MonacoM i n i C h e e s l i n g s R e c i p e 5 7 Krackjack MarylongGoldGol dGoldSilver Silver 1987 (Bruxelles)GlucoKrackjack MonacoM i n i C h e e s l i n g s MarylongGoldGoldGoldGoldGold1988 (Athens)MonacoCheeslingsMarylongGlucoKrackjack GoldGoldGoldSilver Bronze1989 (Luxembourg)GlucoKrackjack MonacoMarylongCheeslingsMelodyFudgyGoldGoldG o l d w i t h P a l m l e a v e s Silver

GoldGoldGold1990 (Luxembourg)CheeslingsRol-AColaKrackjack MonacoGlucoPoppinsMelodyG r a n d G o l d T w i s t w r a p G o l d GoldGol dSilver Silver Bronze16

1991 (Barcelona)MelodyK i s m i T o f f e e B a r M a n g o B i t e Rol-AColaGlucoKrackjack MonacoCheeslingsSilver BronzeGoldGoldGoldSilver GoldGold1993 (Amsterdam)GlucoKrackjack MonacoCheeslings NimkinGoldGoldGoldGoldGold1996 (Brussels)GlucoKrackjack MonacoCheeslingsGoldGoldGoldGold1998 (Paris)GlucoMonacoKrackjack Supermilk CheeslingsGoldGoldGoldSilver Grand Gold1999 (RomaItaly)GlucoMonacoKrackjack Supermilk CheeslingsSilver G r a n d G o l d GoldGoldGold2 0 0 0 ( L i s b o a ) G l u c o MonacoBronzeG r a n d G o l d 17

Krackjack Supermilk CheeslingsGoldGoldGold2002 (Brussels)GlucoMonacoKrackjack Supermilk CheeslingsGoldGoldGoldG r a n d G o l d Gold2004 (Brussels)GlucoMonacoKrackjack CheeslingsSixer JeffsGoldGoldGoldGoldGoldSilver 2006 (Brussels)GlucoKrackjack MonacoSixer JeffsCheeslingsGoldGoldGoldGoldGoldGold2007 (Brussels)Parle-GKrackjack MonacoHide & Seek GoldGoldGold & International High Quality TrophySilver 2008 (Brussels)ParleGKrackjack MonacoH i d e & S e e k Marie ChoiceGoldGoldGoldSilver Gold18

NUTRIENTS 4 vital vitamins, iron and iodine, proven to aid mental and p h y s i c a l d e v e l o p m e n t i n g r o w i n g k i d s . T h e p r e m i u m p a c k a g i n g , b e s i d e s appealing to kids, also ensures that the biscuits remain fresh and crisp.So, whether its breakfast time or snack time at school, rest assured that kids willlook forward to munching these crunchy, milky biscuits which even helps in their development. And yes, adults wont be far behind in reaching out for a pack! Parle-G 50-50 Pepper Chakkar The launch of the latest 50-50 variant left everybody guessing "What it is?" FromTV ads, radio, outdoor and in-store display materials to events, a website and SMS and email blasts, traditional and new media were blended synergistically tocreate excitement and curiosity about the unique taste of the biscuit. The tangyand distinctive pepper flavoured biscuit, that's thin and crispy and more like a snack, caught the imagination of a younger audience craving something to nibbleon. The 50-50 Pepper Chakkar launch is truly a case of leveraging the marketingmix to best advantage.Parle-G profits up 125 % in Q2; growth momentum continuesMumbai, October 23rd, 2007: Parle-G Industries Ltd. (PARLE G ), one of Indiasleading food Companies, reported sales of Rs. 6,588 MM for the quarter ended30th September 2008, reflecting 20% growth over the corresponding quarter lasty e a r . N e t P r o f i t f o r t h e q u a r t e r a t R s . 4 8 5 M M w a s m o r e t h a n d o u b l e f o r t h e corresponding quarter last year of Rs 212 MM.For the half year ended 30th September 07, revenue grew 19.6% to Rs. 12,356MM, while net profit at Rs 846 MM was 64.6% higher than last year.Commenting on the performance, Ms. Vinita Bali, Managing Director, said,We continue to build on the growth momentum of last year. We have added 340 basis points to our margin through higher price realization as well as innovation.The increase in profit has been achieved despite the continuing and unprecedentedincrease in prices of key commodities like flour, oils & dairy products.During the quarter, the Company launched Treat Cho co Gelo, an extension of t h e T r e a t f r a n c h i s e w i t h d o u b l e m a s t i o f c h o c o l a t e & c a r a m e l a n d a l s o 25 introduced a range of premium indulgence cookies under Pure Magic brand.Investment in Advertising and Sales Promotion has been increased by 50% to fuelthe innovation led growth. MEASURES UNDERTAKEN BY GOVERNMENT The Food Processing Industry have been experiencing the adver s e a f f e c t o f multiplicity of various Acts/ Rules and Regulations for f o o d s t a n d a r d s u n d e r t h e Prevention of Food Adulteration Act Standards of Weights & Measures Act, FoodProducts Order, the Meat Products Order, the Bureau of Indian Standards & MMPO(Milk & Milk Product Order), etc. affected the Food & Food Processing Sectors. Theyneed to be modernized & converged.A s a c o n s e q u e n c e o f v a r i o u s r e p r e s e n t a t i o n s o f i n d u s t r y, the Govt. of India hasdecided to set up a Group of Ministers (GOM) t o p r o p o s e l e g i s l a t i o n a n d o t h e r changes for preparing a Modem Integrated Food Law and related regulations. TheMinistry of Sta te for Food Processing Industries is the Nodal Ministry to coordinate the Parle G l.26

R P D s ( R a d i a t i o n P r o t e c t i o n d o s i m e t r y) f r o m w h e r e i t f i n a l l y r e a c h e s t o t h e markets of Rural India. The Authorized Wholesaler buy goods from Companyand from them the Stock goes to the Retailers. Retailers sell Company Products tothe End Consumers.The Sale of the Stock from Depots to Authorized Wholesaler constitutes PrimaryS a l e w h i l e t h e S a l e o f t h e S t o c k f r o m A u t h o r i z e d W h o l e s a l e r t o W h o l e s a l e r constitute Secondary Sale.Different rural markets have different set of Superstockists (SS) which further have RPDs (Rural preferred Dealers) and UPDs (Urban preferred Dealers) under t h e m . T h e s e U P D s a r e t h e d e a l e r s o f v e r y s m a l l r e g i o n s o n l y w h i c h a r e considered rural only and are not completely urban. SalesPromotion Sales promotion, a key ingredient in marketing campaigns, consists of a diversecollection of incentive tools, mostly short term, designed to stimulate quicker or greater purchase of particular products or services by consumers or the trade."In marketing, sales promotion is one of the four aspects of promotion. (The other t h r e e p a r t s o f t h e p r o m o t i o n a l m i x a r e a d v e r t i s i n g , p e r s o n a l s e l l i n g , a n d publicity/public relations.) Sales promotions are non-personal promotional effortsthat are designed to have an immediate impact on sales. Sales promotion is mediaa n d n o n - m e d i a m a r k e t i n g c o m m u n i c a t i o n s e m p l o ye d f o r a p r e d e t e r m i n e d , limited time to increase consumer demand, stimulate market demand or improve product availability. Examples include: c o u p o n s d i s c o u n t s and sal es c o n t e s t s point of purchase d i s p l a y s r e b a t e s free samples (in the case of food i t e m s ) g i f t s a n d i n c e n t i v e i t e m s 35 free travel, such as free flights Sales promotions can be directed at e i t h e r t h e customer , sales staff, or distributionchannel members (such asretailers). Sales promotions targeted at theconsumer are called consumer sales promotions .S a l e s p r o m o t i o n s t a r g e t e d a t r e t a i l e r s a n d wholesalea r e c a l l e d trade salespromotions . Purpose of sales promotion . Sales-promotion tools vary in their specific objectives. A free sample stimulatesconsumer trial, whereas a free management-advisory service aims at cementing along-term relationship with a retailer.Sellers use incentive type promotions is to attract new triers, to reward loyalc u s t o m e r s , a n d t o i n c r e a s e t h e r e p u r c h a s e r a t e s o f o c c a s i o n a l u s e r s . S a l e s promotions often attract brand switchers, who are primarily looking for low price,good value, or premi-urns. Sales promotions are unlikely to turn them into loyalusers. Sales promotions used in markets of high brand similarity produce a highs a l e s r e s p o n s e i n t h e s h o r t r u n b u t t i t t l e p e r m a n e n t g a i n i n m a r k e t s h a r e . I n markets of high brand dissimilarity, sales promotions can alter market shares permanently. MAJOR CONSUMER PROMOTIONAL TOOLS Samples: Offer of a free amount of a product or service delivered door todoor, sent in the mail, picked up in a store, attached to another product, or featured in an advertising offer.

Coupons : C e r t i f i c a t e s e n t i t l i n g t h e b e a r e r t o a s t a t e d s a v i n g o n t h e purch a s e o f a s p e c i f i c p r o d u c t : m a i l e d , e n c l o s e d i n o t h e r p r o d u c t s o r attached to them, or inserted in magazine and newspaper ads. Cash Refund Offers (rebates): Provide a price reduction after purchaser a t h e r t h a n a t t h e r e t a i l s h o p : c o n s u m e r s e n d s a s p e c i f i e d " p r o o f o f 36 purchase" to the manufacturer who "refunds* part of the purchase price bymail. To promote products to consumer, company devises some scheme like discount onMRP, giving freebies with product etc.How Consumer promotional offer products differ from normal product without offer ? The product is marketed under some scheme. The packaging is different from normal product. The freebies procurement & logistics planning is additional activity. The production centers may be different from regular production centers. The distribution strategy may be different from regular one.Parle G Industries Ltd. Planned to launch six promotional offers in the month of Mayand June 2008.Complexities involved were promotional offers limited to some region of our countryand rest of country was on normal product.The promotional offers were limited to Uttar Pradesh and Rajasthan. Objectives :To deliver right SKU (Stock Keeping Unit) & Gift item to right place in righttime. To achieve internal customer satisfaction level to 95%. And to increase the consumer base for newly launched product.Marketing Department decides to run promotional offers on brands with following objectives . To penetrate market with greater share of business. To leverage ParleG b r a n d b y h a v i n g a s s o c i a t i o n w i t h s o m e o t h e r k n o w n brand. To counterattack competitors strategy.The consumer promotional offers are based on the principle of elasticity of demand.Following consumer promotional offers were conceptualized for May and June 2006.37

area contribution. Due to this most of the time major part of the stock w a s dispatched in the Urban markets which has seriously affected the Rural sales. Dispatch Problem: There was no proper schedule for dispatching & receiving of orders generated.Generally the Stocks are Dispatched late by about a week from the depots dueto which the stock reaches late to the wholesalers and during that week thewholesalers face the problem of non availability and are left with very less or no stock to sell. Poor sale promotion skills: According to observations, sale was not promoted skillfully in most of theRegions. The retailers in these regions have not taken appropriate efforts so asto promote the promotional products skillfully.59

Recommendations As already discussed above, there are certain issues and flaws associated withSales Promotion, so in order to implement it effectively and efficiently we wouldlike to suggest certain recommendations to the company:Production department should make efforts to make available all of the product v a r i e t i e s i n t h e d e p o t n o r m w i s e . S o t h a t e a c h a n d e v e r y v a r i e t y s h o u l d b e available according to the generated order so as to meet the stock out problem.I recommend strong coordination between production and the sales department.So that a proper production forecast for each variety can be maintained by the production department.Proper allocation of the stock from the depot according to the Superstockistscontribution so that neither there is excess stock in one region nor stock outs inother.I also recommend to increase average number of lines so that all the SKUs (Stock Keeping Unit) are available in the market.Apart from setting overall target for all the SKUs (Stock Keeping Unit), thereshould also be individual SKU wise target so that RPDs and UPDs are able to make sales of unfamiliar products also.To increase the sales margin the price value of the main brand should be relativelyhigher i.e. around thrice of the Freebie for example instead of Rs10 pack of 50:50150G Freebie Pepper Checker should be given with Rs15 pack of 50:50.T h e r e s h o u l d b e a s ys t e m f r o m w h e r e d i f f e r e n t d i s t r i b u t o r s c a n s e e t h e s t o c k position of company and as well of other distributors. It will help the distributor ina way that if some distributors who wants the same.Contests like MERA RPD MAHAAN should be held every quarter.60