seventeen (17%) percent market share.It has ten (10%) percent market share.  GOLDEN CROWN: . 48 .  MORTAN: .It has five (5%) percent market share.It has one (1%) percent market share.It has eighteen (18%) percent market share.It has seven (7%) percent market share.

OF ACCOUNTS 134 16 150 NO.PACK SIZE(USED)ANALYSIS OF PINEAPPLE SLICES AVAILABLE PACK SIZE NO. 49 . OF ACCOUNTS NOT USING NO. OF ACCOUNTS NOT USING 11% PRODUCT : PINEAPPLE SLICE NO. OF ACCOUNTS USING NO. OF ACCOUNTS USING ALL EXISTING BRAND HAVING SAME PACK SIZE = 850 Grm MARKET SIZE ANALYSIS OF PINEAPPLE SLICES TYPES OF ACCOUNTS NO.  Most of institutions are prefer to use pineapple slice (tin pack). OF ACCOUNTS USING NO. OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. That’s why I can say that the market is potential for pineapple slice. OF ACCOUNTS USING 89% MARKET SIZE ANALYSIS FINDINGS: According to market size analysis there are eighty nine (89%) institutions are using pineapple slice and only eleven (11%) institutions are not using pineapple slice.

OF ACCOUNTS USE 46 25 4 28 10 4 6 1 1 25 150 EXISTING BRANDS AND MARKET SIZE NATURAL 1% DABUR 1% MORTAN 4% MIDLAND 2% TOP'S 7% NOT USING 17% KAYTIS 31% KAYTIS GOLDEN CROWN NOGA FRUTINS TOP'S MIDLAND MORTAN DABUR GOLDEN CROWN 17% NATURAL NOT USING FRUTINS 19% NOGA 2% 50 .BRAND USING ANALYSIS OF FRUIT COCKTAIL BRAND NAME KAYTIS GOLDEN CROWN NOGA FRUTINS TOP'S MIDLAND MORTAN DABUR NATURAL NOT USING TOTAL NO.

 GOLDEN CROWN: .It has ninteen (19%) percent market share.  NOT USING: .  MORTAN: .  NOGA: .  TOP’S:. After analysis the data I found that there are six (6) brands available in market named as KAYTIS: .It has thirty one (31%) percent market share.It has one (1%) percent market share.It has four (4%) percent market share.It has two (2%) percent market share.It has seven (7%) percent market share.  MIDLAND: . 51 .It has seventeen (17%) percent market share.  FRUTINS: .It has one (1%) percent market share.It has seventeen (17%) percent market share.  NATURE’S BEST (DABUR):.  NATURAL: .It has two (2%) percent market share.FINDINGS:After analyze the data there are some findings in terms of different brands available in market and their market share.

52 . OF ACCOUNTS USING 100 25 25 150 PACK SIZE (USED) ANALYSIS NOT USING 17% 840 Grm 850 Grm 16% 840 Grm 67% 850 Grm NOT USING FINDINGS:According to pack size (used) analysis there are two pack sizes (840 & 850 grm) available in the market.PACK SIZE (USED )ANALYSIS OF FRUIT COCKTAIL AVAILABLE PACK SIZE 840 Grm 850 Grm NOT USING TOTAL NO. The pack size of 840 grm is preferred more by companies rather than 850 grm.

OF ACCOUNTS NOT USING NO. OF ACCOUNTS 125 25 150 MARKET SIZE ANALYSIS NO. OF ACCOUNTS NOT USING 17% PRODUCT: FRUIT COCKTAIL NO. OF ACCOUNTS USING NO.MARKET SIZE ANALYSIS OF FRUIT COCKTAIL TYPES OF ACCOUNTS NO. 53 . OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. that’s why the market is potential for buying fruit cocktail. OF ACCOUNTS USING NO. OF ACCOUNTS USING 83% FINDINGS:At the behalf of findings I can say that the eighty three (83%) percent institutions are potential to buy fruit cocktail and only seventeen (17%) percent institutions are not potential to buy fruit cocktail.

 Most of institutions prefer to use fresh mangoes and there is no more requirement of mango pulp. OF ACCOUNTS USING ONLY ONE BRAND EXISTS IN THE MARKET HAVING PACK SIZE OF 840Grm 54 . Nineteen (19%) percent institutions are there which is using mango pulp and other remaining eighty one (81%) percent institutions are not using mango pulp. PACK SIZE ANALYSIS OF MANGO PULP AVAILABLE PACK SIZE NO. OF ACCOUNTS USE 28 122 150 EXISTING BRANDS AND MARKET SHARE KAYTIS 19% KAYTIS NOT USING (USING FRESH MANGOES OR NOT) NOT USING (USING FRESH MANGOES OR NOT) 81% FINDINGS: According to research findings there is only one brand catered by kaytis foods Ltd.BRAND USING ANALYSIS OF MANGO PULP BRAND NAME KAYTIS NOT USING (USING FRESH MANGOES OR NOT) TOTAL NO.

OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. OF ACCOUNTS 28 122 150 NO.MARKET SIZE ANALYSIS OF MANGO PULP TYPES OF ACCOUNTS NO. OF ACCOUNTS NOT USING 81% NO. OF ACCOUNTS USING NO. OF ACCOUNTS NOT USING FINDINGS: According to research findings there is only nineteen (19%) percent institutions are using mango pulp and remaining eighty one (81%) percent institutions are not using mango pulp. OF ACCOUNTS USING 19% MARKET SIZE ANALYSIS PRODUCT: MANGO PULP NO. OF ACCOUNTS USING NO. 55 . That’s why according to my opinion the market is not potential for mango pulp.  According to users opinion the requirement of mango pulp is no more and if some time there is required then they prefer to use fresh mangoes.

PACK SIZE (USED)ANALYSIS OF KEORA AVAILABLE PACK SIZE THERE IS ONLY ONE BRAND (DABUR KEORA ) AVAILABLE IN MARKET HAVING PACK SIZE -250 ML. OF ACCOUNTS USING 56 .  0nly Dabur is there to cater keora water. there is eighty nine (89%) percent institutions are using keora water and remaining eleven (11%) percent institutions are not using.  People are brand loyal of rose & keora water cater by Dabur. OF ACCOUNTS USE 133 17 150 NOT USING 11% DABUR NOT USING DABUR 89% EXISTING BRANDS AND MARKET SHARE FINDINGS: If we talk about the keora water.BRAND USING ANALYSIS OF KEORA BRAND NAME DABUR NOT USING TOTAL NO. NO.

MARKET SIZE ANALYSIS OF KEORA TYPES OF ACCOUNTS NO. OF ACCOUNTS NOT USING TOTAL SAMPLE SIZE NO. OF ACCOUNTS USING 89% NO.  Each and every institution are using keora water may be they are using in less quantity. OF ACCOUNTS NOT USING 11% MARKET SIZE ANALYSIS PRODUCT : KEORA NO. 57 . OF ACCOUNTS USING NO. OF ACCOUNTS NOT USING FINDINGS: According to market size analysis eighty nine (89%) percent institutions are using keora water and remaining others are not using keora water.  It is used for fragrance to preparing rice. OF ACCOUNTS USING NO. Biryani etc. OF ACCOUNTS 133 17 150 NO.

58 . Question rise-“but why “because our distributer is also having distributer ship of “golden crown. red bull etc. pack type and pack size etc.  If we want to go further and want to increase our market share.  According to my opinion we should recruit individual DISTRIBUTERS.CONCLUSION AND RECOMMENDATIONS  There is no complained in terms of quality. what actually they want to buy. amul.  ESTABLISH RELATIONSHIP:-Make relationship and maintain to that. we have to do marketing and advertisement also. pack type and pack size.  FORMULATE SOLUTION:-Than find out the alternate solutions and choose the best one.  If it is not possible than marketing for Dabur product should be separately.  According to my opinion our products is little bit expensive rather than our competitor. EFFECTIVE SALES PROCESS (model):To make sales effective the following process should be follow: NEED RECOGNIZATION:-first we required to recognizing the need of consumers. When our distributer gives price list in any institution then he gives both(Dabur & golden crown) and final call converts for golden crown in maximum cases because the products of golden crown is little bit chipper rather than Dabur products.  People/institutions are not aware about Dabur (homemade) products.  CLOSE THE SALES: DELIVER AND EVALUATE:-Deliver and evaluate that.” There is no problem from them which is catering to different segment AND different product line but if we talk about the golden crown. it is catering same product line and same segment. And there is no problem in terms of quality. it is sufficient to satisfy the need and wants of consumers. nestle.

"We have recently launched four new products — pineapple slices. its also called B2B Sells. in an ffort to increase its focus on the food services market has launched various new products catering specifically to institutional channels. here we sell products/Services/Solutions to other organizations. For an eg. 59 . Selling 300-1000 AC to one new opening hotel. we sell one AC to a customer for his personel uses its B2C Selling. these products have been launched under Dabur's Nature Best brand that exclusively caters to the food services sector. fruit cocktail. where as in instituional sales we sell in bulk quantities for eg.ABOUT INSTITUTIONAL SALES Intuitional Sales is similar as corporate sales. Institutional Sales does not involve the channel of dealers/distributors. the foods and beverage arm of FMCG major Dabur india Ltd. tomato puree & corn flour. its the direct sales for company to company Dabur Foods Ltd.

The latter is growing at 45% per annum whereas the former is growing at 35%.The company is looking at developing its product portfolio by foraying into products such as tomato-based dressings for snacks. Dabur India Ltd. ED. a 100% subsidiary of Dabur India Ltd. INSTITUTIONAL SALES CHANNELS OF DABUR INDIA LTD. INSTITUTION AL SALES RESTAURANT RETAILERS MORDEN TRADE BIG MALLS HOTELS RESORTS AIR LINES CORPORATE OFFICES 60 . "The institutional segment will be a growth driver for us in the near future. is now focusing on institutional sales in a big way. Dabur Foods. Kingfisher Airlines. "The market for institutional sales of beverages is about Rs 110 crore. amongst others. other sauces and dips. The company already caters to Jet Airways. Though retail sales still rules the roost (75% of the sales comes from this segment). Says Amit Burman. The food major has invested Rs 15 lakh in this project. the company recently partnered with Cafe Coffee Day and launched Real Fruit fusion. INDIA LTD. where we already have about 50 per cent market share through the sales of our juice brand Real. the institutional pie is clocking faster growth rates. a range of smoothies with the Real fruit juice being a core ingredient. the India Hotels Company and the Oberoi group of hotels and resorts." Keeping this in mind.

com http://www.com http://www.in/ http://www.org http://www.thehindubusinessline.scribd.Dabur.co.BIBLIOGRAPHY http://www.com http://www.imcri.com 61 .google.just-food.

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